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What do you do when a client wants to buy a home but doesn’t quite fit the traditional financing box?

In this episode, we talk about how agents can become better problem-solvers by focusing less on predicting where interest rates or home prices are headed and more on finding solutions that may help clients move forward. We explore strategies including gift funds, retirement funds, seller credits, rate buydowns, investment property strategies, and self-directed IRAs.

The bigger lesson is about expanding your agent toolbox: ask better questions, don’t make assumptions about what a client can or cannot do, and connect them with the right lending and financial professionals to explore their options.

Instead of asking, “Where is the market going?” ask, “What can my client do, and what resources might they have access to?”

That shift can lead to better conversations—and potentially help more people find their path to homeownership.

Disclaimer: The information shared in this podcast is for general educational and informational purposes only and is based primarily on California laws, programs, and real estate practices. Laws, regulations, lending guidelines, tax rules, and program requirements vary by state and individual circumstances and may change over time. Please consult with the appropriate licensed professionals—including a real estate professional, lender, tax advisor, attorney, or financial advisor—to determine what applies to your specific situation. This content is not intended to provide legal, tax, financial, or lending advice, nor does it guarantee eligibility or approval for any particular program or strategy.

Watch the full meeting and access slides here.

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In this episode, Rick Fuller sits down with Mark DiMercurio of 1031 Capital Solutions to uncover a powerful strategy for helping real estate investors who are tired of managing rental properties but don’t want to face a massive tax bill when they sell. They dive into Delaware Statutory Trusts (DSTs), 1031 exchanges, and UPREITs, explaining how these tools can help investors transition from active property management into more passive real estate investments while potentially preserving wealth and creating cash flow. Most importantly, the conversation shows real estate professionals how understanding these options can help them “unlock the won’t-sell seller,” create solutions for aging investors and their families, and uncover listings that may otherwise never come to market. The episode also explores the importance of understanding a client’s deeper “why,” educating rather than selling, and having the right professionals and strategies in your toolbox to help clients make informed decisions and transfer wealth to the next generation.

Contact:

Mark DiMercurio

Sr. Vice President of Investments

100 E. San Marcos Blvd. Suite 400

San Marcos, CA 92069

(925)382-6300

mark@1031capitalsolutions.com

www.1031CapitalSolutions.com

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Today, we’re talking about finishing Quarter 4 strong—and how the way you finish 2026 can set the tone for how you begin 2027.

Leading today’s teaching is Joe Seeley, our Director of Conversion. Joe’s gifting is encouragement, and he has a great way of helping people refocus, reset, and take action when they need it most.

In this teaching, Joe challenges us to take an honest look at our goals, identify the gap between where we are and where we want to be, and focus on the daily activities that will move us forward.

If you feel like you’re behind on your goals this year, this is a great reminder: it’s not over yet. There’s still time to finish strong.

Let’s jump into the conversation with Joe Seeley.

Watch the team meeting and access the slides here.

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Renting or owning? For many consumers, the conversation never gets beyond the monthly payment—but there’s a much bigger conversation agents should be having.

In this episode, the RFT Realty team explores how agents can help renters understand the potential benefits and possibilities of real estate ownership. We discuss the conflicting messages consumers hear about whether buying a home is a good investment, why homeownership can be a long-term wealth-building tool, and how owning a home may help reduce housing expenses in retirement.

We also dive into the practical conversations agents can have with renters, including:

• Why you don’t necessarily need 20% down to buy a home
• Down payment and closing-cost assistance
• Seller credits and financing options
• How a first home can be a stepping stone rather than a forever home
• Using additional space or rental income to help make ownership work
• Multigenerational housing and partnering with family
• Comparing the long-term cost of renting versus owning
• Questions that help renters explore their options without feeling pressured

The biggest takeaway? Agents don’t need to convince every renter to buy. They need to become confident enough to ask better questions, understand the options available, and help people discover whether homeownership could be possible for them.

If you work with renters—or have renters in your sphere—this conversation is worth listening to. It may change the way you approach your next homeownership conversation.

Watch the full team meeting and access the slides here.

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What could the equity you’ve built in your Bay Area home make possible?

In this episode, Rick Fuller and Todd Ricker sit down with Sacramento appraiser Ryan Lundquist for a conversation about Bay Area home values, appreciation, equity and the opportunities available in the Greater Sacramento region.

They discuss what’s happening with home values, how homeowners can think about the equity they’ve built, what that equity could potentially buy in Greater Sacramento, and what Bay Area homeowners should consider when weighing a move.

Whether you’re a homeowner considering a move, a REALTOR® working with Bay Area clients, or simply interested in the Sacramento real estate market, this conversation offers practical insights you can use in your next real estate conversation.

Go to CAGreatMigration.com to learn more.

Ryan Lundquist: lundquistcompany.com

Rick Fuller: (888) 950 - RICK or info@rickfuller.com

Todd Ricker: todd@rickfuller.com

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Your Buyer Says “Not Yet.” Now What? — The PATH to Homeownership in 2026

How do you help a buyer who wants to own a home but believes they simply can’t afford it right now?

In this episode, we take a practical look at the different paths agents can explore with buyers in today’s market. We discuss why buyers don’t necessarily need 20% down, payment and down-payment assistance, strategies for managing closing costs, seller financing, lease options, and the opportunity presented by assumable mortgages.

The bigger takeaway? “No” may simply mean “not yet.”

For agents, this conversation is about expanding the conversation with buyers—not pushing them to purchase. Understanding different financing strategies and asking better questions can help you identify potential solutions and give your clients more information to make informed decisions.

If you’re working with renters, first-time buyers, or clients who believe homeownership is out of reach, this episode gives you practical ideas to bring to your next buyer conversation.

In this episode:

• Why 20% down isn’t required for many buyers
• The PATH to homeownership
• Down-payment and payment assistance options
• Ways to address closing costs
• Seller financing and lease options
• How assumable mortgages work
• The four steps to exploring an assumable loan
• How agents can turn “not yet” into a conversation about what may be possible

A special thank you to Supreme Lending's Cyndi Donnally for joining me on this conversation!

🎧 Listen now and add these strategies to your buyer toolbox.

Watch the full team meeting and access the slides here.

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“Prices are too high.” “I’m waiting for rates to come down.” “This isn’t a good time to sell.” “I’m going to wait.”

You’re hearing these objections everywhere—but what if the answer isn’t to argue with them, agree with them, or try to predict the market?

In this episode, we break down how to have better conversations with buyers, sellers, and investors when uncertainty is driving their decisions. We talk about affordability, interest rates, home values, insurance, the economy, and the challenge of timing the market—and share practical questions and conversation starters you can use immediately.

You’ll also learn a simple five-step framework for handling objections and discover how AI can help you practice these conversations before you have them with a real client.

The market may be unpredictable. Your preparation doesn’t have to be.

Listen in, sharpen your skills, and be ready for your next “pop quiz” from a client, friend, family member, or someone you meet in the community.

Review the slides and AI prompts here.

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In this episode of The Rick Fuller Podcast, Rick shares one of the fastest ways to generate listing opportunities in today's market: For Sale By Owners (FSBOs).

While your Sphere of Influence should always be your primary source of business, FSBOs are homeowners who have already made the decision to sell. The opportunity isn't convincing someone to move—it's showing them how a real estate professional can help them achieve a better outcome.

Rick walks through:

• Why FSBOs are one of today's best sources of active business
• National statistics every agent should know
• Proven scripts to start conversations naturally
• Simple objection-handling techniques that build trust
• The importance of consistent follow-up
• How to position yourself as a resource instead of a salesperson
• A powerful analogy that demonstrates the value of professional representation

Whether you're looking to add listings immediately or strengthen your prospecting skills, this episode provides practical strategies you can put into action today.

Remember: Listings aren't won in a single conversation—they're earned through consistent follow-up, providing value, and being the agent homeowners trust when they're ready to make a move.

Access scripts here.

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