When You Create Room For 10,000 New Homes, You Are In The Zone

Finding a way to solve a real estate challenge and being among the "first in" to solve it work hand in hand. Let's give credit to a group in Illinois for pointing out how reducing lot sizes in and around municipalities could produce an additional 10,000 homes per year while making them more affordable. The below linked story details many of the subject locations.

 

Other states are taking action in different ways, such as California and Washington approving legislation allow for more ADUs (Additional Dwelling Units) to be constructed within existing residential parcels.

 

Part of the challenge is that zoning changes don't happen overnight. However, a proposed change in progress is a lot more efficient than having nothing on the table. There are plenty of possibilities for real estate developers, builders, investors, contractors, and lenders from these possibilities. Many of them are currently struggling to uncover future business while taking it one project at a time.

 

Being "first in" on an opportunity like these takes even more than pursuing legislation or an ordinance. It takes doing the right research. Knowing that "right here" on the map is where we would build as soon as the ordinance passes is a strong approach. For example, you get behind the proposed zoning change for (name of town), but you already have the research and cost estimates for parcels on Oak Street. Identify the best opportunities for your business and then pursue changes.

 

Let your competition continue to sit around hoping their phone will ring and wait for zoning matters to pass without planning anything specific. My team and I can help you do that! 

 

https://www.illinoispolicy.org/illinois-cant-afford-to-miss-out-on-10000-extra-homes/

 

 

 

When Less Than Half Is Too Much For Real Estate Agents

One of the most important aspects of my coaching for real estate agents is looking into how much (or little) of their business is repeat business. I understand that many agents take the "They know I'm here, and I have enough clients" approach to being pitched with marketing channels. Personally, I have never been content with being content. What I want for my clients is for the repeat business number to drop year over year.

 

Seeing the fresh NAR research (linked below) showing that the "average" percentage for repeat business among brokerages around the country is more than 40% shows me how much the agents I work with stand to gain. Obviously, you should be doing everything possible to encourage repeat business and trying to increase it. Suppose you completed 20 transactions last year and had 10 "repeat" clients. That is 50%, which is higher than the national average.

 

For the coming year, continue to do, at minimum, what you did to be top of mind for those 10 repeat clients. However, the updated strategy should be to increase and emphasize what you did to attract the 'other' 10. The marketing goal should be to generate 20 "non-repeat" clients next year. That would give you 30 for the year, including your 10 repeats. One result is that your repeat client ratio drops to 33%, but the biggest result is that you would have increased your overall business by 33%.

 

I continue to see so many opportunities for real estate agents to make a difference and distinguish themselves to "new" potential buyers and sellers. Practically everyone expects the real estate market to improve if and when rates go down and if and when the current political tension eases up and consumers regain confidence. Some real estate agents are planning to wait until that happens and THEN start their marketing. Those that are "first in" and have a marketing strategy in place BEFORE those things happen are the ones that stand to benefit the most.

 

My office is setting up for a "$25 Tune Up" to include personal reviews of agent marketing strategies and a virtual consultation to discuss ways to implement them and increase your business. Let's chat! 

 

 

https://www.floridarealtors.org/news-media/news-articles/2025/11/re-firms-face-affordability-costs-pressures

 

 

Trust Travel Trends For Real Estate Decisions

Many landlords of short-term rental properties rely on travelers, whether seasonally or annually, for their revenue. A change in overall travel patterns can bring significant change to income and potential income, even if temporary.

 

Fresh research, as linked to below, shows major changes in travel trends, ranging from which age groups are traveling more and less often, and adjustments in their spending habits. As the holiday travel season begins, we are seeing data about how consumers are adjusting travel plans.

 

If your real estate property, investing, or brokering depends in part or in full on related travel, a big part of the long-term success plan is being able to correctly anticipate what is coming. If you foresee problems with your typical customers coming to your location(s) of interest, you are more likely to have time to make adjustments. You might be able to adjust the length of time for your tenants to stay, or be able to offer something more easily affordable to keep the property occupied or active.

 

Anticipation does not have to be a guessing game. It should not be. This is why and where continuously doing research comes in. Some people have the "If it works, don't fix it" theory when it comes to their properties, investments, and opportunities. However, there is still a need for maintenance no matter what. I am always telling my clients, students, and valued connections about monitoring your current situation for possible changes. Meanwhile, I'm helping others to monitor numerous situations. Being able to properly anticipate could make you "first in" on the best possible timing to make an offer or create a profitable new opportunity! 

 

https://www.deloitte.com/us/en/insights/industry/retail-distribution/holiday-travel-survey.html  

 

 

When A Property Is Under Water On Purpose

It’s not about what you think of how they do things in China. In the case of creating a data center, it’s the innovation which is worthy of attention. As the below linked story indicates, construction is underway for a fully underwater data center which is wind powered. The underwater location brings advantages including significant reductions in air conditioning costs along with land acquisition. 

This is not to say that major projects like it should be constructed underwater. The value of learning about it comes from the innovation shown by implementing this project. Someone started this with an idea, and others would have performed a ton of research to determine its viability prior to spending millions on construction. There would obviously be a ton of research necessary about logistics, access to update, repair, and maintain. Whoever those people are, they were able to make this happen.

In addition to bringing significant power to that country, my point is how it shows the “power” of taking an idea, doing the research, and making it happen.

 

https://www.wired.com/story/china-dives-in-on-the-worlds-first-wind-powered-undersea-data-center

 

 

 

 

The "On" Or "Off" Market Decisions

There are many considerations when it comes to placing a property on the market, but in recent times how it is placed has become more of a priority. Since the passing of legislation regarding buyer commissions on the residential side, it seems like the "off market" listing world has skyrocketed.

 

The "divide" which has impacted our political world is present in the real estate world, although in different context. It seems that more and more real estate investors take the "I only buy off-market" approach, which results in little to no bidding competition they think will favor them. The other side of the coin is that an off-market listing may not be priced in conjunction with comparable listings, which can be good or bad for a potential buyer.

 

Like with so many things in real estate, there are plenty of pros and cons to being a buyer or seller on market or off-market. My view is that the best way depends on the motivation of the buyer AND the seller ahead of a predetermined notion as to which way is best.

 

Some sellers want a bidding war while others are looking for a precise fit without alerting anyone else that the opportunity exists. I was recently asked which method is "better" between selling on or off-market. My answer was and remains, "It depends on the opportunity, case by case".

 

Whichever approach you choose requires plenty of research and preparation whether on the selling or buying side. It's about finding the best path to be "first in" on getting the results you are seeking!  

  

https://www.realestatenews.com/2025/11/06/off-mls-transactions-cost-sellers-thousands-new-report-finds  

 

 

If The State Is Spending Billions, They See The Same Opportunities

With the increased attention being paid to some municipalities taking the lead on residential and commercial development, we continue to see many differences in their approach. The news that the Texas Department of Transportation is looking at the billions of dollars it would take to improve its overall transportation problem goes above and beyond what many of its municipalities are doing.

 

State projections show that Texas could add 9,000,000 more residents within the coming 25 years. Those that live, work, and/or visit the Dallas Metroplex and the Houston area are aware of how much traffic is already in place. Smaller towns also lack transportation other than cars. 

 

Public meetings are already taking place around the State with more to come. If there are going to be locations where train stations and other transportation hubs are going to be constructed, there are going to be plenty of new opportunities. People may want to live near convenient transportation which would save car payments. Restaurants and retail benefit by the built-in audience. Real estate developers, investors, contractors, lenders, and brokers all have the potential for a lot of work and income producing opportunities.

 

In this case, it's not all fuss about a single location or community. Texas is a huge state, with the Dallas, San Antonio, Houston triangle encompassing hundreds of square miles and opportunities within that region alone.

 

Now is the time to increase your research and development so that your team can be "first in" on an opportunity which best fits within your wheelhouse. Let's talk!  

  

https://apnews.com/article/transportation-mass-transit-texas-general-news-952ae04063b7f7d3cb1861b492cf40c8 

 

 

The Impact Of Marketing And Acquiring Hospitality Properties Right Now

The current reduction in flights due to the 2025 Government Shutdown is already having a negative impact on revenue of many hotels and the hospitality industry, whether parts of a chain or individual locations. It is more than canceling trips. Factors like re-booking flights for a day later or having to depart a day earlier also take their toll on destination revenue.

 

You may be wondering what this has to do with real estate marketing, and I'm here to tell you that the answer is "plenty", especially for developers, investors, and brokers. The shutdown is going to end at some point, hopefully very soon. When it does, estimates are it could take weeks before airline travel is back to normal. This is happening during Q4 of 2025, in time to show a less positive revenue trend for the quarter and consequently for the entire year, despite earlier rises in travel dollars.

 

As a real estate investor or developer, right now could be an ideal time to make an offer on an existing facility, especially when lost revenue could serve to reduce the value of an appraisal. (See the office building lending crisis for examples.) Appraisals do not take temporary circumstances into account. By the end of this year, some hotels could be appraised for six or seven figures less than they are "really" worth. A broker representing a buyer or an institutional buyer might be able to step in and pounce while appraisal prices are lower than they should be.

 

Meanwhile, suppose your team is involved with what really is a struggling hotel property and you want "out". Right now is the ideal time to spread the word, because a lot of other hotel numbers will be going "down" at the same time. Perhaps your revenue is not dropping as badly as many destination hotels and resorts for Q4.

 

Of course, it takes more than a couple of days to perform the research necessary to identify these opportunities, produce the offer (or selling package) and prepare to negotiate quickly (before the impact of the shutdown ends), and be ready with an operational plan.

 

Those that know how to react to a situation and plan ahead could gain a lot for years to come if they have the right research, planning, and preparation in place. Meanwhile, those that don't think they need a research person on their team will let still another long-term profit opportunity go by unnoticed. Let's discuss how my personal 30+ years of researching, marketing, and planning can put you in the best possible position!

 

https://apnews.com/article/flight-cuts-government-shutdown-airlines-c21ffa6c3d55e3d2fe7f53702112727b

 

  

When There Is Good and Bad From Zoning and Building Code Changes

While some real estate developers and investors continue to look to build new or for conversion opportunities in big cities, the movement to keep what is currently there has momentum in some locations. It is a reflection of why basing important decisions only on how the numbers pencil out may not be enough to make a solid decision.

 

One example is among the ordinances which were just approved in Baltimore as part of their government plan to ease access to existing affordable housing. When, as shown in the earlier proposal linked below, ordinances allow one stairway (instead of two) for a six-story apartment building, you know that the goal is to keep residents within the city limits. However, the more important components are elements like easing parking requirements and other building and zoning code requirements to actually make it more favorable for development. 

 

It is possible that a developer of a new housing structure, whether entirely or partially affordable housing, may not have been aware of the proposed ordinance when signing off on the deal. The potential difficulty of leasing their entire space may be reduced as the ordinances take effect in relation to construction and availability. Or, there could be elements which make new construction even more favorable!

 

To me, it's like when your favorite football team scores a touchdown. Some people immediately cheer, while others take a moment to make sure there are no penalty flags. When it comes to real estate, it does not all have to happen in a split second, but your proposal can still be "first in". Having the best and most thorough research makes sure there are no penalty flags.

  

https://mayor.baltimorecity.gov/news/press-releases/2025-05-12-mayor-brandon-m-scott-introduces-legislation-expand-housing-access#:~:text=buildings%20up%20to%20six%20stories%20to%20be%20safely%20constructed%20with%20a%20single%20staircase

 

 

How To Stop Ai From Further Inflating Real Estate Costs

I'm seeing more and more evidence of problems resulting from too much reliance on Ai, especially in real estate. Maybe it's because I am such a big proponent of doing more thorough research than others to have more information in your favor. The below linked article discusses how the use of Ai for major construction projects appears to be aggressively inflating costs for both materials and labor. In other words, more than ever it depends upon which side of the negotiating table you are on.

 

Until now, my reasons for discussing the use of Ai, compared with using Hi (Human Intelligence) have focused on the data. If I am bidding on a project against five other sources and rely on Ai, I could easily be submitting the same data that four other bidders are and significantly reduce my odds for success. Having plenty of Hi, especially when based on extensive research, should bring me a huge advantage.

 

It now looks like those on the buying side need to be aware of how Ai could be inflating costs. If you don't know how to, or take the necessary time to do thorough research, you could wind up spending thousands of dollars more than necessary. I would not be surprised if the "thousands of dollars more" amount makes a project seem not worthwhile, when it could actually be very worthwhile if priced properly.

 

To put it more strongly, my wife works in healthcare. One of the reasons she dislikes Ai is that medical data could be taken from one or more patients that required heavier doses of medications or a custom diagnosis which does not apply to other individuals in making general determinations.

 

This is not to compare people's lives against real estate transactions, but it is the same theory. My clients, students, and valued connections are learning the difference, and the continuing need for Hi to take over.  

 

https://natlawreview.com/article/will-artificial-intelligence-increase-prices-construction-materials-equipment-and

 

 

 

How Crimes of Others Can Help Your Marketing

One of the elements of marketing for success I remind my clients and coaching students of, and have over the years, is about marketing your process. The below linked article is an example of an opportunity to do that very thing.

 

The article, unfortunately, focuses upon a crooked property manager that used applicants' personal data for illegal purposes. In recent years, many property managers have converted to software, apps, or websites for applications, rent payments, and work requests which require personal credit or debit information.

 

Although such technical considerations are subject to hacks, those are typically more secure than handwritten or snail mail for all concerned. As stories such as this circulate, adding that your property "only utilizes secure payment systems", or words to that effect, is more likely to make a difference in a potential tenant or client's decision.

 

Doing so is a constructive way of saying, "Our company won't put you in a situation allowing you to be compromised". Find out how many (or how few!) of your competitors are doing this very thing. The fewer that are, the more of an advantage promoting this gives you. Keep in mind that your business is not increasing any costs by promoting this more effectively.

 

Many of your competitors will not bother to read this story, let alone react to it. Your being "first in" with a reaction could bring more business your way. You don't have to be a leasing agent or property manager to use this method.

 

Let's connect, and discover what opportunities are already in place to help you! 

 

https://www.cbsnews.com/sanfrancisco/news/santa-clara-county-former-apartment-manager-arrested-id-theft-case/  

 

 

 

 

 

If You Overbid On A Property You Won't Win

Coming up with research your competition does not have access to, has not thought of, or does not implement can bring a huge advantage when utilized properly. The below linked article is a great example, focusing on how property buyers that agreed to pay above list price were not able to achieve desired results years later.

 

What makes the findings even more pertinent is that this is not a random survey among 100 purchases made within a single region. The research cited consists of reviewing 14 million home sales across 30 states over 20 years. Anyone that disagrees would need to come up with some very powerful research in order to have a chance to contradict.

 

How you interpret this degree of research depends upon your mission and your perspective. Keep in mind that 14 million home sales across the country would not lead to incorrect information. You should do what it takes to use such powerful research to your advantage, whether you agree with it or not.

 

Let this serve as a reminder to real estate investors to thoroughly understand what their "top price" is for any property they are interested. Brokers representing buyers can use these findings to show clients why their offer is at the number they came up with, especially when the motivation is eventual resale. 

 

Many of my coaching students and marketing clients know how much I emphasize performing their own research for the purpose of gaining every possible advantage. Those that know to track information like agents and brokers sales compared against asking price already have data about who to contact whether looking to buy or sell. It is one of the ways I teach about knowing your audience. The best information can make you "first in" on getting the right deal. 

    

https://nypost.com/2025/11/03/real-estate/new-study-shows-why-winning-a-bidding-war-isnt-worth-it/ 

 

 

A Problem 10 Months After The Property Was Auctioned?

For as much as my focus is on research to improve upon or create opportunities for real estate investors, developers, and brokers, I'm also amazed at how often companies fail to properly follow through on due diligence. 

 

The below linked story about a municipality looking to call back an auction sale made on a property for delinquent taxes is one such example. It turns out the reason the taxes were not paid is because the owner had been deceased for several years. 

 

Although we don't know how many stories and transactions like this there have been, it makes me wonder who knew what going in. Did the buyer make their bid at the auction knowing the owner was deceased? Or was it based on getting a certain price compared with the value of the property?

 

Either way, that buyer had their criteria met in making a successful bid and potentially more information than the "seller", in this instance, did. For my clients and students, the goal is always to have at least one piece of information ready which helps in negotiation and supports my side. 

 

Factors such as additional supporting comps, a more favorable ARV (after repair value) estimate, or pending zoning changes would not fall under non-disclosure. There are many things to look at when putting a buying or selling proposal together. Not having every possible piece of information to help your cause can prove very costly.

  

https://vancouversun.com/business/real-estate/vancouver-auctioned-property-delinquent-taxes-owner-dead