The 97% Problem - Real Estate Broker Perspective

⚠️ Viewer discretion advised: This episode contains strong language and candid adult conversation.

According to the 2026 agent-production chart referenced during this episode, approximately 84% of NAR-registered agents had closed zero transactions between January 1 and July 6, 2026, while approximately 97% had closed four transactions or fewer.

So what is actually happening inside the real estate industry?

In this unfiltered episode of RealEstateAF, Mark Jones sits down with three experienced San Antonio real estate brokers: Jeff Garza, Robert Saenz and Cesar Amezcua.

The panel breaks down why so many agents are struggling, whether real estate has been incorrectly marketed as a side hustle and why simply changing brokerages rarely fixes the real problem.

They also get brutally honest about:

• Whether real estate licensing standards adequately protect consumers
• Why experience and fiduciary responsibility still matter
• Massive builder commissions and new-construction incentives
• Finding the actual cash value of a new home
• Why so many real estate contracts are falling apart
• Performative social-media success and “I just capped” posts
• The temporary excitement of changing brokerages
• What real rainmaker activity actually looks like
• Whether struggling agents are surrounded by the wrong people
• When becoming a dual-licensed Realtor and loan officer makes sense
• Better ways agents can create additional sources of income
• Social-media boundaries, lead verification and agent safety

This is not an attack on struggling agents. It is an honest conversation about the difference between holding a real estate license and building a sustainable professional real estate business.

Statistics discussed in this episode are based on a chart displayed and referenced by the panel. RealEstateAF has not independently audited the underlying dataset.

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TODAY’S GUESTS

Jeff Garza
CEO and Broker, Redbird Realty
https://redbird-realty.com/

Robert Saenz
Broker, Xsellence Realty
https://www.xsellencerealtysa.com/

Cesar Amezcua
Owner and Sponsoring Broker, CA & Company, REALTORS®
https://cacompanyrealtors.com/

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CHAPTERS

00:00 – Cold Open: Get Better Every Day
00:32 – Introducing Jeff Garza, Robert Saenz and Cesar Amezcua
02:46 – The 2026 Agent Chart: 84% Closed Zero Transactions
08:00 – Real Estate Licensing Standards and Consumer Protection
12:25 – Builder Incentives, New Construction and Fiduciary Duty
24:37 – Failed Contracts and Performative Social-Media Success
31:00 – Brokerage Hopping and the 60-Day Honeymoon
50:26 – What Real Rainmakers Actually Do
1:00:26 – The 84%, Top Producers and Dual Licensing
1:16:45 – Agent Safety, Social-Media Boundaries and Final Takeaways

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RealEstateAF is powered by LoanBot — Smarter Mortgage Matching.

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Affiliation disclosure: RealEstateAF host Mark Jones is a co-founder of and holds an ownership interest in LoanBot.

LoanBot is an educational mortgage-matching and technology platform. It does not issue loan approvals, make underwriting decisions or provide a commitment to lend.

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CONNECT WITH MARK

Considering buying, refinancing or developing a mortgage strategy?

Visit:

https://MortgageTalkWithMark.com

Mark Jones
Branch Manager and Senior Loan Officer
NMLS #513437

iTHINK Mortgage powered by Premier Mortgage Resources, LLC
NMLS #1169
24123 Boerne Stage Road, Suite 103
San Antonio, Texas 78255

Equal Housing Opportunity

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CHANNEL AND PODCAST DISCLOSURE

The information presented in this podcast is provided for general educational and entertainment purposes only. It is not legal, tax, financial, investment, real estate, accounting or individualized mortgage advice.

Guests appear for informational and discussion purposes and speak on their own behalf. Their statements, opinions and experiences do not necessarily represent the opinions or policies of Mark Jones, RealEstateAF, iTHINK Mortgage, Premier Mortgage Resources, LLC, LoanBot or any affiliated organization.

No compensation is paid or received in exchange for referrals, endorsements or podcast appearances. Nothing discussed during this episode should be interpreted as an agreement to refer settlement-service business or as a requirement to use any particular real estate broker, lender, title company, insurance company or other service provider.

Mark Jones is a licensed mortgage loan originator. This content does not constitute an offer to extend credit or a commitment to lend. All loan programs, interest rates, terms, qualifying requirements and product availability are subject to change without notice. All financing is subject to application, credit review, property approval, underwriting approval and applicable investor or agency guidelines. Not all applicants will qualify, and not all products are available in every state.

Mortgage examples discussed during the podcast may be hypothetical and may not reflect current interest rates, loan costs, property conditions or an individual borrower’s eligibility.

Premier Mortgage Resources, LLC is not affiliated with or acting on behalf of the United States government, HUD, FHA, VA, USDA or any other governmental agency.

Mark Jones | NMLS #513437
Premier Mortgage Resources, LLC | NMLS #1169
Equal Housing Opportunity

NMLS Consumer Access:
https://www.nmlsconsumeraccess.org/

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TEXAS CONSUMER NOTICE

Consumers wishing to file a complaint against a mortgage banker or a licensed mortgage banker residential mortgage loan originator should complete and submit a complaint form to the Texas Department of Savings and Mortgage Lending.

Complaint forms and instructions may be obtained from the Department’s website at:

https://www.sml.texas.gov/

A toll-free consumer hotline is available at 1-877-276-5550.

The Department maintains a recovery fund to make payments of certain actual out-of-pocket damages sustained by borrowers caused by acts of licensed residential mortgage loan originators. A written application for reimbursement from the recovery fund must be filed with and investigated by the Department before payment of a claim. Additional information about the recovery fund is available through the Department’s website.

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👍 Like the episode if you appreciate honest real estate conversations.

💬 Are licensing standards too low, or does the market naturally eliminate agents who are not serious about the profession?

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