Season 1, Episode 7 – Back to Basics
In this ValuNation episode, co‑hosts Charlie Johnson and Michael Schwartz hit pause on the trade‑show treadmill and ask a blunt question: Are we still getting real value for the money we throw at marketing, credit pulls, and ‘must‑attend’ conferences?
🎧 Listen to the episode: Back to Basics on ValuNation
📍 Key topics: trade‑show ROI, credit‑report tiers, market normalization, short‑term‑rental data, collectibles investing
From Booths to Budget Cuts: The Trade‑Show Shake‑Up
Charlie’s field report from the New England Mortgage Expo at Mohegan Sun proves that big booths no longer equal big returns. Even long‑time title sponsors like Rocket are questioning six‑figure floor plans.
“Headcount isn’t a KPI. Pipeline is.” – Charlie
Why it matters
- Modular displays and QR‑code lead capture beat custom one‑offs.
- Pair smaller booths with off‑site dinners for deeper conversations.
- Audit every show: 3× booth cost in deal value should be the baseline.
Credit‑Score Chaos: Welcome to Tier 3
New Equifax/FICO pricing lumps 92 % of lenders into Tier 3, jacking up credit‑pull fees that get passed to borrowers.
“Wholesale lenders are already weaponizing credit‑pull discounts on LinkedIn.” – Mike
Action check
- Add a credit‑fee comparison slide to broker decks.
- Offset higher pull costs with faster appraisal turn times.
- Track LinkedIn promos—you’ll see where brokers start to migrate.
Normalizing at Last: Data Points You Can Use
“Thirty days on market feels weird, but it’s healthy.” – Charlie
Collector’s Corner: What Rookie Cards Teach About Valuations
Mike’s hunt for 2017 Patrick Mahomes rookie cards isn’t just nostalgia; it’s a crash course in spotting asymmetric upside.
- Scarcity + relevance → exponential value.
- Third‑party grading (like an appraisal) can 10× perceived worth.
- The same logic applies to distressed assets and niche loan products.
“Before dropping 15 K on a booth, ask if it will appreciate—or at least hold utility—next cycle.” – Mike
TL;DR – Episode 7 Takeaways
- Booth size ≠ pipeline. Measure shows by ROI, not square footage.
- Tiered credit pricing will drive lenders to differentiate—or die by fees.
- Market is normalizing: longer listing times, fewer over‑ask deals.
- Data + storytelling beat generic talking points every time.
- Undervalued assets—whether rookie cards or niche loan products—reward the patient and informed.
📌 Basics beat buzzwords. In a world chasing the next big thing, mastering fundamentals is your unfair advantage.
👉 Listen to all episodes: rss.com/podcasts/valunation
📸 Follow us: @valunationpodcast on Instagram
