Most people look at San Diego and say, “It’s too expensive.”
Brian Koons looked at it and said, “There has to be a smarter way.”
From serving in the military to house hacking, ADUs, and small-scale infill development, Brian didn’t break into real estate with big money or shortcuts. He built it one disciplined decision at a time in one of the toughest markets in the country.
In this episode, Kristi and Raphael sit down with Brian Koons to unpack the unglamorous but powerful reality of local development. The learning curve. The deals that barely pencil. The partnerships that test you. And the slow, intentional approach that keeps you in the game when fast money would wipe you out.
This conversation pulls back the curtain on what it actually takes to develop locally in high-barrier cities like San Diego. It is not about hype or scale at all costs. It is about control, patience, and building something you can stand behind.
If you are an aspiring or active local developer trying to figure out how to move from small wins to real projects without blowing yourself up, this episode is required listening.
What We Cover:
✅ How Brian used house hacking and ADUs as a real entry point into development
✅ The transition from small projects to urban infill in a high-cost market
✅ Why partnerships can make or break a deal and how misalignment shows up fast
✅ The real risks of development that no one puts on Instagram
✅ Why some deals technically work but still lose money
✅ The importance of slowing down to protect your downside
✅ What it actually means to take ownership as the developer
✅ Why no one will care about your project as much as you do
✅ Teaching and mentoring local developers without selling false promises
Bold Truth:
Local development is not about moving fast. It is about making disciplined decisions, owning your mistakes, and building projects that still make sense when the market stops being friendly.
🎧 Listen now to hear how Brian approached development locally, navigated high costs and real risk, and built discipline before chasing bigger projects.
Connect with Brian:
🌐 Website: https://linktr.ee/thebuilderbrian?utm_source=linktree_profile_share<sid=661ec2ca-999a-4662-a688-062df6e4c772
📲 Instagram: https://www.instagram.com/thebuilderbrian/
💼 LinkedIn: https://www.linkedin.com/in/briankoons/
Listen + Subscribe:
Watch full episodes on YouTube or listen on Spotify & Apple Podcasts.
Want more from Kristi?
Hear how she’s helping locals become developers in their own communities without the gatekeeping.
🎧 Local Real Estate Developer Podcast Playlist →
👉 Ready to become a local developer in your town? Apply for the Mentorship:
https://www.localrealestatedeveloper.com/dev-mentorship
🎧 Access all platforms, the Developer Vault, and more:
https://linktr.ee/localrealestatedeveloper
🎬 Chapters
00:00 Introduction to Real Estate Development
02:44 Brian Koons' Journey into Real Estate
05:52 The Importance of Learning Through Experience
08:41 Overcoming Initial Hurdles in Real Estate
11:27 Navigating the First Projects
14:34 The Role of Team Dynamics in Development
17:16 Challenges in Development Projects
20:09 Lessons Learned from Early Projects
26:15 The Cost of Poor Planning
27:32 The Importance of Team Coordination
29:42 Setting Projects Up for Success
32:52 The Role of Accountability in Development
33:41 Maintaining Motivation in Development
37:34 Advice for New Developers
42:14 Community-Driven Development
47:17 Future Projects and Goals
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