Pickup The Phone

Brian Buhr built and sold businesses in medical-device sales before turning his attention to real estate and private lending. He joins Josue Llanas to discuss the difference between a successful exit and getting your time back, then shares the details he wants to understand before considering a loan.

Brian talks through borrower liquidity, a costly property-survey problem and the bank payoff he made to recover control of collateral assignments. The conversation closes with protecting your time, mortgage and insurance operations, and practical uses for AI in borrower communication and loan-document collection.

Listen for the questions behind Brian’s underwriting approach: Who is the borrower? Do they have cash to work through a problem? Is the paperwork accurate? Who has control when something goes wrong?

Guest: Brian Buhr

Host: Josue Llanas

Watch the full episode: https://youtu.be/ndOMk_Z27Dw

CHAPTERS

00:00 Brian Buhr cinematic introduction

01:30 Meet Brian Buhr

02:54 Building businesses in medical-device sales

04:42 Selling for time and navigating an exit

08:19 The first million and life after a sale

12:14 Moving into real estate and private lending

21:04 Borrower liquidity before the property

23:24 A Texas City renovation under pressure

25:44 Reporting and what investors need to see

30:59 Collateral assignments and a bank payoff

33:30 The house and pool survey problem

38:19 Trust and document verification

39:04 Protecting time and choosing deals

46:14 Staying in your lane

49:14 Capital matching and partial notes

56:34 Insurance and mortgage operations

59:14 AI for letters and repetitive loan documents

1:08:16 Connecting with Brian and closing thoughts

Follow Pick Up The Phone Podcast for more conversations with business owners and real estate operators.

MUSIC

“Emergent” by Scott Buckley, released under CC BY 4.0.

https://www.scottbuckley.com.au/library/emergent/

https://creativecommons.org/licenses/by/4.0/

Excerpted, equalized, faded, ducked under dialogue and synchronized to video.

#PrivateLending #RealEstateInvesting #PickUpThePhonePodcast

6,300+ apartment units owned and operated. 21 successful exits. Nearly three decades in Houston multifamily. Trey Stone is still buying in a market that has sidelined many syndicators. What has kept him in the game?

In this episode of Pick Up The Phone Podcast, Josue Llanas sits down with the CEO of Track Record Assets to talk about the deals he passed on, the market cycles he survived, and the numbers he needs to see before he buys. Trey shares his account of going from roughly $10 million in net worth to negative $50 million during the 2008 financial crisis and explains how that experience reshaped his approach to risk.

They discuss a 560-unit Houston apartment turnaround, debt and downside underwriting, the operational work that grows NOI, why Trey believes today's distressed multifamily market presents an opening, and how an aspiring investor can earn trust before asking for a fee.

The key question: when others are still chasing a deal, what tells an experienced operator to walk away?

Follow Trey: @thetreystone

Track Record Assets: https://www.trackrecordassets.com/

Subscribe to Pick Up The Phone Podcast for more honest conversations with real estate operators.

#TreyStone #MultifamilyInvesting #RealEstateInvesting

Track Record Assets reports the 6,300+ units and 21 exits as career figures; they do not represent units Trey currently owns. This conversation reflects his experiences and opinions and is not a verified performance claim or individualized investment advice.

What does it actually take to build a real estate operation capable of doing 130–150 deals a year?

In this episode of Pick Up The Phone Podcast, Josue Llanos sits down with real estate investor and operator Andrew Jobe to unpack the systems, numbers, leadership principles, and investment discipline behind a high-volume real estate business.

Andrew shares how he and his business partner went from working corporate jobs and knocking 100 doors every weekend to building a team and expanding through cold calling, texting, Facebook ads, and eventually TV advertising.

But the real conversation is about what happens behind the deals.

Andrew explains why revenue and contracts are lagging indicators—and why operators should pay closer attention to the daily activities that create those outcomes. Calls, conversations, appointments, offers, and follow-up activity can tell you where the business is headed before the final numbers ever show up.

He also breaks down his investment criteria, including a 70–75% all-in LTV target and approximately $300 per month in target cash flow for portfolio properties, as well as how his team decides whether to wholesale, flip, hold, or create an owner-finance note.

The conversation goes deeper into leadership as Andrew explains the mindset shift that changed the way he manages people: his team doesn't simply work for him—he works for them.

Josue and Andrew also discuss RACI charts, SOPs, success statements, leading versus lagging indicators, AI and automation, and Andrew's long-term goal of building a balance sheet capable of eventually replacing active transactional income.

• Going from corporate America to real estate entrepreneurship

• Knocking 100 doors every weekend to find their first deals

• Building a business capable of 130–150 deals per year

• Why revenue and contracts are lagging indicators

• The daily activities that actually predict business performance

• Why small misses in activity compound into major performance gaps

• Andrew's 70–75% LTV investment rule

• His $300/month target cash flow for portfolio assets

• Wholesaling vs. flipping vs. rentals vs. owner-finance notes

• Building systems with RACI charts and SOPs

• Creating “success statements” for team members

• Why Andrew believes he works for his employees

• Using AI to eliminate low-value administrative work

• Turning active income into long-term balance-sheet wealth

“Once you think you've figured it out, start over.”

Build the process. Improve it. Measure it. But never become so comfortable that you stop questioning how it could be better.

If you're serious about moving beyond simply doing deals and want to understand how a real estate business is actually operated at scale, this conversation is packed with lessons you can apply.

🎙️ Pick Up The Phone Podcast

Hosted by Josue Llanos

#RealEstateInvesting #RealEstateBusiness #RealEstateInvestor #Entrepreneurship #RealEstateSystems #Leadership #WealthBuilding #OwnerFinancing

What happens when the bank tells you that you don't qualify for a mortgage?

According to mortgage loan originator Josue Reyes, that doesn't necessarily mean your path to homeownership is over.

In this episode of the Pick Up the Phone Podcast, Josue breaks down alternative mortgage options for buyers who may struggle to qualify through traditional lending—including self-employed individuals, 1099 workers, cash earners, and borrowers whose tax returns may not reflect their true financial picture.

One of the biggest topics in this conversation is the Earned Equity program, an alternative path that can allow qualified buyers to purchase a home with as little as 3.5% down and a 580+ credit score. Josue explains how the program works, how income can potentially be verified differently, and why buyers can still earn equity, refinance, and sell.

But Josue's expertise comes from more than understanding loan products.

After immigrating from El Salvador to Los Angeles at seven years old, Josue bought his first home at just 22. His own struggle to get approved for that first mortgage ultimately introduced him to an industry that would become his career.

He went from working in a mortgage call center and cold calling his own prospects to investing in real estate, relocating his family from California to Texas, launching his own mortgage branch, and eventually building a business producing approximately 100 loans per year and $3 million per month.

• Why being denied for a traditional mortgage doesn't necessarily mean you can't buy a home
• How the 3.5% down Earned Equity program works
• Why self-employed and 1099 borrowers often struggle with traditional mortgage qualification
• How bank statements and profit & loss statements may be used to document income
• Why a 580+ credit score can still provide options with certain programs
• The differences between traditional mortgages, Non-QM products, and Earned Equity
• How buyers using Earned Equity can build equity, refinance, and sell
• How Josue went from struggling to qualify for his own first home to becoming a mortgage professional
• Why he moved from California to Texas and began investing in the Texas market
• How persistence and tenacity helped him build a high-producing mortgage business
• Why Josue approaches mortgage lending as a consultant and educator rather than simply selling a loan

The Pick Up the Phone Podcast features conversations with entrepreneurs, investors, sales professionals, and business leaders about the experiences, strategies, failures, and lessons that helped shape their success.

If you enjoyed this episode, follow the show and share it with someone who may need to hear that being told "you don't qualify" doesn't always mean "no."

What does it take to build a business that lasts through multiple real estate cycles?

In this episode of Pick Up The Phone Podcast, Josue Llanas sits down with David Williams, Founder of Red Door Funding, to discuss the journey from electrician to building one of Houston's most respected hard money lending companies. With nearly 20 years in business, almost 5,000 loans funded, and over $900 million in loan volume, David shares the principles that helped him build a resilient company while many others struggled through changing markets.

David explains why Red Door Funding intentionally stayed lean, how the company navigated the dramatic market changes beginning in 2022, why liquidity matters more than rapid growth, and what today's real estate investors should be thinking about as interest rates and market conditions continue to evolve.

Whether you're an investor, entrepreneur, lender, or business owner, this conversation offers practical lessons on sustainable growth, risk management, and long-term success.

• How David Williams transitioned from electrician to hard money lender
• The story behind building Red Door Funding
• Why "one brick at a time" became the company's growth philosophy
• The importance of maintaining liquidity in any business
• Lessons from funding nearly 5,000 real estate deals
• How to recognize market shifts before they become major problems
• The impact of rising interest rates on investors and lenders
• Why conservative decision-making often wins over aggressive scaling
• The value of building a lean, efficient business
• David's outlook on the future of real estate investing and AI in business

David Williams is the Founder of Red Door Funding, a Houston-based hard money lending company serving real estate investors throughout Texas. Since launching the company in 2007, David has funded nearly 5,000 loans totaling more than $900 million in loan volume. His experience spans multiple real estate cycles, making him one of the most respected voices in private lending and investor financing.

Alex Ottewell built a real estate business that completed more than 1,000 transactions and made him a millionaire by the age of 24. Most entrepreneurs would have stayed the course—but Alex chose a different path.

In this episode of the Pick Up The Phone Podcast, Alex shares why he walked away from a thriving real estate career to build an oil & gas investment company from the ground up. He breaks down the lessons he learned from thousands of deals, the mistakes that shaped his journey, and how he immersed himself in an entirely new industry by hiring a reservoir engineer to teach him everything from scratch.

The conversation goes far beyond entrepreneurship. Alex explains how professional investors evaluate producing oil wells, why cash-flowing assets outperform speculation, the role of PDP (Proved Developed Producing) assets, commodity price risk, hedging strategies, tax advantages, and the mindset required to build long-term wealth across multiple industries.

Whether you're a real estate investor, entrepreneur, or simply interested in how sophisticated investors think, this episode is packed with practical insights and real-world experience.

• Alex's journey from England to becoming a millionaire through real estate
• Building a business with more than 1,000 real estate transactions
• Why he chose to leave real estate and start over in oil & gas
• How he learned an entirely new industry in just a few months
• The importance of understanding business fundamentals over specific industries
• How professional oil & gas investors evaluate opportunities
• What PDP (Proved Developed Producing) assets actually are
• Why producing assets can generate predictable monthly cash flow
• Hedging strategies and managing commodity price risk
• Infill drilling and reducing operational risk
• Tax advantages available in oil & gas investing
• Lessons on humility, execution, and long-term wealth creation

What if the biggest opportunity in real estate isn't finding more leads—but building better relationships?

In this episode of the Pick Up The Phone Podcast, host Josue Llanas sits down with Ben Deal to discuss why so many real estate agents overlook one of the most profitable segments of the industry. Ben shares how working with real estate investors can create a predictable stream of repeat business, why most agents are focused on the wrong opportunities, and how a small network of strong investor relationships can outperform hundreds of one-time transactions.

Whether you're a new agent, an experienced Realtor®, an investor, or an entrepreneur looking to grow your business, this conversation is packed with practical strategies, mindset shifts, and actionable advice that you can apply immediately.

• Why most real estate agents are ignoring a significant source of income
• The difference between working with homeowners and investor clients
• How investor relationships create repeat business
• Why consistency beats chasing one-off deals
• The mindset required to build a sustainable real estate business
• Networking strategies that actually generate long-term opportunities
• Common mistakes agents make when trying to grow their business
• Why you don't need hundreds of clients to build a successful career

• Repeat clients are often more valuable than constantly acquiring new ones.
• Building relationships with investors creates consistent opportunities.
• Long-term business growth comes from systems, consistency, and trust.
• A small number of strong relationships can outperform a large network of casual contacts.
• Success in real estate is built through discipline, persistence, and providing value over time.

ob Wiseman joins Josue Llanas on the Pick Up The Phone Podcast to share how surviving the 2008 housing crash transformed the way he approached real estate and business. What began as a career in home building evolved into a vertically integrated operation that includes lending and title services, allowing him to create more value from every transaction.

In this conversation, Rob discusses identifying opportunities during market downturns, the importance of adapting to changing conditions, building businesses that support long-term growth, and why successful operators think beyond the next deal. Whether you're a real estate investor, entrepreneur, agent, or business owner, this episode offers practical insights on scaling a business and building lasting success.

• How Rob survived and adapted after the 2008 housing crash
• Why becoming a short sale expert changed his career
• The benefits of building a vertically integrated real estate business
• Why he started his own lending and title companies
• The operator mindset versus simply buying more properties
• How education and relationships create long-term business opportunities
• Lessons on resilience, leadership, and sustainable growth

Can artificial intelligence actually replace your front desk, run your legal compliance, and fuel your real estate agents for less than the cost of a cup of coffee? ☕🤖

In this episode of the Pick Up the Phone Podcast, host Josue Llanas sits down with vertical entrepreneur and broker Alan Hernandez of White Picket Realty. Alan pulls back the curtain on how he is pioneering a fully AI-operated real estate brokerage in Houston, Texas—drastically cutting operational overhead and scaling human potential through smart tech.

Whether you are a real estate agent trying to unlock true scale or an entrepreneur looking to implement LLMs into your business infrastructure, this episode is packed with hard-hitting insider strategies you can't afford to miss!

• The $50 Front Desk: How White Picket Realty completely replaced traditional front desk operations using AI automation.
• Slashed Compliance Costs: Moving legal file reviews from $70 per file to under $5 using custom AI workflows.
• The AI Tech Race: A deep dive into token costs, Anthropic vs. OpenAI, and utilizing powerful Chinese LLMs like Kimi and Qwen.
• Failing Forward: Alan shares his raw origin story—from a high school burger shop to managing 86 agents with zero systems, and how hitting that bottleneck forced him to innovate.

• 00:09 - Welcome to the Pick Up the Phone Podcast
• 00:16 - Introducing Alan Hernandez: Broker, Vertical Entrepreneur, & Creator of a Full AI Brokerage
• 04:26 - How White Picket Realty replaced front desk operations with AI for $50/month
• 05:54 - Cutting legal compliance costs from $70 per file to less than $5 using AI
• 10:14 - Power-packing real estate agents with custom AI CRM systems
• 14:40 - The AI race: Navigating token costs, Anthropic vs. OpenAI, and Chinese LLMs (Kimi & Qwen)
• 19:15 - The untapped market: Why older demographics are being left behind by AI resources
• 22:55 - Alan's origin story: From Guadalajara to Florida State University
• 24:58 - The high school burger shop lesson that birthed Alan's entrepreneurial drive
• 28:30 - The birth of White Picket Realty and hitting a massive learning curve
• 33:41 - Facing failure: Being the bottleneck with 86 agents and zero systems
• 41:54 - Building consistency: How White Picket structures training & 10x leadership
• 46:41 - "I charge accordingly" – Why cutting rates never brings the best results
• 47:55 - White Picket's aggressive growth strategy: How they guarantee agent success or money back

Join Josue Llanas on the Pick Up The Phone Podcast as he sits down with Dan Axelrod, an economist turned real estate developer, to discuss his unique strategy for building wealth: increasing property density.

In this episode, you'll discover:

• Dan's Journey: From studying economics in Vegas to building single and multi-family units in Houston.
• The Economist's Edge: Why looking at real estate through the lens of human decision-making gives you a distinct advantage.
• The Math of Density: The exact blueprint for boosting property value simply by adding rooms and units.
• The Corporate Leap: Insider tips on transitioning out of corporate finance to become an independent developer.
• Market Predictions: Bold insights on upcoming trends and what to look for when forming real estate partnerships.

Whether you're a seasoned investor looking for an analytical perspective or a beginner looking to understand true property valuation, Dan's numbers-driven approach will change how you look at real estate.

• 00:00 - Introduction & Guest Welcome
• 01:14 - Dan Axelrod's Background & Journey to Vegas
• 03:41 - How Studying Economics Shapes Real Estate Decisions
• 05:31 - Transitioning from Corporate Analyst to Entrepreneur
• 07:42 - Moving to Houston & Building Partnerships
• 12:15 - The Strategy of Increasing Property Density
• 18:30 - Navigating the Current Real Estate Market
• 25:45 - Bold Predictions for Future Developments
• 32:10 - Insider Tips for New Real Estate Investors
• 45:20 - Closing Thoughts & How to Connect

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