If you’re a real estate investor, using private money is the best move you can ever make. However, many investors shy away from it because it sounds too good to be true.   Where can we find private money lenders, and why would they be willing to give us their money in the first place? Where’s the catch?    In this episode, President of The Private Money Authority and author of Where To Get The Money Now, Jay Conner addresses investors’ most common concerns. Three Things You’ll Learn In This Episode    - What makes private money such a great choice What’s the difference between hard money and private money, and why is it always a smarter idea to pick the latter?    - 3 places to find private lenders Where are we most likely to find the people willing to loan us what we need?   - How to get access to private money WITHOUT ASKING FOR IT Working with a private lender sounds like a dream come true, as is, but is it possible to do that without even asking for it? Guest Bio-   Jay Conner is the President of The Private Money Authority and the author of Where To Get The Money Now. After spending years raising money for deals in the traditional way, Jay turned to private money once it became tougher to get a secure line of credit, but it turned out to be a blessing in disguise, and he’s never looked back since.    Today, he’s passionate about teaching investors how to access private money through coaching, his book, and his podcast, The Private Money Academy.    To find out more, go to:https://www.jayconner.com https://www.jayconner.com/freebook

Investors are always looking for a lead source with low competition, and low running costs - senior living is that lead source. If you do it right, it can be the arrow in your quiver that you can use for the next 20 years.    Better yet, senior living is a channel that allows us to make an impact, and solve the pain points of a community that needs it most.    What makes this investing niche so great? How can you get started? In this episode, I’m joined by entrepreneur, speaker, coach and CEO of Mom’s House, Phillip Vincent. We talk about investing in the senior living niche, and how to get started.    Three Things You’ll Learn In This Episode    What makes senior living such a great lead sourceHow can you generate senior living leads without paying for marketing?   How to approach prospects in this nicheWhy will you struggle if you approach senior living leads as an investor, or even as a real estate agent?    The most important part of the senior living lead sourceThe people who win in the senior living niche actually have a heart for the people they are buying from. How do you know that this niche is right for you?

Residential assisted living is the trailblazing, high cash-flow, investment niche most people are unaware of. Not quite a nursing home, but not quite the Golden Girls, single family homes for senior care are in demand.    Super senior citizens are the fastest-growing demographic, with millions seeking a real estate solution that keeps them in their own home, while providing the care they need.    How did one investor turn this pain point into an impactful and profitable service?     In this episode, investor, author, founder and CEO of Residential Assisted Living, Gene Guarino shares how he is creating massive opportunity and making a difference in a little known niche with a ton of potential.  Three Things You’ll Learn In This Episode   How to solve a pain point for an underserved demographicThe super senior citizen demographic grows by 1.4 million people every year. Why do they want something different from nursing homes, and how can investors provide it?    The residential assisted living that earns Gene $7k a monthHow can you implement an investing strategy that multiplies your income without multiplying your work?    Why we need to put our money to work NOWRight now, buy and hold is the smartest play for investors. What’s at stake if we take too long to make a move?      Guest Bio    Gene Guarino is an entrepreneur, author, real estate investor, coach and the founder of Residential Assisted Living Academy. He has over 30 years experience in real estate investing and business and now is focused on just one thing... investing in the mega-trend of senior assisted housing.   Having trained tens of thousands of investors and entrepreneurs over the past 25 years, he now specializes in helping others take advantage of this mega-trend opportunity. For more information, to sign up for coaching, get Gene’s book or get in touch, visit http://ral101.com.

Hustling and working yourself to the bone is meaningless if it’s not applied to the highest and most profitable use of your time. The activities of a real estate investor are worth upwards of $1000 per hour. If our calendars are filled with lower dollar value tasks, we’ll never get off the hamster wheel and elevate our businesses.    What are the lower dollar value activities we need to get off our plates immediately? How do we stop micromanaging and start macromanaging?   In this episode, you’ll learn how to elevate your business by stepping into the activities of a CEO. Three Things You’ll Learn In This Episode    - How to deal with the tasks you’re not good at Instead of spending time on learning and improving skills you are lacking, how can you put your time and effort to better use?    - Why we need to grow through systems  How do we automate our businesses so that dedicated systems do the heavy lifting for us?   - How to create more freedom by empowering our people  What’s the difference between micromanaging and macromanaging?

It’s no secret that we’re operating in a historically low inventory environment. With homes selling as soon as they hit the MLS, and ridiculously high prices, do investors have a shot at profit in this market?    How do you get ahead of your competitors, and still find opportunity in a market that’s proven so challenging for other investors?    In this episode, we’re going to share 3 investing strategies for a market that seemingly has no sellers or leads. Three Things You’ll Learn In This Episode    Your secret weapon in investing  Why is data the secret ingredient to closing deals when there’s little to no inventory on the market?   The power of driving for deals The key to finding off-market deals is identifying telltale signs of distress. What do you need to be looking for?    How to create a valuable offer sellers will want When you come in as a solution to a pain point, you are guaranteed to close deals. How can you bolster your value by eliminating the challenges that come with a traditional listing?

When it comes to growth, expansion and scalability, most people are laser focused on systems and tactics - the things they can do to push forward. But it's impossible to grow ANYTHING without expanding your current mindset.    What you think and what you believe always comes first. When you focus on tactics, you will inevitably hit a wall. However, when your mind is right and you are functioning at a high level, you can scale without limits.    How do you rewire your brain and restructure your life to support your scalable real estate investing goals? In this episode, I talk about why you need to think like a top investor before you can become one. Three Things You’ll Learn In This Episode    Mindset vs. tactics  The first thing people think about when they want to grow their business is tools and systems, but what has to expand first?   Why success starts with what we do everyday  How do you create routines, rituals and rewards that support your business, and make scaling inevitable?    How to put value at the center of your marketing  How do we craft a strong service offering and bring value to the seller?

The biggest limit to your growth isn’t in your business or your marketing - it’s actually between your ears.    At any level, the results you get come down to your mindset and your control of it. The most successful investors and entrepreneurs are masters of mindset - how can we achieve our own goals by emulating them?    In this episode, I talk about the biggest limit to your growth, and how to break your own ceiling. Three Things You’ll Learn In This Episode    The daily activities of a mindset master  How do you free your mind of limiting beliefs, and tap into the fuel of successful investors through the actions you take everyday?    How past experiences shape what we believe  Why do our negative experiences turn into stumbling blocks to our growth if we don’t deal with them?   Why you need to tap into your why  What’s the one thing we can learn from children that will fuel our growth and mindset mastery?

When it comes to our prospecting efforts, there are two approaches we can take - general or targeted.    It’s easy to think that going general is better, cheaper and smarter, but that could contribute to a lack of results. Narrowing our focus and refining our data upfront will actually get us a higher return on our overall efforts.    But how narrow and targeted can we get? How can we achieve more by refining the kind of properties we go after?    In this episode, you’ll learn how to improve your marketing results by getting more specific.  Three Things You’ll Learn In This Episode    The key to finding the opportunities in our markets  How do we identify a good neighborhood that has a wealth of opportunities for both traditional sales and investing deals?    Why a targeted list leads to more opportunity How do we get a better ROI by spending more time and money upfront to get the most whittled-down targeted lists?   When we should consider spending more on our marketing At what point in the lead gen process should we consider spending money on tip-of-the-spear marketing tactics.

Seller leads can be categorized into multiple buckets. But would you get better results if you tailored your campaigns and follow-up sequences accordingly?   The more customized our follow up the better, but that only applies to the key data points that actually move the needle in your marketing. Some details investors focus on are completely irrelevant to the transaction and their ability to serve sellers at a high level.    What are the things we need to customize in our campaigns and why? How do we shoot ourselves in the foot by customizing the wrong things?    In this episode, we discuss how to deal with types of seller leads, and if we should be treating each of them differently in our marketing. Three Things You’ll Learn In This Episode    What truly moves the needle in our follow up campaigns The type of seller they are or what list they came from is an irrelevant data point. What do we actually need to focus on?    How to tailor your marketing to different transactions Why do we need to customize our seller lead funnels based on the kind of service we’re trying to offer and the type of transaction they are looking for?    The importance of taking the seller’s lead in our communication How do we make our follow-up more effective by matching the prospect’s initial communication?

Data is the key to any good lead generation and marketing strategy. Imagine how a higher level of search could help you go after the right leads from the start.    Skip tracing allows us to do just that. It provides us with the high quality data that puts us in front of sellers our competitors aren’t even thinking about. It can help us bring dead leads to life and create new opportunities.    How does skip tracing blow other search models out of the water? How can we leverage it to boost our investing business?   In this episode, you’ll learn how skip tracing works and how to use it effectively.  Three Things You’ll Learn In This Episode    How skip tracing supercharges your marketing From a front-end marketing perspective, what’s better than having multiple ways to reach sellers?   Where skip tracing has the most power Your competitors are casting aside undelivered and returned mail. How can you gain a massive advantage by bringing these dead leads back to life? How to deal with sellers who ask us how we got their info How does skip tracing help us handle the biggest objection investors get when they call someone?

Is your mindset setting you up for success or keeping you complacent in your comfort zone? Our ability to do anything at a high level is governed by the actions we take every single day, and that’s driven primarily by our mindset.    Successful people make a sustained habit of doing the hard things consistently because they know they produce results. If we’re not challenging ourselves in the same way, we’re doomed to remain comfortable.    What are the differences between people who have a growth mindset, and people who have a comfort mindset? In today’s episode, I share why we can’t succeed without doing mindset work.  Three Things You’ll Learn In This Episode    You don’t just need habits for your physical, mental and emotional health. You need rituals and routines for lead generation, follow up and accountability in your business.    When we have a growth mindset, we create a baseline of performance that moves the needle, and we have a non-negotiable commitment to it.    Success is about doing the hard things. If we’re not deeply connected to our ‘Big Why’, we won’t be able to stay consistent when the going gets tough.

In real estate investing, the gold is in the follow-up. It’s a critical step in the marketing process and closing more deals, but how do we choose the right method? There’s no such thing as a 100% perfect follow-up method, and whether we’re choosing phone calls, emails, or direct mail - there will always be a trade-off. Every single follow-up method has its positives and negatives, so how do we craft a follow-up strategy that minimizes the downside? In this episode, we talk about the pros and cons of different seller lead follow-up systems, and steps we can take to get the best of all of them. Three Things You’ll Learn In This Episode The biggest downside to email marketing is deliverability. It’s getting harder and harder to get into inboxes because there are so many spam prevention methods. If your front-end marketing included direct mail, it also has to be a part of your follow-up sequence. You need to have phone follow-up as part of your marketing system, but it doesn’t have to be you or your salespeople doing it.

When our businesses hit a ceiling, the knee jerk reaction is to attribute it to a lack of capital, resources, people, or the market. What if the truth is a lot simpler and closer to home? What if you’re the limiting factor? As the visionaries and owners of our businesses, there’s a highly profitable zone of tasks we need to work in. The time we spend outside that zone leads to less impact, less profit, and less freedom. What are the telltale signs that we’re the bottleneck to our own business? How do we unlock massive growth through leverage? In this episode, we dig into one of the biggest reasons investors fail to grow, and what to do about it. Three Things You’ll Learn In This Episode Leveraging the lower dollar value tasks multiplies our potential by leaps and bounds. We increase our own bandwidth for the revenue-generating activities that are vital to our success. Everything comes down to mindset. If we’re harboring mindsets and limiting beliefs that keep us busy in the wrong areas of our businesses, we’ll always be in our own way. It’s hard to have consistency in any system if we’re the only ones working it. Trying to do everything in the business creates a vicious start-and-stop cycle in our lead gen and conversion. How do we build a well-oiled machine that runs on efficiency?

As real estate investors, our CRM is the most important piece for our growth and scalability, but picking the right one can be a challenge.    Do you choose a done-for-you system or something that allows you to code and build more integrations on your own? There is no one size fits all CRM - our choice is going to be heavily dependent on our needs, and how quickly we want to ramp up.    What are the considerations we have to make when choosing a CRM? What is the difference between a platform like Podio and our very own Touch?    In this episode, we discuss how to choose the right CRM for your needs and the vision you have for your business. Three Things You’ll Learn In This Episode    The CRM we choose is going to be dependent on how quickly we want to ramp up. Podio has a longer ramp up time because there are a lot of different elements to integrate into it.    With Podio, you’re always going to need someone to maintain the tech and help you integrate new things as you start to scale or expand your operations.    Touch allows for a super simple setup, and in turn allows you to focus on deals.

Marketing is the lifeblood of a successful real estate investing operation. When we stop marketing, people stop knowing what we do and we throw a spanner into our entire lead generation.    Sometimes we have to pause our marketing, and give ourselves the opportunity to improve something that wasn’t operating at 100%, but we can’t pause for too long.    It’s critical that we get our marketing up and running again, and whether it’s online marketing, cold calling or direct mail, we have to get into action.    What are the steps we need to take to get our marketing up and running again? In this episode, I talk about what you need to do after pausing your marketing. Three Things You’ll Learn In This Episode    If you paused your lead generation, the first people you need to get in touch with are the ones who responded to the last marketing you ran. They are our best and warmest leads.    When you set your marketing budget, make sure it’s an amount of money you’ll be comfortable not getting ROI on for 3 months.    Don’t try to restart your marketing with every single channel. Focus your efforts on one channel or platform until you refine it and start doing it really well.

The most effective and successful marketing campaigns for real estate investors don’t happen by chance - they are the result of the right data, the right medium, the right message, and most importantly going after the right people.    The investors with the right tools are the ones who will win and scale, especially when they are backed by sophisticated marketing systems. Data stacking is one of the most powerful ways to zone into the avatar properties and sellers who will take action on our direct mail marketing.    What products do we need to be taking advantage of to scale? How can we clearly define the properties we need to be going after?    In this episode, we talk to CEO of KWElite and host of The Team Building podcast, Jeff Cohn. We share the tools that can help agents and investors market more effectively.  Three Things You’ll Learn In This Episode  Why direct mail still works so wellA lot of businesses are missing out on opportunities by just being digital. Direct mail is still a highly effective marketing channel, especially when it’s done with the right technology, the right software and targeted to the right people. Direct mail is the perfect way to generate seller leads that aren’t already actively listed with somebody.    The power of data stackingSuccess in investing starts with the data we’re feeding our lead generation and follow up engine. Data stacking allows us to target people based on multiple pain points or points of value. Predictive analytics and data stacking gives us refined information and details so we’re not wasting our direct mail on the wrong people.    How the tools of investors also serve agentsThe same data stacking tools that benefit real estate investors looking for off-market deals also benefit agents looking for homes to list. The same marketing channel used by investors can still bring in people who are more interested in listing traditionally than selling to an investor.  Guest Bio- Jeff Cohn, a nationally renowned speaker and host of The Team Building Podcast, is CEO of a tech-powered Keller Williams market center in Omaha, NE. As founder of Omaha’s Elite Real Estate Group, now kwELITE, he led his team from 70 to 700 transactions in 6 years, and was awarded the #1 team in unit sales in the world at Berkshire Hathaway HomeServices in 2019.    Since beginning his real estate career in 2006, Jeff’s team has closed over 5,000 sales, totaling over $1 billion in volume. For more information visit https://www.kwelite.com and listen to the Team Building Podcast on your platform of choice.   Follow @jeffmcohn on Instagram.

To scale our operation, generate more leads, and grow our income, we have to learn, own and know a local market. But what happens when we’ve tapped out all the leads in our market of choice?    The answer is to expand in 3 specific ways.    If we’re doing a good enough job of collecting all the data, we’ll discover more houses that we can effectively target beyond our own local area.    How do we find opportunities in other locales? Can we successfully scale our business without having to learn a completely new market? In this episode, I share places you may not have considered for seller leads, and how to go after them.  Three Things You’ll Learn In This Episode    You don’t have to stay in the same zip code. Before considering another market, expand upon where you already are.     Expanding into a new city should only be the option once you’ve exhausted the metro areas, suburbs and rural areas around your market of choice.    Don’t go into a completely new market blind. Reverse engineer the market to see what’s selling so you know how to tailor your approach.

Scaling an investing operation is a bold move, but it’s one worth making.    There are personal and business risks involved in scaling but they shouldn’t stop us if we lay the right foundation.    When we become more focused on the risk involved in scaling, we can hold ourselves back from propelling our businesses and gaining the freedom we seek.    How do we change our mindset and increase our readiness for scaling our investment operation? What are the limiting beliefs around hiring people, and how do they curb our growth?    In this episode, I share why we have to overcome our fear if we really want to take our businesses to the next level. Three Things You’ll Learn In This Episode    Lack of time is one of the fears people have about being able to scale, which comes from the perspective of thinking we have to accomplish everything in our business.    Even if you’re the best salesperson in the world, if you don’t hire other salespeople, it’s impossible to scale.    Set a threshold for how much risk you’re willing to take. That way you cap your downside so you are free to take more bold action.

In this industry, we talk about marketing and generating leads, but if we can’t consistently convert those leads into profitable deals, we can become frustrated.    Leads need to become opportunities, and that only happens when we perfect our marketing. If we don’t know how to work leads, we will always lose money, but if we develop a system that helps us nurture leads effectively, success is guaranteed.    How do we reverse engineer our sales and marketing so we can reach our goals? What is the difference between leads and opportunities? How do we identify the opportunities in a pool of leads?   In this episode, entrepreneur, investor and owner of Velocity House Buyers, Greg Helbeck shares the secrets and tactics for closing more deals, and how to start seeing massive results. Three Things You’ll Learn In This Episode  Why the bottom line is the number that matters There’s a lot of chest pounding about volume in this business, but if we want to move the needle, our focus needs to be the bottom line. When our priority is the long-term vision, we see beyond the number of transactions and become more concerned with profit. Think about the type of lifestyle you want to have, how much that will cost and what you need to do business-wise to fulfill it.    The role marketing plays in our success The reason investors struggle to generate enough leads to scale their business is not putting enough money, time and resources towards marketing. If we aren’t pushing out enough marketing, it’s hard to build a real system. It’s also hard to get the feedback that helps us improve and double down on what’s working.    How to be an effective salespersonOur primary purpose as real estate investors is helping people solve a problem by selling a property. When we nurture and get into conversation with leads, we’re able to peel back the layers, and discover their pain point. Being an effective salesperson is about asking open ended questions and tailoring our approach to provide the solution. Guest Bio   Greg Helbeck is an entrepreneur, investor and owner of Velocity House Buyers and host of the podcast, Pave the Way. His company Velocity House Buyers purchases real estate investments in the greater Hudson Valley region of New York and Dallas, Texas. To connect with Greg follow @grego_37 on Instagram and listen to the podcast here or on your preferred podcast platform.

Closing more deals allow us to increase our profitability and scale our investment operation, and investors are always looking for the next best tactic to do it.    There are no shiny new leads, magic lists, scripts, or contracts that will get you more deals if your fundamentals aren’t in place first.    There are 3 key dimensions we need to improve to increase our close rate, and all of them are actually easy to implement.    What mistakes are costing us valuable deals? How can communicating more effectively make us more efficient at closing deals? In this episode, I share the things you need to do today to start turning more leads into deals.  Three Things You’ll Learn In This Episode  People don’t usually do business with us on the first call. If we don’t have a plan in place to follow up with them, those leads will keep falling through the cracks and into the hands of investors who care enough to follow up. The best salespeople in the world are really good at listening to what people need and solving their problems.   Stacking your data increases your close rate by helping you go after the best and highest quality leads and the people who are most likely to sell.