Why do so many real estate deals fall apart before closing, and what does being "prepared" really mean when the person sitting across from you has zero dollars in their account but believes they're ready to buy a house?

In this candid and no-holds-barred conversation, Terence Guess and Ed Averette pull back the curtain on why real estate transactions terminate before reaching the finish line. With refreshing honesty, they tackle the uncomfortable truth that many buyers enter the market completely unprepared—lacking not just down payment funds, but even basic earnest money deposits. The hosts dissect the dangerous misinformation circulating in the market from what they call "misfits," those giving false hope about programs and gimmicks that don't actually exist for people with zero capital. Terence breaks down the actual mathematics of home affordability, explaining how a $54,000 annual income translates to real purchasing power and how down payment assistance programs actually work versus how they're being misrepresented. The conversation extends beyond buyers to challenge real estate agents and lenders who aren't being real with their clients from the start, creating a culture where deals fall through simply because no one had "skin in the game." This episode serves as both a wake-up call and a roadmap for entering 2026 with integrity, preparation, and realistic expectations in real estate.