Real Estate Reality Check: Market Cycles, Rates & Buyer Myths with Jason and Tracie Gaia

In this episode of The Community Table, host Andy (“the Yankee Closer”) interviews veteran real estate agents Tracie Gaia and Jason Gaia — siblings with decades of experience in the Memphis market. They discuss their backgrounds, how the current housing market compares to past cycles, and strategies for generating business heading into 2026. Key themes include market trends (prices up slightly, sales down modestly), pricing and inventory challenges, buyer and seller behavior, the agent’s role in education and support, and the importance of relationships in real estate transactions. The conversation also dives into personal anecdotes, agents’ real-world experiences, and practical advice for working with buyers, sellers, and lenders throughout the home buying/selling process.

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Chapter Markers

00:00 – Intro & Show Overview
00:22 – Meet Tracy & Jason
01:26 – Working as Siblings (But Separately)
02:51 – 2025 Market Snapshot
04:06 – High-Volume Listing Years
06:13 – Inventory & Supply Trends
08:13 – Home Pricing Reality Check
10:11 – Memphis as an Investment Market
13:02 – How to Price Homes Today
15:11 – Buyer vs. Seller Market Explained
17:27 – Agent Count & Industry Shifts
18:07 – Foreclosure Myths vs. Reality
19:20 – Buyer Fears & Hesitation
22:05 – Educating Buyers
24:15 – Buy Now or Wait?
26:16 – Internet Misinformation
27:23 – Why Buyers Need Representation
28:22 – Buyers Interviewing Agents
30:49 – Face-to-Face Matters
32:24 – Real Estate Is Personal
33:23 – Staying in Touch with Clients
35:42 – Managing Stressful Transactions
37:23 – Importance of Local Lenders
40:22 – Lending Transparency
43:48 – Behind-the-Scenes Reality
48:42 – Funny & Extreme Closing Stories
55:00 – Lessons Learned Over Decades
60:00 – Final Thoughts & Wrap-Up