Let's Talk Real Estate Investing with Sharon Vornholt

My guest today is veteran real estate investor Matt Larson. Matt is a full-time real estate investor with 17 years of experience who invests in multiple markets. He has done over 4,000 real estate transactions. Matt currently uses VAs to run this large-scale real estate investing business, but it wasn't always that way. At one point, like so many businesses, he had a pretty big staff that was a cash-eating machine.

Listen in as Matt talks about how he has systematized his business, so it requires very little of his time. You'll also hear about all the ups and downs of his journey, including what happened in the real estate crash in 2008 (and how he came back even more significant than before). This is one podcast you don't want to miss!

[00:00 - 07:23] From Discouragement to Creating Real Estate Education

• Matt shares how he got into real estate investing
• In 2008, he left his job to focus on real estate and by 2013, had 450 properties in his portfolio

[07:24 - 14:47] How Sitting in the Room with Influencers Changed One Entrepreneur's Mindset Around Business

• Social media have made everybody an influencer, but 95% of it is not real
• It is possible to run a business virtually without effort and without walking a house for 7-8 years
• Single-family homes are attractive because everyone needs a place to live
• VAs hired for their core values and skills required for single-family homes

[14:48 - 23:30] Replacing a Full Staff with VAs

• Acquisition salespeople are creative people, while lead managers are detail-oriented and organized thinkers
• When a lead comes in, the lead manager reviews all the notes in the CRM, runs comps, and determines the maximum offer price
• Team leads, and managers are paid 10 to 12 an hour, while acquisitions VAs are paid ten an hour plus a bonus for every closed deal

[23:31 - 28:06] Using Discretion and Lead Stacking to Grow Portfolio

• Americans use discretion, which is the enemy of duplication
• The strategy was to buy low, rent high, and sell at the top of the market for a profit
• The lead stacking strategy is to focus on high equity non-owner occupied and vacant non-owner occupied lists
• Track KPIs closely and buy new lists every week as old ones age

[28:07 - 34:40] 5 Years to Financial Success

• Focus on refreshing data and running two lists that will outperform
• Run aggressive follow-up sequences for leads
• Follow up with emails, texts, and phone calls
• Customize follow-up sequences for different motivation types

[35:41 - 38:50] Closing Segment

• Final words from Matt
• Connect with Matt through the links below!

Quotes:

"If you find the right talent, hire A players, you can teach them anything. All these things we do are skills that can be taught." - Matt Larson

"The Filipinos of today are like the 1950s Americans. They're very hardworking. They want a long-term career. They want to work for somebody for a while. They don't want a job hop." - Matt Larson

"Discretion is the enemy of duplication. I like the VAs because they do not use discretion; they're robotic, and you give them a video or written process, and they follow it to a T." - Matt Larson

Connect with Matt!

Website

Facebook

Instagram

YouTube

TikTok

WANT TO LEARN MORE?

Connect with me through my website, Instagram, and LinkedIn.

Or you can send me an email at [email protected].

Be sure to check out the Louisville Gals Real Estate Blog and my course Probate Investing Simplified.

Learn more about this podcast on iTunes or Stitcher.

If you liked my show, please LEAVE AN HONEST REVIEW, like, and subscribe!

There are a lot of misconceptions about probate investing that hold real estate investors back from adding this very lucrative niche to their existing businesses. Today, I will address those with my "7 Truths About Probate Investing" post.

Let me ask you this: Would you be interested in adding a half dozen (or more) deals to your business in the next twelve months? Is there anyone that would say no?

Listen into this short episode, and let's bust some of those myths that might be holding you back from working with probates.

[00:00 - 09:35] The Secrets of Probate Investing

• Investors often think the probate process is complicated when in reality, it's pretty straightforward
• You don't need to know a lot of legal stuff
• There is a never-ending source of leads that will fuel your business for years to come
• Investors help folks, not take advantage of them
• The goal is to create a win-win situation for everyone involved
• When it comes to the sale of the property in the estate, you need to understand that they have to sell the property
• It won't take too long to become a probate investing expert

[09:36 - 12:23] Become an Expert in a Few Weeks

• Check out the links below
• Final words

Quotes:

"The truth of the matter is it's pretty easy. If you put in a few weeks and you're dedicated to the process, and you understand the mindset around this whole process, you can become an expert in probes in a matter of a few weeks." - Sharon Vornholt

"The goal with probates is no different than the goal for any other deal. You are looking to create a win-win for everyone." - Sharon Vornholt

Resources mentioned:

Probate Investing Simplified Course

Freebie: Probate Investing Starter Kit

How the Silver Tsunami Creates Massive Opportunity for Real Estate Investors

Louisville Gal's Real Estate Blog

WANT TO LEARN MORE?

Connect with me through my website, Instagram, and LinkedIn.

Or you can send me an email at [email protected].

Be sure to check out the Louisville Gals Real Estate Blog and my course Probate Investing Simplified.

Learn more about this podcast on iTunes or Stitcher.

If you liked my show, please LEAVE AN HONEST REVIEW, like, and subscribe!

My guest today is Brandon Bateman. Brandon's company specializes in online motivated seller lead generation for real estate investors through PPC, SEO, and Facebook Ads. Today, we will focus on how ads can generate leads for your real estate investing business and why working with an expert in the real estate investing niche is essential.

[00:00 - 07:04] Opening Segment

• Brandon's career and background
• His approach to marketing is based on a constant framework around innovation and improvement
• He focuses solely on how to make a fantastic product for real estate investors

[07:05 - 18:10] Unlocking the Secrets of Google PPC: How to Get Results with Ads

• Focusing on product and research and development is vital to success
• Track everything from ad clicks, forms, opportunities, contracts, etc.
• PPC is the act of paying for your ad to show up when somebody searches for your target keywords
• Targeting based on intent is highly predictive, more so than situational factors
• Real-time bidding was invented after the internet, where Google has 10,000 data points on each person, which advertisers use to determine the price of inventory
• Landing pages need to be designed properly to turn expensive traffic into leads

[18:11 - 25:46] Understanding Machine Learning and AI in Ad Platforms

• AI has been part of ad platforms for a long time, as it is better with numbers than language models
• Working with an agency that has the right amount of data can help shortcut the learning process
• Statistics can help understand if variance in results is due to random variation or actual performance difference

[25:47 - 32:04] Understanding PPC Targeting and Bidding

• Sample size over time will make performance and results the same thing
• To target in PPC, one needs to think about intent and use keywords and negative keywords
• Bidding affects targeting, so it's vital to buy clicks at the right price
• Automation rules can be set up with keywords to leave out specific people or add certain people

[32:05 - 36:06] What You Need to Know to Double Your Lead Generation

• 15% of searches on Google are unique and have never been searched before
• Working with an agency is recommended for scaling up lead generation
• Focus on return on investment, not just leads
• Data is more important than the person running campaigns

[36:07 - 39:43] Closing Segment

Quotes:

"It's not going to be someone that one day cracked the code on how to swim fast, and they've just been doing it ever since. It's going to be the person that's consistently been putting in the effort." - Brandon Bateman

"It's not actually smart. It's just capable of learning. That is machine learning. And that's a huge breakthrough in technology right now. Machines can make themselves smarter over time." - Brandon Bateman

"There's no such thing as a bad click. There's only a bad bid. Because if you pay the right price for something, then you win." - Brandon Bateman

"It's not about the person running it. It's about the data behind what they're doing." - Brandon Bateman

Connect with Brandon!

Website: www.BatemanCollective.com

Email: [email protected]

WANT TO LEARN MORE?

Connect with me through my website, Instagram, and LinkedIn.

Or you can send me an email at [email protected].

Be sure to check out the Louisville Gals Real Estate Blog and my course Probate Investing Simplified.

Learn more about this podcast on iTunes or Stitcher.

If you liked my show, please LEAVE AN HONEST REVIEW, like, and subscribe!

In today's show, you will discover how to buy and wholesale MLS properties with rent to own. This strategy gives folks who can't qualify for a traditional mortgage today a path to home ownership. This is a true helping hand for some potential homeowners. Listen in as Adam Zach dives into his unique business model for helping these folks.

[00:00 - 07:19] Opening Segment

• Introducing Adam to the show
• His rent-to-own strategy was a pivot idea from fixing and flipping properties, day trading, and starting his own business
• Banks have private mortgage insurance for FHA loans which he couldn't get but he found three companies that offer rent coverage insurance

[07:20 - 12:34] Unlocking Financial Opportunities for Self-Employed Home Buyers

• Insurance can be placed on any single-family home or apartment with a corresponding premium amount
• Renters pay a monthly fee of 3,000 and get 300 back as rent credit towards the purchase price of 320,000
• Real estate agents can use this as a financial tool to help clients who are self-employed or whose deals are about to fall through

[12:35 - 22:51] Buying Homes Virtually and Providing Investors with Cash Flow

• Investing virtually across the United States, with a focus on the Midwest to Southeast
• If a tenant-buyer cannot exercise their option, liquidation or finding another tenant-buyer is suggested
• Investors are taking on the risk of appreciation or shared appreciation

[22:52 - 30:17] A Three-Step Process to Get Creative and Succeed

• List existing homes for rent
• Buy homes contingent upon signed lease
• Find people first

[30:18 - 31:12] Closing Segment

• Connect with Adam through the links below

Quotes:

"If someone wanted to make an offer today on any property, And I had a contingent upon a signed lease, and the numbers worked for me, why wouldn't I close on that home?" - Adam Zach

"You can get a mortgage, you can get a rental, or you can rent to own. You can tell me no, and we would take no offense. Because I know that the last 12 people that we put in a home, no one else on planet earth could have gotten them into that home than our company." - Adam Zach

"The homes we're buying for people, we do not want the home back. This is their home. It's in our best interest and theirs to actually exercise and buy the option." - Adam Zach

Connect with Adam!

Home Equity Partner: https://homeequitypartner.com/investors/

Engineering REI: https://engineeringrei.com/

LinkedIn: https://www.linkedin.com/in/adam-zach-pe-0000303b/

Facebook: https://www.facebook.com/ChessChief

WANT TO LEARN MORE?

Connect with me through my website, Instagram, and LinkedIn.

Or you can send me an email at [email protected].

Be sure to check out the Louisville Gals Real Estate Blog and my course Probate Investing Simplified.

Learn more about this podcast on iTunes or Stitcher.

If you liked my show, please LEAVE AN HONEST REVIEW, like, and subscribe!

Real estate investors often wonder why they should bother with branding for their marketing campaigns. The short answer is that all of your marketing will work better if you have built a strong personal brand that carries your business forward. Your brand builds credibility, authority, and trust with potential clients and customers no matter what business you are in.

Remember that marketing is how you get leads, but branding is why they choose you!

When you couple a strong personal brand around a well-defined marketing campaign that is implemented consistently, you've got the magic formula.

[00:00 - 04:50] How to Market for Real Estate Investing Success

• Everyone has a story about how they became a real estate investor
• Branding is why people choose you, while marketing is how you get leads
• Consistency is vital in marketing
• Generate leads through direct mail, networking, other investors, and your website
• Content creation (video) is gold - showcase what you know about real estate
• Use MLS and other online sites like auction sites

[04:51 - 10:15] Making Your Brand Memorable

• Branding is more than just logos, colors, and fonts; it's how people feel about you
• Present a consistent personal brand in every interaction
• Build a robust online presence with a website, social media profiles, and content
• Tell your unique story in a memorable but short way
• Focus the conversation back on the other person to make yourself memorable

Quotes:

"Marketing is how you get leads, and branding is why they choose you." - Sharon Vornholt

"Branding, at its essence, is how people feel about you. It's this feeling you leave behind after you've interacted with them. Branding is what people say about you after you walk out of the room." - Sharon Vornholt

Need a Website? Click here to get the one I recommend.

Need a CRM? Click here to get the one I recommend.

Book: Get Different: Marketing that Can't Be Ignored by Mike Michalowicz

WANT TO LEARN MORE?

Connect with me through my website, Instagram, and LinkedIn.

Or you can send me an email at [email protected].

Be sure to check out the Louisville Gals Real Estate Blog and my course Probate Investing Simplified.

Learn more about this podcast on iTunes or Stitcher.

If you liked my show, please LEAVE AN HONEST REVIEW, like, and subscribe!

It's a fact that you can grow your real estate investing business faster with partners when you find people who have skills you lack. Instead of trying to master everything, why not focus on what you do well and partner with someone who can fill the gaps?

That's exactly what today's guest, Ace Hagerty, did. Rather than try to do "all the things" and become a "jack of all trades," he found partners that could make his business grow faster than trying to do it alone.

Ace is a structural engineer and a Nashville-based real estate investor. He flipped his first house nine years ago. Since then, he's flipped over 200 houses and inspected thousands of residential and light commercial structures. Ace has a portfolio of long-term and short-term rentals and is currently developing from the ground up!

[00:33 - 07:42] Opening Segment

• Introducing Ace to the show
• He started out working as a laborer to gain exposure to how structures are put together
• Ace's first flip was a short sale deal that he split with his broker, netting them $90,000

[07:43 - 22:09] How to Accomplish Big Goals with the Help of Others

• When applying for loans, banks look more favorably on a history of successful projects
• Making mistakes when the stakes are small can save you from making big mistakes later
• Stick to areas of strength and find people to supplement weaknesses
• Form relationships by looking at how to be of service to people
• The importance of nurturing relationships on a personal level and believing in synchronicity

[22:10 - 34:41] Discovering Your Superpowers: How to Find Your Mission, Identity, and True Purpose in Life

• Chasing money or an idea like financial freedom will not get you there
• Be of service to people before expecting to receive anything, as it will come back tenfold
• Superpowers include the ability to focus; connect with people on a human level; discover who you are, what your mission is, and what your superpowers are

[34:42 - 46:12] How to Overcome Mindset Problems and Reclaim Your Power

• Ask yourself what you want in life, not what others want of you
• Leverage pain and pleasure to rewire your brain
• Use pattern interruptions to break old patterns
• The key to success is the 6 inches of real estate between our ears
• The more disciplined you are, the more freedom you have
• Daily habits and rituals help maintain focus and alignment

[46:13 - 48:40] Closing Segment

• Connect with Ace with the links below
• Final words

Quotes:

"Everything in life is so much more fun to do with other people. But at the same time, if you want to do something great, something way beyond what you could even possibly imagine doing yourself, that's when you need to find partners, people to share this with, go on this journey with." - Ace Hagerty

"If you live someone else's life or how they think you should, it could be your parents, it could be your family, it could be your community, you are going to be unhappy." - Ace Hagerty

"The more disciplined you are in your life, the more freedom you have." - Ace Hagerty

Connect with Ace through Facebook or Instagram, or visit his website at www.SuperheroByDesign.com. Also, check out his podcast, Superhero By Design.

Have Questions?

You can reach out to Ace at this email: Email: [email protected]

.

WANT TO LEARN MORE?

Connect with me through my website, Instagram, and LinkedIn.

Or you can send me an email at [email protected].

Be sure to check out the Louisville Gals Real Estate Blog and my course Probate Investing Simplified.

Learn more about this podcast on iTunes or Stitcher.

If you liked my show, please LEAVE AN HONEST REVIEW, like, and subscribe!

My guest today is Brian Davis from SparkRental. He is a real estate investor, personal finance writer, and founder of SparkRental, with over two decades in the real estate and finance industries.

Brian has written for many publications, including Inman, US News, and BiggerPockets. He loves showing others how they can create their ideal lives through real estate investing and lifestyle design.

You will also learn about SparkRental's free landlord software tool, calculators, interactive maps, and more. There is a wealth of information on their site.

[00:01 - 07:31] Opening Segment

• Introducing Brian to the show

• He realized that if he had enough rental properties, he could potentially not work anymore

• How Brian got introduced to real estate

[07:32 - 14:06] From Buy-Renovate-Rent-Refinance to Investing Abroad

• Brian's first investing strategy was to buy, renovate, rent, refinance, and repeat

• Lower-end properties have hidden costs, such as higher turnover rates and more abuse of the property

• Investing club invests in different states, cities, sponsors, and types of property for diversification

[14:07 - 23:07] Investing with a Professional Commercial Real Estate Investor

• To replace income, one needs to calculate their investable net worth, savings rate, and fire ratio every month

• Financial independence does not mean one has to cover 100% of living expenses with passive income

• A combination of a stable job with good benefits and being self-employed can work well together

[23:08 - 32:19] Overcoming Language Barriers and Building a Global Business

• Living in UAE is bilingual in English and Arabic, making the language barrier a non issue

• SparkRental offers a real estate investment club, property management software, and education

• Earning income from anywhere in the world can be done through remote jobs or online business

[32:20 - 34:32] Closing Segment

• Connect with Brian through the links below

• Final words

Quotes:

"If you have enough rental properties, you could potentially not work anymore. The rental income could cover your living expenses." - Brian Davis

"You don't actually need to be financially independent. You don't have to be able to cover a hundred percent of your living expenses with passive income in order to start living your ideal lifestyle." - Brian Davis

Connect with Brian through Facebook, Twitter, or visit https://sparkrental.com/free. Join his group, Landlords, Real Estate Investors & Property Managers Hub.

WANT TO LEARN MORE?

Connect with me through my website, Instagram, and LinkedIn

Or you can send me an email at [email protected]

Be sure to check out the Louisville Gals Real Estate Blog and my course Probate Investing Simplified.

Learn more about this podcast on iTunes, or Stitcher.

If you liked my show, please LEAVE AN HONEST REVIEW, like, and subscribe!

Real estate investors are often asked to give a presentation and that can be for a number of reasons. You may be asked to speak in person at a REIA meeting or a local meetup, to a group of investors in an online meeting, or even as a guest on a podcast.

However, one of the most important times a real estate investor needs to know how to communicate effectively is when they are meeting with a private money lender. The person you are asking to put their trust in you by loaning you money isn't likely to do that if you can't clearly communicate the opportunity FOR THEM. They have to feel comfortable with you and your capabilities.

If you think about it, you are actually giving a type of presentation every time you talk to a motivated seller. Being able to communicate effectively is one of the most important skills real estate investors need.

My guest today is Brenden Kumarasamy, the founder of MasterTalk. Brenden is an expert on this topic, so be prepared to take some notes on these simple but effective tips to master your next talk. You can reach out to Brenden at the links below to learn more.

[00:01 - 07:25] Opening Segment

• Introducing Brenden to the show

• He coaches ambitious executives and entrepreneurs on how to become the top 1% of communicators in their industry

• Real estate investors need to know how to communicate effectively when meeting with a private money lender

• Posture and confidence are important when presenting to motivated sellers

[07:26 - 15:27] Mastering Presentations for Real Estate Investors

• Practicing the Random Word Exercise and Question Drill can help real estate investors become more proficient in their field

• When giving presentations, it's essential to take a step back and ask yourself what the outcome of the presentation should be

• The intention of the presentation should be tailored to the audience and goal, such as inspiring an audience or raising capital

[15:28 - 32:43] Tips for Taking Your Presentation to the Next Level

• Ask yourself if the speaking engagement is a good use of time

• Invest in the talk to get something out of it

• Use techniques like text campaigns, social media, and freebies to draw people in

• Write down a communication manifesto to be the best speaker at the conference

• Introductions and closings of speeches in real estate are often bad

• Focus on personal stories and your vision for the business when speaking

• Spend time on ending a speech, but keep it shorter if attending an event

[32:44 - 42:33] Closing Segment

• People will remember stories attached to a person's ideas, not the content itself

• Bridge trust with a personal story and build credibility

• Focus on one thing at a time while coaching someone

• When raising capital, focus on selling the property

Quotes:

"My definition of communication is how do we convey an idea in a way that achieves a specific outcome for a specific audience." - Brenden Kumarasamy

"The goal is not to be great. The goal is to be the best speaker at the conference. So who do we need to be that person, and how much more money will we create? And in real estate, it is a lot of money." - Brenden Kumarasamy

"People will rarely remember the information that you share, but they'll always remember the stories attached to that person's idea." - Brenden Kumarasamy

Connect with Brenden through YouTube, LinkedIn, Instagram, or visit his website. http://rockstarcommunicator.com/

WANT TO LEARN MORE?

Connect with me through my website, Instagram, and LinkedIn

Or you can send me an email at [email protected]

Be sure to check out the Louisville Gals Real Estate Blog and my course Probate Investing Simplified.

Learn more about this podcast on iTunes, or Stitcher.

If you liked my show, please LEAVE AN HONEST REVIEW, like, and subscribe!

Do you have a system for following up after the seller says no to your offer? As many as 80% of your deals will likely come from follow-up. You know what they say; "The fortune is in the follow-up". In this show, we will go over some of the ways you can set up follow-up systems. I will also tell you what two of my favorite follow-up ways are that you can use in your own business.

[00:01 - 04:18] Opening Segment

• How to follow up after the seller says no

• Understand the seller's motivation to solve their problem

• Focus on how you can solve the seller's most pressing problem

• Nos are not final and complete nos

[04:19 - 08:42] Follow-Up is Key to Success

• 80% of deals come from consistent follow-up

• Stay top of mind so sellers remember you when they change their mind

• Direct mail should be sent out every month

• If asked, take them off the list to avoid aggravation

[08:43 - 13:23] Following Up After a Rejected Offer

• 80% of Americans don't answer the phone when an unknown caller calls

• 95% of text messages are opened, and a large percentage of those will be responded to within 3 minutes

• After making an offer, follow up daily for a couple of days and then every two to four or five days

• Check-in periodically after a few weeks to see if they have sold the property

[13:24 - 18:46] Closing Segment

• Get different results with these two tips for consistent follow-up on property deals

• Why you should send sellers a personal note or video

Key Quotes:

"The fortune is in the follow-up, my friends.80% of your deals will come from consistent follow-up." - Sharon Vornholt

"Your goal as a real estate investor with marketing, with follow up, and with all the things around making offers in real estate is to have these people remember you." - Sharon Vornholt

"People remember stories, so be memorable. There's just no way that you can go wrong with that." - Sharon Vornholt

Resources Mentioned:

Bonjoro

Probate Investing Simplified Course

Quick Start Marketing Plan Template

Get Different: Marketing That Can't Be Ignored by Mike Michalowicz

WANT TO LEARN MORE?

Connect with me through my website, Instagram, and LinkedIn.

Or you can send me an email at [email protected]

Be sure to check out the Louisville Gals Real Estate Blog and my course Probate Investing Simplified.

Learn more about this podcast on iTunes or Stitcher.

If you liked my show, please LEAVE AN HONEST REVIEW, like, and subscribe!

I have another reader question for you today, and it's a good one, and it has to do with what happens when someone passes away in your rental property.

The exact question was:

When a tenant passes away in your rental property, and they have a month-to-month lease with no one else on the lease, how long do you give the family to clean out the house? He was there for 15 years and had a lot of stuff. She also goes on to say they inherited the tenant when they bought the house. What a great question.

So, let's break this down into bite-sized pieces because there are actually a lot of pieces, and some of them are legal issues to address.

[00:01 - 04:19] Opening Segment

• How to navigate probate laws when a tenant passes away in your rental property

• Notify the authorities and get written documentation of the death

• Work with the executor, personal representative, probate attorney, or court to ensure legal compliance

[04:20 - 08:33] Understanding the Process of Handling a Tenant's Estate After Death

• Secure the property as soon as you know that someone has passed away

• Do not allow anyone into the property until you have paperwork that declares the decision maker

• Lease extends to the expiration date, even if the tenant passes away

[08:34 - 11:09] Closing Segment

• Long-term lease requires payment until expiration by the estate

• Any unused portion must be returned to the executor

Resources Mentioned:

Blog: Louisville Gal's Real Estate Blog

Podcast: Let's Talk Real Estate Investing Podcast

FREEBIE: Probate Investing Starter Kit

Probate Course: Probate Investing Simplified Course

Key Quote:

"As a landlord, your number one priority will always be to regain control of the property as soon as possible." - Sharon Vornholt

WANT TO LEARN MORE?

Connect with me through my website, Instagram, and LinkedIn.

Or you can send me an email at [email protected]

Be sure to check out the Louisville Gals Real Estate Blog and my course Probate Investing Simplified.

Learn more about this podcast on iTunes or Stitcher.

If you liked my show, please LEAVE AN HONEST REVIEW, like, and subscribe!.