Let's Talk Real Estate Investing with Sharon Vornholt

95% of all real estate investors fail. So, what is it that determines whether you succeed or fail in this business?

Marketing will likely determine the success or failure of your REI business so I'm excited to dive into this topic today. My guest today is Rufus Thibodeaux. Rufus is known as "The REI Marketing Guy". He is a real estate investing marketing expert with 29 years of experience, and he has generated over $350 million in sales for himself and his clients.

Rufus is on a mission to lower the failure rate of real estate investors which is a staggering 95%, and that's what we are going to talk about today. Why do 95% of all real estate investors fail?

Key Highlights:

[00:01 - 06:53] Opening Segment

• Rufus's background in real estate investing as a marketing expert

An overview of why 95% of all real estate investors fail

• The importance of words and copywriting
• Rufus's insights about cold calling and how it positions you as an annoying pest

[06:54 - 13:35] Stand Out From the Crowd

• How cold calling and door knocking are effective, but a painful process
• Take the time to understand what makes you unique

• Different is better than better when it comes to marketing

• Building your brand and uniqueness is key to success

[13:36 - 20:22] Differentiate Yourself with Effective Marketing Strategies

• Positioning and brand can make a product or service appealing to most people

• Direct response marketing can help become a "big fish in a small pond"

• Marketing and selling should be connected to maximize effectiveness
• Why problem/solution method should be used when offering services

[20:23 - 26:43] Become an Expert in Real Estate Investing

• Do research to figure out where your people hang out
• Networking is an underrated form of marketing
• Content marketing is crucial to get known as an expert

• Lead generation websites are important

[26:44 - 32:12] Closing Segment

• Mastermind groups with noncompetitors is valuable

• Competing on price is not the way to go

Want to connect with Rufus? Follow him on Facebook and YouTube. Make sure to visit The REI Marketing Guy!

Links and Resources Mentioned in This Show:

Sharon on Rufus Thibodeaux's Show

Influence by Robert Cialdini

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

Fascinate, Revised, and Updated by Sally Hogshead

Key Quotes:

"If you can use the right words and understand how people buy and why they buy, you can attract them instead of chasing after them." - Rufus Thibodeaux

"The marketing generates the leads but the sales close it." - Rufus Thibodeaux

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 part 2 of this series, "the real estate investor's guide to marketing and branding" the focus is on branding. So, why you should care about your brand?

You should care because your brand shows your potential customers who you are. It speaks to your values. Your brand gives you credibility, it builds authority, and it helps make people want to do business with you. When done properly, your brand will also make all your marketing work better.

Freebie…

Stop by the blog to get your FREE Marketing Plan Template and your FREE Brand Assessment that you can implement in your own business. You can find that at the Louisville Gal's Real Estate Blog

Key Highlights:

[00:01 - 04:37] Opening Segment

• Why branding is what people say about you and how they feel about you

• Make sure to present yourself in a way that is in alignment with your brand

• How branding starts with your website, online, and social media presence

• Ensure your online presence reflects the way you want people to think of you

[04:38 - 08:44] Building Your Brand

•How content creation can help you stand out in the real estate market

• Video is the fastest way to get known in your market

• Why people will do a deep dive into your social media platforms

• Content creation can help organically build a brand

[08:45 - 16:00] Closing Segment

• How to create a rock-solid brand in 12 months

• Take baby steps and get out of your comfort zone

Resources Mentioned:

Louisville Gal's Real Estate Blog for Freebies

Invelo CRM: Both free and paid versions are available

Carrot Websites

Who Not How by Dan Sullivan

Vista Print

Fiverr or 99 Designs

Key Quotes:

"Every time you show up, you show up in a certain way and you should be showing up in a certain way that's in alignment with your brand." - 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!

Today is part 1 of a two-part episode of the real estate investors guide to marketing and branding. Understanding how each one of these things functions individually and together like a "couple" is vital to the success of your real estate investing business.

Marketing is how you get leads, but branding is why they choose YOU.

Key Highlights:

[00:01 - 04:25] Opening Segment

• How everything that you do is marketing

• Branding is the way people feel about you and your presence at every touchpoint

• Be aware of building your own credibility and authority

[04:26 - 08:52] Build Your Brand and Become Known

• Different ways to get leads

• Direct mail, lead generation, networking, and follow up

• People now look for credible evidence of a real business and trustworthy person online

[08:53 - 13:21] Unlock the Gold of Off-Market Deals

• Why you should take advantage of probates and networking for lead generation

• How probates are the gold of off-market deals

• A lead generation website is needed for credibility and authority

[13:22 - 19:16] Closing Segment

• Don't always be in the ask position, have something to give
• Marketing doesn't have to be confusing or complicated, but you do need a plan

Be sure to stop by the "Louisville Gal's Real Estate Blog" where you can get a FREE Marketing Plan Template.

Resources Mentioned:

Louisville Gal's Real Estate Blog for Freebies

Invelo CRM: Both free and paid versions are available.

Carrot Websites

Who Not How by Dan Sullivan

Vista Print

Fiverr or 99 Designs

Key Quotes:

"Your brand creates trust, it creates loyalty, it builds authority and you build a whole presence around your marketing." - Sharon Vornholt

"It's not so much about who you know as about who knows you." - 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!

You might be wondering, "Do real estate investors need good sales skills" to succeed in this business? Personally, I believe that a good sales foundation helps most investors when it comes to negotiation. I also believe it's not a skill most of us aren't naturally good at.

Let's face it; we are always negotiating with someone. Negotiation doesn't only happen when we are making offers. We negotiate with contractors, tenants, and/or property managers, and for other goods and services. I believe that sales skills are actually people skills. They involve the ability to hear and be heard. It would stand to reason that it's a good idea for real estate investors to have sales skills.

My guest today is Matt Cavanaugh, and he is going to dive into sales skills, understanding human psychology around sales, and how this helps him run a large-scale wholesaling business.

Matt is a visionary, strategist, a real estate investor, and he is the co-host of the Freedom Chaser's Podcast. He has a passion for helping people achieve freedom and live the lives they were meant to live. Matt is licensed and active as a retail realtor in 10 states selling hundreds of units per year. He is a partner in a large-scale wholesale operation currently operational in 10 markets.

Want my FREE "Probate Investor Starter Kit"?

You can get it BY CLICKING HERE.

Key Highlights:

[00:01 - 07:17] Opening Segment

• How Matt ended up in the real estate industry
• How to become a good salesman without having to convince anyone
• People have to pressure people in sales because they don't know how to sell

[07:18 - 14:39] How to Be a Better Salesperson

• Stop trying to describe what your product is and start describing what it does for your client
• When selling, you should focus on understanding what your client values and how they speak
• Confidence is key in any sales situation

You need to communicate a message that this product is worth it

[14:40 - 21:43] Recognizing the Magic Moment in Sales

• Salespeople should focus on building relationships before selling

Creating a level of comfort so the prospect is willing to be as transparent as possible

• Why salespeople should focus more on understanding human behavior

Giving customers what they want

[21:44 - 28:45] Use Psychology to Grow Your Real Estate Business

• You want to know what the buyers want and how they want to get it
• Why partnerships are better than employees

You should pick your partners carefully to protect both of you

[28:46 - 36:09] Closing Segment

• How partnerships can be beneficial for both parties
• It's important to do a deep dive into what you're passionate about

Want to connect with Matt? Follow him on Facebook, and make sure to check out The Freedom Chasers Podcast!

You can also find Matt's other social media links at his Link Tree.

Key Quotes:

"Anybody who doesn't feel naturally gifted, don't let that stop you because sales is definitely a skill worth learning." - Matt Cavanaugh

"It's not just about closing the deal, it's about making people feel comfortable. And once they're comfortable, they'll tell you what's important to them." - Matt Cavanaugh

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!

A staggering 95% of all real estate investors that go into this business will ultimately fail. So, what do the 5% that succeed know or do that the others don't? I think it boils down to 5 things. Get these things right and you are well on the path to success. Listen in as I do a recap of these 5 success tips.

And here's a bonus tip.

If you really want to stand out in this business or any other business, you need to be different. I always say that "different is better than better". One of the ways you can stand out is by becoming the "go-to" expert in a particular niche and as you know, my niche is probate investing.

There is no other lead source other than probates where you have an endless stream of leads month after month, year after year. This niche puts money in your bank account.

These are some of the most profitable deals you will ever do. Another thing that is so great about working probates is that there is so much less competition when you work off-market deals.

Check it out for yourself, and make the decision today to invest in yourself. Check out my course, "Probate Investing Simplified" and discover how you can create a never-ending stream of motivated seller leads yourself and change the course of your business in 2023.

Key Highlights:

[00:01 - 04:33]Opening Segment

• An overview of the main reasons 95% of real estate investors fail
• What happens when investors treat real estate investing as a hobby
• You must understand why marketing is the key to success
• The importance of follow-up systems for leads

[04:34 - 09:32] Reasons Real Estate Investors Fail in This Business

• Investors don't have their money lined up
• How mentors can help you make your business successful

Key Quotes:

"Consistent marketing is the key to success." - Sharon Vornholt

"Treat real estate investing as a business not as a hobby." - 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!

What happens when you realize one day that you have no joy around your business? The very thing that used to make you so happy, has lost its spark? Maybe, you are feeling like a ship that's completely off course. I have talked to a lot of entrepreneurs that have found themselves in exact situations in the past 18 months. And the funny thing is, not only are they unsure of how they got there, but they also have no idea how to "course correct". The question is, what do you do? How do you fix this problem? That's what we are tackling in this week's episode. Reinvention: finding joy in your business again.

Key Highlights:

[00:01 - 06:20] Opening Segment

• How losing passion for one's business can lead to struggles in both personal and professional life

• Melissa discusses her journey from a corporate background to becoming a successful business coach

• The importance of talking openly about business struggles and finding solutions together

[06:21 - 12:30] How to Quit Your Job and Start Over

• How Melissa realized house flipping wasn't what she enjoyed

• Why people can't make a transition or reinvent themselves

• When you change your environment, your mindset also changes

[12:31 - 18:40] Fixing Your Business if You're Unhappy

• People need to be self-aware to identify and fix problems in their business

• Why it is important to ask a lot of questions about a business's leadership, culture, and sales

• When business owners should take a break and reassess their situation

[18:41 - 27:09] Closing Segment

• When figuring out what's next, consider things that you enjoy and turn those into a fulfilling career

• Give yourself grace and permission to walk away from something that doesn't give you joy

Want to connect with Melissa? Head to her website, and tackle the challenges you face as a business owner!

Key Quotes:

"If you want to change your life, you need to change your space." - Melissa Johnson

"Give yourself some grace and permission. It's okay to walk away from something that doesn't give you joy anymore." - Melissa Johnson

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 often said that "Success leaves clues", and today we're going to lay out some success tips for real estate investors that you can implement in your business no matter what your investment strategy is.

Successful businesses are built on a strong foundation, and today my guest Charles Carillo will tell you what he believes are some of those key components for any business. Let's dive in!

Charles Carillo is the managing partner of Harborside Partners; a real estate syndication firm and has been actively investing in multifamily and commercial real estate since 2006. Since that time, he has invested in over $150 million worth of investment real estate. Charles is also the host of the Global Investors Podcast, where he interviews professionals about investing in US real estate.

Key Highlights:

[00:01 - 07:03] Opening Segment

• How to build a successful real estate investing business

• Charles's experience as managing partner of Harborside Partners

• They have invested in over 150 million worth of investment property

[07:04 - 13:20] How to Passive Invest in Real Estate: Tips from a Property Manager

• The biggest mistakes real estate investors make

• Not self-managing and not buying better properties

• What you need to be successful in real estate

• Buy better properties, start self-managing early on, and partner with others

[13:21 - 19:59] Build a Real Estate Investment Business with a Team

• How you can save money by using contractors

• It's important to have a strategic location for your properties

• Having a team in place to manage them is essential

[20:00 - 26:22] Turn Over Your Property Management Business

• Why Charles recommends having a property management team

• How to turn over your multifamily property management to a team you can trust

• How property management can be a very time-consuming and expensive process

[26:23 - 36:52] Non-negotiables for Property Management

• Having long-term relationships with property managers is key

Ensuring smooth operations and avoiding headaches down the road

• Develop a list of things that are simply not up for negotiation when purchasing a property

Get their FREE "Passive Investing Guide", and learn more about their Investor Club here at Harborside Partners.

Want to go straight to the podcast? You can do that here at the Global Investor's Podcast.

Key Quotes:

"You get a whole nother education level when you've done it, even on a very small level." - Charles Carillo

"The longer you hold properties, the less risky they are." - Charles Carillo

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'm sure you've heard that entrepreneurs often have "shiny object syndrome". What that means is we tend to jump from one thing to another often without actually finishing anything.

My guest today is Pili Yarusi of Yarusi Holdings. Pili is a wife and a busy mom of three, so she is as time-crunched as anyone can be. However, Pili has really mastered the art of focus and time management. She is going to tell you how she gets so much done each day by following a basic structure for her day, how she implements strict time blocking as a way to stay on track, and the non-negotiable "one thing" time she puts in her calendar. It's safe to say that Pili accomplishes more in the 5 hours she spends at her office each day than most people do in 8 hours.

If you find yourself thinking you need more hours in the day, I want to challenge you to listen in and learn some strategies that will help you to get more done in less time.

Key Highlights:

[00:01 - 08:27] Opening Segment

• How to lead with Aloha and narrow your focus to building greater success

• How Pili ended up building Yarusi Holdings LLC

• A multi-family investment firm that has an active real estate portfolio of over 180 million investment properties

[08:28 - 16:42] Communicate and Find Common Ground Succeed

• Why communication is a key element in business and life

• Why Pili & Jason decided to go with education on multifamily before jumping into it

• How Pili's morning routine helps her focus and get ready for the day

[16:43 - 24:41] How to Stay Focused When Working From Home

• Covid allows parents to stay connected with their children during the school day, while still having time for themselves.

• Having a focus in the morning helps to keep the rest of the day running smoothly

• Time blocking allows for uninterrupted focus throughout the day

[24:42 - 32:33] Be More Productive by Time Blocking

• How time blocking can help you to be more creative and have more spontaneity

• Having an organized calendar and workspace makes it easier to focus and be productive

• Why you should have someone to help with tasks that are not easy for one person to complete

[32:34 - 38:53] Closing Segment

• Stop thinking you can do things better than everybody

• You don't have to have employees to start focusing on organizing your business

Want to connect with Pili? Follow her on Instagram. Head to Yarusi Holdings, a multifamily investment firm that repositions underperforming properties through operational efficiencies, rebranding, and value-add renovations!

Key Quotes:

"A time-blocked calendar doesn't only help you, it helps the rest of your business." - Pili Yarusi

"Your focus as a leader helps your entire business as a whole." - Pili Yarusi

"Having amazing focus and amazing organizational skills actually allows you to be more creative and malleable." - Pili Yarusi

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!

Interest rates are soaring today across the country. Smart investors are using master lease options to acquire property now more than ever before. So, what exactly is a master lease option, and how can I use this investing strategy to acquire property?

Master lease options allow you to control commercial property like apartment buildings, storage facilities, etc., and then buy them at a specified time in the future. You can generally do this with no money down.

Bill Walston is one of the most sought-after business and tax strategists in the real estate investing community. He has been an active real estate investor for nearly four decades as well as an author, mentor, and coach. His passion is teaching and creating strategies that help real estate investors do more deals, make more money, and live a tax-deductible lifestyle.

Key Highlights:

[00:01 - 07:52] Opening Segment

• An overview of the benefits of using master lease options

• Bill's background and work

• A business and tax strategist in the real estate investing community
• His passion to help investors do more deals and make more money

[07:53 - 15:23] How to Buy a Property with a Motivated Seller

• How sellers have different motivations for selling

• Find out their motivation for selling and what the net operating income is

• A typical master lease option term is five years, and the option can be exercised at any time during that period

[15:24 - 22:49] How to Analyze a Property for a Master Release Option Projection

• The key points for analyzing a property to do a projection are getting the numbers from the seller

• Understanding their financials, and projecting rents

• The average expenses for a property are usually 35-45% of the income

[22:50 - 32:31] Closing Segment

• Why banks are not typically willing to finance multifamily deals

• How to use master lease options and creative finance when interest rates soar

• The importance of determining your investing criteria

Want to connect with Bill? Follow him on Facebook, or email him at [email protected]. Be sure to grab Bill's freebie, "The MLO Process".

Resources Mentioned:

Here are some sources for finding multi-family properties:

· http://loopnet.com

· http://listsource.com

· http://cimls.com

· http://cityfeet.com

Key Quotes:

"The first thing you have to do, regardless of whatever type of investing you're going to do, is to determine your investing criteria." - Bill Walston

"With the master lease option method, you can take over property control, and the cash flow, and increase the value of that property without having to own the property itself." - Bill Walston

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!

With just over two months left in the year, today I want to talk about how to finish the year strong. When you are focused and you have a plan, two months is actually quite a bit of time if you are focused on things that will actually move your business forward.

I also want to talk about something we don't often think about and that is decluttering. Specifically decluttering both your mind and your physical space.

Here are 6 things you need to take a look at:

1. Your marketing
2. Your existing branding
3. Your CRM and follow-up systems for your leads
4. Your website
5. Systems and processes
6. Outsourcing

If you take this time to review these 6 things now, you will be able to walk into January 1 feeling like your business is in order and you are ready to hit the ground running.

Key Highlights:

[00:01 - 06:16] Opening Segment

• Let's dig into 6 things to do in the new year to finish strong

• Make sure to take a look at what is working and not working

• Why marketing is one of the most important areas to focus on in the new year

• Your marketing should be effective and aligned with your business goals

[06:17 - 12:58] How to Finish the Year Strong

• How probates are an evergreen niche and will always need your help

• There are many ways to learn about probates

• Why having a website for your business is one of the most important marketing tools you have

• Ensure all your website pages are up to date and that any images are of high quality

[12:59 - 19:35] Improve Your Business When it Comes to Marketing and Branding

• It's key to have a professional About Us page that includes a video

• Explain how you can help the viewer's problem, and make sure all links on your website work

• You should focus on creating a memorable customer experience

• Having your systems up to date is crucial

• Determine what systems and processes need improvement

[19:36 - 22:25] Closing Segment

• How to outsource tasks to set You free

Resources Mentioned:

Invelo CRM: Just Click Here

Carrot Websites: Just Click Here

Last week's show:6 Things to Set Yourself Up for Success Next Year

Key Quotes:

"Take a look at what makes you miserable what you don't do well and what you constantly put off. And those are probably the things that you need to outsource." - Sharon Vornholt

"Your brand is what people say about you after you walk out of the room." - 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!