Real Estate Investing Mastery Podcast

Description: Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

Description: Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

Description: Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

If you’ve listened to me or followed me for a long time, you know that I love to outsource parts of my business to make my life easier or to make more money. I’ve talked before about how absolutely essential virtual assistants are in my business. But today, I want to clear up just what exactly a VA should and should not be doing. Because while I think you should outsource a lot of simple, easy tasks, there is still one thing you should not outsource, ever. First of all, you should outsource your marketing. Maybe this means a VA, or a print company, or even a Facebook ads company. But this is a quick and easy thing to delegate to an expert. You can just send that work to them, and let them do what they’re good at in bringing you leads. Second of all, you can outsource updating your CRM. Now, you’ll have to do a little follow-up with your VAs, and you’ll have to give them some instructions, but you don’t need to do this all on your own. You can have your VA ask a few pre-screening questions like: What’s more important? Selling this house fast or making a lot of money? These kinds of questions can help you figure out what angle you should take with the sellers. Now this is the part where you need to stop outsourcing. I know I haven’t gotten to the third item yet, but I will. At this point in the transaction, you need to be calling and following up with the warm leads. The seller needs to hear your voice on the line negotiating and making the offer to them. Don’t try to automate or delegate too much. This will get you into trouble and will waste all of your marketing dollars because a seller wants to talk to a real person that can really offer them a great deal. That’s you. Get on the line. Once you’ve gotten a deal with your seller, you can outsource that third and final thing. Have the VA send the sellers the offer and follow-ups after you’ve already closed the deal. The sellers don’t even need to know that it’s a VA working behind the scenes for you. Having a VA is a crucial part of my real estate business, but you gotta know how to use them in a way that benefits you while still building trust with buyers and sellers. What’s inside: — Joe shares the three tasks he always delegates to VAs. — Joe cautions against using a VA for following up with warm leads. — Negotiating or making offers should still be a hands-on task for you.

Check out the new “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

With over 40 years of experience in buying and selling houses, Eddie Speed is definitely the expert on how to find and make deals no matter what shape the market is in. As the wholesaling market tightens up, Eddie’s come up with some creative financing deals that help him close more of his leads because he’s giving the sellers the price they want on terms that benefit him. Inside every seller’s head is a fixed price that they are set on, and it’s really all they care about. If you can get them to that price point, they’ll be willing to work with you on financing. Agreeing to the seller’s terms may seem like you’re overpaying for that property, but it’s how you’re overpaying that matters. You can inverse the property with tomorrow’s dollars but at today’s prices, and again, it just comes down to how you figure out the financing. Over 4.5 million borrowers were denied a mortgage last year, but not because they have poor credit, no credit, or bad credit. There are a lot of great buyers in this pool of people; self- employed people, anyone paid by bonus or commission, or even people here in the U.S legally, but without citizenship. Eddie walks us through a couple of his recent deals to show us a few different ways to finance these deals so that you can start getting your creative juices flowing about how you can make a deal work for anyone who just needs a little help with financing. If you’re looking for quality buyers for bread-and-butter middle-income homes, then follow the link in the show notes to Eddie’s free e-book that shows you: —Where you can find your private money —How you structure a deal —What a reasonable offer or deal looks like —And real case studies Eddie’s vast experience in the real estate market shows that he understands how to make a profit, at a time when other wholesalers might be throwing their leads away because they’re unwilling to work with a seller. Take a page from Eddie’s book, and start finding ways to make the financing work to reach your old leads! What’s inside: —The seller-finance industry helps people who aren’t bankable still afford to buy a house. —Eddie Speed shares how he niches down to find sellers who are open to creative financing. —Structuring financing deals is about finding a win-win-win for everyone involved, and Eddie’s 40 years of experience means he knows how to make that happen within full compliance of Dodd-Frank.

If the market in your area is overheated, how do you find deals? Virtual wholesaling is liberating because it doesn’t tie you down to a saturated location, and it lets you reach a market that may be better than your own. I talk with Greg Helbeck today about his remote real estate deals, and how he’s perfected finding the right leads using direct mailers. Greg’s extensive experience in New York state means he understands when a house is really a deal. He breaks down for us the benefits that New York’s investor attorneys provide in a real estate closing because no one can steal a deal from you at the closing. Greg’s built a system with local agents, investor attorneys, VAs, and local JV partners that allows him to operate from anywhere in the world. We’re going to say this loud and clear for the guys in the back: Direct mail is not dead! Greg and I both love the marketing side of this business, and we have a lot of experience in direct mailings. We trade ideas about the Doodle postcard versus the 3rd Notice postcard, and how important it is to direct mail to targeted niches that are (and this is absolutely key!) trackable. According to Greg, the best lists for direct mail right now are: —The Tax Delinquent List —Kent Clothier Motivated Seller List —Unknown Equity List —Prop Stream List If you want to partner with a local guy in another state, start generating leads today and then go looking for them. If you lead with value, investors will be thrilled to see you coming because they know that you’re not all full of talk. Running a business virtually means you have to be tight on the numbers. Greg can rattle off exact details like his cost per lead or the exact spread on each house he’s looking at. He’s not guessing at what works, he knows. If you want to make the remote thing work for you, take a page from Greg’s book: stop guessing and start tracking your numbers precisely. What’s inside: —How to find quality leads using targeted niche marketing —How to run a virtual wholesaling business from anywhere in the world —Using direct mail marketing is still relevant in a high-tech world, and Greg Helbeck breaks down his numbers to show us just how it’s working for him.

With almost 40 years of real estate experience under his belt, Bob Zachmeier from NoteCarry really knows the ins and outs of this business. I love getting together and talking with him because he brings a totally new perspective on whatever topic we’re covering. While I love wholesaling lease options, Bob’s current approach has a little bit of “rental flavor” that lets him diversify. As the market has tightened up in some areas making it harder for new homeowners to purchase, Bob has been able to carry loans via private lenders so that more people can purchase a home. He seeks out retirees who are looking to invest, but who don’t want their money tied up in a 30-year real estate deal. Bob walks us through one of his latest deals and opens up on exactly how much he paid for it, how much it was worth, and how much interest his retiree/investor earned from it. He talks about the benefits of using retirees who are hungry for more interest than what they’re earning in the bank and who have a shorter timeline to make money. He emphasizes using private money, but having it professionally serviced, is the key to this arrangement. There’s always concern about defaults on loans, but Bob breaks down the numbers to show that default rates are incredibly low when you make your own notes. If you’ve made a potential homeowner’s rent cheaper than a mortgage, it gives them terms that they absolutely don’t want to fail on. And even if they do fail, targeting middle-income bread-and-butter homes means that you’ll have a home to sell to someone else that’s always in demand. Because Bob believes that you’ll find more deal partners as you share generously your time, knowledge, and money, he really opened up his business model for us today. If you loved hearing his advice, you can read more in his books: What’s inside: —Bob generously shares the breakdown of his latest deal, giving us exact numbers, including his ARV and ROI percentages. —We talk about how to find private lenders and why you’d want to use them over a bank. —With recession talk swirling around, Bob and I discuss real estate strategies that will help you weather the storm by discussing what worked and what didn’t in the last recession.

I’ve got a special Show Me State guest today, Robert Heyder from Cole Properties St. Louis and I go in deep today talking about the local St. Louis market, and we give you some great ideas about applying our strategies to your own local real estate market. In this day and age, does direct mail marketing still work? With an open rate of about 0.5%, Robert cautions that direct mail marketing is a long-game. Folks could hold onto your mailer for a year or two before finally contacting you, but having that physical paper in their hand increases your chances of making a sale. Robert shares that having a physical location with reviews from Facebook and the BBB, plus getting good testimonials from his clients has helped him build a brand that people in the community trust. When someone gets his mailer, they can look him up online and see that he is not a fly-by-night operation, but a part of the community. As for other types of marketing, we talk over the advantages of PPC, organic web leads, social media platforms like Facebook, LinkedIn and even Instagram, but we both agree that no matter the channel you use for finding leads, following up is vital. Robert says that the best competitors across the country are answering the marketing calls live and that if you want to compete, you need to be doing the same. Now, with all of his success in wholesaling houses, why would Robert move into commercial real estate? He notes that it’s not that different than homes; you just have more square footage and less tenants. He loves that the tenants are higher quality, the leases are longer, and the income stream is more reliable. Finding commercial properties to purchase can be done exactly the way you’d purchase a home in a small town; direct mailers and finding the right property owners. Many of the approaches we use in the St. Louis real estate market can be applied no matter where you’re at in the country. Marketing, building trust, following up quickly on leads, and talking with bank connections can help you level up your real estate business. What’s inside: —Robert Heyder talks realistically about mailer marketing strategies, Facebook ads, PPC campaigns, and cold calling. —We talk about wholesale buying in smaller towns, and some of the benefits to approaching these buyers. —I share with Robert one of my key strategies for cold calling, namely the Filipino VA. —Robert shares about why he’s pivoting into commercial real estate and talks about some of his successes there.

We are now living in the digital age. And, with how fast technology is changing, it will only get more high-tech and more convenient. It’s an understatement to say that the digital age has greatly changed communication. Letters that used to take weeks or months to reach the recipient now only takes seconds via email. Phone calls are more streamlined and can be done over the internet. Pagers have been phased out by texting and people can make connections even without officially meeting each other! And because communication has become a lot easier, the way businesses communicate through their advertisements have also drastically changed. Digital marketing through social media and email automation has widely trended and is still trending. It leads to businesses asking, “Is direct mail dead?” No, definitely not. Direct mail is not dead. Yes, there are fewer people sending out letters for personal use but the industry is very much alive. To this day, it remains a $44billion industry and sends out 77 billion marketing pieces in 2018 alone. Businesses who still use direct mail marketing report to have an average of $2095 in product and service sales for every $167 spent on direct mail marketing. That’s about 1300% ROI. Direct mail produces consistent results over time compared to digital media where trends change drastically without warning. Direct mail is not dead and because your competition is doing less and less of it, you should be giving it more attention. If you want to know how to make direct mail work for you, this episode is where I share my secrets. What’s inside: —I prove with statistics how alive and well the direct mail industry is. —How does direct mail compare to digital media marketing? —I share my secrets for making direct mail work for my business. —Why money loves speed and time kills all deals.

In part one of this episode, Bob Zachmeier, creative financing expert, and I talked about how creative financing, second notes, and owner financing is changing how the buy and sell process works in the real estate industry. Bob explained the costs and compared the difference between selling a house traditionally and selling a house through creative financing. In this, the second part of this 2 part series with Bob, he answers in detail the most common questions those unfamiliar with creative financing have. —How does he find private investors who will understand his model? —How does he screen buyers that can match the 10%-15% down and are guaranteed capable to make payments? —How does he advertise his business? —How and which areas does he find properties to sell? —How does he convince the seller, buyer and lender? —How does he make money as the second investor/ second note holder? Creative financing is an investment. And much like every other investment, there are risks. However, in the models Bob created, there’s no losing end. Even with risks, the worst-case scenario CAN PAY MORE than the best-case scenario. The market’s constantly changing. The creative financing model changes along with how the market shifts and new deals come along. There is HUGE profits in creative financing and creating second notes but you need the right resources to be able to fully use this model. Whether you’re a blue-collar worker, white-collar or a retiree, creative financing can work for you as long as you have money to finance. If you are interested in knowing more about the ins and outs of Bob’s creative financing model, this second part episode will give you the resources you need to get started What’s inside: —Bob shares how he screens buyers and finds private investors. —I ask Bob how private investors make a profit.What kind of properties are we dealing with? —What kind of properties are we dealing with? —Bob explains how he does zero advertising. —We talk about how you can sell second notes to the first investor.

Real estate investing has its risks. Circumstances can change, and if you’re going to hang around this business for any time at all you have to change with it. The market is constantly changing – it goes up and down – and when market trends take an unpredictable dip, often times, homeowners and would-be homeowners are hit the hardest. Financing a home becomes even more complicated and more difficult to acquire. Banks refuse to finance regardless of how stellar a person’s credit score is. This is totally understandable because of the risks a declining market pose. However, owner financing works in all markets. During these times, it’s important for homeowners who want to sell and aspiring homeowners who can’t get bank financing to understand how creative funding, notes, and owner financing comes into play. In this episode, I bring Bob Zachmeier, number one REO broker in Arizona and creative financing expert, to share with us his expert opinion about how creating 2nd notes are profitable for the seller, the buyer and the lender. Traditionally selling a house entails other costs such as repair costs, closing costs and carry costs. If you factor in the time it takes, usually about three to four months vacancy, before it sells, traditional selling actually costs even more than that. Meanwhile, creative or owner financing sells faster and, at the same time, gets rid of the repair, closing and carry costs all at the same time. On top of this, there are more houses available for buyers who do not qualify for a bank loan. By having a buyer put up at least 10% down, a lender can require any amount as a first note and you the investor puts up the difference as a second note (both payable at a certain number of years), the seller NETS MORE money, the buyer SAVES money and the lenders MAKE money on their notes without all the hassle a bank financing. Everyone wins! If you’re at all curious about creative financing and how you can make notes work for you, this two-part episode is basically a crash course to get you started. What’s inside: —I talk to Bob about his experience as the number one REO broker in Arizona during the recession. —Why Bob likes creative finance as a strategy. —What the heck is second notes? —We go through a few scenarios to help simplify how creating second notes is a win-win for everyone involved.

Gaining fast offers is an absolute necessity in the real estate industry. It will ensure that you can access the greatest profits without delay and ensure that you make the most out of the time and resources that you have available. But how can you accomplish this? How can you make sure you seize the interest of owners and grab their attention immediately without delay? My three-option offer template includes a cash offer, sandwich lease, and a lease option assignment. Every option provides different avenues of profits and key benefits to the owner. With the sandwich lease, the seller no longer needs to worry about a hands-on approach. At the same time, you gain a massive potential for profit. Providing sellers with options provides the freedom they need to make the choice right for them. But it’s not the full story. You need to reach the owner too and cut out the middle leasing agent. So on this episode, I provide you with some awesome ways to do just that using REI Simple. Finding the information is key to contact the seller. You then need to make the right pitch and do this with as many owners as you can. This gives you a fantastic opportunity to generate leads and find new owners who are motivated and ready to make a deal. Of course, you don’t want to waste your time siphoning through new property listings. Instead, you can train a VA to complete this job for you while you gain all the benefits. It’s an efficient, epic option for finding fresh owners and start your path to a potential purchase. Obviously, finding the owner isn’t enough. You need to understand how to approach them the right way and negotiate so that you both get what you want. With my plan, it’s easy to contact sellers in bulk, figure out whether their motivated and provide an offer they won’t be able to resist. What’s inside: —Discover the key ingredients to my three-option offer template. —I teach you how to use my calculator that’s free when you watch my webinar! —Learn how to contact multiple sellers with little time or effort! —Find out my tips to figure out whether a seller is motivated. —Are there any properties you should avoid purchasing? —Using your VA for a more hands-off approach. —How can you sweeten the deal and ensure that fixer-uppers find a buyer?

Getting started in real estate investing is one of the most rewarding things that someone can do to build personal wealth and create a lifestyle that lets you prioritize the most important things in life. So, it’s no wonder that you hear a lot of talk about all the amazing things that real estate investing can provide, but you don’t hear as much about how hard it can be to get started much less stay established. That’s why today I’ve invited my friend J Scott to be on the podcast with me and share how got started in real estate and what we can learn from his mistakes. You just might have heard of the name J Scott before if you’ve ever perused the internet even the slightest bit looking for real estate investing info. That’s because he’s been a big part of the success over at the very popular and resourceful website Bigger Pockets. J and his wife are the voices behind mic on the BiggerPockets Business podcast and he’s written a bunch of books about real estate investing. It seems I’m recommending that people visit Bigger Pockets at least 2-3 times a week to connect with other investors – so it’s a really great resource. What’s really cool in this episode though is how J starts off by sharing how he & his wife got started in real estate; but more importantly, he talks about the ton of mistakes that they made. This is important because we learn from our mistakes and, if we’re really smart, we learn from the mistakes of others. J doesn’t stop there though. He takes us through his journey form budding real estate investor to what he focuses in on full time these days. He shares a lot of what he’s learned over the years and what’s working for him today. He even throws in a few of his thoughts on the state of the economy and what that might mean for real estate investing businesses in the near-to-mid future. What’s inside: —J Scott relives his early real estate investing woes —What’s working for J Scott right now —Which markets are working and which ones aren’t —Joe’s “crumbled paper” hack for investor owners —J Scott’s unofficial prediction on what the future of the markets might hold in store

Are you tired of having to work 46 hours a week trying to build someone else’s future? You’re not alone. There are people out there who just can’t work for a boss, either because they don’t want to or they weren’t meant to. If this sounds like you, then maybe it’s time to think about starting a career in real estate. Unfortunately, it’s not that easy. Becoming your own boss and taking hold of your future requires focus, hard work, and lots and lots of learning. The real estate industry, in particular, has evolved over the years. One could get easily overwhelmed and discouraged without proper guidance and resources. But with a lot of information available out there, where do you even get started? In this episode, I’ve invited real estate expert Frank Chen to talk about real estate education and how to get it right. He was personally mentored by Tim Randle, owner of REIClub. They help real estate aspirants to connect with the industry’s leading professionals and get access to some of the best trade secrets whether that involves lease options, flipping houses, or just commercial real estate in general. Frank talks about his roots and how he started out in the industry. Today, he teaches other people how they can build their own successful careers as well. You’ll get to learn about some helpful industry tips such as getting more leads for free, finding the best real estate courses, and more. He also mentions the importance of avoiding distractions and networking with experts who are actively investing. Stay tuned to learn more about real estate education and how you can use it to gain a competitive advantage in this very busy industry. Find out which real estate courses you should take, where to find them, and how to avoid losing money from scams. What’s inside: —We talk about Frank’s mentor Tim Randle and my experiences with him. —Frank mentions some of the key positions he has in the education sector —What is shiny object syndrome and why is it an issue? —Learn how to use your time and your resources the right way including friends and family members. —What impacts a person’s success on the market? —Joe and Frank talk about the issue with being a perfectionist and why you need to be proactive. —They discuss how to avoid the scams and the dangers in real estate education. —How to get started in real estate education and reach customers.

Commercial real estate investor extraordinaire and all-round nice guy, Paul Moore, joins me to share his experiences and insights. After completing his MBA and spending five years at Ford Motor Co., Paul launched his entrepreneurial career with a staffing business. After selling for a cool $2.9 million to a publicly traded firm, Paul was drawn to real estate investing in 2000. Having been awarded Ernst & Young’s Michigan Entrepreneur of the Year for two consecutive years, his future as a successful investor seemed to be set in stone.f In this podcast, Paul shares the story of his real investment journey. How he got into $2.5 million debt – and out of it in just 13 months – as well as his tips for identifying potential investment opportunities. Co-Founder of Wellings Capital, Paul has become a leading figure in the industry and is well-known for his podcasts and books. In our discussion, Paul shares why he favors commercial real estate investment opportunities and what impact market conditions can have profit-making capabilities. In addition, we talk about what creative investment really means and how you can choose non-conventional real estate investment opportunities without increasing your risk. One of the many methodologies Paul uses is identifying recession-resistant investments. Find out why commercial real estate can represent a lower risk investment and how you can safeguard your capital by being an investor, rather than a speculator. Committed to helping everyday investors break into the commercial real estate sector, Paul generously humored me and explained what untapped ancillary income potential is, why it can be a sign of a good investment opportunity and how to find it. Want to hear what a leading commercial real estate investor has to say about breaking into the industry? Listen now! What’s inside: —Paul talks about what led him to real estate investment —Paul shares his experiences with early investments, getting into debt and getting out of it quickly —We discuss the benefits of investing in commercial real estate compared to residential real estate —Paul talks about the different steps to investment success and how to identify high return opportunities —We talk about Paul’s podcast and the importance of learning to succeed after losing money along the way

I am super excited to share with you the release of my new book, REI Secrets–Daily Nuggets of Real Estate Investing Wisdom! In this podcast, I explain the inspiration behind the book and why I’m sharing the wisdom I’ve gained throughout my time in the industry. Before I became a successful real investor, money was tight, and debts were piling up. If you check your bank balance every two hours, you know exactly what I mean! With REI Secrets, however, you can find out how I turned things around and use the same mindset as I did to achieve real estate investing success. Split into easy-to-read bitesize chapters, REI Secrets can become a daily ‘how-to’ when it comes to approaching investment opportunities and maximising your profit. However, I don’t just want you to become successful in the industry, I want you to STAY successful. Through REI Secrets, you can find out the tips I used to gain success and the methods I implemented to deal with setbacks. More importantly, you can learn about the mistakes I made and how you can avoid them. Working in the real estate industry can be exciting, challenging and rewarding but it shouldn’t be overly stressful. With a focus on understanding the fundamentals of real estate investing, REI Secrets helps you to increase cash flow and decrease ‘overwhelm’. Having spent years doing deals, interviewing people on podcasts, conducting webinars, going to masterminds and networking with people, I get the opportunity to see what works and what doesn’t. And now you do too. This podcast is a speedy showcase of how REI Secrets can help you to transform your business and gives you the chance to order a FREE copy of my new book. Take a look now! What’s inside: —I give you the lowdown on what my new book, REI Secrets, is all about. —Find out how the perfecting the fundamentals can revolutionise your business. —I talk about changing your financial situation and the importance of avoiding ‘overwhelm’ in the real estate industry. —Learn how to implement REI Secrets on a daily basis. —Find out how you can get a free copy of my new book, REI Secrets–Daily Nuggets of Real Estate Investing Wisdom, as well as extra bonus content.

For some reason, there seems to be a huge stigma attached to calling sellers back. Whether it’s a fear of the unknown or you feel like the seller has the upper hand, we have all been guilty of putting off calling back sellers. Not only is putting off the call counter-productive, but you can also be losing out and giving somebody else the time they need to jump on what could be your deal. Whether you are dealing with sales anxiety because you don’t know what to expect, or you are just putting off the call because it’s a situation you are not yet comfortable with, the best advice I can give is to get comfortable and start talking. You will find after a few phone calls, that if a seller is calling you back, they generally are serious about making a sale, this means these leads are the strongest. When it comes to sales, strong leads are what you need. To help you out, in this episode, I am going to impart some of my many years of wisdom and explain to you why calling sellers back could be more than just a little advantageous to your cause. You will also hear in this episode how to talk to sellers when you call them back and what’s the best way to gain all the valuable information you require without spending hours on end searching the internet for research so you can prepare speeches. Tune in to hear how to deal with these situations and how you can learn from my experiences, create more opportunities, and see quick growth in your real estate investment business. What’s Inside: —I talk about my fear of calling people back. —I mention when I first got started and how I dealt with situations back then. —Why is it essential to “do the hard things first?” —So you have a lead. No what?

Hey guys! Happy Thanksgiving! I have a special treat for you… I am giving away my “Automated Wholesaling” course… for FREE! Get it here at http://AutomatedWholesaling.com

Matt Theriault calls himself a “recovering guru” and a systems expert. The former/current real estate guru is the creator of the A.C.E. (Attract. Convert. Exit.) framework, a systemized model that’s designed to help you create a successful real estate investing business. Matt has been involved in the real estate business since 2001 and now spends his time helping part-time and full-time investors grow their business. In short, I was pretty lucky that he found the time to have a discussion about what makes him tick, and what secrets he has to share. In this podcast, we talked about everything from his recent relocation from California to Las Vegas to his preferred marketing methods and his aims to work no more than 10 hours a week. We discussed Matt’s reasons for moving state, including the taxes and the traffic in LA, and the Las Vegas market, with a population that is set to double in the next three years. Matt is busy documenting his first 30 days navigating this new market, which others have told him his tough. He has challenged himself to do a deal within that time frame – either a wholesale deal of $5,000 or more or a seller financed property buy and hold deal, and all without spending $1,000 on marketing. We talk about how Matt is going back to basics with his approach. He’s creating Craigsist ads, sending letters to sellers and making the most of a smaller budget. We also get into the follow-up on the phone, from whether you should let it go to voice mail to sending automated messages to keep in touch. Matt also shares how he makes his offers when negotiating with sellers, and how he convinces them to take the payment terms that he offers. We discuss whether renting out a property is the best option or if selling quickly is the better choice. We even get into how to talk to realtors and not come across as the typical investor that they’re used to, by asking specifically for what you want and not posing generic questions. We discuss a range of subjects, both personal and professional and Matt shares some of his secrets. What’s inside: —We talk about Matt’s recent move to Las Vegas, his reasons for the move and exploring a new market —Matt’s 30-day challenge to make a new deal on a low marketing budget —Matt and Joe discuss how to reach out to sellers and what to do when they get in touch —Why it’s important not to forget that technology like CRM software is meant to help you get on the phone with the seller

Lou Brown is a highly influential figure in the real estate investing industry, as well as founding president of the National Real Estate Investors Association. Since dropping out of college and buying his first house at 18, Lou has been determined to succeed as a real estate investor through economic shifts and crashes by “becoming the bank.” In this podcast, Lou explains how, in 2009, following the recession, he decided he needed to change the way he did business if he wanted to survive the tumultuous economy. He decided the seller should become the bank and maintain control over their entire future and that they should go out and finding the buyers first and resource a property for them. This way, he wouldn’t have to rely on banks or qualify for loans and his finances would remain much more stable, and he recommends that you become your own bank as well. I ask Lou a range of questions about best practices for financing, wholesaling REO properties, subject to’s, trusts, and more, and he provides insightful answers as a veteran of the industry, having been a real estate investor for over 40 years and dealing with all of these issues. Lou talks about his certified affordable housing initiative, which gives people from all different backgrounds the opportunity to become a Certified Affordable Housing Provider through his training workshop. Lou discusses the weight of that title and the doors it will open for you in the real estate industry. If you want to become a Certified Affordable Housing Provider and take your business to the next level, or take control of your life, time, and money, Lou Brown’s training courses will bring countless benefits to your real estate career. He is also giving away his new book for free! Doing Good While Doing Well details how to help families achieve their home ownership dreams while simultaneously building independence and wealth. What’s inside: —Lou recounts his journey in the real estate industry, from buying his first house at 18 to becoming the founding president of the National Real Estate Investors Association and a successful and influential real estate investor —Lou and I discuss best practices for financing, wholesaling REO properties, subject to’s, trusts, and more. —I ask Lou about his certified affordable housing initiative and how you can have the opportunity to become a Certified Affordable Housing Provider.

Whether you’re a real estate investor, entrepreneur, or business owner, it’s essential to discover the underlying problems and issues that are negatively impacting your business. Because, often, the “surface problem” is what we tend to focus on, without discovering that actual, deeper issue. To learn more about this, I recently talked with my friend Brad Costanzo, an entrepreneur, advisor, speaker, and real estate investor currently based in San Diego. Brad has built several successful businesses throughout his career. As an investor, he’s covered the whole gamut – wholesaling, rehabs, you name it. He also started his own digital publishing company and worked as a strategic marketing advisor. Now, he hosts “The Bacon Wrapped Business” podcast, heads up his consulting business (Costanzo Marketing), and serves as an advisor for entrepreneurs and business owners who want to overcome the stumbling blocks that are preventing them from reaching their true potential. Brad has some awesome advice for becoming a better business owner/entrepreneur, and how you can identify and capitalize on your strengths. Overall, he’s a great guy who has a lot of insight to offer – whether you’re starting a brand-new business or running into some challenges with your current business. What’s inside: —How Brad got interested in consulting —The value/takeaways that Brad provides his clients —Brad’s explanation of “cognitive keys” and how these are essential for business growth —I share an email that you can send your friends/acquaintances to determine your gifts, talents, and unique abilities —Brad’s explanation of the power of thinking (why you need to spend time deeply thinking about your business) —Brad’s favorite books to help you expand your mindset and grow your business

Success is at your fingertips. How do I know? Because it’s not just based on how hard you work. And it’s not based on how unique your business plan is. It’s based on the people who surround you. If you build the right network, you have everything you need to grow your business. For example, are you in the good ole boys club? You should be. These are people who are further down the road. They’ve got the business you’re trying to build, and they can tell you how they got to where they are today. Getting in isn’t as hard as you think. You don’t have to be a good ole boy to be part of the club—you just have to have the right mentality. You need to give help to get help, and even if you’re just starting out, you’ve got something you can contribute. But getting into the club isn’t the only thing that’s going to help you grow your business. You also need models. Your most successful competitors are the first place to start if you’re looking for ways to improve your marketing. You’ve just got to know how to find and adjust their models to become your own. You’re not alone in building your business. Tune in to learn just how to get into the good ole boys club and how to find the models you need to close more deals. What’s inside: —How to build a network that builds your business. —How to use competitors’ marketing strategies as models. —The attitude that gets you into the good ole boys club. —Why the good ole boys are good for your business.

I am excited about this very IMPORTANT & SPECIAL webinar I’m doing this week. I’m calling it: “Learn The Secrets to Doing The BEST Deals, at The BEST Time, in The BEST Locations” Of course, you know by now my favorite type of deal is a lease option. But, do you know when my favorite TIME to do deals is? Or… my favorite types of locations? Join me in this very special webinar where I will reveal the secrets to doing lease options in the best time (hint: fall & winter) and in the best locations (hint: small towns). —Less Competition – Find out why there is actually LESS competition in the fall & winter. —Not as hard as you might think – Finding buyers & sellers can actually be EASIER… if you know where to look. —Why small towns are actually becoming the best place to look. I’ll be in the great New York City this Thursday with my family, but I had to schedule this webinar so I can share this information with you. See you soon! – Joe

There is no doubt about it: if you want to be successful in real estate investing, you HAVE TO talk to sellers. Not only do you have to talk to sellers, but you have to do it often. Because – let’s face it – there may be times that you randomly stumble on deals but, most of the time, you need to make a concerted effort to find property deals. To give you a little inspiration, I’m talking about how to keep things simple when talking with sellers. As an inexperienced real estate investor, I used to spend hours on the phone with sellers. The problem? I was only talking to maybe 2-3 sellers over the course of several hours. It was exhausting and not very productive. So, I’m sharing how to have impactful but concise conversations with sellers and some other tips for how to approach the conversation. Remember, you’re proposing a solution to the seller’s problem… you just need to determine what, exactly, their problem is. Tune in to hear more helpful examples of seller conversations from my own experience and get ready to find more deals, earn more money, and build your real estate investing business… What’s inside: —How I approach conversations with sellers. —How I went from having super long, exhausting conversations with sellers to finding a way to make my conversations shorter and more effective. —I explain practical tips/ways you can structure your day in order to speak with more sellers. —I also share some examples of recent deals/conversations I had with sellers

My guest today, Adam Adams, needed some convincing to get started in real estate. But after he got his first $12,500 check, he was all in. He skipped single-family investing and went straight for multi-family, but he went about it strategically, learning from other more experienced investors. He funded his first deals with capital he raised (hello, new investor with no capital of your own) and today he’s working on a 250-unit apartment complex deal. Can you tell this guy is smart? Adam Adams also loves to share what he’s learned as a coach and as a meetup organizer and host for over a dozen different meetups in his area. And today he’s sharing some of his experiences as a multi-family investor, his thoughts on the state of the market, and his tips to leverage meetups to find and fund deals. First Adam explains what he’s learned about multi-family deals, including how to get started with very little real estate investing experience (it is possible). He walks through what his deals look like, what made him get into multi-family in the first place, and the cash flow structure. We also explore the current market. Adam shares how to really understand the state of the market and how to decrease the risk of an investment (especially a multi-family investment) in the event of a recession. Finally, we turn to meetups with all their possibilities. Adam explains why he started focusing on meetups and why he organized his own. Meetups (especially if you’re the organizer) can get you deals and get you private money, as Adam has learned from experience. He reveals tips on how to give meetups value and keep people coming. Plus, he describes the soft sell of the meetup and why it works. Adam Adams is the real deal. His philosophy is that if you put other people first, you’ll have what you need. And he’s putting in the time to help you all out today. So get ready for some gems—he’s not holding back for this episode. What’s inside: —Adam reveals what made his meetup the #6 ranked meetup worldwide. —Find out how to build your private money partners with a soft sell. —Start your own meetup with insider tips on what works. —Keep investors coming to your meetups with easy marketing strategies.

Lease options can be a very lucrative way for real estate investors to build a strong business and increase their profits. But, just like any area of real estate investing, it’s imperative to do your research and have a solid strategy in place before pursuing these types of property deals. To gain some insight on the topic, I recently talked with Chad Corbett. In addition to being a licensed real estate agent and a real estate investor, Chad is the VP of Education for All The Leads. In this podcast, I pick Chad’s brain on lease options, including how he separates the qualified lease option tenant-buyers from those who just wanted a nice rental and have no true intention of buying the home. Chad also shares some extremely helpful tips for ensuring that nearly all your lease option tenant-buyers can secure financing for their property. Plus, he talks about his strategy for determining the lease option fee and explains why lease options are almost always a “win” for real estate investors. In addition, Chad and I touch a little bit on probates and how he successfully markets those deals. Chad also shares how he’s currently pursuing his philanthropy passions. (Hint: they include photojournalism and off-road motorcycles. Cool, right?) Tune in to hear Chad’s amazing insight on lease options, probates, and more. He also shares the story of the worst lease option deal he ever did, so make sure you don’t miss that interesting scenario…. What’s inside: — Chad shares how he got his start in real estate and his entrepreneurial journey. — Chad explains the benefits of lease options (as compared to wholesaling). — Chad expounds on his financing process (how he helps secure loans for his tenant-buyers). — When working on lease-options, Chad shares how he builds rapport with sellers and maintains that trust throughout the process.

Carlos Reyes, a self-proclaimed “serial entrepreneur,” knows a thing or two when it comes to successfully getting a business off the ground. In this podcast, Carlos shares his incredible life story of being born into poverty in Mexico, and how his mother’s dedication and strong work ethic allowed her to immigrate to California with her two young sons. Even though the road to a better life was extremely rough and full of adversity, she never gave up – and her determination inspired Carlos to work equally hard. Carlos also explains his career path – from success in the corporate world to flipping cars to investing in real estate. Despite being in Phoenix, a highly competitive real estate market, he found his path – and became successful. Within the span of a few short years, Carlos expanded his investing business to new markets across the country – and he explains how his careful research contributed to his ability to successfully grow in new markets. And, to top it all off, Carlos expounds on a few of his other companies and professional pursuits, which have allowed him to diversify his entrepreneurial ventures. With 26+ businesses under his belt, Carlos’ story is one of inspiration and motivation for any real estate investor, entrepreneur, or business owner – and I know you’ll find it to be very valuable for your own business goals. What’s inside: —Guest Carlos Reyes shares his story of humble beginnings and how he worked his way toward financial success. —Carlos provides tips for expanding into new real estate markets. —An entrepreneur at heart, Carlos shares more details on his other businesses and pursuits. —Carlos shares his real estate investing strategy and his plans for the future.

Ever wish you could press pause at a workshop in the middle of the demo portion? That’s what we’re letting you do today. In this demo, Gavin and I walk through the three key features of our coaching service: marketing, automation, and delegation. These are the systems we use for our own business. Our coaching clients use these systems too, and they work. We regularly close several deals a week, and our clients tell us they’re overwhelmed by the number of leads this system generates. In this demo of our system, we walk through the three types of marketing we set folks up to do. We get better response rates with creative marketing tactics, from cold calling to text messages or, as a last resort, direct mail. All of that can be done right in our system. During the demo we actually create a marketing campaign to show you how the system works. We contact sellers and show you their real-time responses, and we draw up and example wholesale contract, right in the system. We talk through the virtual assistant’s role, how to keep track of their work, and how to measure productive work. If real estate isn’t your full-time job, this is the best way to grow your REI business. With the right VA and a great system in place, you can come home from work to 3–5 leads waiting for your calls. Bottom line: get ready to grow your business. Learn how to turn your goals into concrete strategies to realize your dreams. What’s inside: —Joe and Gavin demo their marketing and systems to find and close multiple deals a month. —Closing multiple deals requires the right team and willingness to delegate. —The key to good leads is targeted marketing, which is easy with the right data. —Track and respond to your marketing campaigns quickly and easily with a great system.

If you’ve been around real estate investing for any time at all then you’ve heard the term “driving for dollars”; and if you haven’t, well we’re gonna talk about that on the podcast today with my guest Zach Boothe. Zach started out washing windows back in 2011, but now he earns over $1,000,000 a year using his driving for dollars technique. Zach & I talk all about what exactly he’s doing these days, how he’s finding deals using the techniques that he spells out in his course. Zach is such a wealth of knowledge and experience and we have him cornered on the show today so we can pick his brain and get answers to my questions, and questions from the viewers! I want to really, strongly suggest that if you want to look for a new avenue of getting profitable deals, Driving for Dollars is a great place to get started. We’re going to be doing a webinar. It’ll be live when we do it in a few weeks from the time we record this. But go to joemccall.com/zack and you will see the information on that webinar. If you’re listening to this or watching it later, there’ll be a replay there so don’t worry. And this is really good stuff guys. I mean, Zach is close to a million dollars this year in 2019 just from driving for dollars. This stuff really does work. We’ll be talking a lot more about the techniques on the webinar so don’t miss it; it’s going to be a lot of fun.

Gavin & I are on our way to one of the workshops we do and we got a question from one of our clients. Like so many times, the questions we get are so relevant to everyone who follows us and we wanted to share it on the podcast. Every market is competitive. We were just talking about the power of follow-up, the power of the phone. If you can master this one thing then you’ll never ever have to worry about money again. You’re gonna find across the board that on average, it’s five to six touches to land a deal from a motivated seller doing follow-up—that’s over a three to four-month period. No matter if you’re doing wholesaling, lease options, owner financing, buying notes, short sales, foreclosures, whatever it is “your fortune is in the follow-up”. This is a powerful truth and Gavin & I were just talking about it, and we wanted to share it with you guys. Now… if you’re at all interested in one of the workshops that Gavin & I do you can click on this link to get more information: joecoaching.com/workshop

Generating a high number of leads is essential for any real estate investor who wants to secure more property deals, build their business, and make the profits they need to meet and exceed their financial goals. Still, the process of generating high-quality leads can be somewhat challenging, especially if you’re new to real estate investing or even new to your current market. That’s where Joe and his team come in. In this podcast, Joe explains his coaching/partnership process, and how he comes alongside the investors he mentors and works with. The entire process is led by Joe and his business partner, Gavin Timms, and focuses on teaching students/joint-venture partners how to successfully use marketing, automation, and delegation to generate a ton of high-quality leads. To put it concisely, Joe is a master at teaching investors (specifically, those interested in wholesaling and/or lease options) how to effectively use systems and research to get the most results in the least amount of time. When working with his students, he utilizes systems such as The Mojo Dialer and Voxer, and even provides virtual assistants to help his students get started on the cold calling process. If you’re serious about wholesaling or lease options, and you have a strong desire to succeed, a partnership with Joe and his team might be an extremely impactful way for you to get started – or, to take your business to the next level.

The former marine I’m interviewing today is so full of gratitude. Sean Terry is grateful for his family. He’s grateful for the opportunity to do real estate deals. And he’s grateful for the freedom he’s earned through real estate investing. Sean has been around the block a time or two, and he’s picked out not just the actions but the attitudes of real estate investors who succeed. If you’re wondering how to make it in real estate, Sean has the answers. First, we explore the attitudes of successful real estate investors. What are their habits? How do they handle challenges? What is it that gets one investor all the leads with the exact same marketing strategy as the other investor who gets no leads? Sean calls this the triangle effect, and he’s seen it in action plenty of times. Next, we talk about the four phases of freedom. About 30% of the attendees at Sean’s events haven’t gotten their first check. They’re still working on phase 1. And after a new investor gets that check, they work their way through phases 2 and 3, quit their full-time job, and build a predictable income. Then in phase 4 they make $100,000 a month. That’s when it’s time to start talking about not just cash flow but cash stick (excess income) and how to turn that cash stick into passive income. Lastly, we explore some of the marketing techniques that are sure to help especially newbie investors to land their first deals. We explain the collection method mentality and give a few on-point resources for finding data on a property, thinking through your marketing strategy, and raising private capital. Be prepared to do some self-reflection after listing to this one. And get ready to take notes—Sean is full of helpful tips and insider how-tos. What’s inside: —Sean explains why he is so grateful to have found freedom in real estate. —Learn the four phases of financial freedom to earn $100,000 a month. —Explore the difference between cash flow and cash stick (excess income). —Pick up some tips on marketing in the current market to achieve cash stick.

Hey guys, I got something really cool I need to tell you about… we’re about to close the doors on a program that I’m doing with a good friend of mine Larry Goins called Small Town Profits. Like I said, it’s about to end, but I’m giving all my podcast listeners the chance to grab this amazing course for the next week only at smalltownprofits.com/secret

Real estate investing expert and YouTube star Max Maxwell is living proof that hard work can really pay off… and it can pay off quickly. Max’s professional journey is certainly unique. In this podcast, he shares how he went from the corporate world to entrepreneurship (creating an app) to being broke and moving back in with his parents at age 30. Now, Max has been investing in real estate for about three years, and he’s found success as a YouTube star – making videos describing his day-to-day tasks and strategies for growing his business. Max started filming videos as a way to hold himself accountable to his business goals. A few videos later, one of his videos went viral. And he’s been creating engaging, informative video content for investors ever since. Max, who now has a team of people to manage his brand, also does a ton of networking and traveling, as he continues to build his multi-million dollar investing business. As he chats with Joe, Max shares some of his marketing strategies and tips for success in a competitive market. Tune in to hear Max’s incredible (but attainable) financial goal that he hopes to achieve by his 40th birthday, in just a few short years.

Today I’m up on my soapbox talking about the one thing you really need to do to succeed in real estate. It’s so easy, but it seems like every new investor I talk to isn’t doing it. That one thing is to make offers. First, I walk through some of the common questions I get from newbie investors—all the hangups that are keeping them from making those offers. And then I explain how to handle those questions in one easy step. And that one step is tied to the #1 rule in real estate. Next, I go through what to do when a lead comes in. It’s pretty straightforward. Then I get real and ask some hard questions about whether you’re meeting your offer-making goals. I also explain how to handle newbie mistakes when making offers. Plus I talk about dealing with the fear of making those mistakes. Guess what—you’re going to make them. So you need to know how to deal with them. Finally, I wrap up with some tips to make offers without any leads and keep your daily offer-making quota. Yes, there really is a way to make an offer without a single lead. So get ready for a rant designed to get you up and moving and making offers—TODAY. What’s inside: —Joe shows how to overcome hurdles to offer-making. —The formula for real estate success isn’t what you think. —You need a daily offer-making goal. —Make offers even when you don’t have leads.

With the real estate market constantly shifting, it’s imperative for real estate investors to switch up their marketing strategies in order to find motivated sellers and the BEST property deals. As inventory increases, home prices stabilize, and the market shifts more toward a buyer’s market, maintaining a full pipeline of property deals is becoming more “do-able” for investors who are staying on top of their marketing. In this podcast, Joe gives you a glimpse inside his marketing tactics, including the many tasks that an inexpensive virtual assistant can complete. But, while these techniques may be simple, they can yield BIG results for investors who are looking for the best property deals. Sticking with one or two marketing tactics that worked well for you in the past is probably not the best solution for your future. As the market changes, your efforts to find motivated sellers should too. Tune in to get started.

Today’s guest is a private money pro. Josh Cantwell has moved seamlessly from single-family properties to managing $32 million in private capital to do commercial deals. Whether you’re just starting out or you’re ready to take the leap into commercial real estate, at some point you’ll want to know just what it takes to level up your investing game. First, Josh and I explore the ideal conditions to get started with commercial deals, including leveraging legislation that impacts private money and reading the ever-changing market. We also talk about why it’s worth making the switch and how to generate more cash flow so you’ve got a regular income. This level of investing involves more risks but also more rewards. And the risks are avoidable. Josh reveals the three key areas he focuses on to keep his business running smoothly—and the red flags that tell him when to walk away from a smoking deal. Lastly, Josh shares some insider tips to help you get into commercial deals while avoiding common pitfalls. If you’re ready for a change and more of a challenge, commercial investing opportunities are out there. So get ready for a fire hose of helpful advice from an investor who’s made it to the big leagues. Give this your full attention and you’re sure to walk away eager and equipped to do your own commercial deal. What’s inside: —Josh explains how he began building long-term wealth with commercial real estate. —Raising private capital is the key to long-term wealth building. —As your business grows, you’ll need some management strategies to keep it running smoothly. —Learn from an insider about how to protect yourself from the bigger risks of bigger deals.

My guest grew up in St. Louis on The Hill, the Italian neighborhood of the city. He now lives in the Dallas area and does some really creative deals. He started doing this in 2011 when the market was emerging from the big recession. Nick’s company buys, fixes and sells. No big deal, right? However, sales are not retail. They finance the home for the seller. They underwrite the buyers, which translates to them becoming the bank. There’s a big need for that because there are more self-employed workers now that have a hard time getting bank financing. Nick estimates that 50% of home buyers need seller financing at this time. That means that there’s a glut of houses listed by retail realtors because 50% of the market’s not even looking at those homes. Why look when you know you can’t get traditional financing? Nick rehabs houses to move-in-ready condition while keeping the homes affordable. A $100,000 house is his sweet spot with a cost basis of 75%. He asks for a down payment of 10% and 9.9% interest. That interest rate sounds high, but it’s allowable. At the $100,000 price point, the monthly payment is approximately the same as the owner would pay for rent. But homeownership gives the buyer tax benefits, the ability to sell the asset and pride of ownership. Nick holds the buyer’s note for a while and then sells them to investors. His personal note on this transaction is at 7 or 8% on $75,000, so there’s the profit. Nick once did a deal in which the seller insisted on getting $100,000 for the house, which was a retail price. Nick paid it, with $10,000 down and $800 a month… no interest. The seller got his asking price, and Nick wrapped the underlying debt into the 30-year note when he resold the house. The buyer paid $975 a month, which more than covered Nick’s $800 monthly note. So Nick paid off the note sooner than its due date. He owes no money on the house himself but is still receiving $975 a month on it. If the owner were to default (which he hasn’t), it’s less of a headache to Nick because he no longer owes on it. Nick’s notes do not vary much from the mortgage paper that a major bank writes. His Dodd-Frank requirement is to prove the buyer has the financial capacity to make the monthly payment. Nick’s willing to loan to people who have an ITIN (International Tax Identification Number) instead of a Social Security Number are self-employed or who don’t have a great credit score. Often a low credit score simply means the borrower operates in a cash economy. The key is to keep the mortgage payment and the rent payment the borrower is used to paying very close to the same amount. Nick finds his deals from sellers pretty easily because he can afford to pay more for the house since he’s financing the deal, which brings in the bulk of his earnings. He buys from the MLS and wholesalers. What’s inside: —Nick’s model adds speed to the sales process, and he profits by that speed (not by gouging). —The model fully complies with Dodd-Frank based on disclosures and buyer qualifications. —In real estate, hitting lots of singles is more profitable and less stressful than searching for home runs. —In 2018, $26 billion dollars was used for seller financing; that’s retail, land, and commercial.

I really believe your mind will be blown by this episode. We’re talking about flipping properties you find on the MLS. That may sound like a no-brainer, but I can just about guarantee you’ve never heard of this strategy before. I have 2 guests, Jack Sternberg and Stacy Kellams, and I have to thank Stacy for encouraging me to have Jack as a guest. Jack and Stacy have been working together for 20 years. They met at a Mastermind. Jack’s done a mind-boggling number of real estate deals. He taught Stacy his system for flipping MLS properties after Stacy signed a nondisclosure agreement. Now Jack’s sharing it with us. Jack’s [very successful] strategy for years was basically taking orders for houses. He did this by interviewing people who came to open houses for properties he’d rehabbed but weren’t interested in the house. Jack would find out what people didn’t like about that house and what they particularly wanted in a house they would buy. He’d then go to FSBOs, find a house that roughly met these descriptions and sell it with owner financing. Jack set up an enrollment-based program for buyers and sellers who agree to certain transaction parameters. Jack gets an agreement from the buyer to pay the appraised value of the house. Then he negotiates with the seller for a lower price than the current one, and, remember, the seller pays the appraised value. Jack owner finances sellers who don’t qualify for a standard loan. Lately, Jack has groomed some local realtors to work with buyers in his program to find a house on the MLS and place it with Jack to owner finance. These buyers, too, have agreed to pay the appraised value. If these people qualify for a standard loan, they get a standard loan. They are still buying the house at its appraised price. When dealing with a realtor, he offers 90¢ on the dollar, which is usually quickly rejected. He can go as high as 97¢ and still make money because his customer has already agreed to purchase the property at the appraised value. And if he carries the financing, he makes still more with the interest. The strategy will work anywhere or at any time, except in a seller’s market. The realtor has to show the houses and stick with the buyer through the closing, which is a standard real estate transaction. Even people with excellent credit scores and plenty of money in the bank come to Jack. Maybe they’re purchasing a 2nd or 3rd home and don’t want to go through a bank for that. Jack prefers working with a realtor on these deals simply because it’s less work for him. He’s going to teach workshops on his program soon. You have to learn the secret sauce from him to make it work. What’s inside: —Guest Jack Sternberg tells about an ingenious program he’s developed for moving FSBOs or MLS homes. —Jack warns that it’s not the easiest transaction and it requires a lot of paperwork, but he loves it. —Jack shares the pitch he makes to realtors to get them and their clients involved. —There’s an Assisted Home Purchase program for people who don’t qualify because of credit.

You may recall that I’ve had a few guests lately who responded to an email I sent asking people who are doing lease options if they would like to be on my podcast. Today’s guest is another investor who got back to me, and he’s done very well with lease options. Rob bought his own home via lease option a while back. He’s had several mega-dollar successes with lease options over time… one that yielded a gross cash flow of $12,000 a month! Rob lives in the mountains of northern Monterey County in California. He’s been doing real estate investing off and on for a while. He used to be a car dealer and worked in real estate on the side. He also had a store that sold wood-burning stoves, solar panels, and other energy-saving products during the Carter administration. The prime rate was 18% at the time, so no real estate opportunities then. He bought his 1st personal home with a 5-year lease option. The owner offered it; it was not something Rob was pursuing. When he bought, he got a 10% interest rate even though the prevailing rate was 12%. Rob was expected to take over renovations the seller had started, which was fine with him. The seller worked with Rob using creative financing and flexible terms. Rob later bought a commercial property with a lease option. It was a car dealership that had been on the market for 2 years, so the sellers were very motivated. He negotiated the deal with a realtor and got terms that were very advantageous to him. Rob leased it to another car dealer who stayed as long as he needed the building. Then Rob sold it for $1M gross to another commercial concern. He later bought a fourplex on lease option that he still owns. He did renovations to it legally without permits to make it match the plan on file with the county. He considers the rent from the fourplex to be his retirement fund. He bought a 5-bedroom home in Los Gatos and lease optioned it to a friend who now owns it. Rob has never been a full-time investor but has made some incredibly lucrative deals over the years. Rob’s advice to you is simple – just do it. You can structure lease options any way that works for you. If one seller doesn’t accept the terms, just look for another one. And there’s always another one. Lease options are the only risk-free, no money down, flexible-term investment Rob’s ever found. Sellers usually don’t even check your credit. So, get out there and just do it. What’s inside: —Guest Rob Gaither has been the seller and the tenant-buyer of several lucrative lease option deals. —Rob doesn’t pursue real estate investing full time but keeps his eyes open for the right properties. —Rob’s advice to you is “just do it”… lease options require no money down and are flexible and risk-free. —Get Joe’s new book, REI Secrets – Daily Nuggets of Real Estate Investing Wisdom.

Hey! You can sign up online to get my new book, REI Secrets–Daily Nuggets of Real Estate Investing Wisdom. It contains short, informative and inspirational articles pulled from some of my ‘In My Car’ podcasts. My guest is Blair Halver who’s known as an outstanding marketer. His favorite part of the process is finding leads, so he decided to start a business to generate leads for other investors. He called it Dealbot. It automated the lead generation process so investors could depend on having a reliable, steady flow of motivated leads. Dealbot has evolved from the original model that did everything for the investor. Now it shows the investor how to get leads and its users get the same or better results. Blair put all his energy into his business and stopped investing for 3 or 4 years. Then he realized the huge opportunity he was missing and jumped back in. His focus had been on wholesaling, but now he does lease options with creative financing. He calls it ‘pretty house’ investing. He does 3 or 4 deals a month working 2 hours a day. He’s automated and delegated his investment business as much as possible. Blair tends to make only one type of offer to each seller. He diagnoses the needs of the seller and fashions an offer to meet them. The answer may not be a lease option. Sometimes it’s a cash offer. When he makes a cash offer, he posts the property to his buyers list. Their reaction tells him whether or not he calculated the right price. If he gets no takers, he renegotiates or walks away. The same is true with tenant buyers on a lease option. Their interest is based on getting what they think is a fair price for a desirable house. Blair prefers to do subject to’s and get the deed, but I prefer sandwich lease options. To me, it’s better to have control of the property without taking ownership. Blair doesn’t want to make repairs on a house he doesn’t own… an ‘agree to disagree’ situation. What’s inside: —Guest, Blair Halver, advises new investors to partner with someone who’s already successful at it. —Blair knows his numbers–he knows he gets 1 lease option deal per 24 leads. —Blair’s markets are Charlotte and Winston-Salem, and North Carolina has a law regarding lease options. —Automate and delegate your investing business as Blair does and the work hours are few.

Hey folks. I’m driving around in my neighborhood now. I’m opening the window because it’s such a beautiful day. I want to remind you that there’s a lot of opportunities out there for real estate investors. On social media, there’s been a lot of complaining lately that states just the opposite. Please be careful and limit your exposure to that kind of negativity. People who have time to be on social media like that aren’t doing the work to take advantage of the opportunity. Unfortunately, some people get stuck. They are students of real estate investing, but they’re not investors. You have to throw yourself at it and take massive, imperfect action. I was on someone else’s podcast the other day. The host reminded me that I’d made an impact on him several years ago by saying, “If you learn marketing… if you learn how to get leads, you will never have to worry about money again.” That message stayed with him. He started working and using what he’d learned about real estate investing and became a success at it. When I say there’s opportunity, I mean there will always be motivated sellers and buyers. Think of the market like fishing. Study the market. When is it best to use this tactic or that one? When are they biting? When are they not? Stick with it. Fishermen continue to go to the same lake. They may use different bait and lures at different times of day or in different weather conditions, but they continue to learn with each attempt. What’s inside: —The main thing you should be doing is marketing to find leads and keeping your pipeline full. —Find out what Dave Ramsey calls the Momentum Theorem. —Learn what successful investors in your area are doing and copy them. —Motivated buyers and sellers are always out there; only the ratio of one to the other changes.

Hey, glad you’re listening. I’m in my car driving around on this beautiful day. I just took my dog to a training session. The family gets trained after the dog completes the course, which should be fun. Some of you may be discouraged because you think you’re getting started in real estate investment too late. You think too many people are already doing it; there’s too much competition. But that’s not true. Just because people talk about real estate investing doesn’t mean they’re productive. They could just be blowing smoke. Or maybe you’re worried because the real estate market is expected to change. A dip is expected, but it doesn’t matter one bit… not at all. When the market goes down, it brings more money into the market because people who’ve been holding their money waiting for prices to move downward jump back in. It makes sense, doesn’t it? The primary thing is to find these new buyers and find out what kind of properties they’re interested in. I talked to a fellow over the weekend who recently got into real estate and is making real headway. This fellow is working with an investor he knows who had more leads and buyers than he could handle. He’s now cold calling these leads for sellers and talking to buyers about their preferences. He’s made 5 deals in 2 months. This is a guy who a year ago was telling me he thought the field was crowded and that he didn’t have contacts because he’d just relocated, etc. etc. People can always find reasons not to start something but look at him now. You should try the same. Go to REIAs and Meetups to meet investors. Ask them if they have any old or dead leads you can contact. You might be surprised, but it’s not unheard of for an investor to take you up on such an offer. You can start working on these leads right away. Make the calls yourself… no complicated systems needed. Just get started. What’s inside: —Find out what areas are selling best and what types of homes are being bought by investors. —When real estate prices go down, buyers who’ve been inactive start looking for deals again. —Get out of your own way and think positive thoughts of deals you will soon be making. —REI Secrets–Daily Nuggets of Real Estate Investing Wisdom, which is Joe’s new book, is coming soon.

My new book is finally here: REI Secrets–Daily Nuggets of Real Estate Investing Wisdom. The book is a compilation of short pieces from Joe’s podcasts that are meant to be inspirational and educational. Joe is charging only shipping and handling and selling it only via his website. He wants the book to go to his friends that are his listeners… people like you.

The Transaction Engineer, Eddie Raymond, is my guest today. Listen and find out why he has that name. Eddie lives in Atlanta and has been working in real estate since 2005. He took a chance and quit his job before he made his first deal. Eddie had to decide whether to attend 5 days of real estate training or keep a job driving forklifts. Quitting was the right thing to do. He’s never looked back. Eddie lost big in the last recession. Afterward, he began pursuing the abundant short sales that were available. Now he’s working virtually exclusively on wholesale lease options. He can’t believe how much money people have to put down on a house even though they cannot qualify for a bank loan. Eddie uses that angle in his marketing with the phrase, ‘no bank needed.’ Eddie generally gets $10,000 to $15,000 for down payment. For tenant buyers who have less to put down, he may set the monthly rent a little higher. Home values are between $180,000 and $400,000. Homeowners are usually glad to hear from Eddie because they aren’t even aware that a lease option is possible. He skiptraces people advertising FSBOs and rentals and gets in touch using ringless text. Eddie always makes 3 types of offers on a property. He writes up a cash offer, lease option, and owner financing. That way the seller continues to feel in control of the sales process. With lease options, the tenant-buyer is in charge of maintenance and repairs. They have 7 days to get an inspection or otherwise assess the house’s condition. Once 7 days passes, it’s theirs to manage.