Producer or Pretender? The Truth About Winning in Real Estate | Ep. 163

Send us Fan MailWhat separates a licensed real estate agent from a real producer?In Real Estate AF Episode 163, Mark Jones sits down with Jason Smith of San Antonio Real Producers and Miguel Herrera of The Agency San Antonio to move past the complaints and talk solutions: how agents turn pressure into production and panic into a real pivot.This conversation covers:• Why 2020–2022 created “order takers” who never had to build the fundamentals• Why a difficult market can still create opportunity• Why luxury is driven by relationships, trust, brand and experience—not simply lead generation• How Miguel built a career by finding a niche and going where the buyers were• Why top agents tell clients what they need to hear, not what they want to hear• How coaching, work ethic, pricing discipline and long-term relationships separate producers from pretenders• A rapid-fire “Producer or Pretender?” segment• A direct closing challenge: Somebody will win in this market—why not you?GUESTSJason Smith — Publisher, San Antonio Real Producers; small-business coach and consultanthttps://www.realproducersmag.com/locations/san-antonio-real-producers-89cc/Miguel Herrera — Luxury real estate producer and brokerage leader, The Agency San Antoniohttps://miguelherrera.theagencyresa.com/HOSTMark Jones | NMLS #513437Branch Manager | Sr. Mortgage Lender(210)683-1481https://mortgagetalkwithmark.com/Powered by LoanBot — smarter mortgage matching.QUESTION FOR YOU- Are you producing, pivoting or pretending right now?- Leave one action you are taking in the next 24 hours in the comments.Subscribe, share this episode with an agent who needs to hear it and turn on notifications for more unfiltered real estate and mortgage conversations.This program is for education and entertainment only. Guest statements and opinions are their own.#RealEstateAF #RealEstatePodcast #TopProducerCHANNEL & MORTGAGE DISCLOSUREMark Jones | Sr. Mortgage Loan Officer | Branch ManagerNMLS #513437iThink Mortgage powered by Premier Mortgage ResourcesPremier Mortgage Resources, LLC | Company NMLS #1169Equal Housing OpportunityAll content is provided for educational and informational purposes only and is not financial, legal or tax advice. Nothing presented constitutes a commitment to lend, guarantee of approval, rate quote, offer to extend credit or representation that any particular loan program is available or appropriate for every borrower.All loans are subject to borrower qualification, credit approval, income and asset verification, underwriting requirements, acceptable property conditions, program eligibility and applicable federal and state regulations. Interest rates, loan programs, guidelines, costs, terms and availability are subject to change without notice and may vary based on borrower qualifications, property type, loan amount and market conditions.Opinions expressed by Mark Jones are his own and may not represent the views of Premier Mortgage Resources, LLC. Guest opinions and statements belong solely to the individual guests. Guest participation does not constitute an endorsement, referral arrangement or guarantee of any service.No compensation is paid or received for the referral of settlement-service business in violation of the Real Estate Settlement Procedures Act. Any businesses, professionals or services discussed are mentioned for educational or editorial purposes unless expressly disclosed otherwise.Mortgage scenarios, payment examples and financial illustrations discussed may be hypothetical and should not be interpreted as a personalized loan estimate, rate quote or determination of borrower eligibility.LoanBot and any AI-powered tools referenced are educational and informational resources only. They do not approve loans, make underwriting decisions or replace consultation with a licensed mortgage professional.MortgageTalkWithMark.comCHAPTERS00:00 Opening: From Pressure to Production01:12 Meet Jason Smith and Miguel Herrera04:56 Luxury Is a Mindset10:07 Bad Market or Opportunity?20:46 The Agent Production Gap22:54 COVID-Era “Order Takers”28:07 Solutions: Work, Training and Collaboration38:15 This Isn’t 2008—Find Your Niche50:46 Luxury Clients, Pricing and Authority58:53 What Top Producers Do Differently1:07:58 Producer or Pretender? Rapid Fire1:15:07 Final Motivation: Why Not You?Support the showRealEstateAF is Powered by LoanBot.com Host: Mark Jones | Sr. Loan Officer | NMLS# 513437 If you would like to work with Mark on your next home purchase or as a partner visit iThink Mortgage.