Adam Carswell went from managing Sherwin-Williams paint stores to apprenticing beside operators with nine figures of transactions behind them, and he did it with three habits, not capital. On this episode, host Abel Pacheco and Adam break down building an audience and a follow up machine.

In this episode:

• Post daily where almost nobody does: "less than 1% out of all those users post or engage and interact daily."
• Own an email list that leads with value and never pitches: "I don't think I've actually ever made a straightforward sales pitch on my email list."
• Abel's oldest sales rule: "the money, the dollars, the profit, it's in the follow up."
• On the list: "Start grabbing your names and emails. That's basically what your business is gonna be built on. Value, value, value before you're asking for anything."
• Why the top of the funnel and the follow up are the income line.

Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.

Go deeper and connect:

• Abel Pacheco
• 5 Talents, fractional Chief AI Officer
• The Open Door, the book
• 5 Talents commercial real estate

Jennings Smith went from a trashed $10,000 trailer at 29 to 192 units in a single year, and his capital raising doctrine is built on clarity and asking. On this episode, host Abel Pacheco and Jennings talk about raising money and building your investor list before you have a deal.

In this episode:

• The first rule: "Biggest thing is ask. A lot of people stop right there."
• Why clarity closes: "you have to paint a crystal clear picture. If your investor is confused, you're just giving them the opportunity to say no, and people always say no to stuff that they don't understand."
• He builds his list before he has a deal, walking investors through a sample package with no pressure.
• Abel's frame: "no one does this alone. It's a team effort and a team sport."
• Why capital follows the clearest picture, not the smartest spreadsheet.

Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.

Go deeper and connect:

• Abel Pacheco
• 5 Talents, fractional Chief AI Officer
• The Open Door, the book
• 5 Talents commercial real estate

Brian Briscoe is a Marine lieutenant colonel who brought "leaders eat last" straight into syndication. On this episode, host Abel Pacheco and Brian talk about putting investors first and buying your way up the learning curve.

In this episode:

• The ethic: "if there's an issue of do we pay ourselves or we pay the investors, the answer is gonna be the investors, and we are going to eat last every time."
• Proof under pressure: when rates spiked 125 basis points overnight and cut $600K from proceeds, his team moved their own split from 75/25 to 90/10 so investors still hit the promised 15%.
• Why he bought a mentor, an education, and a network with his house sale proceeds, because his father told him "I never figured it out."
• Abel's version: "I joined about four different programs in two years, and dropped a little over 65 grand, and it kind of propelled me."
• The mentor stack: a 4,000 door mentor, someone a few steps ahead, and a peer group.

Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.

Go deeper and connect:

• Abel Pacheco
• 5 Talents, fractional Chief AI Officer
• The Open Door, the book
• 5 Talents commercial real estate

Kyle Mitchell runs multifamily like the business it is, tracking more than 50 KPIs on a dashboard. On this episode, host Abel Pacheco and Kyle talk about asset management and catching problems before they become fires.

In this episode:

• The goal of the dashboard: "identify bottlenecks as early as possible, if not before it even happens."
• How he finds them: when 50 leads produce 1 appointment, "that's how we identify the bottlenecks, by peeling back the onion a little bit further than normal people would."
• Abel's frame: "It's not a home. It's a business. It's a $15 million business."
• The operator's other law: "the money's in the follow up."
• Why you cannot manage what you do not measure, and the biggest lever is on the expense side.

Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.

Go deeper and connect:

• Abel Pacheco
• 5 Talents, fractional Chief AI Officer
• The Open Door, the book
• 5 Talents commercial real estate

Kelvin Fu, a former military officer, learned the operations business the hard way, and built GL Capital to control whole blocks in Baltimore. On this episode, host Abel Pacheco and Kelvin talk about vertical integration and cutting the overhead that eats your profit.

In this episode:

• The hard lesson: he spent 8 hours and 2 men fixing a single ceiling fan, because on a small deal "if you pay 7 or 8% to a property manager, there goes all your profit."
• The fix: bring management, sourcing, and screening in house.
• The strategy: "you kinda have to control the street and block to change the profile of the street." "If we buy one, it doesn't change the character of the street. So we have to buy a few."
• Abel translates the value add math live: light value add versus 30 to 40K a door gut jobs on major systems.
• Why the operator who owns the back office keeps the margin the third parties would have taken.

Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.

Go deeper and connect:

• Abel Pacheco
• 5 Talents, fractional Chief AI Officer
• The Open Door, the book
• 5 Talents commercial real estate

John Fortes built the passive investor experience into a growth engine, and the discipline underneath it is that the investor's time comes first. On this episode, host Abel Pacheco and John talk about investor relations and playing for singles and doubles.

In this episode:

• Whose clock you are on: "When I'm going to find a deal, I'm on my time, but when an investor's investing in an opportunity, I'm on their time."
• The return philosophy: "I'm looking for singles and doubles. Not trying to hit a home run. And guess what? Eventually you're gonna make contact and something's gonna go over the fence."
• The frame that carries the episode: Abel tries to be "a steward of my investor money," and John upgrades it to "a steward of life."
• Why consistent, first class investor communication is the top of the funnel that keeps re funding you.
• Why re raises are cheaper than new raises in every cycle.

Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.

Go deeper and connect:

• Abel Pacheco
• 5 Talents, fractional Chief AI Officer
• The Open Door, the book
• 5 Talents commercial real estate

Hayden Harrington, a self described introvert, could not network a room, so he built a machine that did it for him. On this episode, host Abel Pacheco talks with Hayden and Dustin Miles about partnership, teamwork, and engineering your network.

In this episode:

• The Momentum meetup grew from 20 people to over 100 a month, and every 10 minutes they rang cowbells for a "graceful exit" so "you don't just leave with one business card, you leave with a stack."
• The insight: "maybe we can figure out a system to make anybody good at networking."
• Why that engineered top of funnel earned Hayden a general partner seat without a track record.
• Abel, the natural extrovert, concedes the system beats instinct: "One thing we did not do, which I really love, every 10 minutes, let's go."
• Why a weakness turned into a repeatable system out produces a strength left to mood.

Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.

Go deeper and connect:

• Abel Pacheco
• 5 Talents, fractional Chief AI Officer
• The Open Door, the book
• 5 Talents commercial real estate

Willie Smith went from the NFL to multifamily, and he teaches that the entry path is education, coaching, and picking the right market, not going it alone. On this episode, host Abel Pacheco and Willie talk about building generational wealth with a team mindset.

In this episode:

• Why you always need a coach: "You're never too good to need a coach. I was an NFL player and I knew football, but I still had a coach even at that level."
• The team truth: "this is a team sport. It's not an individual."
• His market screen: "Jobs, jobs, jobs," with no single employer over 25% of the market, and 5 years of trend before you call it a trend.
• Abel co signs from his own scar: 12 years investing before he learned cost segregation, because "my CPA didn't know either."
• His free data stack: Census, city data, and Google Alerts on a few markets.

Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.

Go deeper and connect:

• Abel Pacheco
• 5 Talents, fractional Chief AI Officer
• The Open Door, the book
• 5 Talents commercial real estate

Brandon Hall runs a CPA firm that only serves real estate investors, so he sees what the rest of us do not: everyone's actual books. On this episode, host Abel Pacheco and Brandon talk about reporting, communication, and real estate professional status.

In this episode:

• The hard truth about raising money: "The investors are investing more so in you rather than the asset. A great team can turn around a bad asset, and a poor team can blow up a really good deal."
• What to do when trouble hits: "you've got to just blow up your investors with communications." Silence spends trust.
• Abel frames it as duty: "We're being financial stewards, and we've gotta make sure that, good times or bad times, they can get ahold of you."
• Why clean reporting and disciplined tax work are the expense side lever that protects every future re raise.
• The idea of throwing the spears: send the communication before you have to take it.

Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.

Go deeper and connect:

• Abel Pacheco
• 5 Talents, fractional Chief AI Officer
• The Open Door, the book
• 5 Talents commercial real estate

Javier Hinojo built a direct to seller machine that made 25 offers a week and put 18 properties under contract. On this episode, host Abel Pacheco and Javier break down building a marketing funnel and buying direct.

In this episode:

• His acquisition philosophy, in plain terms: "Make sure you're trustworthy, likable, and don't lie, cheat, or steal. If you do all those things, you're gonna do well at anything that you do."
• Why the same call buys a small house or a big building: "I'm not trying to buy a $100,000 house. I'm trying to buy a $10 million property."
• How he proved it: by hand first, alone, at $1,500 a month, before he ever spent $100K on marketing.
• Abel names what separates operators: "It's hard to take action for a lot of people, but if you can figure that out, then you're gonna have massive opportunities for success."
• The reassurance: "the dragons are not as big as you think they are."

Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.

Go deeper and connect:

• Abel Pacheco
• 5 Talents, fractional Chief AI Officer
• The Open Door, the book
• 5 Talents commercial real estate