KGCI: Real Estate on Air - How 10 Investment Properties Can Set You Financially Free

Episode Date: July 3, 2025

Welcome back to the Realty Funnels podcast. I'm Kevin K. Hill. And with me today is Steve Earl, who brings a powerful approach to investing in real estate for long-term wealth. Steve, welcome. Thank you for being with us today. Well, thank you very much, Kevin, for having me on your podcast. This is great. Well, thank you. And I'm excited to talk with you and to share with everybody what it is that you're doing because you obviously have cracked the code. You've got a formula that just worked. over and over again to help people, everyday folk, investing in real estate. Tell everyone a little bit about yourself where you're situated, what you do, how you got into real estate, and then we're going to dive into your investment approach as well. Gosh, I'll just give you the quick story of how I got into real estate. I am located in Utah.

I started my life up in Canada, Alberta, Canada is where I grew up. My wife and I moved down here way back in 1991, so we've been here for over 30 years. years now, never thought in a million years that we would live in Utah. We came down here to do some schooling and ended up falling in love with the mountains and all the recreation here and the people who are just amazing. And so we ended up staying. As far as career, I've always been an entrepreneur from a very young age. You know, I started out delivering newspapers at five in the morning and me too. And then I hired my friends to, you know, to come and deliver them for me. And I just kind of, you know, I skimmed off the top a little bit.

And I kind of cut my teeth that way. I sold ice cream from a, you know, I had a bike with like a refrigerator, like, like somehow, you know, strapped to this bike. I would drive around and sell ice cream to my friends and people at the park. And so over time, you know, I just knew that I was going to be in business, got a degree in business management and ended up here. So while I was in college, I started a painting contracting company.

And when I graduated from college, I found that I could make more in like in one summer than I could working all year long for somebody else like W2. And so I was like, man, maybe I ought to do something with this and started building and growing that business here in Utah. And soon became, you know, one of the largest residential painting contractors in the area. and I started my business after reading a book by Michael Gerber, the E-Mith. And it's a great book. And it really influenced me as to how I put my company together. And I started with the end in mind and knew that one day I wanted to at least be in a position to be able to sell that. And so about eight years later, one of my mentors who I did a lot of painting for, he owned commercial real estate.

He owned multifamily homes. I did all his painting. He did always talk to me about real estate. And so I got quite interested in it. And so the last couple of years, I was in the painting contract in business. I started flipping homes and I loved it. I loved the construction industry. So in 2004, I remember the day I was driving to work on the freeway. I was early in the morning. And I was like, I think I'm ready to sell my company and going to real estate full time. And so within a year, I'd sold my company and become a full-time real estate investor.

I soon realized that I didn't have enough money to buy all the great deals I was finding. And so I thought, well, maybe I could get my real estate license. I could get a discount when I'm buying the homes and selling them. And I could help my friends and family do the same thing. And shortly after doing that, I got some really good advice from my mentor who helped me understand that real wealth was built in buying and holding real estate as to just like buying and selling and making some good quick money. And so I transitioned my strategy to long-term properties and focused mainly on single-family investment

properties, even though I'd bought multi-family. I'd bought raw ground. I'd developed it, built new homes. I did some commercial. I did all kinds of stuff. But when I found my niche, I just really fell in love with that strategy, especially as I began helping my friends and family kind of do the same thing. That was an area.

That was a niche that just regular people could. do and they could wrap their brains around it even though they were very busy doing what it is that they do as professionals. And so over time, I kind of created this one-stop shop. I ended up buying a mortgage brokerage and I started an insurance agency and kind of an education arm to what I was doing. And now it's all been developed into what I now called Done for You Real Estate USA. and I've got, you know, clients in all in 42 states. There are eight different markets where I help my clients buy, I buy in areas where they're higher growth, population growth.

That's the number one indicator for appreciation is population growth. In areas where we can still buy properties, you know, at an affordable price and good neighborhoods. And so that's kind of, that's the long answer to kind of how I got my start in doing what it is that that I'm doing today. I love it. So you started out with the painting expertise, and you were at homes. You're looking at pieces of real estate, applying coats of paint to these, and a mentor is helping you understand that these pieces of real estate here are going to have some real long-term appreciation. And you're like, yep, I agree. Let's get into that.

Yeah, I got it. I was able to kind of wrap my brain around it and and just and just ran with it. And it's been, you know, it's been real estate. So I love, I absolutely love business and I love real estate. And I've had the blessing and opportunity to kind of combine those two elements together and, and create something that's allowed me to really help a lot of people because I kind of feel like I'm on a mission, Kevin. where I just really like I know the power of real estate like all of the benefits like this country was founded on ownership business ownership and property ownership like those are kind of the two founding things either you had a farm or you had a business back in the day and and uh like that I mean the first you know 401k plan was inheriting your father's farm right and and that became that your your income then became part of his income, right? So what you did with the family farm, he got to benefit from it in his old age. And all of the like the tax laws, the rules, they all really to this very day, you know, if you're in real estate, you know, people get really

caught up in cash flow sometimes, but that's the least of all of the benefits of investing in real estate. And one of the greatest benefits is, are the tax strategies and benefits and advantages that are afforded to real estate investors. And what's kind of the mission that I'm on is, is this concept. Like if based on IRS statistics, only 14% of Americans like have investment real estate. Yet if you look at other statistics, over 70% of Americans believe that real estate investing is one of the best investment vehicles out there. And so there's, there are so many people who don't, who are not taking advantage of one of the greatest investment vehicles that we have available to us.

And so one of my goals is just to help regular, hardworking Americans figure out how to own a small portfolio of properties. My goal, when I get a new client, it's not to help them buy an investment property, is to help them build a 10 property portfolio over the course of 15 to 20 years. That will change the entire family legacy. Yes, 100%. And, you know, I don't want to, if you have more questions, feel free to ask. But I would love to share, you know, a very personal story that kind of illustrates this.

Please. So, you know, I'm a big believer that, you know, we get, you know, government and other people telling our youth that it's like, hey, you know, the world's not that great. You can't do it. You're going to go to school, you have to get massive student loans. And then you're going to be paying them off forever. Well, I kind of think that if we taught our children. when they were younger. And if we taught our, you know, even adults, how to invest in real estate. It's an incredibly powerful vehicle. So my son, he worked for me when he was in his early

teens, 15, 16. He did research for me. And one day he came to me, he said, hey, dad, I want one of these, like, you know, investment game plans. I was like, all right. I talked to him about investing in real estate. And he's like, well, I want to buy it. I want to buy some real estate. He's like, well, number one, you can't get a loan yet. Number two, you don't have the down payment. and I wasn't going to just like give him money to go invest in real estate. He was too young. He couldn't own one. So I was like, save up your money.

I'll show you how to figure out your credit. And over the course of several years, about five years, he saved his money and he got credit worthy. And just before his 20th birthday, he purchased his first investment property in 2011. It was a little single family home in Phoenix, Arizona. That was one of our first expansion markets back in 2011 after the big crash. He bought a home for $86,000. He had $20,000. It was a $16,000 down payment, 20% down.

He had a little bit of money to fix it up. And within two years, well, during the two years, he was cash flowing about $200, I'm sorry, about $400 per month. And at the end of the two years, he was like, hey, dad, should I, like, sell this property because it had increased in value by about $72,000. If you can imagine now, like a 21-year-old with that much equity in a property and with that kind of cash flow. And I was like, well, what are your goals? What do you want to do? It's like, well, I want to own, ultimately I want to own eight properties.

So I was like, well, then don't sell it, refinance it, pull some cash out and purchase, you could probably purchase a couple more homes, which is exactly what he did. And- So it was about 2013. Correct. This is about 2013. Still a great market. Still a great market.

He went off to school, got his undergrad. And one of the homes that he bought was a, you know, a duplex. He lived in the basement, rented upstairs. Him and his wife lived for free. Fast forward four years. He went off to law school out east. Three years later, his properties had increased in value again. And so he sold one and refinanced two and was able to buy four more.

And he bought a primary residence. And so now he had his eight properties. He's now owned them. He's now 32. So he's owned them for 12. years. His $20,000 down payment is now in equity. He has over $800,000 in equity. His cash flow is a few thousand dollars per month. And he's 32 years old. He's an attorney in downtown New York and he's got this portfolio and, you know, a really, really good start. And so it's kind of this concept of,

you know, if I knew, if I knew then what I know today. And so I was able to help him. I was able to mentor him. And so, you know, I've had the opportunity now to help hundreds and hundreds of clients, of my clients do the exact same thing. And many of my clients, they didn't get started until they were in their 60s. And now they're in their 70s and they've got this great little portfolio. And it has changed the trajectory of their retirement, even though they didn't get started until they were in their 60s. And so that's the power of real estate. That's the power of just like micro winning your way to just slowly but surely getting to. where you want to be. I had my first duplex at age 21. The interest rate was 8.625.

Yeah. I paid it off entirely in 11 years. Wow. And I've always believed that real estate is the most able of investments. It is mortgageable. It is improvable. It is rentable. It is rentable. It is sellable. There are so many things that you can do with a piece of real estate that you can't do with your Vanguard mutual funds. There are so many things that you can do with a property that can be improved. You can't go down to Home Depot and get your GM stock looking better. That's right. So I think it's fantastic.

Thank you for sharing that story about your son. What's your son's name? His name is Dallon. Dallan, that is a fantastic head start to life that he's got, but you're also doing that for anyone who jumps into your world joins you as an investor, but then you also, I know you're not servicing people in all these different markets in 42 different states, so you're clearly growing real estate agents' lives as well. So tell us a little bit more about that. I know you've got the done for you real estate, you've got the Investors Agent Academy. Let's talk about those

things as well and let people know what it is that you're doing. Yeah, you bet. So I've created, so I've kind of branded kind of my national real estate program. I call it the Moneyball real estate system. The reason why I call it that if you've ever seen the movie with Brad Pitt called Moneyball. Oh, I love it. Yeah, it's the exact same concept. It's just about getting on base. Like just hit singles. You don't have to hit like real estate home runs. Like just get on base by buying one property and you will change your life one property at a time. And so I've created like this whole system around that concept of of another term that I use called micro winning where, you know, you just, you know, you swing the bat and, well, you just get up to plate. And then you swing

the bat and you get on base and you just micro win your way to where you want. You. You're want to be. And so that's kind of like the system of real estate that I've developed over the years. And I put together this team, you know, all the way from, you know, I've got an onboarding team and in the marketing team. And I've got a whole pre-approval team and then coaches. And then I have what I call designated market agents. So in each of the different markets, the different eight markets, I have one to two real estate agents who have that designation. They've come. They've gotten trained in the money about real estate system. And so I, through my marketing, I bring in new customers or new clients and my repeat customers because they're building a 10 property portfolio.

And these agents in the designated markets, they have the fiduciary responsibility for the client when they're buying in that market. They represent them. They present the properties. And they know our whole system. I have an acquisition team here. We vet every single property that is found by one of the designated market agents. I have a 10-year, I call it a property analysis. I do about 60 property analysis per week for my agents in the markets that give a green light or a red light to each property. So we have a very extensive vetting process for the properties. And so I've got kind of this team that kind of works with my clients. Now, what I do as well, I have the moneyball real estate system.

And so I call my team the money ball, the money ball real estate national fulfillment team. So they have done, I mean, they've done more than 5,000 transactions now with my clients. They've also done a lot of work for other agents. So the beauty of this is I can have a client living in Hawaii, working with one of my coaches on the fulfillment team here in Utah, buying a property in Florida or Tennessee or Oklahoma or Indiana or Texas. And it's this seamless system where the client, 95% of my clients have never seen the properties that they're buying physically.

They've seen them on paper. They've seen photos of them. They've seen Google Earth images, all that kind of a thing. And so it's kind of this seamless process of buying real estate. And so I've created it. I appreciate you mentioning this. I've created a new company called the Investors Agent Academy. What I'm doing is I'm just teaching other real estate agents to do what I do.

And you can do it locally in your market if you're in a market where it's conducive to buying single family homes, if they're affordable enough, if the rent to price ratios work out, if there's good growth, those kinds of things. And so through the Investors Agent Academy, you can come and learn exactly. what I do. And I've got a master certification class. I've got all kinds of courses. I got like tons of courses that I've developed and put together.

I teach you like how I, you know, there's the whole NAR settlement thing going on right now. Sure. I've been charging what's called the teams fee for over 10 years now. It's nothing more than a buyer's agent commission. So it's part of my marketing. Like I,

I introduced the value that I bring to the, the table, everything that I'm going to do for my clients, and I charge them a $7,000 flat fee to use my services. And I don't charge them anything until at the settlement table that, you know, on the settlement statement, they're charged of this buyer's agent commission. And then my agents who are in the markets currently, they, you know, they earned their, you know, their real estate buyer's agent commission in representing the client that is typically is charged, not charged, but it's paid for by the seller. And so there's this big question right now with the NAR settlement. And so through this whole concept of the team's fee, I have the, I have an answer for,

at least for for investors agents on how they can can continue to work with clients and get paid without fear. Like I have no fee resistance whatsoever. And, and it's because of the value that we provide to our to, to our clients up front. And so when you're doing. When you're doing, 60 property analysis a week, giving it the green light or the red light, you're seeing so much more than a typical mom-and-pop investor would ever know to even look for. So there's value in that. And then you have all of your additional ancillary services with the mortgage and getting people pre-approved and making certain that they're financially ready, but then also educating them. The value that you're delivering is really way above and beyond any fee that you're charging.

So it makes a lot of sense to an investor who is saying, I like this idea. I want to have generational wealth through real estate, which historically has always been the number one tool for generational wealth. It's always been real estate. And so you've got this all prearranged where somebody just simply says, Steve, just show me what to do and I'll do it. And then their life is changed. That's what you need to do in order to bring the level of value where the fees involved

are really just a conversational point, but not a deal point. Yeah, you're spot on, Kevin. I mean, I'm a big believer in delivering significant value. And so over the course of five to seven years that our clients will own a property on average, compared to that team's fee, they are earning a minimum of 10 times the amount of that initial investment to get the help to assist them to purchase property from a distance. And so that's important to me is that, you know, when you,

can show value like that where you can, you know, one of the other things that we've shown is that, hey, here's all the work that we're going to do. And here's the work that you'll do. It's 150 hours versus about 10 hours that they do. And so when they see that, they can do a really quick calculation and see the value in it. And then when they when they see the property analysis and they see here's what this property could do from a performance standpoint, they get pretty excited about the value that they're getting. And they, like I said, I don't get any fee resistance. And in fact, sometimes it's really interesting.

I get some of my clients are like, how do you do all this like for so little? Right. You're taking that whole conversation and turning it on its head because you are delivering so much value, especially when they look at the long-term generational wealth that real estate purchased properly, managed correctly and appropriately and prudently, will just deliver. It will just deliver. Yes. Yep, 100%. And you know, it's really like, like I mentioned earlier, I love business and I love real estate. But business gets really, really fun when you get to do it in such a way that it benefits the lives in such a significant way. Like the impact that we can have as agents

in the lives of our clients is so powerful. Like, I just feel really like blessed to be in this industry. Me too. And you have the ability to have so much impact in such a positive way. It's really rewarding. Well, for me too, and you might share this sentiment. I am a strong believer in my Christian faith, and yet I'm not on the altar or on the platform preaching, and yet I look at the work that I do as my ministry. Oh, I love that. And just the way that I can be, the hands and feet of God to other people. No, I'm not baptizing people. No, I'm not converting them to faith or bringing them back to faith.

But I am helping them understand a path to living the very best life that God intends for them to live. Wow. I love that. And what this does, what helping in like regular people, invest in real estate does is it creates a certain degree of freedom and agency where they then have the capacity and the ability to give back. They now have the time in order to, you know, pursue their own personal ministry with friends and neighbors around them, right, and live the two great commandments. And it just puts, it helps people get in a position to have that agency,

to create the life that they would like. And when you're in that position, typically, at least what I have found with my clients and they come from all walks of life across this country is that, you know, most people are just good people. And when they have the means and the time and the freedom, typically people don't spend their time on the golf course. They go out and serve. And as a real estate agent who is helping people create some form of additional financial freedom, I believe that it empowers people to go and do good. I agree 100%. When you have the financial capability to help other people, then you're able to help other people. But when you don't have the financial capability, then no matter what you would

like to do, you just don't have the capability to do it. And I've always believed from a very early age that real estate is the highest potential achievement with the lowest bar of entry. Even though we've gone to college, I don't need a college degree in order to improve a piece of real estate, identify an up-and-coming neighborhood, recognize that a piece of real estate is undervalued right now and with a nice coat of paint, maybe some fresh granite countertops, that thing's going to be worth a whole lot more if somebody just sort of brings it back to life. And you can do that so quickly. And you and I are in this industry where we're helping people also enjoy the benefits of real estate.

There's no reason why anybody couldn't just jump in. So you've got this amazing ministry through your work that you're doing. And you've got your done for you, real estate USA. Talk more about that because you're obviously. needing more real estate agents across the country to help people, but you're also able to help people across the country who are interested in investing in real estate. Yeah. Look, the way that I kind of see what it is that I'm doing, I'm on this mission to empower other people through the benefits of real estate.

And I help a couple hundred people every single year, you know, even in one of the toughest economies that we've experienced. in this century, I was fortunate enough to, you know, to help 200 of my clients purchase properties this last in 2023 and on track to do even more than that this year. But here's a difficult thing, is that like 200 or a couple hundred, you know, deals in a year. Like, I'm not a drop in the drop of the drop of a buck, right? You know, and so if I can help other real estate agents, take advantage of investment real estate. Like everybody wants to invest in real estate. I believe that all roads lead to real estate. You do well in business. You want to buy real estate. You win the lottery. You want to

buy real estate. Like everything in life eventually leads to real estate from a financial perspective. And everybody understands inherently, I think it's kind of in our DNA, you know, living in this country, that owning property, real estate is something that we would all love to do. And because of all of great benefits. So through, you know, the Investors Agent Academy, if I can empower more real estate agents to do something similar to what I'm doing in their own market or whether they, you know, plugged into my national fulfillment team and they, and expanded their geography so that they could help their clients and their friends who may live anywhere in the country do more investment real estate, then I've done some good. And number one, I've helped.

more real estate agents do more business, more transactions may earn more money through their business of being a real estate agent. And they have helped their clients become investors in real estate, which then expands. And so, I mean, like if, if, if I had, you know, if there were a couple hundred agents who, you know, were involved with Investors Agent Academy and they were helping their clients, all of a sudden, it's like, oh, collectively, we just helped a thousand people instead of a couple hundred people and and who knows where that could go. And so and here's the other thing. Part of being an investor's agent, which I believe you epitomize, is that you are also

an investor when you're an investor in yourself and bettering yourself, but also you are a real estate investor yourself. Like the benefits that we get to take advantage of as real estate professionals, like I have to be careful what I say because I'm not, I'm not, you know, I'm not an accountant. I'm not a tax attorney. So this is not tax advice by any means or stretch. But man, like you can take a single family home, do a cost segregation study, and then take advantage of bonus depreciation. And if you just do one property a year, you can eliminate, you know, probably your entire income tax bill with one property. Because you can, you can take that bonus depreciation, which is the

entire depreciation that that you can do over 27.5 years and you can depreciate it all in year one. And the tax benefits to that for real estate professionals. And of course, you have to qualify as a real estate professional, which is more than just having a real estate license. But if you can qualify for that, like, my goodness, I hope that you would consider buying at least one property yourself every year because you could take the taxes that you would pay and you can invest in a property. instead at least a down payment on a property and so the it's powerful what what tools we have right at our disposal as real estate professionals i've read and i'm sure you've caught these statistics

as well i'm a bit of a news real estate news junkie i don't pay any attention to any other news because i find that all to be a bit of a distraction but i find little tidbits about the real estate marketplace to be very interesting. And I may not quote the number is exactly right, but the net worth of a renter is somewhere in the neighborhood of like $5,000. And the net worth of a property owner is somewhere in the neighborhood of like $265,000. And that is night and day difference. Now, the difference between somebody who owns a piece of real estate versus somebody who owns 10 pieces of real estate and who has those all properly managed and who is taking a real strategic approach. And really, by the time they get up to the third piece of real estate, they're getting pretty strategic about their management and their oversight and their maintenance issues and all that. But when you get up to 10 pieces of real estate over the course of, say, call it 12 years, from today,

12 years from now, you can be owning 10 pieces of real estate. And then you pay those things off 30 years from now or 30 years from now, 20 years from the last one that you bought, you know, whatever that might be, you're looking at a massive amount of wealth. and all of the tax codes are written to benefit and protect and encourage that type of investment. Yeah. Yeah. So I call that economic independence. You get 10 properties under your belt and you've created a significant degree of economic independence. If you're a regular American, like, you know, if you're somebody who spends millions of dollars a year, then maybe not. But for regular folk like me, that's life change.

You have 10 properties and like you say, you have those paid off, you know, in 20, 30 years. It's like your life is transformed. It is. And you know what else is fascinating about that is that there's so much that you can be doing with those properties. And not just having them rented out in the open market where you're getting fair market value rents for those properties, but you could be helping somebody in need for a short period of time. because you have the capability. You could be housing some students who are on a mission trip

because you have the space and you can choose to make that decision. If you don't have that type of portfolio, and if you don't have that type of wealth scenario, you might want to be able to help people, but you're not able to help them to the full extent that you really wish that you could. But there are so many different things that you could be doing with real estate. It's amazing.

Yeah, and you touched on this earlier. Real estate just gives you choices. So with a piece of real estate, you know, you can sell it. You can refinance it. You can get a helic on it. You can rent it out. You can tear it down and grow a garden. Like there's like you just have so many different options in order to, you know, take care of your family and help take care of other people. And the key, and this is one of the other things that I, that you touched on really well. I feel like. And that is when you invest in real estate on purpose and with a plan, it becomes very powerful. There are too many people out there who succeed at real estate by accident, meaning they timed the market. They don't even know why they did well. They just, they happen to time the market. And the problem with that is the market, the minute there's a shift in the market, they lose everything because they didn't understand the fundamentals.

But when you understand the fundamentals and how they, they work, you can take advantage of investing in real estate within markets down, whether it's up, whether interest rates are high, whether interest rates are low. It doesn't matter. There's a there's a great saying, which is, which is this. The best time to have purchased real estate and investment real estate or any real estate was 20 years ago. The next best time is today. right and it doesn't matter what the market is doing as long as you have the right strategy as long as you're buying right and so when you learn the fundamentals and you understand those fundamentals now all of a sudden you took timing out of the equation and it doesn't matter like I bought I bought

real estate at the peak of the market in 2007 2008 I think about like four or five homes and it didn't matter like I was cash flowing my you know my three four hundred dollars a month and so it was like well, I'll just, I'll just hang tight. And, and, and yeah, it was painful to see the value of those properties go down. But it's like, well, I guess my worst case scenario is to just to collect a few hundred dollars a month on each of the properties. And then the market came roaring back like, like it always does. And those have become my best performing properties. And, and so it really doesn't matter. Like in today's market, and here's a crazy thing. And I'll share this about today's market. I'm telling you right now that there probably has a,

been a better time in the history of this country to buy real estate than today, even though interest rates are just a little bit higher. Like, Kevin, if you could go back into the 80s and you could buy 10 homes at 14% interest, like, wouldn't you try and snatch those up as quick as you possibly can? Of course. And I would be buying the best ones I could. Yes, because every one of those has made whoever owned those during this period of time, like very, very wealthy. Give me a lake front, give me golf course frontage, give me waterfront of some sort, give me mountain views. Yeah, count me in because real estate just continues to rise over time. And when you have a purpose and a plan, then it's all going to work out very well.

Yeah. I mean, in today's market, like, you know, there is pent up demand. Every time the interest rate lowers by, like, I don't know, an eighth, buying spikes. It spikes a little bit. Yeah, loan regulations increase immediately. Yeah, the minute rates go down, it's going to be, you know, it's going to be this crazy competition. Again, right now, I'm getting 2% seller paid concessions every time we make offers on homes and a little bit below asking price. Like, a little bit, a part of me is kind of like, I hope the interest rates say,

stay high for a little while longer. I don't want that because I want like first time home buyers to be able to take advantage and so on. Of course. But from an investment standpoint, a little bit of a self-interest standpoint, man, I hope it stays like this a little bit longer because right now is such a great time to buy. It is a great time to buy. And what's so interesting for those of us who have been around long enough is that we made smart buying decisions when interest rates were like I bought at 8.625. And it was the math worked. It was a duplex. It made sense. I understood how the cash would flow and I would cover all the expenses. And then you know what happened a year later? I was able to raise my rent rates. And then another year later, my rent rates went up again.

And then I was able to very quickly pay off that 8.65 in 11 years. And it all just worked. I think that the U.S. real estate marketplace got overly spoiled with these 3% interest rates because then people didn't need the numbers to make sense. But the reality of it is now is a great time because the numbers do make sense. And those of us who are able to purchase right now are going to purchase right now and then ride that appreciation wave that we just know is going to come. Why? Because it always does come. Yeah, and you just look at the market.

There is such a massive shortage of billions of homes that still need to be built. And so that's, although, you know, sales are down, there's massive pent-up demand. And so it's a matter of time and things. We'll continue to march upward. They will. Fantastic. Steve Earl, just out of the first. of Provo, Utah. Thank you so much for being on the Realty Funnels Podcast. I think you shared a lot.

I'm super excited for what you're doing. Thanks, Kevin. I appreciate the opportunity. And it's been wonderful just to get to know you just a little bit better. You too. Thank you so much. You've been listening to the Realty Funnels podcast with Kevin Cahill and Lisa Cahill, where we share the strategies, systems, tools and behaviors of top sales pros. So you can stay in your strength zone, earn more money, and keep more of the money you make. Visit us at realty funnels.com to learn more and to access our resources. Please be sure to subscribe to our podcast and share with your friends. Thank you for listening. Goodbye for now.