When your rental property loses $30,000 and attracts squatters, it’s time to pivot—and Sean Graham did just that. In this episode, Sean returns for part two of his conversation with Eugene Gershman to dive deep into self storage, one of the most resilient and underappreciated asset classes in real estate. From analyzing market demand to dealing with REIT competition, Sean breaks down exactly how and why self storage has become his investment vehicle of choice. You’ll hear how he leverages his CPA background to bridge tax strategy with real estate execution, and why choosing quality over cash flow on paper saved him time, stress, and money.

Guest Bio

Sean Graham is a CPA and founder of Maven Cost Segregation, specializing in helping real estate investors legally reduce their taxable income through advanced depreciation strategies. With a background in tax and a passion for real estate, Sean has transitioned from the corporate world to become a full-time investor and entrepreneur. He now focuses heavily on self storage developments and acquisitions, combining financial expertise with on-the-ground investing experience.

Episode Highlights and Chapters

00:00 The appeal of self storage: simplicity, tech-enabled management, and fewer headaches

02:00 Sean’s journey from tax world to real estate syndication

04:00 Why self storage qualifies for SBA loans and how that changes the financing game

05:30 REITs vs. mom-and-pop operators: who wins and where?

07:50 Market analysis tools and why saturation levels matter

09:45 It’s an art, not a science: secret shopping and demand testing

10:50 Ideal facility size and what attracts REIT buyers

12:00 Development timelines and inspector nightmares

13:00 What investors care about: IRRs, equity multiples, and yield thresholds

14:30 Rent per square foot comparisons with multifamily

17:20 The suburban sweet spot: where Sean operates and why

18:30 Lessons learned: why high quality assets attract better tenants and reduce stress

21:00 Sean’s offer for podcast listeners and how to connect with him

Contact Information

Sean Graham

Website: https://mavencostseg.com/EG

Email: [email protected]

To learn more about the show and Eugene Gershman, visit https://giscompanies.co/podcast/

Did you know you could front-load your property depreciation to potentially wipe out your real estate income—legally? Sean Graham, CPA and founder of Maven Cost Segregation, unpacks how savvy investors leverage cost segregation to minimize taxes and maximize cash flow. In this episode, he breaks down complex tax strategies like bonus depreciation, passive vs. active income treatment, and even how building materials can influence depreciation schedules. Whether you’re buying a single-family rental or developing a multi-million-dollar commercial project, understanding these strategies could make a huge difference in your returns.

Guest Bio

Sean Graham is a CPA and the founder of Maven Cost Segregation. With a background in tax and accounting, Sean transitioned full-time into real estate as a self-storage investor. He now combines his tax expertise with his real estate experience to help investors reduce their taxable income through cost segregation strategies. His firm serves clients ranging from single-family rental owners to large commercial developers.

Episode Highlights and Chapters

00:01 – The “boring accountant” who helps you pay fewer taxes

01:28 – Sean’s path from CPA to self-storage investor and cost segregation expert

03:33 – What is depreciation and why it matters in real estate

04:51 – Accelerating depreciation: front-loading expenses for upfront tax benefit

05:30 – Residential vs. commercial depreciation schedules

06:00 – How bonus depreciation turbocharges cost segregation

07:39 – Offsetting passive and active income: real estate professional status and loopholes

09:30 – Real-world example: Sean’s Chicago triplex and depreciation in action

10:39 – Depreciation recapture and avoiding taxes through 1031 exchanges

12:22 – Using depreciation from new properties to offset gains from sold ones

13:06 – Depreciating new developments: when it starts and how it works

14:58 – Why timing your certificate of occupancy can impact your taxes

16:30 – How your building materials can affect depreciation classification

18:16 – Wrapping up: two episodes coming, one on cost segregation and one on self-storage

Contact Information

To connect with Sean Graham or explore cost segregation for your property, visit:

https://mavencostseg.com/EG – Exclusive discount for listeners of the show

Email: [email protected]

LinkedIn: https://www.linkedin.com/in/sean-graham-cpa/

To learn more about the podcast or reach out to host Eugene Gershman, visit:

https://giscompanies.co/podcast/

Developers and investors often focus so much on building that they forget one crucial step—marketing. By the time they’re ready to sell or lease, it’s almost too late. In this episode, marketing expert Alex Thoric breaks down the essential strategies real estate professionals need to start marketing early and effectively. From “5-a-day” ad campaigns to leveraging AI-driven engagement strategies, Alex shares how to make sure your properties and investment opportunities reach the right audience at the right time. If you’ve ever wondered how to optimize digital advertising for real estate, this is the episode for you.

Guest Bio

Alex Thoric is a marketing strategist with over seven years of experience helping businesses build powerful marketing systems. Specializing in digital advertising, lead generation, and sales funnels, he has worked with a variety of industries, including real estate professionals looking to attract buyers and investors. Through his company, Building Income on Demand, Alex provides consulting and educational programs to teach entrepreneurs how to build and execute effective marketing campaigns.

Episode Highlights and Chapters

[00:01:11] Introduction to Alex Thoric and his marketing background

[00:02:37] Why early marketing is key in real estate

[00:04:16] The “thumb stopper” strategy—grabbing attention in under 3 seconds

[00:06:00] Best platforms for real estate marketing (Facebook, Instagram, YouTube)

[00:07:45] The role of awareness campaigns and pre-construction marketing

[00:10:37] Engagement-first advertising: Retargeting for lower-cost leads

[00:14:08] Is LinkedIn advertising worth the cost?

[00:16:45] Budgeting for real estate marketing campaigns

[00:17:21] Raising capital through social media marketing strategies

[00:19:55] A marketing success story: Growing a gym business during COVID

[00:21:56] Lessons learned: The importance of focus in business

[00:26:00] How AI is transforming digital marketing

[00:30:41] Automation tools for marketing: AI-driven workflows

[00:32:00] Alex’s programs for business owners

Contact Information

Alex Thoric

Website: Building Income on Demand

Social Media: @alexthoric on all platforms

Email: [email protected]

For more episodes, visit Eugene Gershman’s Podcast.

Mathew Owens learned the hard way that real estate isn’t always a straight path to success. From losing everything in the 2008 crash to building a thriving real estate investment business with over $150 million raised, Mathew shares the critical lessons that shaped his career. In this episode, we dive deep into how he bounced back, strategies for raising capital, and why taking a hit in business can be the best thing that ever happens to you—if you handle it right.

Guest Bio

Mathew Owens is a CPA turned real estate investor, fund manager, and capital-raising expert. Since leaving his accounting career in 2006, he has flipped over 1,000 houses, managed $35 million in loans to flippers, and raised more than $150 million for real estate and private business investments. His expertise spans fix-and-flips, multifamily investments, private lending, and capital structuring. Mathew also teaches investors how to create financial freedom through passive income strategies.

Episode Highlights and Chapters

[00:01:03] Mathew’s background: From CPA to full-time real estate investor

[00:03:07] How Mathew’s first house flip led him to quit his job

[00:04:12] Surviving the 2008 market crash and repaying investors out of pocket

[00:06:24] Learning to read the market and anticipate financial downturns

[00:09:57] Lessons from losing $500,000 to a bad contractor

[00:12:26] Why an investor’s track record should include failures

[00:14:15] The first steps to successfully raising capital

[00:16:05] The importance of networking and nurturing investor relationships

[00:18:44] Structuring deals to attract investors

[00:21:47] Biggest business mistakes: Delegation, hiring, and trusting too easily

[00:25:33] The myth of part-time real estate investing

[00:27:20] Expected returns across different asset classes

[00:29:22] Why Mathew invests in real estate, private lending, and commodities

[00:31:43] Favorite tools: Monday.com, ActiveCampaign, QuickBooks, SyndicationPro

[00:33:00] Understanding economic risks in today’s real estate market

[00:36:38] Eugene’s distressed asset fund and the opportunity ahead

[00:37:27] Where to find Mathew and access his free resources

Contact Information

To connect with Mathew Owens, visit MathewOwens.com (with one ‘T’ in Mathew). His website offers a free 200-point due diligence checklist, masterclasses on raising capital, and resources for deal analysis.

LinkedIn: https://www.linkedin.com/in/mathewowens/

For more episodes, visit Land to Legacy Podcast Page.

HOAs – love them or hate them, they’re here to stay. But what if your HOA actually worked for you instead of against you? In this episode, we talk with Brandon Barnum, CEO of HOA.com, about how his company is transforming homeowner associations across the country. From increasing transparency and communication to reducing frustrating fines, Brandon shares how technology, AI, and good old-fashioned community-building can turn HOAs into something homeowners actually appreciate. Plus, he reveals how developers can save thousands in legal fees by using best-practice HOA documents, why real estate agents should become Certified HOA Specialists, and how an AI-powered concierge service is making life easier for HOA board members.

Guest Bio

Brandon Barnum is the CEO of HOA.com, a company dedicated to revolutionizing homeowner associations by enhancing transparency, communication, and community engagement. With a rich background in real estate and business development, Brandon has been instrumental in building multiple successful ventures, including his role as CEO of Refer.com, which grew to over 5 million members. He is also the author of Raving Referrals, a guide aimed at helping professionals generate consistent referral business. Passionate about fostering connected communities, Brandon’s mission with HOA.com is to transform HOAs into organizations that homeowners value and trust.

Episode Highlights and Chapters

00:00 - Introduction to Brandon Barnum and HOA.com

01:20 - The biggest complaints homeowners have about HOAs

02:54 - How HOA.com is working to improve transparency and communication

06:00 - The challenge of creating fair and effective HOA rules

08:48 - Best practices for developers when setting up an HOA

10:59 - How AI is transforming HOA management and reducing board stress

13:24 - Cost-effective HOA management solutions for smaller communities

15:22 - The problem of lawsuits against developers and how to mitigate risks

18:36 - How HOA.com helps real estate agents, developers, and homeowners

22:00 - The business model of HOA.com and how it benefits communities

24:09 - How Brandon acquired HOA.com and turned it into a major platform

27:15 - The Certified HOA Specialist program for real estate agents

28:50 - The future of community-building and hyper-local engagement

30:33 - Final thoughts and how to get involved with HOA.com

Contact Information

For more information about HOA.com, visit: www.hoa.com

Check out Brandon Barnum’s book Raving Referrals: www.ravingreferrals.com

Connect with Brandon Barnum on LinkedIn: https://www.linkedin.com/in/brandonbarnum/

For Eugene Gershman’s podcast and business insights, visit: giscompanies.co/podcast

Flipping houses is one thing, but shifting to real estate development is a whole different game. Frank Iglesias shares his journey from being an investor and flipper to becoming a builder and developer—sometimes by accident. He dives into the lessons learned from building 20 homes at once, navigating historic remodels, and dealing with the risks that come with both construction and development. Whether you’re a small-scale investor or looking to scale up, this episode is packed with insights on making the right choices, working with the right builders, and why having a coach can make all the difference.

Guest Bio

Frank Iglesias is a real estate investor, builder, and coach based in Atlanta. With a background in IT and music, he transitioned into full-time real estate investing, starting with flipping and eventually moving into new construction and land development. Over the years, he has worked on a range of projects, from modern homes to historic remodels. Today, Frank helps investors navigate the complexities of development, guiding them on risk management, contractor selection, and business fundamentals.

Episode Highlights and Chapters

[00:02:00] – Frank’s background: From music and IT to real estate investing

[00:02:55] – The unexpected transition from flipping to development

[00:04:23] – Running a construction company vs. being an investor

[00:06:34] – Development vs. construction: Different risks and rewards

[00:08:25] – Managing risk in real estate projects

[00:10:56] – Working with contractors and aligning incentives

[00:15:56] – Historic remodels vs. new construction: Lessons learned

[00:20:33] – Scaling up: Why 20 spec homes at once was a challenge

[00:22:43] – The difference between production builders, spec builders, and custom builders

[00:28:12] – How to find the right builder for your project

[00:31:07] – Why every real estate investor needs a coach

Contact Information

Connect with Frank Iglesias:

• Website: frankiglesias.com

• LinkedIn: Frank Iglesias

• Facebook: Frank Iglesias

• Instagram: @frank.iglesias

• Phone: 678-408-2228

For more episodes and insights, visit Real Estate Development: Land to Legacy Podcast Page

Navigating today’s real estate financing landscape is tougher than ever, with rising interest rates and tighter lending environments. Jake Clopton, founder of Clopton Capital, explains how to overcome these challenges by leveraging strategic capital sources, understanding the trade-offs between equity and debt, and effectively presenting loan packages to lenders. From creative uses of debt funds to risks in pre-development financing, Jake shares practical advice and insider tips to help developers and investors secure funding and manage risk in a volatile market.

Guest Bio

Jake Clopton is the founder and president of Clopton Capital, a leading commercial real estate financing firm specializing in debt origination, equity placement, and structured capital solutions. With over 16 years of experience, Jake has facilitated transactions across multifamily, retail, industrial, hospitality, self-storage, and other asset classes. Known for his expertise in creative financing strategies and his deep network of capital sources, Jake helps clients navigate complex financing challenges and achieve their investment goals.

Episode Highlights and Chapters

[00:01:00] Jake’s Background and Expertise

Jake shares how he founded Clopton Capital and the broad scope of his work, from fixed-rate loans to innovative financing solutions for specialty projects.

[00:03:00] Deciding Between Debt and Equity

A breakdown of how ownership structures influence the choice between equity and debt, with considerations for risk, cost, and recourse.

[00:05:25] What Are Debt Funds?

Jake explains how debt funds fill the gap left by banks, offering flexible, entrepreneurial lending options while carrying higher costs.

[00:07:47] Pre-Development Financing Risks

The pros and cons of leveraging debt for pre-development costs, and why timing and planning are critical to avoid costly delays.

[00:10:31] Securing Construction Loans

Jake reveals how the lending environment has shifted, requiring more equity and extensive outreach to secure competitive construction financing.

[00:13:00] Alternative Financing Tools: A Practical View

An honest look at the pros and limitations of PACE loans, including where they can add value and why they’re not always the best solution.

[00:15:08] Packaging a Deal for Success

Key advice for presenting loan requests: organization, transparency, and understanding the underwriter’s perspective.

[00:21:00] Market Momentum After the Election

Jake discusses the significant uptick in investor activity and deal flow, driven by renewed confidence in the market.

Contact Information

To connect with Jake Clopton, visit:

• Website: cloptoncapital.com

• LinkedIn: Jake Clopton on LinkedIn

For more episodes and resources, visit the host, Eugene Gershman, at giscompanies.co/podcast.

Wayne Courreges III, Managing Principal at CREI Partners, shares a wealth of knowledge on mastering risk and maximizing returns in commercial real estate development. From leveraging seller financing to building relationships with municipalities, Wayne reveals how to navigate zoning challenges, evaluate investment risks, and structure deals that attract and retain investors. With $50 million in assets under management and a portfolio spanning multifamily, self-storage, and build-to-rent communities, Wayne’s insights offer a roadmap for success in real estate development.

Guest Bio

Wayne Courreges III is the Managing Principal of CREI Partners, a firm dedicated to helping investors diversify into commercial real estate. Specializing in multifamily, self-storage, and build-to-rent developments, Wayne brings over 16 years of experience at CBRE to his leadership role. Based in Bryan-College Station, Texas, Wayne is known for his strategic approach to real estate investment, with $50 million in assets under management and a hands-on commitment to every project.

Episode Highlights and Chapters

[00:02:00] From CBRE to CREI Partners

Wayne discusses his career journey, including his transition from 16 years at CBRE to managing CREI Partners and overseeing $50 million in assets.

[00:04:00] Understanding Risk and Investor Profiles

Wayne delves into the risk factors of new developments versus existing properties and how he aligns opportunities with investor preferences for cash flow or equity growth.

[00:09:00] Deal Structures and Target Returns

Explore CREI’s approach to structuring investments, offering 7–10% cash-on-cash returns and targeting 15% IRR for existing properties and 20–25% IRR for developments.

[00:14:00] Reducing Risk Through Zoning Expertise

Wayne explains how he mitigates risk by handling zoning and entitlement work before raising equity, leveraging seller financing, and focusing on local markets like Bryan-College Station.

[00:23:00] The Power of Relationships

From working with city councils to engaging with HOAs and community members, Wayne highlights the importance of building trust and addressing concerns to ensure project success.

[00:27:00] Leadership in Development

Wayne emphasizes the role of developers as leaders, balancing delegation with hands-on involvement in critical aspects of a project, such as stakeholder engagement and team coordination.

[00:30:00] Advice for Investors and Developers

Wayne offers actionable advice for passive investors and active developers, stressing the value of education, showing up, and fostering meaningful connections.

Contact Information

To learn more about Wayne Courreges III and CREI Partners:

• Visit CREI Partners

• Connect with Wayne on LinkedIn: Wayne Courreges III

• Explore free educational resources at Passive Investor Coaching

For more expert insights into real estate development, visit https://giscompanies.co/podcast/.

Real estate development offers incredible opportunities but demands careful planning and preparation to avoid costly mistakes. Sonny Moyers explains why building the right team and conducting a thorough feasibility study are essential for success. He shares insights on navigating hidden costs, creating strong contracts, and avoiding common pitfalls that derail projects. Whether you’re an aspiring developer or an experienced investor, Sonny’s practical advice will help you build wealth and legacy in real estate.

Guest Bio

Sonny Moyers is a highly accomplished real estate professional with more than 50 years of experience. He holds a Bachelor of Science in Management and Communications and a Master of Science in Psychology from Abilene Christian University. As President of The Renaissance Group, Sonny has led one of the most successful real estate teams in the Dallas-Fort Worth area. His achievements include being named REALTOR® of the Year by the Dallas Builders Association and earning recognition as a top producer for over a decade. Known for his engaging speaking style and actionable strategies, Sonny is committed to helping others succeed in real estate.

Episode Highlights and Chapters

[00:01:00] The Two Paths to Development

EG outlines the two primary ways individuals enter real estate development: institutional training and independent projects.

[00:05:00] The Role of Feasibility Studies

A comprehensive feasibility study is crucial for any project. Sonny discusses how to evaluate costs, timelines, and risks to ensure a successful outcome.

[00:10:00] Building Your Support Team

Learn how to assemble a team of professionals—including architects, appraisers, and attorneys—to guide your project from start to finish.

[00:15:00] Identifying Hidden Costs

Sonny explains often-overlooked costs like holding expenses, insurance requirements, and unexpected contractor fees, and how to plan for them.

[00:22:00] The Power of Detailed Contracts

Protecting yourself starts with the right contracts. Sonny shares real-world examples of how clauses like liquidated damages can prevent project delays and financial loss.

[00:26:00] Lessons for Developers

Sonny wraps up with a call to action: start with a solid plan, work with knowledgeable professionals, and approach development with patience and diligence.

Contact Information

To learn more about Sonny Moyers and his work, visit his website: https://www.thearchitectureoftherealestatepractice.com/

YouTube: @AREP2023

LinkedIn: https://www.linkedin.com/in/theodeamoyersgroup/

For more episodes of Real Estate Development: Land to Legacy, visit Eugene Gershman’s podcast page: https://giscompanies.co/podcast/.

Eugene Gershman of GIS Companies took the stage at the Bisnow Multifamily Conference in Seattle to deliver a sharp and humorous take on innovation in multifamily real estate development. From his candid thoughts on sustainable building practices and technological amenities to a critique of the often impractical allure of luxury finishes and rooftop decks, Eugene's insights brought laughter and valuable lessons to the crowd. This episode captures his dynamic session, offering a fresh perspective on what really matters in real estate development.

My Bio
Eugene Gershman is the CEO of GIS Companies, a family-run real estate development firm with over 20 years of experience. GIS Companies specializes in partnering with property owners to develop projects that meet market demands while navigating complex zoning and regulatory landscapes. Eugene is a passionate advocate for pragmatic innovation in real estate, blending technology, sustainability, and market-driven decisions to create viable, future-ready developments.

Episode Highlights and Chapters

Contact Information
For more on Eugene Gershman and GIS Companies, visit https://giscompanies.co/podcast/.

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