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  Shifting markets are the dread of every agent and investor. How can we prepare for a changing market? Is it wise to continue to work by ourselves? What should we do about rental properties? In this episode, Paul Campbell talks about what agents and investors can do to survive and thrive during hard times.   One way to level out the playing field is to work with a team. Teams generally have more resources, more support, and generate more leads. -Paul Campbell   Resources Join our free Live Training: https://register.gotowebinar.com/register/181906883837141506 Partner with us: http://www.tomcafarella.com/p/partner-with-us.html   Takeaways Being a single agent in a market that is already showing signs of slowing down is difficult, especially when we compete against big companies. At times, it’s wiser to leverage the tools and the systems of others instead of trying to reinvent the wheel on our own. We don’t have to chase down the market. We just need a good understanding of how the market shift is going to impact us and what the downward trajectory looks like. Our clients need us the most when the market isn’t doing well. During hard times, our skills will be shown. At the beginning of the episode, we talked about why being a single agent only makes our work harder and how it doesn’t always make sense profit wise either. We also talked about why our expertise and support becomes more necessary during a downturn. Next we covered: Why it’s wise to discontinue rental properties during market shifts Why it’s vital for our business to work our way up in commercial bank financing How a tax team can save you money and headaches During a shifting market, the best way to survive is to put your ego aside and join a team. Teams usually have more resources, more support, and better systems to help you thrive. Plus, you won’t have to do everything by yourself. As a single agent, you keep the entire commission but you also have to wear different hats and spend a large amount of your time.

  For many business owners, it can be easy to overlook the importance of sharing knowledge, systems, and processes throughout their team. What are the risks we expose ourselves to when we only have systems in our heads? What happens when our best employees leave, and how do we make their success repeatable? In this episode, Rhen Bartlett talks about how systems can free a business from having to rely on its best people, and he shares some insight on what works and what doesn’t.     You can’t get systemized, repeatable results from something in your head. -Rhen Bartlett   Join our free Live Training: https://register.gotowebinar.com/register/181906883837141506 Partner with us: http://www.tomcafarella.com/p/partner-with-us.html   Takeaways There are two types of business owners: the artist and the operator. The artist is usually the one with the vision and ideas, but without an operator, an artist can’t get much done. When a top employee leaves, it can put a company in danger if key information and processes were known only by that person. Having documented systems allows a business to track what gets done, how it gets done, and what the results are.   In the beginning of the episode, we talked about the two types of business owners and how they complement each other. We also talked about how systems can make our lives easier when some of our best people decide to leave and we have to make new hires. We also covered: How giving feedback and room to grow keeps the turnover rate low Why it’s important to track progress and give our workers targets to reach and bonuses for performance How documenting the systems we use can make the coaching process easier   We can’t run a successful business without documenting and sharing our knowledge and systems. If we skip this step, it will be much harder for new hires to get up to speed, and they’ll have to start their own systems from scratch—which costs time and money. Another advantage that systems bring is predictability. They make it easy to measure and find out where the problems are.   Guest Bio Rhen Bartlett is the Chief Operating Officer at Irby Homebuyers, LLC. He manages day-to-day company operations, as well as sales training, process implementation, marketing & advertising campaigns, and finances. For more information go to: http://www.irbyllc.com/

Healthy investing businesses make most of their money during periods of crisis when everyone else is struggling. What strategies can we use to withstand market lows? In what properties should we look to invest? And how can we attract the attention of brokers? In this episode, Michael Young speaks about his journey as a real estate investor and how he built wealth using a few simple steps.   Takeaways Managing small properties isn’t a long-term strategy. Aim high from the beginning, and hire a property manager so you can focus on what you know best.  The best time to make money is when there is turbulence in the market, and other people don't have the resources to make a move. That’s why you need enough capital reserves.   It doesn't matter what happens with the market in the moment. There will always be lows and highs, but if we find a good property, you should buy it no matter what the state of the market looks like.   In the beginning, we talked about the importance of having multiple streams of income and leaving the managing of properties to a manager so we can have more time to find good deals. Next, we talked about the importance of networking and what it takes for a broker to take an interest in you. We also covered: What kind of return in percentages the properties your buy should have Why debt is not a bad thing and how can you use it to your advantage Why buying hard assets is better than using the money for a savings account    Guest Bio: Michael Young is the founder of Princeton Pacific Properties. They provide excellent client service, in-depth knowledge of the ever changing California Real Estate market, and the experience of thousands of completed transactions. Go to princetonpacificproperties.com for more information or email michael@princetonpacific.com.

Real estate investing is getting increasingly harder as the prices of property go up and fewer people are looking to buy in certain areas. As a beginner in investing, what type of neighborhoods should you avoid? What’s the best way to find deals even in highly competitive areas? Should you look for smaller or bigger properties? In this episode, Mark Ainley shares how he sold over 400 homes and manages over 750 rental units.   Go where other people don’t want to go. You can make money there.  -Mark Ainley Join our free Live Training: https://register.gotowebinar.com/register/181906883837141506 Partner with us: http://www.tomcafarella.com/p/partner-with-us.html   Takeaways Don’t go investing first in C and D class neighborhoods. There is money to be made in those areas as well, but there are also challenges that beginners aren’t ready to face, such as security issues when the property is vacant. Markets shift, so always have an exit plan in place. Smaller homes are easier to renovate, and you can easily estimate how much it costs to make the repairs. Plus, medium to small homes are easier to flip as well. At the beginning of the episode we talked about what neighborhoods you should avoid when starting out as well as the importance of having an exit plan. Next, Mark Ainley shared his experience with trying to do all the marketing himself and what he does now to find deals. We also covered: The state of the MLS nationwide The importance of networking with wholesalers Why searching for homes yourself is not worth the financial investment As a real estate investor, the biggest challenge at the moment is acquisition. Fortunately, you don’t have to spend money on marketing to attract deals. There are other people who already do this for a living and they are looking for buyers like you as well. The market is flooded with signs and ads. Let others do the heavy lifting for you, and when they do have a deal, give them the answer in 24 hours and keep your word. Give them reasons to always come back to you when they find something worth flipping or renting out.

It can be easy for a lot of people to develop a fear around money and investing when they don’t know much about it. Why is it so important to overcome this fear of money? Why is getting into real estate investing a lot easier than people think? What is a “financial freedom number”, and how is it the crux of success? On this episode, Clayton Morris shares his unique journey to becoming an investor, along with the practices and mindsets that made success inevitable.   Most people just want to blindly get into real estate, and they don’t have any focus on what their numbers are. -Clayton Morris     Takeaways Buy where there’s American based jobs, where the infrastructure is not going to China, and where there’s hospital systems and distribution centers. Borrowing from your IRA is a great strategy. You’re paying yourself back as the bank, and you can put more money back into it than the federal government allows.   A lot of warehouses and commercial buildings are being turned into distribution centers. More people are investing in residential spaces in those areas. You either have money, a deal or access to people.   Join our free Live Training: https://register.gotowebinar.com/register/181906883837141506 Partner with us: http://www.tomcafarella.com/p/partner-with-us.html   At the start of the show, Clayton shared how he got started in investment properties, and how he overcame not feeling worthy of money. Next, we talked about the best criteria for buying investment properties and the power of having a financial freedom number. We also talked about the importance of aligning all your financial processes with your wealth building in mind. We also discussed: How to find off-market deals Turnkey investments The shift towards a market of warehouses and distribution centers There’s so much money out there, but people are limited by their thoughts around money. The truth is, there are so many different tools in the tool chest and you even have access to them as a beginner in the industry. If you have a really good deal, it would be crazy for you not to find someone to finance it. The key thing is having a big why because that will determine your actions. Remember, you have to feel worthy of wealth and that will make it manifest. Figure out your compass first and then take action on it.   Guest Bio Clayton is a real estate investor, and founder of Morris Invest. He’s helped hundreds of people buy their first rental property and we've renovated thousands of homes and filled them with happy tenants. Go to morrisinvest.com for more info or listen to the podcast https://morrisinvest.com/podcast/.

Real estate investing is perhaps one of the most profitable forms of investing, but it has its challenges as well. How well do you know the legislation in the area you want to buy a property? What’s the most important step towards shifting away from the business and getting more time with family and friends? What role does technology play in investing? On this episode, Sharad Mehta shares his story of how he built a business with over 600 deals in 6 years while starting from scratch.     I could have the best systems in the world-- but if I don’t have the right people, nothing will get done. -Sharad Mehta   Takeaways Before you start investing in real estate, make sure the laws favor you, and that you won’t have any issues evacuating a troublesome tenant. When buying a property, don’t think about the value it will have if you sell it. Consider the value it will have if you have a steady stream of income from a tenant. The most important element of the business is the people you’re working with. When you have people who you trust on your side, you don’t have to be constantly involved in the process if you have the right systems in place. Don’t shy away from using technology to communicate with your contractors. You don’t need to be face-to-face all the time to build a good business relationship.   Join our free Live Training: https://register.gotowebinar.com/register/181906883837141506 Partner with us: http://www.tomcafarella.com/p/partner-with-us.html   In the beginning of the the episode, we talk about how advantageous it is to invest in real estate because you get a bigger cut. We also discussed the importance of researching the laws of the state you will buy property in. Sharad also shared insights on: The importance of finding the right people How to be prepared for the next opportunity  

Investors have several options to raise money for bigger investments. What is syndication, and why does it work so well? How do you determine which out of state market is right to invest in when you don’t live there? How can you find out if a market has the resilience to remain stable during a recession? On this episode, investor Andrew Cushman shares how he raises money through syndication and explains the details of the process.     Don’t wait to buy real estate. Buy real estate, and wait. -Andrew Cushman   Takeaways Syndication is basically pooling together people’s money so that you can share in a benefit that you otherwise wouldn’t be able to generate or receive separately. It’s tough to raise money if you’re unsure about how long you’re going to hold a property. You must have a specific plan.  Look for economic drivers in the market that are recession-insulated. This could be universities, military, or medical centers.     Resources Join our free Live Training: https://register.gotowebinar.com/register/181906883837141506 Partner with us: http://www.tomcafarella.com/p/partner-with-us.html    At the start of the show, we talked about why it’s so important to consider the laws of an out-of-state market as much as you consider the yield. Next, we talked about syndication and how it can be used to raise money for large scale property investments. We also covered how to determine if a market will make it through the recession.   We also discussed: How to determine where your first out-of-state property will be Why you have to give your investors a timeline Why vacation markets become risky during a downturn   If you can, buy a property that cashflows well and hold onto it for a while. This is especially true in multi-family properties. As long as you can cashflow, you can pretty much ride out anything. If you hold that real estate long enough, it will pay itself off. Invest with a plan, and you will come out well.  

Being the star of the team is easy when market demand is booming. But what about when the market slows down? What can you do differently when the competition is getting fiercer and the demand is at its lowest? On this episode, Don Costa shares his experience on how he lost his first business, and what he did differently to thrive with his second-- even in a low-demand market.   Everything is based on analyzed ROI, which means everything is based on time. -Don Costa   Takeaways Systems help you continue selling, even when the market is not in your favor. Don’t hire solely on experience, as most of the real estate knowledge is 100% teachable. Seek what can’t be taught-- loyalty and drive. Follow-up systems are a vital part of the marketing machine, but make sure you test a new tool before you invest all of your money in it. When you’re in doubt about the real value of a property at the moment, test it by putting it out there with different prices. Resources Join our free Live Training: https://register.gotowebinar.com/register/181906883837141506 Partner with us: http://www.tomcafarella.com/p/partner-with-us.html   At the start of the show, we talked about how selling is easy when the market is favorable. We also talked about what makes a business pass the test of time: preparation and systems to get you through the big lows. We also discussed the CRMs to use, how to manage cold calling and what to do when you’re working in several markets.   Don also shared: What type of people should be on your team What influences the highs and the lows in the real estate market How to reinvent your business after failing Create a marketing machine where each lead is nurtured, and new tactics are always tested before you invest money in them. Make sure you have a system in place where there is always something to do and your team doesn’t have to spend time trying to find out what they should do next.   Guest Bio Don Costa started his real estate journey in 2003. But due to the crash, he lost everything. In 2012, he reinvented himself, this time starting a company that now sells over 100 houses per year. Today, he is also the host of the Flip Talk podcast where he shares his real estate experience and knowledge with his audience.

A third of the people in the country are in markets where they can’t cashflow right now. Why is it smart to consider investing out-of-state? What are the mindsets and limiting beliefs people that make it hard for people to do this? What criteria should you look for in your those properties? On this episode, investor and author, David Green shares on finding opportunities in markets where you have the advantage, and why out-of-state investing is not as risky as you might think.   When you’re investing out of state, it forces you to run your business like a business. -Tom Cafarella Takeaways If you’re collecting 1% of the property’s value every single month, you are very likely to cashflow. There are 3 types of distress - market distress, personal distress and property distress. The are four people you need if you ever want to invest: a deal finder/wholesaler, property manager, contractor and lender. You don’t have to fly in and see the homes each time. There are people you can hire to do it cheaper and better than you would. At the start of the show, we talked about the opportunities that are available in other markets, and how David found his first opportunity. Next, we talked about the mistakes people make when they try to do all the work themselves, and why you need to think like a CEO. We also discussed the four core roles you need to have to invest. We also discussed how to adjust your strategy to your strengths. David also shared on: The problem with multi-family properties The markets he looks for deals in 3 types of distressed properties A lot of people put off investing because they think it’s too late or that their local markets won’t allow them to cashflow. Actually, there’s a lot more opportunity out there than you might think. It’s the very initial get-your-foot-in-the-door phase that stops most people from investing out-of-state. Hire people who have the knowledge and skills you need. You’re not saving money by trying to do it all yourself. You’re actually wasting it when you have to step into a role you know nothing about. If you can think like a CEO, rather than a worker bee, and find people whose interests align with yours, you will succeed. Guest Bio David is a real estate investor/agent/author/entrepreneur/police officer in the CA SF Bay Area. David's goal is to achieve total financial independence through real estate and to help as many others do so as possible. Go to http://greeneincome.com/ for more information.   Resources Join our free Live Training: https://register.gotowebinar.com/register/181906883837141506 Partner with us: http://www.tomcafarella.com/p/partner-with-us.html

A lot of real estate investors struggle when they try to scale their sales process. What causes this? How should they go about finding the right people for their team? What is the difference between sales in the listing process and sales in the investment process? On this episode, we are joined by investor and coach, John Martinez who shares how to get more out of your sales. Investment sales are more complex. You need to be consultative, and build a tremendous amount of value other than money. - Tom Cafarella Takeaways Most investors start off as a one-man-show, and their sales systems fall apart when they have to scale and hire more people. Only about 3-5% of salespeople on the market actually have what it takes to be good at the job. Listing a property is more transactional, while investing requires you to provide a tremendous amount of value. At the start of the show, we talked about the one piece most investors struggle to put in place in their business, and how a lot of sales processes fall apart when a business starts to scale. We also talked about why it’s so important to relieve pressure during a sales call, and described “sales DNA”. Towards the end, we discussed the importance of a constant recruiting process. We also discussed: Listing vs. Investing Using assessments to determine who should work in sales Why a lot of people keep poor salespeople for too long High impact sales pieces When you start as a one-man-show or one-woman-show in investing, your sales process is in your head. When you have to scale it and teach it to other people, the process can fall apart. A lot of agents struggle to transition from selling on the listing side to selling on the investment side because they don’t realize they have to be more consultative and build value apart from money. To overcome this, you really have to hold their hand through the process and show them  it isn’t just about the check. Guest Bio John Martinez is a real estate investor, sales training expert and the founder of Midwest Revenue Group. Go to midwestrev.com for more information.

Real estate agents don’t have a retirement plan, and that’s why they need passive income. How do you go about saving money for your investment bucket? What is the common mistake a lot of agents make? How do you buy your first investment property? On this episode, broker, investor, coach, best selling author and real estate entrepreneur, Krisstina Wise shares how to get off the “commission hamster wheel” through smart investments. The goal is to replace your real estate active income with real estate passive income. - Krisstina Wise Takeaways Buy your first house as an investment property. When you franchise, you can only help a fraction of people. There’s a big difference between income and assets. In order to build wealth, you have to spend less money than you make. At the start of the show, Krisstina shared how she got into real estate and stressed the importance of building relationships. Next we talked about how Krisstina started using technology and why she didn’t take the franchise path. We then talked about the process for buying your first investment property, and how Krisstina turned her life around after a major health scare. We also discussed: Why you need to buy your first house as an investment property The trial and error process of being an entrepreneur Why your body is your #1 asset In order to build wealth, you have to spend less money than you make so you can actually put money aside to invest. The key to having a better life is building wealth and future passive income. After taxes, the next thing you need to do is save money for your investment portfolio. Remember also to take care of your physical wellbeing, as all the money in the world means nothing without your health. You have to invest in yourself as much as you’re willing to invest in real estate. Guest Bio Krisstina Wise is a real estate mogul, Millionaire Coach, and creator of several multi-million dollar businesses including Goodlife Luxury, The Paperless Agent and most recently, WealthyWellthy. She is also an international speaker and the award-winning author of the Amazon Best-Seller Falling for Money, a romance novel for your bank account. Named one of the 100 Most Influential Real Estate Leaders in the country, she has been featured in USA TODAY, as well as by Apple, Contactually and Evernote for her creative leadership with emerging technologies. Go to https://wealthywellthy.life/ for more information.

A lot of people are afraid of not being able to find investors, and that puts them off from trying deals. How do you find investors and make sure the deals go through? How should you treat commercial wholesaling in your portfolio? How do you build trust with potential investors so you can generate more deals? On this episode, we talk with investor Luis Carrera about how to get started in commercial wholesaling. Your family and freedom are more important than staying stuck at a job. - Luis Carrera Takeaways Many investors are afraid of multi-families. In order for them to start trusting you, you have to do their flips first. “Value-add” properties allow you to increase rents and reach a new threshold to refinance your loan. The more you educate yourself, the more confident you become. At the start of the show, Luis shared the kinds of properties he goes after and he explained why he opts for 20-80 units and nothing over 100. Next, we talked about how to prevent deals from falling through, how to build trust with investors, and the importance of educating yourself. We also discussed: Connecting with potential investors at events and high-end hotels The advantage of value-add properties Low cost marketing for residential There’s a lot of people out there interested in real estate. When you connect with them and build trust, it will create even more deals for you. It can be intimidating to try and find the first deal, so the more you can educate yourself, the more confident you’ll be. In this industry, you should continually push yourself towards personal growth. Guest Bio Luis is a Real Estate Investor at Innovative Property Group and Central Sierra Investments. To get in touch phone or text 973.902.7203 or email innovativeholding@gmail.com

Markets with cashflow are harder to come by nowadays. How do you deal with cashflow and appreciation markets as an investor? If you’re new to the investing game what should you do to start generating leads? Which people will survive the next market correction? On this episode, Brian Trippe shares some of his high-value coaching for investors. Don’t be leveraged as high as you can possibly be. Stay a little liquid in case the worst happens. - Brian Trippe Takeaways If you don’t like volatility, you would prefer a cashflow market. If everyone is buying right now, why are you buying? Do what other people aren’t. Be consistent in whatever you choose. Don’t dabble. At the start of the show, we talked about cashflow markets and appreciation markets, along with the intricacies of working with B-class markets. Next, we talked about how to spend on marketing and lead generation, as well as why it’s so important to be consistent. Towards the end, we talked about who will survive the market correction. We also discussed: Why direct mail is a great lead generation tool The use of banding signs Why it’s necessary to stay liquid There’s cashflow and there’s appreciation. You have to choose which approach works best for you and creates long-term wealth. The cashflow approach is more conservative and stable, while the appreciation approach is more volatile. Whichever route you take, you have to be hungry, talk to people, and knock on doors. When the market correction inevitably happens, you want to be liquid so you can thrive. Guest Bio Brian is a serial real estate entrepreneur. He began investing in rental property in 2012 and currently holds over 70 rentals. He started a wholesaling company in 2014 that has done over a half-million dollars in wholesale revenue in less than three years. He also founded 205 Realty and is currently active in his role as the president of the Alabama Real Estate Investor Association. He is a real estate investing coach and educator who speaks regularly on real estate investing. You can contact Brian at info@alareia.com or visit him at facebook.com/AlaREIA.

Most people who don’t want to do the hard work of investing deals are happy to partner with someone who has the experience. How do you find these people and get them to work with you? How do you go about finding and acquiring deals that will yield good returns? How do you get more capital to deploy out to other deals? On this episode, Tyler Sheff shares his strategies and tactics for getting the right deals and building a solid investing business. There are more people out there with money to invest without the skills to do it, than deals to be had. - Tyler Sheff   Takeaways Assess the needs of the person in front of you rather than applying a general rule to everyone. If you want really good cash flow, you can’t buy in the posh areas. Find a state that has favorable landlord laws so you don’t end up having a hard time with difficult tenants.  At the start of the show, Tyler shared how he is able to raise capital privately and find the people that have the money to invest. Next, we talked about how Tyler is able to generate deals from his podcast and from helping people solve their problems. Towards the end of the show, we talked about why you can leverage real estate so much better than the stock market. We also discussed How Tyler goes about acquiring deals How much time you should dedicate to finding capital When the market correction will happen and preparing for it You will often find yourself in one of two markets: one where it’s tough to get really good cash flow but you get appreciation, or a flat, steady market where you can get good cash flow but no appreciation. You can make money in each market, but it will vary. Tyler has managed to get business in both, which helps to cover his bases. If you’re able to raise capital privately to fund the deals and remodel without using your own money, you can get a good return and make enough to continue deploying the cash flow into more deals. Building wealth in real estate can be simple if you go about it the right way. Guest Bio Tyler Sheff currently serves as the Chief Executive Officer (CEO) at cashflowguys.com, a company which aims to educate their clientele in investing in real estate and building long-term wealth. The Cash Flow Guys treat each client as a student, giving them the necessary tools needed to succeed as a real estate investor from the ground up. The Cash Flow Guys have one goal – to simplify the process of buying and selling real estate. Coupling his active involvement in real estate investments with his proven negotiation skills makes Sheff a valuable asset to any client. As an educator, the greatest reward Sheff gets from all this hard work is watching Cash Flow Guys students learn and ultimately become successful. Go to cashflowguys.com for more information.

Today, we see a lot of advertising telling people they can start flipping hundreds of houses without much money or work. What does it actually take to succeed in this business? How do get attention in a crowded market? On this episode, we are joined by one of the most well-branded investors in the industry, Engelo Rumora, who shares his success secrets. Once you start getting business, make sure you do right by those investors. -Engelo Rumora Takeaways There’s a lot of risk for capital depreciation in markets where prices are high. Work hard to put out content into the world to build your credibility. Even if you don’t have things clearly mapped out, you can greatly increase increase your odds of success if you’re focused and consistent in your work. At the start of the show, Engelo shared how he got started and why it’s so important to focus on the people first. Next we talked about capital appreciation, and why you can still make money in any market-- whether the property is cheap or expensive. Engelo also shared some of his unique marketing tactics, including his home giveaway initiative. Towards the end, he stressed the importance of working hard and avoiding falling into the trap of get rich quick schemes.   We also spoke about: How to save money to start investing Engelo’s biggest bottleneck The power of unique marketing strategies Real estate is a long-term play. It is delayed gratification, and you’re not going to start making money right away. Nothing will come to you without hard work and sacrifice, so you have to be willing to put in the time, be frugal and save as much money as you can. Use marketing to make sure people know you exist and what you specialize in. You have to focus on the people first; be good to them and your reputation will grow. Remember that success comes from doing things differently. Guest Bio Engelo Rumora is a real estate executive, investor and former football player. He is the CEO and founder of a real estate investment company called Ohio Cashflow located in Toledo, Ohio. Go to https://ohiocashflow.com/ for more information.   Want to add real estate investing strategies to your toolbox? Join our free Live Training: https://register.gotowebinar.com/register/181906883837141506 Partner with us: http://www.tomcafarella.com/p/partner-with-us.html

Most brokerages focus on compliance and fail to teach agents how to actually make money. Why are skills, schedule, and systems so important in building a successful real estate business? Why is your prospecting time so precious, and why does protecting it double your income? On this episode, the founder of Fearless Agent, Bob Loeffler, shares his tactics for leveling up in business. The morning is sacred religious prospecting time. You can never violate that. - Bob Loeffler Takeaways The presentations you need to master are: listing, pricing, FSBO, buyer, and investor. Schedule every listing, buyer, or investor appointment at either 2:30 pm or 7pm at night so that your mornings are saved for prospecting. Focus is for winners, multitasking is for losers. If you’re not booking appointments, it’s because you’re not targeting the right people, you suck on the phone, or you’re not getting their question answered. All of these are fixable.   At the start of the we talked about some of the shortcomings of the majority of real estate brokerages. Bob then shared how learning sales changed his business, and how protecting your prospecting time doubles your income. Next, we talked about the importance of getting your schedule so dialed in everyday looks the same, and why skills, schedule and systems lead to a successful business. Towards the end of the show, we talked about why you need to go after the parents of millennials. We also discussed: Why it’s hard to learn from someone who hasn’t walked the same path as you The one question you should NEVER ask FSBOs What to do when it’s taking you too long to get ramped up The science of sales A typical company owner is not somebody who was a successful real estate agent, and that makes it hard for them to train good agents. Real sales has nothing to do with high pressure and being argumentative; it’s about being competent at every conversation about real estate. That way you’re never in a money-making situation without the right words to say. It’s all about being willing to learn, becoming a rockstar at one thing, and only adding another thing when you’ve mastered the previous.   Guest Bio Bob is the founder of Fearless Agent. He designed his coaching based on his frustration with all the other coaching programs he used as an agent. Call 480-385-8810 or go to https://fearlessagent.com/ for more information. Resources Join our free Live Training: https://register.gotowebinar.com/register/181906883837141506 Partner with us: http://www.tomcafarella.com/p/partner-with-us.html

Wholetailing is the most profitable niche in real estate investing right now. Why is it a great niche to get into right now? Why is direct mail a great and affordable way to generate leads? What should your mindset be with marketing and sales? On this episode, we are joined by Justin Colby who shares on how he built his real estate investing business, the power of phone calls & direct mail, and eternally being a student. Do what other people aren’t willing to do and you’re always going to win. - Justin Colby Takeaways - It takes roughly nine months to ramp marketing up to any significant level. - 100,000 mailers per month is the point of diminishing returns. - The cost of direct mail is high and the call-back return is low. At the start of the show, Justin shared how he got started, how he lost it all and how he was able to rebuild after that. Next, we talked about wholetailing, and why it’s a good niche at the moment. We also discussed the importance of knowing that you’re in the business of marketing, not selling homes. Towards the end of the show, we discussed the importance of learning as much as you can about the business. We also discussed:- Why it’s a seller’s market everywhere right now - How Justin does high volume deals - How to keep direct mail profitable You might buy and sell real estate, but you’re not in the real estate business. You’re in marketing and sales, and the better marketer you are, the more capable you are of selling. The secret to success is doing what others aren’t doing, going as wide as you can to increase your chances of getting a phone call, and always being an open-minded student of the trade. If you want to win, be willing to go the extra mile. Guest Bio Justin is a real estate investor, real estate investor, podcaster and coach and mentor. Go to https://thescienceofflipping.com/ for more information. To find out about his coaching go to thescienceofflipping.com/c2c and thescienceofflipping.com/events to find out about his event.

There are many supposed drawbacks associated with rent to own, but they are largely misconceptions. What are the opportunities in this category you don’t hear about enough? In which markets is it most effective? How do you directly reach out to sellers? On this episode we are joined by agent and coach, Whitney Nicely, who shares her fascinating insights on rent to own. Word-of-mouth marketing has been around longer than anything else. - Whitney Nicely    Takeaways There are typically two kinds of people who rent to own: those who inherited property, or those that were struggling with upkeep. A home occupied as rent to own may often be left in better condition than where it started even if the tenants end up moving out. Rent to own allows you to quickly solve a pain point for sellers. At the start of the show, Whitney shared how she got started, and why rent to own works in certain markets. We also discussed the misconception that homes get destroyed in rent to own, and how to market to sellers directly. Next we discussed the people Whitney coaches and the offers she makes to sellers. Towards the end of the show, we discussed how rent to own can set you up for a great financial future. We also discussed: The two kinds of people who want to do rent to own Why a lot of people only do rent to own part-time What happens if a seller loses equity A lot of people in real estate have concerns about the success of rent to own. They worry about things like the homes getting destroyed or the seller changing the arrangement when their immediate pain point is solved. However, a lot of renters actually improve the home and increase its value. For agents, rent to own is a great strategy if you want longevity and to double your retirement funds. It often allows you to solve a pain point for your sellers. Educate your circle about what you’re looking for specifically, and that will help you attract more leads. You can easily become a big fish in a small pond as the markets rise. Guest Bio Whitney is fired up about teaching people the fast, fun, and profitable way to be successful in real estate. She traveled the long, slow road of getting tons of licenses and found out she could make more money, faster as a real estate investor. Whitney is the Principal Broker for Whitney Buys Houses, LLC. Whitney will teach you how to invest in real estate for profit and help you achieve lifelong goals. Go to https://www.whitneynicely.com/ for more information or whitneynicely.com/group to join her book.   Join our free Live Training: https://register.gotowebinar.com/register/181906883837141506 Partner with us: http://www.tomcafarella.com/p/partner-with-us.html  

Building a business that grows exponentially requires both PPC and SEO. How do you go about refining your website to increase your ranking on Google? How do you craft an effective message that appeals to the people looking for your service? What is the biggest mistake people make when it comes to setting their marketing budgets? On this episode, we are joined by the CEO of InvestorCarrot, Trevor Mauch. Your marketing should have as few words as you need to get across the right sales message to convert the prospect into a lead. -Trevor Mauch Takeaways You have to be in the top 3 of a Google search to capture any measurable traffic unless it’s a massively searched market. Most people make the mistake of setting their marketing budget based on emotion without doing the math. Don’t go to Fiverr for backlinks, as this could actually harm your ranking. When it comes to SEO, you need to hire someone for 12 months. Six months is not enough to get visual progress. At the start of the show, we talked about how much harder it is to build a converting website in today’s online environment. Next, we talked about the importance of clearly communicating the problem you solve, and then Trevor shared his SEO tips. We also discussed why math is our savior and towards the end of the show, how people get trapped in their own businesses. We also discussed: Why you shouldn’t go to freelance sites for backlinks How SEO builds momentum The importance of tracking your target-cost-per-lead There are now so many businesses online that converting requires you to calibrate your website to appeal to your prospects. You need a clear, crisp, compelling offer and have great copy. SEO is very important too. Considering that the number 1 ranking sites on Google get 30-40% of the clicks, you have to aim to be in the top 3. SEO is a great momentum builder that will give you ROI as your business grows, and PPC is a great way to generate leads quicker. Putting them together is a winning strategy. Guest Bio Trevor is the CEO of InvestorCarrot and knows a thing or two about inbound marketing and generating leads online in the real estate industry. As an investor himself, he's generated tens of thousands of real estate leads and is a leading expert in inbound marketing for investors and agents. In addition, his true passion is helping entrepreneurs grow businesses that truly help you live a life of purpose. Go to https://oncarrot.com for more information and to access great free content. Resources Join our free Live Training: https://register.gotowebinar.com/register/181906883837141506 Partner with us: http://www.tomcafarella.com/p/partner-with-us.html

Outdoor media is dead or dying. Why is Facebook advertising the best lead generation method to replace it? How does speed set you apart? How do you fine tune spending on Facebook ads, and how does it help your business? On this episode, we talk to entrepreneur and marketing extraordinaire Grant Wise, who shares high level tactics real estate investors can use to generate motivated leads. If you’re marketing your business, you should not be paying attention to your own skepticism. You should be listening to your market place. -Grant Wise Takeaways Nowadays, banding signs aren’t effective because people aren’t looking at them. When Zillow passes you a lead, they also pass it to one or two other people. Listen to the market place, and stop basing decisions on your emotions.   1 in 5 searches on Google, are done through voice. At the start of the show, Grant shared on his work in Facebook ads, and why they are the best replacement for outdoor media and advertising. Next, we talked about why you should be on Facebook, and how to reverse engineer how much you’re willing to pay to acquire a client. We also discussed why Facebook is better than Zillow, and towards the end of the show, we talked about the importance of implementation. We also discussed: How speed and implementation sets you apart Why your skepticism is holding you back Why it’s important to listen to the marketplace Success in social media marketing comes down to identifying who you want to work with, and then going to the platforms they frequent. In today’s world, Facebook marketing is the best way to generate seller leads because of the time people are spending on there. In an age where bandit signs are less likely to get attention, Facebook advertising is the best move because it gives you your own media and helps you carve your own lane. Many people are skeptical about this method, but ignoring it will only hold you back from growing. Guest BioGrant Wise is a Serial Entrepreneur and Founder of Real Estate Marketing University and Modern Moguls Marketing. A media Training & Marketing Management Company. Grant is known to be a maverick leader and an innovative marketing strategist who is unafraid to lead companies in new directions. Grant’s story is one of education, truth, and perseverance; education through experience, imperfect action, failure, and growing with serious intention. All these have helped him lead over 1000 Entrepreneurs and Business Owners to their dreams. Grant, through the pioneering marketing strategies his Company is known for, has helped multiple companies in the US and internationally. Grant has been described as irreverent, artful, & and dramatic with a strong entrepreneurial spirit. Go to http://realestatemarketinguniversity.com/ to learn more about his coaching.