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my birthday July 1st. All right,

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love you all. Let's get to

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the show. So are you all saying that

0:55

there is a possibility that I can

0:58

buy a home today? Honestly,

1:00

come to the closing table

1:02

without one dime out of

1:04

my pocket if I negotiate,

1:06

right? And if I'm in

1:08

a negotiable city. I got

1:10

a client over to the

1:12

table in less than 30 days.

1:14

I think their total cash

1:17

are closed with... Pulse. I'm

1:19

pulse. Pulse. This is mean

1:21

that we're seeing more black

1:23

people buying homes now? Yes.

1:25

Yes. About 2054 people of

1:28

color, right, will have zero

1:30

to negative network. So how

1:32

does a buyer's market if

1:34

the interest rate is still?

1:37

Right? In every market it

1:39

is not always a buyer's

1:41

market. So there is dynamic.

1:43

But in places where you

1:46

have the ability to negotiate,

1:48

you can really win.

1:50

Thing number one, I would

1:52

recommend. Seek out. Back out, I'm

1:54

gonna get straight into it man, because

1:56

I'm gonna help some people. A snapshot

1:59

came out 2025. snapshot of

2:01

race and home buying

2:03

in America. This snapshot

2:06

said that black home

2:08

ownership rate, 45%

2:10

of black home ownership

2:13

rate has the largest

2:15

annual increase among all

2:18

races, but we're still

2:20

lags behind other

2:22

races. But it's like

2:24

this year, we've seen, what

2:27

does this mean? Yes,

2:29

yes, so while we're leading

2:31

in first-time buyers at

2:34

49% 45% 72% of

2:36

last year are still

2:38

white people Right, yeah,

2:40

45% black people 63%

2:43

Asians 51% Hispanics as

2:45

far as in boom,

2:47

but we're leading in

2:50

first-time home buyers.

2:52

What was y'all

2:55

contributed to? It's

2:57

a couple factors. So the 2025 snapshot in

2:59

racial home buying in America comes out

3:01

from the National Association of Realtors. It's

3:03

looking at data from 2024. And what

3:05

we've been here talking with you about

3:07

a lot is all of the, between

3:09

special purpose credit programs, other very aggressive

3:11

loan programs that have been put in

3:13

the street. It takes a little bit

3:15

of time for the impact for those

3:17

to be seen. So simply put, I

3:19

feel like the access to different tools

3:22

in terms of loan financing and education

3:24

and quite frankly messaging, which I know

3:26

is Keith's biggest, you know, he's an

3:28

expert if I may say, of

3:30

helping explain to people how you

3:32

look at it and what is

3:34

actually on the table for you

3:36

to leverage and use. The markets

3:38

adjust and shift, which has happened

3:40

nationwide because of what's going on

3:43

with interest rates, just demand overall

3:45

financial uncertainty. that can create opportunity

3:47

when that's paired with some other

3:49

really great financial products that are

3:51

focused in majority minority neighborhoods like

3:53

we talked about last time this is

3:56

what you get what would you say

3:58

Keith yeah why because I love seeing

4:00

this Absolutely. You know what I'm saying?

4:02

Because it's letting me know that people

4:04

are starting to get the message. That

4:06

home ownership, when it comes to real

4:08

estate, one of the main reasons why

4:10

African Americans, our net worth, is not

4:12

up there, is because of lack of

4:14

home ownership. Absolutely. So now we're starting

4:17

to see more African Americans, more black

4:19

people, become first-time home buyers. Yeah. The

4:21

cool thing about social media is that.

4:23

There are bad trends and there

4:25

are good trends. You know, 90%

4:27

of the wealthiest Americans get their

4:29

work from real estate, right? I

4:31

think to that specific statistic, coalition

4:34

properties, we have a lot to

4:36

do with that statistic because our

4:38

messaging being very boost on the

4:40

ground at first time home by

4:42

our programs, that's near and dear

4:44

to our hearts. So when you look

4:46

at. the first time a homebuyer program

4:49

that are out there. First National Bank

4:51

Home ownership plus, right? FHLB grant programs.

4:53

A lot of those programs weren't easily,

4:55

they weren't even known about, they

4:57

weren't easily accessible. Once we started

4:59

talking about those programs and really

5:01

running campaigns and ads around those

5:03

specific programs, we got a bunch

5:05

of first-time homebuy people, homebuyers that

5:07

looked like us to come and

5:09

be involved with these programs and

5:11

learn about them. Education is the

5:13

key. You have peace of mind.

5:15

And if it's simple and easy,

5:17

and that's the way we try

5:20

to convey our messaging through these

5:22

homebuy programs, just simple and easy,

5:24

it's not fearful. Because we all know

5:26

what. is the reason, what is the

5:28

number one reason we don't do things

5:30

is because of fear. Yes, fear and

5:32

just like of education. Yes, yes, you

5:35

know, and you guys last month, I

5:37

told you all every month I want

5:39

to have coalition group on here, there's

5:41

three of them as like three key

5:44

partners, they have an amazing full team,

5:46

but every single month we're going to

5:48

have them on the show because I

5:50

want to help us build our network

5:53

because they're saying about 2054 people of

5:55

color. Right? We'll have zero to

5:57

negative network. And so we're going

5:59

to... not be a part of that stat.

6:01

And one of the best ways to make

6:04

sure we're not a part of that stat,

6:06

it is becoming a home owner. And so

6:08

last month, man, we did a show. And

6:10

I mean, it went crazy. Over 100,000

6:12

views, it hasn't been even been a

6:15

full 30 days yet. So we're gonna

6:17

link that show, because we talked about

6:19

different programs in that show, different programs

6:22

that help all people, but y'all know

6:24

me specifically us, hello, us, how can

6:26

we get into home ownership? And not

6:29

just home ownership as a first-time buyer,

6:31

what are some programs that help you

6:33

get into it as an investor? that

6:36

helps you build your network. But I

6:38

want to talk about this, y'all, because

6:40

I did a live, and it

6:42

got like a half a million

6:44

views on it. And studies are

6:46

showing that home buyers are gaining

6:49

leverage right now when it comes

6:51

to buying homes, and creeping farm

6:53

wrong, because I'm under real estate

6:55

space, this market is becoming a

6:57

buyer's market and no longer a

6:59

seller's market, right? There's still

7:01

a high interest, but. It's like

7:03

if you can negotiate right?

7:06

Yes. You can really get

7:08

into a sweet deal. Absolutely.

7:10

So here's my question.

7:12

One, is that true? And two,

7:14

but I still gotta pay a

7:17

dad on 6.6% interest rate? So

7:19

how does a buyer's market if

7:21

the interest rate is still at

7:24

a goddag on high rate? Well,

7:26

well, um. This is my favorite, one

7:28

of my favorite, one of my favorite

7:30

topics. If you were to bring me

7:32

a property in 2021, when inches rate

7:34

were 2%, if you were to bring

7:36

me a property during that time frame,

7:39

I would tell you just add $50,000

7:41

to that sales price, that's gonna be

7:43

the starting price where we start

7:45

at. 50,000 with a 2% interest rate.

7:47

You got more people in the market,

7:50

looking for homes, looking for those deals

7:52

at that 2% interest rate. Okay. Now.

7:54

Let's do math for the basic

7:56

people. They came back to in 2021.

7:59

Yep. That's cool. That's COVID-time. You

8:01

had a 2.2% interest rate. Yes.

8:03

And they came to you and

8:05

said, all right, your home is

8:08

worth $100,000. You're saying you're going

8:10

to list it and start it

8:12

at $150? That buyer would have

8:14

to start the sales price at

8:16

$150. The buyer not to sell

8:18

it. Correct. The buyer who wants

8:20

to look for a home. Yep.

8:22

That is so true. Does that

8:24

happen with me and you? Exactly.

8:26

And you got to waive everything.

8:28

If it appraisals at 125, you've

8:30

got to come out of the

8:33

pocket 25,000 to cover that cost

8:35

because everybody's waiving appraisal. Yes. Everybody's

8:37

waiving inspection. So you have some

8:39

of the repair costs that you're

8:42

going to have. So it's more

8:44

economically inexpensive for buyers to be

8:46

in the market right now. And

8:48

they have more opportunity to negotiate.

8:50

When people saw the six to

8:53

six and a half percent interest

8:55

rate. They got nervous. Yeah. This

8:57

is when you really want to

8:59

be buying. Yeah. You know? Yeah.

9:02

Even I bought a property at

9:04

7.3% interest rate for 7.50.

9:06

But guess what? Nobody else

9:09

came and appraised for 8.15

9:11

before I got to the

9:13

closing table. Real numbers.

9:15

Real numbers. Right. I put

9:18

80 into it. And now is

9:20

worth a million something. Yes. And

9:23

so, and is your game playing

9:25

clearly to rent it out? Oh, absolutely.

9:27

I held it. Yep. And I haven't

9:29

even refinanced yet. You have not refinanced.

9:31

Nope. I'm cash flowing. I can hold

9:34

it because I got it at a sweet

9:36

deal. I got the equity play going on

9:38

as well. So I'm getting cash flow plus

9:40

equity, right? Yeah, yeah. But here's a

9:42

thing. I wasn't fearful, I wasn't scared to

9:44

take the risk. And I looked at

9:46

the opportunity as, okay, people are scared.

9:49

So let me get into this market

9:51

because the media started portraying home buying

9:53

as fearful. And once we see that, there's

9:55

a lot of opportunities that becomes

9:58

open to us, quite frankly. Let's

10:01

get some practical

10:03

tips. Because with this

10:05

being a buyer's market, the

10:07

key thing you gave me

10:09

was power negotiating. What

10:11

are three things you should

10:14

negotiate in this market?

10:16

So if I'm a buyer, right, and

10:18

this is my first time

10:20

buying, I'm a little nervous

10:23

of the interest rate,

10:25

because I'm scared to

10:27

payment, but I want to buy.

10:29

How are you all as my

10:31

agent as a single mother?

10:34

Yep. Who is I make

10:36

a hundred thousand in DC.

10:38

Yep. And I can afford

10:40

five thousand. I got

10:42

approved by that. But I see

10:44

a home that I like. What

10:47

are the three things I

10:49

gonna say? Okay, we need

10:51

to negotiate this. I'll give you

10:53

first quick disclaimer that in every

10:56

market it is not always a

10:58

buyer's market. So there is dynamic.

11:00

But in places where you have

11:03

the ability to negotiate, you can

11:05

really win. Thing number one, I

11:07

would recommend. Seek out closing costs

11:10

from the seller over price reduction.

11:12

Yes. Whoa, who, who, who, yes.

11:14

Okay, but wait. Come on back.

11:17

Come on back, my guy. Closing

11:19

price over price reduction. I got

11:21

you. Yeah. So if the price

11:24

is breaking it out to the

11:26

kindergarten, no. If the price is,

11:28

let's say again, 150,000, you're saying,

11:30

I want you to, if we

11:32

do an FHA loan, closing cost

11:34

is 3.5% right? Right. You're saying

11:36

instead of for asking for the home

11:38

to be at 125, you want them to

11:40

say, you know, I want you to pay

11:42

for all my closing costs. Yes. Why

11:44

is that a benefit to me? Because

11:46

the upfront cost you have outside of

11:49

your down payment. are pretty much stunking

11:51

costs. You gotta pay them either way.

11:53

And the banks will allow you. Cool

11:55

thing with FHA, you can actually go

11:57

up in some cases as high as

11:59

7%. in closing costs from the seller.

12:01

When we're advising clients, we say, let's

12:04

get to what the net price the

12:06

seller wants. That's what we negotiate around.

12:08

Once I know that net price, let's

12:10

work with your lender and say, how

12:12

much? What's the maximum amount of closing

12:15

costs that we can get to your

12:17

benefit? Because once that comes to you

12:19

and you only have to worry about

12:21

down payment, that extra cash from the

12:23

seller can go towards rate by down,

12:25

make that interest rate lower. for a

12:28

fixed period of time, like, excuse me,

12:30

for the entire life of the loan. So I'm looking

12:32

at a six and a half rate out in the

12:34

world, but I get 10 bans from a seller, my

12:36

six and a half can go down to five and

12:38

a half. Fixed for the life of my

12:40

loan. And that's cost that is not coming

12:42

out of the pocket of the buyer. So

12:45

I think this concept of negotiating around net

12:47

price and then knowing all of the different

12:49

plays that you can run once you know

12:51

what that net price is, is so powerful.

12:53

Because some people get focused and say, no,

12:55

I just want the price to be lower.

12:58

I just want a lower price. I want

13:00

to borrow less. And you say, think about

13:02

this for a second. If my debt load

13:04

can be a little bit higher, if I

13:06

can tolerate that, and I can tolerate that.

13:08

cover my moving. I got more cash

13:11

to be able to do some upgrades

13:13

in the house later. So that's one

13:15

of the biggest things I yell at folks

13:17

Anthony is let's talk about net

13:19

price that the seller wants and

13:21

then let's play and see how

13:23

we can make these numbers work

13:25

to your best benefit because you

13:28

didn't have that opportunity before. I

13:30

question about that. Please go because

13:32

y'all know me. We all come in. I'm thinking

13:34

for the people. I'm not thinking

13:36

for Anthony. And correct me. that

13:39

I can buy a home today and

13:41

honestly come to the closing table

13:43

without one dime out of my

13:45

pocket if I negotiate right and

13:47

if I'm in a negotiable city.

13:49

Double condition, I wouldn't say not a

13:51

dime. You could minimize it to as

13:53

low as a few hundred dollars. And

13:55

that's real. I got a client over to

13:58

the table in less than 30 days. their

14:00

total cash of clothes was

14:02

325, 325 bucks. I'm

14:04

pause. I'm not a real

14:07

estate agent but I know

14:09

math. You have down payment.

14:12

Yep. And you have

14:14

closing costs. Two buckets.

14:16

Yep. Separate. So the 3.5%

14:19

that I quoted is like

14:21

that's your down payment at

14:24

FHA requires. So if I

14:26

have $150,000. FHA required that

14:29

I put down 3.5% of

14:31

that $150,000. But I got to

14:34

come also on top of the

14:36

3.5% with my closing costs. And

14:38

what you're saying is, is that

14:41

your client, if they bought a

14:43

house, rough numbers, $150,000, their

14:45

seller gave them enough money

14:48

that helped cover the majority

14:50

of their 3.5% to be an

14:52

example, and some of their closing

14:55

costs, to where they only have

14:57

to bring $325 of their own

14:59

money to the table to be

15:02

a homeowner. Correct, absolutely. Yes. How

15:04

is that possible, bro? Yeah.

15:06

That hell. I'm scary. You know,

15:09

1,000 percent. Wow. Yeah, so what's

15:11

crazy. And this is why it's

15:13

important to, you know, look at

15:15

different options. Look at all your

15:18

options, right? The first quote

15:20

that we got, it had him

15:22

coming to the table with 16,000

15:24

dollars, right? So we said, uh-uh,

15:26

let's pivot, let's see what else

15:29

is out there, right? You have

15:31

the Maryland Mortgage Program, which gives

15:33

you 3% of the loan amount

15:35

to go towards your total

15:38

cash to close, right? Also,

15:40

Federal Home Loan Bank just

15:42

dropped a grant program that

15:44

can get you up to

15:46

$20,000, $20,000, and a grant money.

15:48

You don't have to pay back

15:50

a grant money, right? So you

15:52

take 3% of 400,000, whatever it

15:54

is, like $12,000. That's $32,000

15:56

in closing costs that's

15:58

being given to you. That

16:01

subsidize your total cash to close by coming

16:03

to the table, and that's why he's coming

16:05

to the table with 325 And A.O. This

16:07

works at different price points, too. Yeah. We

16:10

talking lower I've got some folks now

16:12

that we're pursuing a condo that had been

16:14

on the market for a while So we

16:16

knew we had leveraged to negotiate on

16:18

a seven hundred thousand dollar purchase price We

16:21

got $33,000 in closing costs from the seller.

16:23

That actually exceeded the maximum that they were

16:25

able to get. So the play we ran

16:27

was we're getting about $7,000 that we're

16:29

putting towards their condo fees for three years.

16:32

They will not pay condo fees for three

16:34

years. For three years and all of

16:36

their closing costs is covered. They only

16:38

have down payment for it. Like those

16:40

are the type of things that in

16:42

a. And in that situation where you

16:44

say. what cash are they bringing to

16:46

the table? Just because they are choosing

16:48

to, at that price point, they needed

16:50

to put 3% down because their credit

16:52

profile, so their cash out of pocket

16:55

is around 21,000, but if they

16:57

weren't getting the closing cost, their

16:59

cash out of pocket would exceed

17:01

43, 44. So, yeah. And they just did that

17:03

to get the monthly payment where

17:05

they wanted it to be. Now I'm

17:08

asking this question. A million dollar

17:10

home. Sits there. million on home

17:12

FHA loan, well you can't do FHA

17:14

million, right? From location, and there's something

17:16

called a high balance FHA with higher

17:18

limits, but most of the time not.

17:20

So conventional loan, commission loan is going

17:22

to be about, what, 10 to 20

17:24

percent? No, 5 percent. No, 5 percent.

17:26

So if you do 5 percent of

17:28

that, boom, boom. Can't, if I'm selling

17:30

a home as a seller, and this home's

17:32

been sitting there for three months and

17:35

it has a move. Can I come and say, you

17:37

know what? I'll cover all your

17:39

down payment and closing costs as get

17:41

this house. I wouldn't say down payment. I

17:43

wouldn't say I can cover down payment.

17:45

We can say depending on the zip

17:47

code. Again, the majority minority census tract

17:50

ones. There are options to do this

17:52

with as little as 3% down. Depending

17:54

on zip code. And the seller could

17:56

say, I will cover the other generally

17:58

3%. So you can say $30,000. $10,

18:00

I can say we're offering $30,000 to awards buyers

18:02

closing costs and if I'm a smart listing agent

18:04

I say that's gonna buy your interest right now

18:06

whatever today's rate is we can get you this

18:09

house at a point and a half lower than

18:11

that so if it's showing seven five and

18:13

a half percent rate on this like that's

18:15

that's how I would talk about it. Yep.

18:17

All right fam, let's have a heart to

18:19

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18:21

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18:23

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18:30

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18:32

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This is why a lot

19:44

of us don't make good

19:46

decisions, because we don't have

19:48

the information. Yeah, absolutely. We

19:50

don't know all the programs.

19:53

Your guy come to the table

19:55

with $300. That's a game

19:57

changer. Your guy, instead of spending 40

19:59

something. He's on coming with $21,000.

20:01

That's the power of negotiating. That's

20:03

the power of having the right

20:05

agents who can educate you on

20:08

the process, teach you how to

20:10

properly negotiate. So that's number one.

20:12

I'm sorry. What was the other?

20:14

He said, yeah, ask for three.

20:16

If you got two more, number

20:18

one, number three, if you got

20:20

two more. Number one, that was

20:22

a piece. That was a piece.

20:24

Property condition he was like, like,

20:27

like, you got a wave inspection.

20:29

So meaning if there's anything, you're

20:31

taking that property as is,

20:33

if there's anything that's wrong

20:36

with that property, you're taking

20:38

on the cost of what it would take

20:40

to fix it up or repair it. Now,

20:42

guess what? We're asking for credits

20:44

to go towards those repairs, right?

20:47

So the seller, if you want

20:49

your household, Mr. Selly, if

20:51

you want me to buy it, I need

20:53

money to go towards these repairs.

20:56

Guess what? It lowers my

20:58

out-of-pocket costs. Number

21:00

one, right? It lowers

21:02

my out-of-pocket costs. And

21:04

then also what it does, it

21:07

creates more opportunity

21:09

for a home buyer to go

21:11

in that property with peace

21:13

of mind not having to

21:16

worry about those repairs and

21:18

having the money to do

21:20

what they want to do to

21:22

their discretion for the house.

21:25

I'm upset. I had to wave all

21:27

my connections. I paid $28,000 more. You

21:29

did. You still have a, you still

21:31

had a good agent though. I had

21:34

a real agent. He just didn't go

21:36

for a day. Because I don't even

21:38

think we were, we weren't supposed to

21:41

get a home. No, we were, we

21:43

weren't supposed to get a home. We

21:45

were somebody else that was supposed to

21:48

get their home. But because he knew

21:50

the seller's agent. He was able to

21:52

get around a corner, you know, like,

21:54

like, like, like, Keeps that bro, if you want

21:57

to do it, they need to know you are willing to do

21:59

ABC and what I could put out there, I had

22:01

to buy and let them sit there

22:03

for like four months. I think it

22:05

was. And so we let them sit

22:07

there for four months. And they took

22:09

some money off of the house to

22:12

pay rent. And I was like,

22:14

okay, cool. And I think the

22:16

other person wasn't willing to keep

22:18

saying, if you do this right now,

22:20

this house is yours. I was like,

22:22

bet. But the first week I moved

22:24

in had a huge water leak in

22:26

my front yard. And when they

22:29

had the inspection, our inspector

22:31

said, yo, this house has

22:34

had three home owner insurance

22:36

situations and it's around flooding.

22:38

The week I moved in, had a

22:41

flood. And I had to waive

22:43

it. I was like, oh my

22:45

gosh. But I have a dope

22:47

contractor. He literally for two years.

22:49

I gave him the inspector's

22:51

paperwork. did all the things. I say

22:54

fix all this. Yeah, right. Yeah, and

22:56

for two years, Gary just came in

22:58

the first year. I was a little

23:00

discouraged because I said, man,

23:03

I'm paying out all this

23:05

money and I don't physically

23:07

see anything. Yeah, yeah, right?

23:10

Yeah, I'm saying I basically

23:12

don't see. Not the sexy

23:14

stuff. Does it feel good?

23:16

No, it wasn't until year

23:19

two, I started feeling sexy.

23:21

I was like, okay. So

23:23

I'm like, well, God, darn.

23:26

But then. Now I think

23:28

Keith came back and Keith said,

23:30

yeah, you got a million dollar home. You

23:32

know, we pay right at six something for

23:34

it, seven something for it, but I'm like,

23:37

yeah, how much money I put in this?

23:39

You know what I'm saying? But I mean,

23:41

it's like, but I feel good knowing that

23:43

I did it the right way. Yeah. Because

23:45

it now. I'll never sell this home, but

23:48

I say if I rent it out, you

23:50

know what I'm saying? There's nothing in there

23:52

that I have to fix. It's piece of

23:54

mine. Peace of mine. And I have one

23:56

of the most beautiful homes in my neighborhood.

23:59

Absolutely. I won't say. I really think because

24:01

I know what you really think. I

24:03

know what you really think. They be

24:05

watching my show. And I love them

24:07

all. You know, it's why I said

24:10

I have one of the most beautiful,

24:12

if not the beautiful, if not the

24:14

beautiful, if not the beautiful. That's how

24:16

you really feel. That's how I really

24:19

feel, but I love my neighbors. I

24:21

love our community, all of them, people,

24:23

man. But it's like, man, I

24:25

think that that's important for

24:27

us to really have. Those

24:29

two things are huge game

24:31

changers. Negotiating and getting more money

24:34

come towards the closing cost. It means

24:36

less money out of your pocket, which

24:38

if you're a good student with that

24:40

money, you would take that and go

24:43

buy down your rate to a 5.9,

24:45

which is not a bad interest rate.

24:47

Absolutely. Yeah, yeah, yeah. I think mine

24:50

is at 4.3. Yeah. Right. So I

24:52

can do 5.9 on that home. So

24:54

I like that. Shoot. Bro. I'm loving

24:56

this. When there's another concept of A-O-2,

24:59

he was talking about what you're able to

25:01

do to the home, I like to call

25:03

it like peace equity. Peace equity. Like not

25:05

able to, instead of having to make a

25:07

really quick decision, jump into things where, and

25:09

it's our job, even when we say wave

25:12

an inspection and like buy a house completely

25:14

as it is and wave, you still get

25:16

the information before, right? Like if you have

25:18

the information, you're just not able to leverage

25:20

it to your benefit, in this market, when

25:22

you do have that opportunity to negotiate. We

25:24

asked for everything. Absolutely. So it's like an

25:26

ebb and flow so far where you were

25:29

in a space where I get the information

25:31

and I just suck it up and deal

25:33

with it. Now you get the information. Decide

25:35

how much am I going to leverage this?

25:37

Knowing that most likely that seller is going

25:39

to play ball. And if I reach and

25:41

if I send a list of 50, I'm

25:43

not going to get like 35. Yeah. And

25:45

that 35 is a lot less than the

25:47

zero. Zero. Zero that you were able to

25:49

get before. And just what that you were

25:51

able to get to get before. Peace equity.

25:53

I like that work. I like you got

25:55

to think about this too. We're talking a

25:57

lot about cash, you know in a real

26:00

state transaction for every $10,000 you

26:02

go down on the sales price,

26:04

you're only reducing your monthly

26:06

payment by 50 bucks. You said it

26:08

one more time? Yep. What? Yes, yes.

26:11

For every $10,000 you go down on

26:13

the sales price or the loan amount,

26:15

you're only reducing your monthly payment

26:17

by 50 bucks, right? So we ask

26:19

our clients, okay, let's use the easy

26:22

math, if the property is 150, if

26:24

you go down to 140, you're reducing

26:26

your monthly payment by 50 bucks. What

26:28

if we kept the price at $150

26:30

and we asked for $10,000 in closing

26:32

costs to go towards your closing costs?

26:34

Would you take $10,000 or would you

26:36

take the $50 a month? I'll take

26:38

the $10,000 all day because you're going

26:40

to spend $50 at the bar on Friday. So

26:43

that's what we talked about. Yeah, so. To

26:45

get that back in the same way? Absolutely.

26:47

And we talk about the waiving inspections. We

26:49

always require clients to do what you

26:52

call a pre-inspection. So that means before

26:54

offers are due, you do an inspection

26:56

and you see pre-inspection is the same

26:58

thing as a regular inspection. You get

27:00

to see everything that's wrong with that

27:02

property and you can decide if you

27:05

want to put an offering or not.

27:07

Exactly. So they're not, we don't require,

27:09

our clients, there's like zero requirement for

27:11

them to go in blind. We don't

27:13

let that happen. We don't let it

27:16

happen. Absolutely. At least they get the

27:18

information first to decide if they want

27:20

to waive their inspection contingency. Right? So

27:22

then, and on that, my client that's

27:24

bringing $300 to the closing table, he

27:27

did a pre-inspection and he waived his

27:29

inspection contingency, right? And guess

27:31

what? He's coming to the table now

27:33

with 300 bucks and now generations to

27:35

come are affected by 300 bucks. 300

27:37

bucks. 300. How much is that

27:39

pre-inspection normally cost? around $400. And that's a

27:42

very pro-market like if you and also depends on

27:44

how many things you get for the most part

27:46

our clients choose something called a walk and talk

27:48

yeah where you have the actual inspector with you

27:51

they got all their tools they're showing you everything

27:53

with their flashlight pointed out and you can decide

27:55

if you want the written report or not. If

27:57

I'm gonna buy the home if I get it

27:59

later run it back give me the written

28:01

report if I just need the information to

28:04

decide I'm gonna submit the offer in a

28:06

week and we help summarize it for him

28:08

too and give him context around it but

28:10

it is a little bit less if you

28:12

don't get the written report if you get

28:15

a regular written report it's the same cost

28:17

as an inspection which 300 to like 800

28:19

depending on like all the stuff you get man

28:21

the map that y'all just broke down didn't

28:23

know that so if I get it has to

28:25

go down my 20, it saves me a hundred dollars

28:28

a month But if I can get

28:30

them to give me $10,000 cash

28:32

up front towards the house to

28:34

go towards my closing costs, what

28:36

does it matter to say be

28:38

$5,200 a month? Because if you do

28:40

the math, like you said, to say to

28:42

give you $100, you save $100, that's $1,200

28:45

a year. Yes. You got $10,000 to

28:47

go towards closing costs. It would

28:49

take me nine years to get

28:51

me to get to the 10,000

28:53

that I would have got up

28:55

front. Absolutely. The math just

28:58

makes sense. Absolutely. I'm

29:00

glad you broke it down like

29:02

that. It just makes sense

29:04

to do that. Right? And

29:06

that's just the power you

29:09

guys of really negotiating and

29:11

really making sure you have

29:13

powerful people inside of

29:15

your, what's the word? The team,

29:18

your brain trushes. Yes. Right. Yeah.

29:20

You know what I'm saying? Because

29:22

it's like, what are you doing?

29:25

How are you doing? Right and

29:27

so man, I'm excited. I'm

29:29

excited about us bringing these guys

29:31

in listening if you are in the

29:33

DMV area This is the best real

29:35

estate group to partner with You see

29:37

the education that they're giving us here

29:39

in 30 minutes Just think about if

29:42

you're doing life with them and purchasing

29:44

something, you're going to get way more

29:46

information. They have lenders that they're supposed

29:48

to. They can get you with the

29:50

right lenders. They have inspectors where you

29:52

can get you committed to the right

29:54

inspectors. And what I like about them

29:57

is they're respected by other real estate

29:59

agents, right? And so... So if you walk into a

30:01

home, me and Keith went inside, there's two men

30:03

out of the home, and he knew the realister.

30:05

You know, and you know, she was asking, like,

30:07

oh, does he really want? And he was like,

30:09

well, you know, yeah, yeah. We got to make

30:11

a deal. You know what I'm saying? And she's

30:14

like, well, well, well, okay. So it's like, when

30:16

you walk in and people are like, yo, they

30:18

respect the real estate agent that you're with. It

30:20

even helps you get to a quicker deal. You

30:22

can know if this is for you if it

30:24

ain't for you. It ain't for you. It just

30:26

really makes things for you. It just really makes

30:28

things, it just really makes things better. It

30:31

just really makes things better. Right and

30:33

so we're gonna drop all their information

30:35

inside of today's show knows so y'all

30:37

as we're as we're closing out this

30:39

segment What are y'all most excited

30:41

about right now when it comes to

30:43

real estate? I'm encouraged by people to take

30:46

action when others retreat When you hear a

30:48

lot of very loud noise about reasons that

30:50

folks should retreat and stand on sidelines, there

30:52

are people to look at that two different

30:54

ways. Folks to say like, yeah, I'm going

30:56

to do that. And again, if you got

30:59

different financial situations, we are very sensitive to

31:01

what's happening in the world and the job.

31:03

Absolutely. But if you're in a position, right,

31:05

and you've got the resources, got some job

31:07

security, got a future ahead of you, where

31:10

you're going to be in an ownership position

31:12

securely for, you know, you know, called a five or

31:14

seven year seven year horizon,

31:16

I like

31:21

that

31:26

work.

31:30

Yeah,

31:34

yeah.

31:39

Yeah.

31:43

You said something about doing life with

31:45

clients, right? We believe in that. You

31:48

know, our mission statement is to be

31:50

the bridge to our community for all

31:52

things, real estate, lifestyle, and wealth building.

31:54

Because buyers are having, right now in

31:56

the market, have the opportunity to leverage

31:59

closing costs. more than they've ever

32:01

had. I'm excited about what they can

32:03

take the money that they didn't use

32:05

for their home purchasing and what else

32:07

they can do with that money. The

32:09

second investment. The third investment. The fourth

32:12

investment. Right? To me, that speaks volume

32:14

because think about this. There's opportunity

32:16

that comes up once you buy your home

32:18

and you can leverage your home for that

32:21

second, third, fourth, fifth opportunity that wasn't even

32:23

thought about because you didn't know it was

32:25

possible until you got that first property. That's

32:28

what I'm super excited to educate our clients

32:30

about. How to use your money, how to

32:32

leverage your property. And I'm sure we're going

32:34

to be talking about that a lot. To

32:37

me, that's the most exciting thing because that's

32:39

where the real wealth building starts. Yeah. Yeah,

32:41

no, no, no. Y'all next month, tune back

32:43

in. The next show, let's talk about that.

32:46

Oh, yeah. How do we leverage our

32:48

money? How do we leverage the property

32:50

that we currently have to generate other

32:52

properties and other incomes? Yeah. I did

32:55

a show with Morgan to Bond before

32:57

you all. Yeah. Deer System, and she's

32:59

the owner of Blavity and Africa. Yeah.

33:01

Super legit. And she said, how are

33:03

you using your spare money? She was

33:06

like, are you using that to buy

33:08

more assets? Are you using that to

33:10

build wealth or are you using it

33:12

just to go buy luxury cars? And

33:14

she was like, listen, we have nice

33:17

things, right? She was like, but we

33:19

use our access money or our spare

33:21

money different ways, right? And so she

33:23

was like, but we're even with that

33:25

and I, man, it was just really

33:27

convicting to me. Yeah. You know what

33:30

I'm saying? Because she was, she's like,

33:32

yo, no, like, it was such a

33:34

great show. But even after the show,

33:36

she was challenging me on certain things

33:38

for my own stuff. Yeah. I heard

33:40

you say this, but have you thought

33:43

about that? Yes. If I didn't have

33:45

a relationship with her, I would

33:47

not have got that nugget. And

33:49

that nugget. I literally text

33:51

like, I said, yo, thank you so much

33:53

for that. You just changed my life in

33:55

the next 10 years because you gave me

33:57

the thought you stressed me because of our

33:59

relationship. Now that is going to make

34:02

me millions in a row, down

34:04

a row. But then too, what

34:06

matter what you say, y'all, and

34:08

this is why this stuff is

34:10

so important, y'all need to be

34:12

subscribed to the channel, got that

34:14

going. Because I've said this before

34:16

and you said it. When people,

34:18

average people, see opposition, non-averish

34:21

people, wealthy people, we

34:23

see opportunities. period. So it's

34:25

like when people are freaking out, I'm like,

34:28

oh my God, oh my God, oh my

34:30

God, oh my God, I'm asking the questions.

34:32

How can I make this into an

34:34

opportunity for me? Even though interest

34:36

rates are high, even though the

34:38

house may be, need a little

34:40

bit of work, but I can

34:42

get into it with the power

34:44

negotiating. I still got to put

34:46

$100,000 into the home. How can

34:48

I turn this into a good

34:51

opportunity? And the only way we

34:53

can know that. You're going to

34:55

spend 6.6% on this home, for

34:57

sure. And we probably will only

34:59

get down to maybe 5, 5%

35:01

if Trump can get right. Right?

35:03

Right? Yeah. But if he doesn't,

35:05

how do we still see this

35:07

as an opportunity? Yeah. I've never

35:09

met a millionaire who said, man,

35:12

I ran and I only bought

35:14

and did things when it was

35:16

100% comfortable. Because if that was

35:18

a case, all of us would

35:21

be wealthy. Like now, bro, I

35:23

just put about $200,000 into the

35:25

studio. I haven't made one dollar off

35:27

of this studio. And I pay a

35:30

staff. But I see the vision.

35:32

And when everyone else

35:34

probably would have left and

35:36

say, you know what, bump it,

35:38

I'm gonna end this contract and

35:40

be sued for non-payment? Yes. I'm

35:42

like, now I'm gonna put some

35:44

money into it. Let me get

35:46

the right people in here and

35:48

let's open this up to the

35:51

community. to give them a

35:53

Bentley service with a

35:55

Mercedes C class expense.

35:57

Because in the black

35:59

world what we're used to

36:02

having is Honda expense with

36:04

the Mercedes expense. Yes. Yes.

36:06

Yeah. You know what I'm

36:08

saying? Yeah. So it's like

36:10

we get the Honda experience,

36:12

the Honda, which I'm not

36:14

knocking Honda Accord. Because it's

36:16

a quality car, but we're

36:18

paying above what we're getting.

36:20

Yes. And I said, y'all,

36:22

how do I flip that?

36:24

So how do you get

36:26

the Bentley experience? Yes. Yes.

36:28

But you're only paying a

36:30

Mercedes C class. You ain't

36:32

paying Mercedes S550. Right. Different.

36:34

You're paying a Mercedes C.

36:36

You're not going to pay Honda.

36:38

You're not going to pay Honda.

36:41

You're not even going to pay

36:43

Alexis. Right. And I think for us,

36:45

when I see this, I'm like, OK,

36:47

OK, OK, OK. I see it. Now

36:49

I got to execute it. And when

36:51

I'm executing it. It sucks. It sucks.

36:54

Because I saw an opportunity.

36:56

Yeah. When everyone else would

36:58

complain and run, I'm like,

37:00

oh, no, I was not. No, I'm

37:02

like, okay, but wait. If I

37:04

was to do that, somebody else

37:07

is gonna do it down the

37:09

road. Yep. And they're gonna make

37:11

a lot of money doing it.

37:13

Yep. So someone else is gonna

37:16

buy that house. Why not you buy

37:18

that house? Someone else is gonna

37:20

do this. Why not you do

37:22

this? Right. And that's what I'm trying

37:24

to do is keep people on here who

37:26

can help change your life every single month.

37:29

I don't need brand new guests on this

37:31

show. Because I don't trust half of them. I

37:33

don't trust half of these financial advisors,

37:35

bro. I'm about to start my

37:37

own financial coaching institute. Because I

37:39

think a lot of these financial

37:41

advisors are only selling products that they

37:44

don't even use themselves. Because they make

37:46

money off of it. So I'm about to get rid

37:48

of all that. I'm about to start my own

37:50

Financial Coast Masterclass to where I teach

37:52

people how to build financial brands like

37:54

me so they can mentor y'all and then

37:57

connect you with coalition group. Connect you

37:59

with the right. insurance company like Eat

38:01

Those. Connect you with these different brands that

38:03

will get you the right products and the

38:05

right services and the right help to get

38:07

you into the homes that you need and

38:09

get you into the lifestyle. So be looking

38:11

out for that because I'm like, man, we

38:13

gotta change the game. And so I'm done

38:15

bringing on people just to be having people

38:17

on my show. No, if they're not bringing

38:19

value, we ain't bringing them on. And coalition

38:21

group. They bring value. So check them outside

38:24

the show description. We're also going to link

38:26

the last show that we did. Very, very,

38:28

it was, I mean, a lot of great

38:30

information about all the programs you should be

38:33

looking into. Because at the beginning of today,

38:35

show, what do we talk about? How

38:37

there's an uptick in the African-American. We're

38:39

leading in first-time home buyers. Why are

38:41

we doing that? Because of the programs

38:43

they taught us on the last show. So

38:45

there's programs that is going

38:47

to help you with, there's

38:49

one program where you do,

38:51

you bring NACA, you bring

38:53

nothing to the table. Yeah, zero.

38:56

It's 100% financing, right? And so

38:58

how do you navigate in that?

39:00

I even want to do like

39:02

a NACA seminar, because I hear that

39:05

there's a lot of things you have

39:07

to do in NACA. So it's like,

39:09

how do we help our people,

39:11

right? Go to them with everything

39:13

already done. It could cost you time.

39:16

Yeah. It could take you a year

39:18

in that program. Yeah. So it's like

39:20

for us, how do we cut that

39:23

time in half for them? Yeah. By

39:25

teaching them that, right? So if you

39:27

all would like us to do like

39:29

a webinar, a program, or a show,

39:32

and I don't know whatever it is

39:34

about NACA and how to really utilize

39:36

that the correct way, what the

39:38

programs and the things you may

39:41

need before you. And we're going to do

39:43

that, man. But y'all, every single month, and

39:45

y'all, they're coming back. What do y'all want

39:47

to talk about? Put in the comments, let us

39:49

know. And I have my team go through the

39:52

comments. I don't read comments anymore because y'all be

39:54

pissing me off sometimes. So I don't read it.

39:56

I have my team go through and read them

39:58

and we can get with them. to learn about

40:00

this, and want to talk about this, and

40:02

I promise you, it'll be amazing. All right

40:05

y'all, so check out the comment section, not

40:07

comment section, check out the show description for

40:09

all the information, all their information, all the

40:11

programs, and a link to the last show.

40:13

That will give you all the programs to

40:16

a 30-minute show, just walking through every single

40:18

program. And we'll see you on our next show. Peace

40:20

out.