🎙️ The Broker Podcast — Episode 10: Risk Reduction at the Closing Table with Monica Saldana

In this episode of The Broker Podcast, Jack Stapleton sits down with Monica Saldana, an experienced escrow officer with thousands of closings under her belt, for a grounded, inside look at what really happens at the closing table — and how strong title teams quietly reduce risk long before buyers and sellers ever sign a document.

This conversation pulls back the curtain on the title and escrow process, exposing the unseen layers of communication, verification, and coordination that determine whether a transaction closes smoothly or starts to unravel. Monica explains where deals most often go sideways, why poor communication is the earliest warning sign of trouble, and how experienced title professionals protect clients, agents, and lenders from costly mistakes.

The episode also tackles one of the fastest-growing threats in real estate: wire fraud and seller impersonation. Monica breaks down how fraud actually occurs, how title companies verify identity behind the scenes, why wiring instructions should only come directly from title, and what buyers and sellers can do to protect their life savings. Jack and Monica discuss best practices around secure portals, phone verification, test wires, and why “helpful” intermediaries often increase risk instead of reducing it.

You’ll also hear practical insight on:

• Why communication at the beginning of a transaction matters more than speed

• How title teams coordinate examinations, surveys, HOAs, lenders, and funding

• The real differences between table-funded and non-table-funded loans

• Why effective dates and timely earnest money are risk issues, not paperwork details

• What agents should — and should not — be doing at the closing table

• How remote online notarization (RON) is changing closings and when it makes sense

• Why experienced professionals focus on prevention, not cleanup

Whether you’re a buyer, seller, real estate agent, lender, or broker, this episode delivers practical, experience-based insight into one of the most misunderstood parts of a real estate transaction — and why true risk reduction happens long before the final signatures.

Subscribe to The Broker Podcast for unscripted conversations with the professionals who actually do the work — built on experience, accountability, and real-world results.

🎙️ Welcome to The Broker Podcast with Jack Stapleton, Founder, Co-Owner, and Broker of Realty Texas — one of America’s most respected independent real estate firms.

In this episode, Jack sits down with Ginger Cartwright, a seasoned mortgage professional with 35 years in the lending industry, for a deep, honest conversation about what really happens behind the scenes of a home loan — and why communication, preparation, and trust matter more now than ever heading into 2026. Ginger’s career spans nearly every role in lending, from closer and processor to loan officer, giving her a rare, 360-degree understanding of how deals succeed… and how they fail.

💬 This episode dives into the human side of lending — the fear buyers feel, the frustration that documentation requests can cause, and why a calm, experienced lender can make the difference between confidence and panic. Jack brings 21+ years of real estate leadership and broker perspective, while Ginger shares real-world insight from decades inside underwriting guidelines, investor rules, and client-facing conversations that shape outcomes long after the closing table.

You’ll also hear a clear-eyed discussion about the market ahead: where interest rates are realistically headed (and where they’re not), why waiting for “perfect” conditions often backfires, and how buyers should think about price, payment, refinancing strategy, and long-term wealth. Ginger breaks down why rates in the 2s and 3s were an anomaly, what affordability really means in today’s environment, and why fear often shows up precisely when opportunity does.

🧠 Key Takeaways

• Why lending is a people business — and why trust and follow-up don’t end at closing • The critical role of the processor, and why poor communication is the fastest way to derail a transaction • How experience across closing, processing, and origination creates smoother loans with fewer surprises • Why documentation requests feel repetitive — and how great lenders explain the why, not just the what • A realistic outlook on interest rates in 2026 and why ultra-low rates are unlikely to return • The “buy now, refinance later” strategy — and why price matters more than rate over time • How fear, media noise, and economic uncertainty freeze buyers — even in favorable markets • Why paying your own mortgage builds wealth, while renting builds it for someone else • What great agents and great lenders have in common: proactive communication and expectation-setting • Why the scariest moments are often the smartest times to buy

Whether you’re a buyer navigating uncertainty, an agent working to reduce risk for your clients, or a professional preparing for the realities of the 2026 market, this episode delivers grounded advice, decades of experience, and practical insight you can actually use.

Subscribe, listen, and join Jack each week as he speaks with the professionals who truly understand real estate — unscripted, honest, and built on real-world results.

🎙️ Welcome to The Broker Podcast with Jack Stapleton, Founder, Co-Owner, and Broker of Realty Texas — one of America’s most respected independent real estate firms.

In this episode, Jack sits down with Dennis Maldonado of Perry Homes (ElDorado at Santa Rita Ranch) for a candid, insightful conversation about what really happens inside new construction—and what buyers and agents need to understand going into 2026. Dennis brings years of frontline experience as an on-site sales professional, including a background in high-end audio/video and a weekly radio co-host role, and he breaks down the realities of construction, expectation-setting, and what separates a smooth build from a stressful one.

💬 This episode goes deep into the emotional side of “home,” the messy reality of construction, and why communication is the difference between confident buyers and panicked buyers. Jack draws from 21+ years in real estate and leadership as a broker of 400+ agents, while Dennis shares real-world examples from the field—mistakes that happen, how they get fixed, and how great on-sites protect the buyer experience.

You’ll also hear a forward-looking market discussion: why many builders are pulling back on inventory starts, what that could mean for summer 2026 availability, and why waiting for “perfect” affordability often leads to paying more. Dennis and Jack talk incentives, supply, rates, refinancing strategy, and why the best advice is usually simple: buy the right home at the right time, then manage the payment intelligently.

🧠 Key Takeaways

• Why “home” is emotional—and why the key handoff creates a lifelong connection with clients • The biggest recurring obstacle in new construction: it’s not a perfect science, and it requires calm, consistent communication • Real examples of what can go wrong (wrong finishes, substitutions, timing delays) and how pros reset expectations without creating panic • Why communication is the most important skill for an on-site and an agent—especially when something doesn’t go as planned • What Dennis expects heading into 2026: fewer housing starts, fewer inventory homes, and the potential for tighter supply during peak moving season • “Date the rate” strategy: why purchase price is permanent, the rate can often be improved later, and waiting can cost more • How apartments and rental incentives are shaping buyer behavior—and why renting can feel cheaper now but cost more long-term • The right way for agents to work with builders: treat the on-site as the community expert, avoid setting false discount expectations, and focus on risk reduction and guidance • Why buyers should feel excited and scared at the same time—and why that’s normal

Whether you’re a buyer weighing new construction, an agent sharpening your builder approach, or a professional preparing for the 2026 market, this episode delivers practical insights, real stories, and straight talk that will help you guide clients with confidence.

Subscribe, listen, and join Jack each week as he speaks with the professionals shaping today’s real estate landscape—unscripted, honest, and built on decades of real-world experience.

🎙️ Welcome to The Broker Podcast with Jack Stapleton, Founder, Co-Owner, and Broker of Realty Texas — one of America’s most respected independent real estate firms.

In this episode, Jack sits down with Kevin Meyerhoff of Next Level Lending for a candid and eye-opening conversation about what truly drives successful lending partnerships in today’s volatile real estate market. Kevin brings years of frontline lending experience, high file volume, and a clear understanding of how communication, accuracy, and teamwork shape the client experience. Together, Jack and Kevin unpack what agents really need to know when choosing a lender — and why the right relationship can make or break a transaction.

💬 This episode goes deep into the realities of modern lending, from rate volatility and underwriting challenges to communication breakdowns, insurance shocks, and the practical steps agents must take to protect buyers from surprise costs. Jack draws from 23 years in real estate across every major market cycle, while Kevin breaks down lending from the inside — processing, underwriting, file quality, investor rules, and why experience is measured in file count, not years.

With Jack’s background as a board president, MLS chairman, technology innovator, and broker of 400+ agents — and Kevin’s expertise navigating fast-moving loan conditions and complex borrower scenarios — this conversation gives agents a rare, behind-the-curtain view of how great lenders think, operate, and problem-solve.

🧠 Key Takeaways

• Why communication is the #1 trait agents should look for in a lender — and how poor communication destroys deals, trust, and client confidence.

• The truth about rate volatility in today’s market and why buyers must shop rates within 24–48 hours to get accurate comparisons.

• How insurance premiums, aging roofs, fire zones, hail claims, and geographic risk can blow up a deal — and why agents should secure insurance binders before making an offer.

• Why every loan file is a “fingerprint,” and how file count — not years in the business — builds real expertise and judgment.

• The importance of team structure, including processors, LOAs, and in-house underwriting, and how big-box banks and brokered loans create delays agents can’t control.

• How strong lender–agent relationships prevent stress, manage client expectations, and build trust during tough moments in a file.

• Why early TBD underwriting and thorough pre-approval eliminate surprises that derail buyers in escrow.

• The real dynamic between loan originators and underwriters — and how good lenders fight for the file while protecting the investor from buyback risk.

• The rise of non-insurable properties, premium hikes, and shrinking carrier availability — and what agents must do to safeguard buyers in high-risk areas.

Whether you’re a new agent learning how to evaluate lender partners or a seasoned professional refining your standards, this episode delivers practical insights that help you guide clients, avoid preventable problems, and strengthen your business with better lending relationships.

Subscribe, listen, and join Jack each week as he speaks directly with the professionals shaping today’s real estate landscape — unscripted, honest, and rooted in decades of real-world experience built to help agents, brokers, and clients succeed in any market.

🎙️ Welcome to The Broker Podcast with Jack Stapleton, Founder, Co-Owner, and Broker of Realty Texas — one of America’s most respected independent real estate firms.

In this episode, Jack sits down with Andrew Constancio, Realty Texas Sales Manager and a 28-year real estate veteran, for a powerful deep-dive into the habits, decisions, and mindset that separate high-producing agents from those who struggle. Together they unpack what it truly takes to build a long-term, resilient real estate career in a shifting market.

💬 This conversation hits every corner of the profession — from the tenacity required to survive decades in real estate, to daily habits that move the needle, to overcoming fear-based procrastination, to navigating today’s external headwinds like interest rates, economic uncertainty, lawsuits, and contract changes. Jack and Andrew walk through real-world examples, candid coaching insights, and practical strategies agents can apply immediately.

With over twenty years in the profession, thousands of transactions, 400+ agents under his leadership, and experience as a board president, MLS chairman, instructor, and technology innovator, Jack brings clarity, honesty, and deep industry wisdom to every answer. Andrew contributes his decades of production experience and the perspective of someone who manages and mentors hundreds of agents daily.

🧠 Key Takeaways

• What top-performing agents all share — tenacity, urgency, high energy, and the ability to get things done now, not tomorrow.

• Why real estate is the apex sales profession and why success requires embracing sales as your identity, not avoiding it.

• The real difference between income-producing tasks and back-office distractions, and why too many agents sabotage their success by hiding in administrative work.

• How fear stops agents from picking up the phone, and why coaching, accountability, and repetition rebuild the neural pathways needed for confidence and results.

• How external headwinds — interest rates, lawsuits, shifting contracts, political and economic swings — create agent anxiety, and how leadership helps agents stay grounded and productive.

• Why the next 18 months will reward agents who focus on buyers, geographic farming, niche specialization, and consistent communication with their sphere.

• The neuroscience behind staying “top of mind” — why marketing alone doesn’t work, why phone calls create real associations, and why your next deal most likely comes from someone you already know.

• How to protect your business when family, friends, or acquaintances use another agent, and why the real issue isn’t the client — it’s failing to secure your spot in their mind before the transaction.

Whether you’re building your career, rebuilding your momentum, or sharpening your edge, this episode is a master class in what it takes to succeed in real estate through discipline, mindset, relationship-building, and relentless focus on the right activities.

Subscribe, listen, and join Jack each week as he answers real questions from agents across Texas — unscripted, unfiltered, and rooted in real-world experience that helps real estate agents, brokers, and clients navigate today’s market with confidence.

🎙️ Welcome to The Broker Podcast with Jack Stapleton, Founder, Owner, and Broker of Realty Texas, one of America’s most respected independent real estate firms.

In this episode, Jack sits down with Gavin Walker, a two-year Realty Texas agent who has already stepped into a major leadership role inside Realty Texas. They unpack what it really looks like to launch a career in real estate today—saying yes to opportunity, serving clients well, mastering education, and building a business that’s driven by relationships instead of random luck.

💬 This conversation goes deep into the decisions that shape an agent’s future: how Gavin went from brand-new licensee to co-chair of YPN and administrator of a 400+ agent sales department, what Jack wishes he had done differently in his own early years, and why most agents quietly lose 30% of their business by neglecting their database. Jack and Gavin talk about MEGA training, designations, unique value propositions, and how to confidently walk a buyer through Information About Brokerage Services and a representation agreement at the front door—without pressure, but with clear professional standards.

With over 20 years in the business, thousands of transactions closed, and more than 400 agents under his leadership, Jack brings practical, compliance-driven, straight-talk insight to every topic. He shares stories from his own career—including writing two offers his first day in the business and watching past clients forget who their original agent was—to show how consistency, education, and follow-up turn one closing into a client for life.

If you want real-world guidance on how to build your career faster, present your value with confidence, and stop letting business slip through your fingers, this episode gives you candid, actionable direction.

🧠 Key Takeaways

• How Gavin turned his first two years—two sales, lots of leases, and apartments—into a leadership role managing a 400+ agent CRM and sales department by never saying no to opportunity and diving into advanced training.
• The advice Jack would give his younger agent self: treat real estate as a relationship business, pick and stick with a geographic farm, keep a flawless database, call your people at least three times a year, and hire an assistant far earlier than you think you can.
• Why serious education changes everything: how MEGA felt like “real estate college,” the impact of mentors like instructor Pat Strong, and why reading your contracts, Code of Ethics, and License Act regularly is one of the most powerful habits an agent can build.
• How Jack explains Information About Brokerage Services and buyer representation at the door with calm confidence—walking clients through roles, intermediary, sub-agency, and representation agreements—so they understand exactly what they’re signing and why it protects them.
• The link between competence and confidence in negotiation and representation: asking, “What questions do you have?”, inviting real objections, solving them openly, and turning that trust into long-term loyalty and referrals.
• How to think about your database the way Jack does: only about 20% will personally transact in any given five-year cycle, but 100% have the ability to send you at least one closed referral per year—if you stay present, call consistently, and bring real value to every touch.

Whether you’re a brand-new agent figuring out your first two years or a seasoned professional tightening up your systems, this episode pulls back the curtain on what actually builds a long-term, referral-driven real estate business.

Subscribe, listen, and join Jack each week as he breaks down the issues that matter most to REALTORS®, brokers, and clients across Texas.

🎙️ Welcome to The Broker Podcast with Jack Stapleton Founder, Owner, and Broker of Realty Texas, one of America’s most respected independent real estate firms.

In this episode, Jack tackles three real-world issues that show up every day in Texas real estate — creative financing offers sent through email, the resurfacing of the 50-year mortgage, and clients who hesitate to sign representation agreements.

💬 It’s a deep dive into situations that can derail a transaction, create unexpected liability, or leave an agent unprotected. Jack explains how to handle investor “offers” written in the body of an email without any promulgated forms, why extended-term mortgages may sound appealing but fall apart under real financial analysis, and how to approach clients who are uncertain about representation without pressure but with firm professional boundaries.

With over 20 years in the business, thousands of transactions closed, and more than 400 agents under his leadership, Jack brings practical wisdom, compliance-focused guidance, and straight-to-the-point teaching insight to each topic. He breaks down what agents often misunderstand, what clients deserve to know, and how to keep every conversation rooted in ethics, clarity, and consumer protection.

If you want real-world guidance on unconventional offers, risky lending products, and client representation conversations, this episode delivers clear, actionable direction.

🧠 Key Takeaways

• How to respond to investor “offers” that show up only in an email, without forms, and how to protect your client when the other side refuses to use promulgated documents.
• Why 50-year mortgages are gaining attention, the dangers behind them, and why they are not viable or responsible for today’s buyers.
• How to talk with clients who don’t want to sign a representation agreement, what the agreement truly does, and why self-representation does not change what the seller has already agreed to pay.

Whether you’re a new agent building your professional foundation or a seasoned expert refining your approach, this episode pulls back the curtain on what really happens behind the scenes in Texas real estate and shows you how to navigate it with confidence.

Subscribe, listen, and join Jack each week as he breaks down the issues that matter most to REALTORS®, brokers, and clients across Texas.

🎙️ Welcome to The Broker Podcast with Jack Stapleton Founder, Owner, and Broker of Realty Texas, one of America’s most respected independent real estate firms.

In this episode, Jack takes on three topics that can send chills down the spine of even seasoned agents — compensation, inspections, and counteroffers.

💀 It’s Halloween, and we’re talking about the scary side of real estate — what happens when negotiations go sideways, when inspection results threaten a deal, and when a “counter” crosses the line from clarification to a whole new offer.

With over 20 years in real estate, thousands of transactions closed, and more than 400 agents under his leadership, Jack brings deep experience, teaching insight, and practical wisdom to the discussion. As a Certified Real Estate Negotiation Expert and instructor, he explains what agents often miss, what clients need to know, and how to stay professional, ethical, and confident when the stakes are high.

If you want to understand the realities behind negotiation, compliance, and client protection — this episode will keep you informed, sharp, and a little entertained.

🧠 Key Takeaways:

• The truth about compensation and how it impacts negotiation strategy.
• When an inspection response becomes a dealbreaker or an opportunity.
• The legal and ethical definition of what constitutes a counteroffer.

Whether you’re a new agent learning the ropes or a veteran refining your expertise, this episode pulls back the curtain on what really happens behind the scenes in Texas real estate.

Subscribe, listen, and join Jack each week as he breaks down the issues that matter most to REALTORS®, brokers, and clients alike.