Investor Cheat Code Podcast with Mike Simmons

Michael is CEO of REFERCO, the world's foremost authority in business referrals. In just his third year in real estate, he did 187 transactions and over $40 million, entirely from referrals. For the next 8 years, he received over 500 referrals every single year and netted over $1 million. Michael is an internationally bestselling author and his book (7L) The Seven Levels of Communication: Go from Relationships to Referrals has been the #1 book in Real Estate Sales on Amazon for over 9 straight years. In addition to these impressive accomplishments, he has shared the stage with George W. Bush, Tony Robbins, Barbara Corcoran, and John Maxwell.

As we often do on the show, we started by talking about Michael’s background. He began his working career as a high school math teacher and coach of three sports: football, basketball, and baseball. He spoke about how dedicated he was and earned District Teacher of the Year in his first year teaching. Michael had an interest in real estate so he got licensed as an agent at the same time he bought his first home. He talks about how he built his business almost entirely through word of mouth and referrals.

Because Michael became an agent in 1999, I asked him how he weathered the housing market crash years. He said that because they were getting almost all their business through referrals, they ended up having record years during that period. This is when Michael first knew he was going to have to write a book because he had discovered a system of doing business that worked well in good markets, but even better in depressed times. He spoke about how the 7L system is basically tailor-made for a challenging time like we are facing during the COVID-19 pandemic. We talked about specific marketing and deal-generating strategies based on his 7L principles, going into detail about making your marketing as personal as possible.

I then asked Michael about his book, (7L) The Seven Levels of Communication: Go from Relationships to Referrals. He walked us through the levels and their amount of influence in relationships with people. The second-most powerful level involves events and seminars, and Michael explained some of the programs that they offer. That led to a conversation on the necessity of some structure to your day to increase productivity. He used the example of going to school and having an intense focus on a particular subject for a predetermined amount of time every day. Michael also walked us through the morning and evening rituals, which he imparts in his book and classes through acronyms.

Michael then told us about how he helps business owners build their businesses on a foundation of love, generosity, and appreciation. He went into great detail about the personal and professional benefits of choosing to live and conduct yourself this way. Michael described love as our superpower, and generosity is that love in action. He also explained that it is vital for us to appreciate everything that happens in our lives, good or bad.

I can’t tell you how powerful and wisdom-packed this episode is! You would be crazy not to join me as I interview super-successful entrepreneur, Michael J. Maher!

“Good market - referrals are really good. Bad market - referrals are everything.”

“When people think they are going to lose their home, they want to talk to someone they trust.”

“I’m big into personalized and customized service.”

“What is the most important currency in today’s world? It’s not money - it’s trust.”

“Love is your superpower.”

“What I’m really excited about now is helping people get structure in a world of chaos.”

“Why do we charge for them? So people show up. If they have skin in the game, they come.”

“There are a lot of people that would trade their wealth for health and happiness right now.”

“Energy is the most precious resource known to man.”

“You can change your life by changing your strategy.”

“We are going to have a day - why not structure it in the most effective way you can possibly structure it?”

“It mixes the best of ‘go with the flow’ with ‘get in the flow.’”

“Your purpose in life is to be referable.”

“Picking and choosing the opportunity is a lot better than chasing opportunity.”

(7L) The Seven Levels of Communication: Go from Relationships to Referrals

Miracle Morning for Real Estate Agents

Matt Walker: Sleep is your superpower | TED Talk - TED Talks

Michael’s Website

Sweet Dreams Class

30 Mornings Class

Referrals Podcast

Welcome to this version of the Just Start Real Estate Podcast! I am excited to bring you another replay of my Live Question and Answer sessions. For those people that are unable to join us live, this will provide an opportunity to hear the awesome questions I am fielding about business, taking risks, real estate, and so much more!

This presentation is the live Q&A that I did the week of September 14th and each Thursday we will offer you another chance to take advantage of listening to the answers to our guests’ fabulous and compelling questions! Don’t miss this new episode of the  Just Start Real Estate Podcast!

“You need to make sure, above all else, that you are getting consistent lead flow in your business.”

“You can always use more and better leads.”

“In my opinion, the MLS is unrivaled, unbeatable, and unmatched for comping properties.”

“If you don’t have access to the MLS, that should be one of your goals.”

“I really think having MLS access is non-negotiable long-term.”

“There are certain tools you need in any industry.”

“When we are talking to sellers, we are instilling a sense of urgency because house prices are dropping.”

“We don’t start talking about market declining strategies until there is an objection about the price.”

“I don’t typically go to a lot of real estate events because they don’t give you end-to-end answers.”

“The direction to the speakers at Flip Hacking Live is to give the people in attendance all the goods, all the tools pertaining to whatever subject they are presenting on.”

“You REALLY need to be at Flip Hacking Live.”

Paul is the co-founder of TwnSqr, a real estate technology startup devoted to breaking down the barriers of the real estate industry by providing homeowners and real estate professionals full control over the connections they make for their next real estate transaction. Paul started TwnSqr as a project to create an algorithm to predict who would sell their house next so he could buy more deals. Today, TwnSqr has reimagined how the real estate process works for buyers, sellers, agents, and investors, and it’s the most secure and fastest way to connect with the best person for your next real estate transaction on your own terms.

We begin the episode with Paul sharing why you need TwnSqr software and how it works. Paul shares that they have broken the real estate investors' transactions into three parts. The first is data gathering and marketing to find the property, the second is the acquisition and management of the lead through CRM, and the third is disposition. According to Paul, big successful companies predict who will sell their house next, and they have all the tools in place for data gathering, marketing, and organization of leads into a CRM. However, there is no real estate-specific software for disposition. With this in mind, Paul shares that TwnSqr is focused on being the go-to deposition platform for real estate investors.   

We then talk about how TwnSqr focuses on large investors and individual investors.  Paul shares that they recently started focusing more on individual buyers because they have invested a lot of time focusing on big institutional buyers. He shares that whenever they were pivoting from retail and back to off-market real estate, they had some institutional hedge fund private equity firms come to them for a platform like they had but for off-market properties. They had an itch that there were properties that existed off-market and sold among small real estate investors, but nobody had created a door they could easily open and peer into the market of off-market and investor properties. However, according to Paul, they are creating technology at TwnSqr for the small real estate investor to support their business. 

Next, we discuss TwnSqr’s focus on individual investors and its goal of creating something that works with what they are currently doing, the people they serve, and the larger market. Paul shares that they are doing a lot for smaller real estate transactions in addition to helping real estate investors connect with giant institutional buyers. Paul explains that everything in TwnSqr comes in threes - transaction, marketing, and disposition. With these three foci, they realized that if they supported the activities of the everyday investor, they would be able to get more properties on their platform. To achieve that, they incorporated two more pieces: sending your deal to your buyers and JV with another user to expand their buyers' network. So as a user, the first thing you can do on TwnSqr is to post your property to the market to hit institutional buyers. Second, send your deal to your buyers directly through the platform. Third, knock on the door of other investors in your market, ask them to send your deal to your buyers, and sign an agreement with them to make sales and help them monetize their buyers’ list.

Lastly, we talk about what you should expect from TwnSqr in the coming months. Paul shares that their mantra is giving their users the ability to maintain control over their entire process on TwnSqr. They have built their platform to give their users complete discretion and flexibility to do whatever they want while maintaining control over their buyers and deals the entire time. In light of that, some of the things they are building are in line with trust and more control. So, if you bring a deal to TwnSqr, you can see all the people that are available to share your deal with. Paul also shares that what they want rolled out in the next couple of months is a kind of google search result of people to work with, where people performing best will rank at the top of search results.   

Make sure you don’t miss another amazing episode of the Just Start Real Estate Podcast with Paul Wakim and get valuable information on how to unlock the potential of your dispositions process with TwnSqr!

“Not everyone knows how to professionally contact their buyers and other investors in their market to JV with, and TwnSqr brings all that online to add structure to investors' businesses.”

“The TwnSqr software is coming at a great time in the market where investors need access to a wider world and list of people interested in buying properties.”

“Anybody can go to TwnSqr, create a free account, manually upload their property and send it to the marketplace where big institutional buyers have buy boxes set up to test against the properties being posted.“

TwnSqr

Paul Email 

Paul on LinkedIn

Paul on Instagram

Paul on Twitter 

Paul on Youtube

Welcome to this version of the Just Start Real Estate Podcast! I am excited to bring you another replay of my Live Question and Answer sessions. For those people that are unable to join us live, this will provide an opportunity to hear the awesome questions I am fielding about business, taking risks, real estate, and so much more!

This presentation is the live Q&A that I did the week of September 7th and each Thursday we will offer you another chance to take advantage of listening to the answers to our guests’ fabulous and compelling questions! Don’t miss this new episode of the  Just Start Real Estate Podcast!

“With my Winning Direct Mail program, there is a million dollars of learning I am giving you for free!”

“You can use my wheel and not reinvent your own.”

“There are a lot of variables to consider when comp-ing a house.”

“Considering price per square foot is another way to get an accurate comp.”

“You could definitely get more for your house six months ago than you can right now.”

“I would have to dislike money and success to stop spending money on marketing if I was getting $3.56 back from every $1 I spent.”

“Most people throttle back their marketing when their returns begin diminishing.”

“In the analogy I gave you, I did in fact invent the wheel.”

“I will keep up that good work if you keep coming back and asking questions.”

“When I find a company that does great work with a lot of integrity, I don’t move. The only skip tracing company I use is LeadFuzion.”

“I started my podcast, Just Start Real Estate, because I know the biggest hurdle to overcome in any endeavor is just getting started.”

For this episode, I am excited to welcome Stephanie Cabral, who is a buy-and-hold real estate investor and former attorney from Connecticut. Stephanie has built a portfolio of over $2.25m and began investing while working at a law firm as the sole member of the probate department and also working at one of the top commercial real estate firms in the world. Stephanie now owns and operates 15 units plus multiple active flips and is responsible for all aspects of the business including marketing, acquisition, construction management, operations, and property management. She specializes in the BRRRR strategy and was able to scale her business using a detailed network of systems, standard operating procedures, automation, and virtual assistants.

Stephanie shares her background with us, pointing out that she is a lawyer by trade. While she loved and thrived in law school, once she got out, she found that she didn’t love practicing as a lawyer. As much as she appreciated her clients, she did not like how adversarial the work was and didn’t like being in an office all day. She ended up buying a duplex in order to use the rental income to qualify for a personal home loan and she fell in love with the idea of house-hacking. She worked as an agent, too, while she was working as a lawyer and continues to since retiring from her firm in December 2019.

Stephanie got a 203K loan for her first property so we explored that topic a bit. Because the brokers are looking at the ARV, you can get a larger value loan to cover both the purchase price and the rehab estimate. The contractor gets paid directly from the lender in this type of loan. Also, the 203K loan does not require you to have experience in investing and rehabilitation work, which can be a huge obstacle for newer investors with traditional hard money lenders. You also get a consultant that helps you manage the project and ensure the quality of the contractors’ work.

I asked Stephanie to describe the team of people she is working with to us. She said she is very involved herself, but her right hand is a virtual assistant in the Philippines who handles all of the administrative tasks, including social media and many of the property management tasks, including interfacing with the tenants. Stephanie also has a leasing assistant who directly connects with potential tenants and shows them around and screens them for rentability. She also has a bookkeeper who she hired through Upwork that has been working with her for years, but Stephanie did talk about the need to go through the trial and error process to find some people that are really good. Stephanie talked about the need to have great systems and processes in place, including training videos and templates, in order to simplify the training procedure.

I asked Stephanie why she self-manages her properties versus hiring a property management company. She said that it is financially beneficial for her to self-manage, mostly because she has very little turnover in tenants. She attributes this to the constant communication she has with her tenants, which is largely automated but maintains a great connection. I asked how she handles any required repairs, and since she is having a VA handle the maintenance requests, how she is sure she is not getting over-charged. Stephanie explained that because she also does house flipping, she has a pool of contractors, and in particular, a go-to handyman who is always the first maintenance call.

We talked about mid-term rentals, the effects of COVID on Stephanie’s business, the BRRRR strategy, private money versus hard money lenders, the technology Stephanie uses to run her business, Facebook ads, and so much more! Don’t miss this honest, fun, and hard-core real estate episode with lawyer-turned-investor, Stephanie Cabral!

“Being in an office environment was not the life I wanted to live.”

“What was one of the greatest frustrations at the time ended up being the greatest gift.”

“I didn’t even know that I was investing - I thought I was living cheaply and being resourceful.”

“Being resourceful is certainly one of my superpowers.”

“The power of real estate as an investment really opened up for me.”

“So the way you eat an elephant is one bite at a time.”

“It requires some administrative stamina to get through the paperwork for a 203K loan.”

“I do make it a priority to automate and delegate as much as humanly possible.”

“Find somebody with a natural skill set that you are looking for and then you train the rest.”

“As far as delegating work, start with the task that is most repetitive that is causing the most brain damage.”

“Put yourself out there so people know what you are doing and that you are involved.”

“I have been raising private money since 2008 and I think ‘talk about what you are doing’ is the number one advice.”

“If you ask for money, you are going to get advice. If you ask for advice, you will get money.”

“I’m tech heavy, but not tech savvy.”

“The concept of ‘Just Start’ is so important. You don’t have to be super knowledgeable, but you have to be action-oriented.”

Upwork

CoreAssist

Podio

PayYourRent

Google Drive

SoapBox

Docusign

Fiverr

Stephanie’s Website

Welcome to this version of the Just Start Real Estate Podcast! I am excited to bring you another replay of my Live Question and Answer sessions. For those people that are unable to join us live, this will provide an opportunity to hear the awesome questions I am fielding about business, taking risks, real estate, and so much more!

This presentation is the live Q&A that I did the week of August 31st and each Thursday we will offer you another chance to take advantage of listening to the answers to our guests’ fabulous and compelling questions! Don’t miss this new episode of the  Just Start Real Estate Podcast!

“There is a lot going on right now in the real estate market.”

“Change makes people nervous.”

“We are moving into a market where it will be much, much easier to buy houses at a discount, but they will be harder to sell.”

“I am here to help you navigate all of the questions you have about your business.”

“You need to be at any real estate event, networking and shaking hands, to build your buyers list.”

“You can get all of your competitors' active buyers by skip tracing their deals.”

“My problem when we started working remotely was worrying about people actually working. I had to let go of that.”

“You are training you to continue to ask you questions, rather than solving the problem themselves.”

“Start developing that muscle.”

“If you are going to tell them the answer, always give them the reasoning behind it, so they can use that reasoning in the future to solve the problem themselves.”

“We use Whatsapp to constantly stay in contact and get problems solved right away.”

“If you are a new investor and you have never done a rehab before, taking on a project with a big ticket item can be a little daunting.”

Rich is a co-founder of RealWealth, a company that has helped over 60,000 members improve their financial intelligence and acquire cash-flowing income properties so they can live life on their own terms. He is a former vice president of the International Coach Federation (ICF) and a former owner of a large health club franchise with over 35 years of experience in business start-ups, management, and training. As a licensed real estate broker and an active investor, Rich was selected as a Rich Dad Author for his expertise as a Wealth Mindset Expert. He is passionate about helping people build real wealth and has authored the book, The Wise Investor: A Modern Parable About Creating Financial Freedom and Living Your Best Life. As an adventure athlete, Rich lives in Malibu, California, with his wife Kathy, where they invest, work, and play together. 

We begin the episode with Rich sharing his background story and how he ended up in real estate. Rich shares that 20 years ago, he was a business coach and was in a thriving practice and was on top of the world until he was diagnosed with melanoma and had about 6 months to live. He went through more tests to eventually find out it was a misdiagnosis, and after surgery and treatment, he was declared cancer free. Rich shares that his experience led to real estate with his wife, who was a stay-at-home mom. They connected with a mortgage broker who was also a successful investor who helped them set on the path of real estate investing. To get started, they cashed out a property they had in Dallas, Texas, which had appreciated, and bought five investment properties with good cash flow. That was the beginning of their journey to financial freedom, and they have created a group, Real Wealth, which has grown to over 64,000 members. 

We then talk about Rich’s book, The Wise Investor, and the purpose behind it. He shares that his first book was Extreme Success and this second book came 20 years later. That was because he was running their company, Real Wealth, helping people invest in real estate while growing the company. He shares that the reason he wrote The Wise Investor was that he wanted to share investment lessons in a story or parable form to be more impactful. His coach planted the seed and was obsessed with the whole idea from the beginning. Rich started reading and listening to books and parables to create a story with which people would be engaged to emotionalize the information to create change. The book is more powerful than just a non-fiction factual book, and it conveys the lessons in a way that they sink in and lead to change in the rhythm. 

Next, we talk about real wealth and what it means. Rich shares that real wealth is having both the money and freedom to live life on your own terms. According to him, real wealth goes beyond money. They don’t focus on just creating money but also on helping people use the money to live a fulfilling life, have the freedom of time, and be able to do what they want when they want to, and with the people they want to be with. Real wealth is a combination of money and time. It’s all about having enough monthly cash flow, especially on passive income, that supports your lifestyle so you can have the freedom to live and get the most out of every day. He also shares that their company and network are built on a culture that focuses on living life now, living on your own terms, and having the finances to do that. They use real estate as a wealth-building instrument and clients' definition of what their best life looks like to lead them to real wealth-building and financial freedom.  

We then talk about Rich’s investment strategy in reals estate. He shares that they started with single-family investing and went up to four-unit properties. They have also been doing short-term rentals lately to increase their cash flow. According to him, it’s hard to get cash flow nowadays with a regular single family with the interest rates and the prices in the market. In addition to that, they started syndicating in 2010 for residential development, which allows investors to pool their funds, buy units together and invest in residential subdivisions, and everyone profits from that. He shares that their members also acquire multifamily properties from their property teams.     

Lastly, we talk about the mentor in Rich’s book who compares wealthy people and poor people. Rich shares that this is big to him. Living in Malibu, California, he sees many rich people, but not all of them are wealthy. Wealthy people focus on a few things, and time is the most important asset that they focus on. They also value education over entertainment and put more effort into learning, becoming better, and growing. Entertainment is fine, but don’t let it get in the way of your education and growth. The mentor defines an asset as something that provides income, better health, more happiness, or more time, and liability is the opposite. It takes away from your income, health, happiness, and time. Rich also shares a lesson on how poor people operate on envy while truly wealthy people operate on inspiration from seeing others' success. According to Rich, when you turn your mindset from envy to inspiration, you start to birth what you want in life. 

Make sure you don’t miss another amazing episode of the Just Start Real Estate Podcast with Rich Fettke and get valuable information on how to create REAL wealth and live life on your own terms!

“Real wealth goes beyond money. It is having both the money and freedom to live life on your own terms.”

“Real estate is a wealth-building instrument, and it can help you create real wealth and get to financial freedom.”

“A true asset is something that provides income, better health, more happiness or more time while a liability is the opposite.”

“When you turn your mindset from envy to inspiration, you start to birth what you want in life.”

The Wise Investor Book 

Real Wealth Website 

Rich’s Website

Rich on LinkedIn

Rich on Instagram 

Rich on Facebook 

Welcome to this version of the Just Start Real Estate Podcast! I am excited to bring you another replay of my Live Question and Answer sessions. For those people that are unable to join us live, this will provide an opportunity to hear the awesome questions I am fielding about business, taking risks, real estate, and so much more!

This presentation is the live Q&A that I did the week of August 24th and each Thursday we will offer you another chance to take advantage of listening to the answers to our guests’ fabulous and compelling questions! Don’t miss this new episode of the  Just Start Real Estate Podcast!

“Learn from my mistakes.”

“If you show up live to these Q&As, we can have a dialogue and I can answer your questions really effectively.”

“What is fast? Fast is a relative term.”

“If you need money right away, like yesterday, wholesaling is absolutely what you should be doing.”

“With flipping, the payday will be bigger, but it isn’t going to happen in a couple of weeks.”

“Direct mail is the single best marketing channel that you can use for reliable results.”

“Other forms of marketing may be less expensive but they are also less predictable.”

“Most people think of AirBNBs when they hear ‘short term rental.’”

“How badly have your tenants wrecked your place?”

“You could spend $6,000 to $10,000 to outfit your rental with furniture and bathroom and kitchen supplies.”

“In many cases, the short term rentals, by a large margin, outperform the LTRs, which is why they are so popular right now.”

Jake is the co-founder and CEO of Groundbreaker, an all-in-one investment management software built for real estate investment firms, fundraising automation software, an investor Portal, and investor reporting software. They exist to advance each customer’s syndication business. They envision a world where real estate investments are made accessible and efficient by digital evolution in real estate syndication. Preparing investment materials can be cumbersome, and handling investor relations has been done with cobbled-together solutions like spreadsheets, decks, file storage for documents, and email to help remove the pain points and allow investors to focus more on raising capital and finding deals. Managing data and answering to investors is a time-intensive, manual process. There has to be a better way, and Groundbreaker has it.

We begin the episode with Jake sharing his background story and how he ended up in real estate. Jakes shares that he was first interested in real estate development when he worked overseas in Brazil with the city government. Jake saw how the international companies were coming and installing research facilities and how the cityscape was changing rapidly. The country that had the highest GDP at the time and the process was very intriguing to Jake. He discovered that real estate and development meant more job opportunities and popularity. Jake started to work with a real estate investment trust, and that is where he got most of his real estate knowledge.

We then talk about Jake’s transition from underwriting to real estate syndication. He shares that his frustration came because he was handling administrative tasks that didn’t require much creativity. Jake had friends who were always looking at the next big opportunities in real estate. His focus was on how real estate companies could raise capital online and advertise opportunities to investors. At the time, few companies were offering portals where you could evaluate deals as an investor. From his analysis, Jake realized that there were independent real estate investors that wanted to raise capital, but they didn’t want to give investors their data through a single portal. They want to maintain the ownership of the intellectual property, and his goal was to provide them with processes and systems.

Next, we talk about Jake's software, Groundbreaker, and how it helps investors to raise money automatically. According to Jake, you create a deal in the system and send it out to your investors with Groundbreaker. They get to a private and secure portal where they can access and see your deal and download any document. Additionally, if you need to update anything, you can do it within the system as the deal changes. When an investor wants to invest, they put down the amount and can go immediately to investor verification questions and compliance. After verification, they can view the subscription remits, sign in electronically and then move on to funding either by getting wire instructions or linking their bank account to make payment. Jake shares that Groundbreaker is very safe. They record every single activity, and it automates every step to remove restriction points. 

We then talk about the price of using Groundbreaker. Jake shares that they are still experimenting with different markets. However, the typical customer that uses Groundbreaker with at least one deal in their portfolio can build the cost of the software into their deals. They can spread it across their operating budget to cover it in their acquisition fee and returns. Jake shares that it’s only $4000 a year to be able to have Groundbreaker for your entire real estate portfolio. For people who are starting out and don’t have a deal that they have done, they are offering promotional pricing of $50 per month, and once they graduate to having a deal closed and a portfolio, they increase the price from there. 

Next, we discuss what you should know and expect from Groundbreaker's services and offers as an investor. Jake shares that the software and the automation behind the workflow are just the beginning. They are in a continuous process of developing the capability of the software and service to be able to meet the needs of the market. A lot of people are looking for solutions for deal flow, underwriting, data, capital, property management, leads, accounting, and legal service. Their goal is to continue to analyze the needs of their customers and add the next component that is going to save people time. Groundbreaker is dedicated to continuous improvement and evolution. 

Lastly, we talk about the real estate market we’re in and what it means to investors over the next 12 to 24 months. Jake shares that there are a lot of opportunities in the multifamily space. Most of his clients concentrate there, and there is so much demand for multifamily housing. According to him, deals will continue to happen, and the right operators that have good relationships with their Investors will be able to raise capital in this environment because they have the trust and the deal flow. However, operators relying on one or two large investors might have problems because that capital source might be waiting to see what happens in the market.

Make sure you don’t miss another amazing episode of the Just Start Real Estate Podcast with Jake Marmulstein and get valuable information on how to automate raising money and management!

“If you build a large investor base, you will be able to control your outcome in downcycles because you can raise capital from different sources.”

“Listen to your customers' needs and figure out what people want. Don’t just create a product that you think they want and push it to them.”

“As an investor, your best use of time is raising capital and going out to find deals. Using a software solution will help manage data and tasks that aren’t the best use of your time.”

Groundbreaker 

Groundbreaker on LinkedIn

Groundbreaker on Instagram 

Groundbreaker on Facebook 

Groundbreaker on Twitter 

Welcome to this version of the Just Start Real Estate Podcast! I am excited to bring you another replay of my Live Question and Answer sessions. For those people that are unable to join us live, this will provide an opportunity to hear the awesome questions I am fielding about business, taking risks, real estate, and so much more!

This presentation is the live Q&A that I did the week of August 17th and each Thursday we will offer you another chance to take advantage of listening to the answers to our guests’ fabulous and compelling questions! Don’t miss this new episode of the  Just Start Real Estate Podcast!

“I know a lot of people are worried about the market right now and I want to be a resource for you. I want to help you navigate those waters.”

“I don’t know what the shift will look like exactly at the end of the day, but it is going to go in the other direction.”

“It is going to be easier for us as investors to buy houses.”

“The market coming up isn’t anything to be afraid of.”

“Marketing done consistently will win over marketing done inconsistently.”

“Hiring is a whole other can of worms.”

“Taking those profits and putting them back into your company in the form of marketing and hiring takes discipline.”

“The coming market will impact your business more significantly in the way you look at sales, both on the front and back end.”

“You have to adjust.”

“Stop trying to get your husband excited about helping you. Get him excited about supporting you.”