Real Talk with David Morse

Before real estate, Brian was into basketball back in Philadelphia during the Allen Iverson era. Brian was 6’5” by the age of 13, so that was a natural place for him to excel and he was nationally ranked. He even played against LeBron James in his first high school game. Brian built a strong work ethic in sports, and transferred that ethic into financial planning and asset management right out of college.

Brian had good mentors along the way in his career. He was his own boss, at 100% commission with no salary–so this made him fearless. He knew putting in the energy in his career would drive returns. He also worked at a startup and learned much about what is behind a company, how they work and what is needed. These experiences helped prepare him to build his own real estate business. 

Brain’s best friend got into real estate, and had a few Section 8 properties at the time. It was through this friendship that Brian got into rehabbing Class C neighborhoods through real estate investing, and he grew his investments further. The BRRRR (Buy, Rehab, Rent, Refinance, Repeat) Method is a real estate investment strategy where an investor flips distressed properties and then refinances them in order to purchase additional properties. He then got into developing coliving properties where he developed affordable living solutions for tenants that did not require Section 8 involvement. 

Coliving as a solution for affordable housing during the Shift

Coliving properties may take many forms, such as a redesign of traditional single family homes to accommodate non-related families with shared areas–often enabling increased cash-flow by increasing the number of tenants in the space. But there is an important education piece as well–teaching investors how to choose tenants that might live well in a coliving space. This may require soft human skills to determine the best solutions for the tenants. But the payoff is worth it, and often the tenants stay longer than traditional affordable housing options. Brian says the sweet spot for coliving is undercutting the studio and one-bedroom apartments. The coliving option can be offered for hundreds of dollars less, but the quality in the renovation is high so it draws the tenants.

Contact Brian by email at [email protected]. Visit the 24/7 Cash Flow University website and the 24/7 Cash Flow University Facebook page. Stop by WorkwithGrimes.com to sign up for free training, and visit Brian’s LinkedIn profile to learn more.

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

Check out this replay of Episode 61 from back in July 2021.

David Huffaker is the founder of the Huffaker Group, the fastest team inside of Keller Williams to ever go to $100,000,000 in annual sales volume.

You don’t do that by accident!

It’s because of his team’s commitment to the 3 L’s of Real Estate that Gary Keller has taught the Millionaire Real Estate Agent for decades. Find out what those are on the show. But it goes beyond the three L’s for David and his company. Now that they’re selling over $100 million per year it’s about building out the triangle into what he calls the “6 L Prism.”

While you might know the 3 L’s of this business you will want to hear everything David has to say about the prism.

On today’s show learn about:

• New Construction sales

And much, much more.

We loved this show with David Huffaker.

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

Hard work over several years in the restaurant industry paid off for Eric Gedalje when he was introduced to the real estate industry. Eric rose from busboy to GM at a restaurant in just four years, and he took this same drive with him when he got his real estate license.

Eric worked with his team and identified how he could bring value to Janecek Homes. He was able to become the preferred real estate agent for Janecek Homes as he brought them to a development that let them go from spec home building to development builds. Eric also leveraged relationships with others who became real estate investors and helped start a development for more new homes. He has carried this ability to utilize relationships by taking initiative to put people together to help make deals and developments happen. Learn how Eric is integral to the new home development process, and what that process looks like!!

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

Founder and CEO of QuantmRE Matthew Sullivan got his start in finance and technology long before he came to the world of real estate. Before Matthew came to the US, he started his career as a stock broker, and then he moved into corporate finance. For the last 25 years or so, he has been an entrepreneur in technology and finance. Real estate always intrigued him, and once he arrived in the US around nine years ago he immersed himself in the real estate industry. It was on the heels of the “Jumpstart Our Business Startups'' (JOBS) Act which helped pave the way for online investment platforms. This gave rise to real estate investing and crowdfunding platforms. 

The amount of capital invested in these systems is in the billions of dollars. This application of Fintech (financial technology) helps homeowners gain access to their home equity for investment purposes. Ultimately, homeowners can get cash from home equity with no monthly payments, no interest, and no added debt. Investors do not require the homeowners to go into further debt, but do help them unlock their home equity to allow for investment purposes. 

Matthew and his team built a platform to allow homeowners to gain access to their equity, and in turn sells fractions of these equity bundles to investors. This makes the equity in homes tradeable and investible. Homeowners gain by unlocking their equity so it can work on their behalf in investment vehicles. Even if the property goes down in value, investors can still make a profit based on the structure of the agreement, as it is an option agreement with a cushion built into it.

Blockchain Technology is the Foundation and Creates Trust

The platform leverages blockchain technology and delivers tokens to investors to keep track of the shares. There is a layer of trust with the blockchain because there is no ability to go beyond the actual offering. If it is at 100 tokens, that is all that is available for trading and it is recorded on the blockchain. Ultimately, investors can invest in owner-occupied housing that is not for sale, that the owners do not plan to sell. The homeowners often have a basic need to raise capital. This platform offers a way to give homeowners some of their own money that is locked in their equity.

Contact Matthew by email at [email protected]. Visit Matthew at QuantmRE. Stop by his LinkedIn profile to learn more.

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

Currently the CEO & Founder of  Elite Podcast Bookings, Matthew got started in single family homes in real estate during 2008. But then he went on a hiatus and was living and working in Los Angeles as an actor from 2010 to 2016. But he wanted to move abroad to Germany, but it was challenging with visa issues and cultural acclimation. So he moved to Thailand, then met and fell in love with his wife. In 2018, he wanted to get involved in multi-family real estate. Matthew then joined a private equity startup focusing on multi-family properties in the US, working from Thailand. 

Since that time period, Matthew ultimately founded his own company and invested in 700+ units. He is a General Partner (GP) on properties in Atlanta and Florida, also with a development deal in South Dakota. He started a real estate podcast focusing on multi-family while he was in Thailand and got up to 114 episodes, with many guests who were raising capital and he started working in private equity raising capital as well. In May 2020, he started Elite Podcast Bookings which specializes in helping real estate professionals raise capital for their deals.

Matthew wanted to get involved in multi-family investments when he saw his mother struggle when real estate assets in her own portfolio did not perform during a downturn. So he pursued the investment route with capital funding. In this way, risk is dispersed and less likely to cause issues for any one particular investor.

A solid way to approach raising capital is to present that you are adding value to the proposal. Asking for money is a weak approach–presenting the ways you add value and why the investment is a good deal with the right team puts the real estate professional in the best position to gain capital for investments.

Keep in mind that investors will check out everything about you. What does your digital presence look like? What about your social media? Your website? The equipment in your office? If your user experience is not positive, it will put off investors.

Importantly, there are certain parameters when it comes to investments and offerings relating to how the securities are registered. You should consult with your attorney and be certain you understand the regulations and requirements before you develop any communications or activities around investments, capital, and real estate.

Contact Matthew by email at [email protected]. Visit Matthew at Elite Podcast Bookings. Stop by his LinkedIn profile to learn more. Check out Matthew’s Facebook page.

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

Jeremy was an elementary school teacher for 13 years before he started Shine Insurance. It was during that time that he met his wife McKenzie, a third generation insurance agent. They started Shine Insurance in 2013 as a new venture for both of them to combine their passions and expertise. 

He continued on the education piece, and teaches people how to buy homes and how the commercial real estate market works. With risk and insurance we are playing defense. Jeremy notes that the goal is to not lose this money–so risk management is the defensive game. The best thing to do is ask questions, and then connect that commercial real estate investor with those who will walk them through the entire process. It is really about making sure their entire service team is in place, including:

• Accountant

Jeremy says also helps to inquire about the client’s due diligence–how much have they looked into the property, and where are some of the property’s risks.

How did Jeremy get started? By learning about the commercial real estate business, and then getting started in a small way to build up his knowledge and his experience. This is how Jeremy built his network of clients who also helped with referrals. Keys points in Jeremy’s process are the 3 E’s: Education, Experience, and Entourage.

When it comes to risk management, Jeremy breaks things down into four quadrants so he can explain what is important for clients to understand:

1. Property–buildings, pools, sheds, and specific points about them

Contact Jeremy by email at [email protected]. Visit Jeremy at Shine Insurance. Stop by his LinkedIn profile to learn more. Check out Jeremy’s REI Clarity Podcast.

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

Ladies and Gentlemen, are you in for a treat today! 

On today’s show we dive deep with Brady Sandahl, CEO and Founder of the Sandahl Group from Palm Springs, California and also the International Director of Growth of Keller Williams Luxury, the global boutique arm of the largest real estate firm in the world. 

David and Joe probe Brady on what it means to do real estate the “Ritz Way,” meaning how do professionals like you and I deliver exceptional client experience and service to our “ladies and gentlemen.”

In this show you’ll learn:

• How Brady transformed companies like Sotheby’s International Realty

We know that this episode will help you take your real estate to the next level and so grab a pen and paper and get listening. 

And if you like what you hear, consider joining us in Scottsdale, Arizona in March when we host “Real Estate the Ritz Way Live” with Brady Sandahl. More details to follow. 

Jennifer Wehner is one of the top agents in all of Arizona and in her brokerage throughout the nation. 

She was born and raised in Riverside, California, and became pregnant with her daughter during her freshman year in college. This spurred her to want to do the right things in life, get back to her roots, and chose Arizona because the cost of living was much more reasonable. 

Jennifer started in real estate in 2003. She was a top agent for several years, then lost everything in 2008. She did REO's and short sales while she was pregnant to make ends meet, but then turned things around with an investor in 2011. Jennifer created her team in 2014, and the team sold $200 million in volume in 2021.

Back in 2008, when the market was changing, she started working within the changing market, learning how to work with clients whose needs had changed dramatically.. In 2009, she learned collaboration and working with masterminds. She kept her cool with healthy activities like hiking, hot yoga, and playing with her kids. She got rid of her limiting beliefs, and that led her to her greatest successes!

She loves technology and like to research information. Although she is an introvert, she found ways to use videos to reach clients. She also loves history and art history. Jennifer believes we are in the middle of a renaissance, a change in a four hundred year cycle. It is the curiosity that drives her to action, and the action helps expand her business.

Jennifer’s new book is going on presale in September: The Renaissance Real Estate Agent: how to unlock the art of assistance in your real estate business.

Contact Jennifer by email at [email protected]. Visit Jennifer’s real estate website, The Wehner Group. Stop by her Facebook page or her Instagram page to see what’s new with her real estate business. Check out Jennifer’s YouTube channel. 

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

When Richard graduated from school, he and his brother started a construction business focusing on painting. But their skills focused on administering remodeling projects, from small to very big projects. They hired architectural and administrative staff in Milwaukee and Chicago, and built all over the country. In 2003, they sold that business and went into development, initially focusing on offices but then condo conversions took off. 

By 2008, they were buying troubled projects and turning them around. His organization saw what was happening, and knew there were opportunities to work with projects. They leveraged new programs for sales to mitigate downside risk, upgraded common areas, and rented a number of the units. Richard knows the real estate market gyrates, but generally always goes up over time. Richard notes that if you’re not failing you’re not trying! You can’t innovate without experimentation.

Richard and his team came up with unique ways to get people to be comfortable with buying at the bottom of the market. They went deep with questions to understand the motivations and fears, and how to bridge both!

Richard believes the real estate market gyrates, but generally always goes up over time. As a result, he operates with ideas that help him figure out how to meet the market’s needs:

• If you’re not failing, you’re not trying!

In 2015, Richard bought a team that was doing $30-$40 million in sales. He grew this four-person team up to 18 people (9 agents, remainder are administrative) doing $180 million in sales–almost all of it by repeat business and word of mouth. 90% of their appointments start with a hug, because they know the people! At that time, he wanted to build a business around his life, since he was well capitalized.

Richard does a lot of mentoring with individuals, teams, and groups. He treats everyone as if they have a compelling story, regardless of how much they have sold. And he focuses on what is a win for the seller and the buyer, not just traditional solutions like CMAs. The administrative staff provides a lot of support for the agents, and all work together to sell homes. The goal is for all of the team members to make more and work less.

Contact Richard by email at [email protected]. Visit Richard’s real estate website, The Falk Ruvin Gallagher Real Estate Team. Stop by his Facebook page or his Instagram page to see what’s new with his real estate business. Check out Richard’s LinkedIn page. 

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

We hope you had a wonderful 4th of July weekend.   This is the last of our 3 episode "Best of" run.  David & Joe Will be back next week with a brand new episode.

Pete Ruiz left his first career as a major league baseball pitcher with the Red Sox and pursued real estate with Keller Williams. 

On today’s show, hear how a man who appeared homeless and literally fell asleep at an open house that Pete was holding turned out to be an inflection point in Pete’s career.

When you’re finished today’s show you’ll learn:

• Why you never should take any prospect for granted

Today Pete’s business in California does around $150 million in volume and he breaks down how we was able to scale using disciplines you too can wrap your arms around.

You can find all the show notes at aipodcast.co/show/58.

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Interested in joining the brokerage that’s redefining agent opportunity in Scottsdale? Reach out by DM, email at [email protected] or directly at 480-767-3000.