Celina Real Estate: The Market Maze, Out-of-Town Craze, and What’s Next!

Dan (00:01):

You know what time it is. That's right. It's time for the Ron Lyons Real Estate Show. So sit back, put on

your seatbelt and get ready for the ride of your life. I'm just kidding. It's just real estate.

Ron Lyons (00:20):

All right guys, thank you so much for joining us today. I am Ron Lyons. This is the Ron Lyons Real

Estate Show and it's a podcast. And before you, uh, say, well, you know what, everybody has a podcast.

It's true. It's a podcast. It's a show on an internet radio station. It is an app on the Amazon Alexa devices.

It's many things to many people. And the funny thing is, as I sit here in the studio right now, I'm trying to

figure out how to stop this background music and I literally have no idea how to stop it. Uh, there's a

button sitting here that looks like the one I want to push. It looks like it might stop this background music,

but I have no guarantees. I'm gonna go ahead and hit it and let's see what happens. So here we go. 3, 2, 1.

And well, nope, that didn't actually work.

Ron Lyons (01:18):

Okay. Maybe it actually did work because now I've got different background music playing and, and isn't

it so funny that there are so many podcasts out there now? I mean, there's literally, there are more

podcasts than there are realtors, and there's enough realtors that you, if you could turn 'em into bricks, you

could build like the, the, the Great Wall of China. I mean, it's absolutely insane how many podcasts there

are now, but, and I'm gonna say this, and this is the kind of thing that tends to make a couple of people

uncomfortable every time I do this. But it's a fact. And I'm not afraid of facts. I'm not trying to offend

anyone ever. That's not my goal. But I have to say this, most podcasts are like most realtors, they're good

enough to get the job done, but they're not amazing. They're not absolutely amazing.

Ron Lyons (02:20):

I'm not by far trying to say, this is amazing. This is definitely not the most amazing podcast. I'm just

saying on a lot of them, the quality isn't there. There's no attention to the detail, there's no personality,

there's nothing. It's just, hey, you can get a microphone now and you can make a podcast. And I guess

people like talking and thinking that people like to hear them talk. Maybe they do. I don't know. I look for

the good ones. I look for the quality ones. It's like books maybe. Maybe that's a better example. There's a

million books out there, but I don't wanna read all of them. Most of them are not that great. I wanna look

around and find the book that actually speaks to me that actually has something to offer. And if I'm gonna

use a real estate agent that I want the exact same thing, I don't want standard, I don't want run of the mill.

I want something better than that.

Ron Lyons (03:26):

So there you go. That's today's show. So I'm gonna go ahead and wrap it up on that note. <laugh>, no, I'm

really not. I'm really not. I'm gonna talk to you about Salina Real Estate. But you know what, this show

itself has gone through an evolution and it all started years ago. And I guess that's why I'm such a

skeptical person when it comes to all of these podcasts, because they're all like, Johnny come lately, or so

many are, they're up and running now because it's, you know, the, the bar of entry has become so low that

you can literally be anybody and have a podcast. When I started this specific show, I did it so long ago

that you literally had to climb mountains and jump through hoops to get a podcast on Apple, on the Apple

podcast. It was like literally the hardest thing ever to do that the requirements were significant and then

you had to, they had to actually listen to your podcast.

Ron Lyons (04:30):

There was quite the process. And not everybody, in fact, quite a few didn't make it. And we did. This

show did make it, but, and I'm not getting you a big giant history lesson, but the show used to be much

bigger. It used to be like a nationally syndicated show that was part of the process back then. Now

anybody can have a, an Apple podcast, you know, show, and you can be on all these other things like

iTunes and whatever else. It's not quite as hard anymore. But like I said, just because you can get out

there and perform the function doesn't mean that you have quality. And I work every single week in

Salina, Texas doing real estate, and I work with a lot of people and I see an awful lot of different

personalities, a lot of different work ethics and things like that.

Ron Lyons (05:27):

And of course, I've addressed a lot of these things in past shows, so I'm not, I'm certainly not gonna

rehash everything that I've ever talked about. But I will say this, it's surprising to me how many people

still use underqualified real estate agents in Salina, Texas. And I say underqualified because they don't get

out there. The real estate agents don't get out there and perform for their clients the way that I think they

should. If I'm working for you, it's gonna be all hands on deck and we're gonna work, work, work. Even if

it's an awful lot behind the scenes that you don't even actually see that's gonna happen, the stuff that

happens out in public, you're gonna get a big giant dose of that. And then ultimately my goal is to get you

to your destination. So behind the scenes, lots of conversations, lots and lots of marketing, lots and lots of

research, things like that out in public. Doing the posting, talking to potential buyers and working with the

city, making sure that there's not some different angle or position or something like that that we can take

with your particular property to give it some major advantage.

Ron Lyons (06:58):

And I don't think that every situation is an easy situation. And I certainly know that there are many, many,

many really good and super qualified agents out there. By far, there are. But I like to go and do my

research and I'll pull up some of these agents on these listings sometimes, and I will say, wow, this is

really interesting. I look at their education on Trek and I see how many classes do they take to become

really good at their profession. And I'm disappointed most times.

Ron Lyons (07:35):

Or I'll see an agent sign on a house and I'll look at the house and I'll think, well, huh, are you actually

doing anything like giving them guidance on how to keep this house looking good so that people might

actually want to look inside the house? Or are you just kinda sticking your sign in the yard and not really

caring about it? And the fact that your sign's halfway tilted over and has been for a few weeks, that's

probably indicative of the fact that you haven't been to the house and you really don't care what it looks

like on the outside too much, which is a good indication of what the inside probably looks like. And that's

a lot of the reason that your house is still sitting there for sale. And I'm not saying that every deal is easy.

Many, many times we as agents will get involved in a deal that's a, a lot harder than most. Now I've got a

prime example right now. I love the house, I love the people who own this house, but we're on the market

months and months and months before they will actually be able to move from the house.

Ron Lyons (08:50):

The house is a great investment opportunity, but everyone who I talk to that is interested in the home as

an investment, they want it much quicker than months and months from now. So I could pull the house

off the market and then put it back on later, but we have activity right now and someone is gonna come

along that's willing to wait for a while. So I think that's the best thing to do. We, we have kind of been in

this waiting period to see how the election was gonna turn out on many of these listings. And you know,

you're, it's, there's no doubt that I am a fan of having Trump in office

Ron Lyons (09:42):

As it relates to real estate and the economy. I've, you know, never hidden the fact that I think that's the

best thing ever. And already he's not even sworn in yet. And you can see a lot of progress in the real

estate markets. So that makes me very, very happy. And I anticipate that that will continue. I think that

will keep rolling. I think it's only gonna get better, better and better and better. So a lot of these properties

we've known that people were anticipating nervous about or, or concerned about who was gonna win the

election and how the economy was gonna go, how the real estate market was gonna go. Now we know, so

things are starting to move and shake a little bit more, but I like to drive by some of these. Sometimes I

see these agents and I like to go look 'em up and they're from out of the city. They're not even from

Salina. And I'm an investor. Me and my wife love to buy properties. We like to do different things with

them. Sometimes we flip them, sometimes we hold them and we don't actually have a plan for them and

they'll just sit vacant for some time. Other times we'll go ahead and get started on them. It might be an

Airbnb, it might be a restaurant, it might be who knows what.

Ron Lyons (11:07):

So I have a good reason to call on many of these properties, especially around the downtown area. That's

kind of our sweet spot. That's what we really like to invest in, and that's where a lot of money can be

made. So I'll call these agents and I'll have conversations with them. And I've been in and around Salina

for over 30 years now. There's been times when I've moved down to Frisco, then back to Salina or you

know, whatever. But I've been in this area, made the move up here over 30 years ago and I know an awful

lot about it. So I'll start talking to these agents and it's shocking to me. I can't underscore that more like, I

just can't explain to you just how little they know about this town or the plans for how it's gonna be

developed. They don't know any of that stuff. They, they're literally scripted robots and they're probably

really, really good at real estate wherever they're actually from. I mean, I've seen them come up here from

Highland Park, university Park area down there, agents from a real estate office on Sherry Lane. I dunno

if you know where that is,

Ron Lyons (12:33):

But just think Northwest Highway and the Tollway. Think about that world, think about that's what you're

used to. And then think about going through multiple dimensions and ending up in this little city called

Salina, Texas, where things are significantly different. We don't have the traffic, we don't have the

congestion, we don't have, we don't have a Costco yet. We don't have any of that kinda stuff. We got

Brookshires, we got a couple of fast food places. We've got a really cool town square and we have a heck

of a future coming up, but we don't have what that real estate agent is used to down there in Dallas yet. So

all you're able to tell me when I talk to you on the phone is facts that you get from the internet, things that

you've heard, rumors and stuff like that. Like, oh, so many people are moving up north now. Well, yeah,

they are. And it's, it's a little bit concerning to me that there are people actually in this town in Salina,

entrusting their properties to people who don't actually know a whole lot about this area. And, and

without fail, I'm certain that many of these deals go and the transaction happens, they get closed and

hopefully everyone's happy, buyers, sellers alike. But I just have to think,

Ron Lyons (14:12):

Was the seller able to get everything they could have received if they had someone who was actually a

specialist in this market? So, you know, I've addressed that a thousand times. I'm not gonna rehash that.

I'm not gonna go through it over and over and over, but I do see that a lot. And I'll tell you this about the

solina market right now, it is absolutely improving. And I'm afraid for what lies ahead. As much as I'm

excited about the market and as much as I'm excited about the way things are going and they're evolving

and all of that, it also brings with it a certain level of concern. Because when the market was rocking and

rolling a while back, years back before the pandemic and all of that, do you remember when we would

have like people doing multiple offers situations on these houses? And, and I always made a joke, I'd say

you'd have a knife fight in the front yard between people fighting over these properties. And that's been

gone for a minute. And right now it's, we've definitely shifted into more of a buyer's market, not a seller's

market. But that is changing. And if you could have a crystal ball and look at it and say what lies ahead,

Ron Lyons (15:36):

Then it might influence you one way or the other in your decisions on buying, selling, et cetera. So I'll say

this, my crystal ball says that it's, we're about to get back into that multiple offer knife fight in the front

yard stuff, and it's gonna be sooner rather than later. So, so what does that mean for you? That means that

if you're a buyer, if you're interested in buying something, you're on the tail end right now of the time

when people are really, really, really still gonna work with you on buying something in, making a good

deal for you in, in a minute, that's gonna shift around and the, the, the crystal goblet with all the diamonds

and gemstones on it, it's gonna be handed back to the cellar and then you're gonna be the one competing

with many, many other people to get those same properties that today you could get a really good deal on.

That's what's going to happen. That's what's coming. You can say, well, I'm not really in the place to do

this or that yet. Okay, that's fine, that's totally okay. It's like buying tires, like tires right now for your car,

and I'm just gonna make this up. Might cost $200 a piece today.

Ron Lyons (17:11):

And somebody could come to you and say, Hey, based on what we know, what's going on with

manufacturing and all of this other stuff that's going on, tires for your car are about to cost $500 a piece.

So if you were going to buy tires, now might be the time. And you could literally sit there and say, I don't

need tires right now, so I'm gonna, it would be silly for me to go buy tires because I don't, I don't want

tires right now. I don't need them. Okay, no one says you have to go and buy tires right now. The tire

sales guy who sees what's coming is just giving you that information so that, that you can make that

decision so that you are informed. And that's what I'm doing. Certainly no pressure, but if you are

thinking about buying a property investment for yourself, for whatever, now might be the time.

Ron Lyons (18:08):

And here's the flip side of that, because there's always, especially in real estate, there are two sides. It's the

literal yin and yang of the world is in real estate. The other side of that is, if you're considering selling, it's

about to get a whole lot better for you in just a minute. And it's, it's not as good today as it will be in the

minute. Meaning in one year we're in a whole different situation in two years. You can't even imagine

what that situation could potentially be. Now all of this comes along with this tiny, tiny, tiny little

disclaimer, this little asterisk or a little Roman numer one that you have to look down at the bottom of the

page and see what it means. And what it means down there in the notes is barring anything crazy like a

big terrorist attack like in 2001 or barring anything crazy like the subprime fallout in 2007, or barring

anything like a pandemic that we just went through, barring any of those weird things, if all else is equal,

then we should be shifting into a seller's market right now, we're still in a buyer's market.

Ron Lyons (19:32):

So the yin and yang of real estate is this, I want to go buy a home right now because the market says, and

you say wrong lines, now's the time, but how am I gonna go buy a house right now? How am I gonna go

buy a property investment or otherwise, how am I gonna go do that if now's not time to sell my house?

Speaker 3 (19:57):

So

Ron Lyons (19:57):

There becomes the problem, and it is completely possible to find financing out there that will allow you to

buy today, hold on to the house that you have, the property that you have, and then sell it later. It's a

unique, a very unique type of financing. And then there's other ones where you would actually buy it as

an investment. You go into the bank looking for an investment type loan or a construction loan or

whatever. There's lots of different types knowing that your actual plan is to find a house that needs to be

fixed up, needs to be repaired, remodeled, whatever, and that you're gonna do all of that and then you'll

sell your home down the road and you'll move into your investment. There's so many different angles of

attack on this, and that's what I want you to understand is that it's not just the old traditional A plus B

equals C, the way the world is right now, the way that financing has changed, the way that the market has,

you know, gone this way than that way. There are a lot of other options available right now, but the only

way you know about them is to find somebody like me and actually talk to 'em. But what happens when

you talk to the robotic real estate agent who knows a script and they know what to do whenever you call

and say, oh, I think I might wanna sell my house. And they're like, oh, well let me pull some comps for

you. Let me send you what's called a CMA.

Ron Lyons (21:47):

Okay, <laugh>. It's just silly. It's all silly. It's literally silly. And now you can't, like I can't CMA, it's not

even a CMA anymore and I'm not gonna, I'm so tempted to get off into talking about how we change

things like the terminology, it's, it's like a very politically correct world and it's almost like the morons out

there sometimes get to make the rules and stuff for everyone else. You can't call it a CMA anymore, a

comparative market analysis because that's not, that's not actually, you're not qualified as a real estate

agent to give an idea of about, oh, what, what? They just wanna know what other houses similar to theirs

in the area have sold for. I'm not trying to give them an appraisal on their home, okay, that's not what this

is. But obviously, because there was some moron out there at some point who said, well, your home is

worth this much. And some other moron who said, oh, my home is worth this much. And somehow some

attorneys got involved in, guess what we do now? Now we do a broker's opinion of price or, or some,

some other silly terminology like that. Like it's constantly changing.

Ron Lyons (23:25):

I'm not saying that nothing should ever change, that everything should always stay the same, blah blah.

I'm not saying that. I'm just saying it gets really silly sometimes. So these robotic real estate agents will

go out there and pull comps for you, give you a general idea of what your home might sell for, then

they're gonna do a listing agreement. And now because of the changes, the big NAR settlement, now

you're gonna get to go through all this rigamarole about the the commission, and you're gonna finally

hopefully get that worked out. And then once that's worked out, then your home's gonna go and the MLS

and they're gonna go write this description of your home. That's literally gonna blow my mind. If I read

one more description like this, and you know which ones I'm talking about, you're gonna have the soaring

ceilings in the chef inspired kitchen and you're gonna have the oasis backyard and you're gonna have the

hidden gem of a home, even though your home is just another home in a long row of homes built by two

or three of the same builders on the same lot size with essentially the same amenities and features and

stuff like that.

Ron Lyons (24:36):

But that robotic real estate agent is gonna look at your home, and that's what they're gonna do because

that's what they're condition trained and programmed to do. And then something really crazy happens,

then they have a rude awakening because somebody out there, quite a few of you actually call me and you

say, Hey, I want to use you to go buy a house. And so that real estate agent gets a phone call from me

saying, Hey, I have somebody interested in this house, we took a look at it, they like it, but they don't like

your price, so we're gonna send you an offer. It's gonna be this much, and they're gonna have a little

meltdown and they're gonna be like, wait, that's x, y, z less. And I'm gonna say, I know it is, and you don't

have to accept it, and we're gonna keep looking, but if you'd like to accept that, give a call back. We're

gonna rock this deal and we're gonna do it real quick, but we're gonna get it for our price. And here's what

we're gonna agree to do. If you'll do it for this price, we're not gonna beat you up after the inspection with

a bunch of, we wanna fix this and we wanna fix that. And we're not gonna try and negotiate the price

down there.

Ron Lyons (25:58):

I've already done my research and I know I'm very confident on what it's gonna appraise for. So you don't

have to worry about that. And we're gonna close and close solid because these are clients of buying, and I

accept clients that are super solid. So I'm proposing something really good for you, a whole lot less stress

than most, and I'm gonna actually help you handle this deal, but you're gonna have to do it for that

number. And I respect your people and you, if you say no, but don't come back and try and negotiate with

me, it's this or zero and we're fine with both. And that real estate agent literally has no idea what in the

heck they just did because I didn't follow on my side, I didn't follow the robot script. It gets even better

whenever we get into those multiple offer situations. And I'm not gonna tell you all about how we handle

those, but we act, we absolutely handle those and we handle 'em well. Everybody does these stupid, okay,

we need your highest and best by Friday at five,

Ron Lyons (27:16):

Maybe we're looking at it and we've got your offer all ready to go on Tuesday, so guess what? We're not

gonna wait until Friday. We're not playing by their rules. They can say highest and best by Friday at five,

and then I'm gonna take all of the offers. I'm gonna submit 'em to my sellers and they're gonna make a

decision and we'll let you know by Saturday. Okay, that sounds great, but we're not playing that way. It's

Tuesday. Offer will be in your email in about one hour, and we need an answer by tomorrow at 5:00 PM

on Wednesday. Their typical response is, oh, but we're not doing that. We're gonna wait until Friday at

five for your highest and best. Just go ahead and send your highest and best. That's when I say no, it will

be in your email in an hour. We need an answer by five. And if you don't answer, then we're gonna

consider that a no and we're gonna move on. But you're gonna have to go to your people right now and

say, I've got this super solid offer, and they're not playing games, we're not gonna be able to negotiate

them around a lot. It's a super, super solid offer. They're very qualified. They're not gonna beat us up on

the option stuff, on the, on a big, uh, long option period. They're not gonna, they're putting up a sizable

amount of earnest money.

Ron Lyons (28:37):

They're not going to nickel and dime us on the inspection. In other words, they're not following all of the

typical tricks and stuff. They're giving us a really, really good solid offer. They want an answer by 5:00

PM tomorrow. I just sat there and said, I wasn't gonna tell you how we do that. Well, that's part of it.

There's more. But you get the general idea. What happens is one of these robotic agents runs into

somebody that doesn't play the robotic game, doesn't read from the script, doesn't follow those moves,

and they literally don't know what to do. So here's the thing, the market is changing. It's changing fast.

Find the most qualified person you can who knows how to go off script and handle this stuff for you.

Somebody who knows how to prognosticate and tell you what's going on in the market, kind of like I just

did. And then guess what? You're gonna have some fun. You're gonna make a lot of money and we're

gonna do this again very, very soon, next Saturday to be exact. So I hope you enjoy your Thanksgiving.

We're just ahead of that. It's that time and I hope you'll join us next weekend. Until then, guys, stay safe

Ron Lyons (29:56):

And God bless.

Speaker 1 (30:00):

Thanks for listening to the Ron Lyons real Estate show. Ron can be reached at 2 1 4 7 8 3 5 4 4 0, or you

can email him at ron@ronlyons.com. You can also follow him on Facebook. He has a couple of real

estate groups, a real estate page. He's got a YouTube channel, and of course he's on X, he's on truth,

social, and just about anything else you can think of. And we'll see you here next week for another

episode of the Ron Lyons Real Estate Show.