RealPropPro Podcast

Summary
In this conversation, Brian Koons discusses the implications of the new ADU regulations in San Diego, highlighting how these changes allow for increased property development and value. He shares his personal experience of discovering the potential for more units on a property, emphasizing the importance of understanding municipal regulations in real estate investment.

Takeaways
The ADU program in San Diego allows for significant property development.
Understanding local regulations can lead to increased property value.
The potential for multiple ADUs can transform investment strategies.
Researching municipal codes is crucial for maximizing property potential.
The ability to add units can significantly impact housing solutions.
Investors should stay informed about zoning laws and regulations.
Strategic planning can lead to doubling unit counts on properties.
The ADU revolution is reshaping the real estate landscape in California.
Investing in properties with ADU potential can yield high returns.
Knowledge of regulations is key to successful real estate investment.

Chapters

1. Introduction to RealPropPro Podcast 
2. Brian Koons' Background - [00:01:30]
3. Understanding House Hacking - [00:05:00]
4. Real Estate Investing Journey - [00:08:30]
5. ADU Development Insights - [00:15:00]
6. Challenges and Successes in Real Estate - [00:22:00]
7. HK Development and Personal Branding - [00:30:00]
8. Creative Financing and AI in Real Estate - [00:38:00]
9. Conclusion and Contact Information - [00:45:00]

Mentions
Books:"Rich Dad Poor Dad" by Robert Kiyosaki
"The House Hacking Strategy" by Craig Curelop
"The Book on Rental Property Investing" by Brandon Turner
Companies/Organizations:HK Development Group (Co-founded by Brian Koons)
Builder Nation (Brian's educational platform)

Summary
In this conversation, Rafael Cortez discusses the foundational aspects of real estate wholesaling, emphasizing the importance of communication and understanding the process before diving into systems and procedures. He highlights the need for confidence in conversations with sellers and the significance of tracking key performance indicators (KPIs) to fine-tune operations.
Takeaways

• Hustle is a season, not a strategy — real businesses are built on systems.
• Seller conversations and confidence matter more than fancy marketing at the start.
• The PULSE framework (Prospect, Underwrite, Lock, Sell, Elevate) is a roadmap for wholesaling success.
• Mentors, masterminds, and networking cut years off the learning curve.
• AI and automation (GHL, follow-up sequences) unlock hidden deals and scale businesses faster.

Mentions

📚 Books

• Entrepreneurial Leap – Gino Wickman

🎙 People & Platforms

• Rafael Cortez – guest, founder of CEO Pulse Platform

• Gino Wickman – author (Entrepreneurial Leap)
• Sean Terry – wholesaling mentor/coach

🌐 Websites & Software

• PropStream – data & comps software

• BatchLeads – lead generation platform
• ConnectedInvestors.com – lead/data software
• Zillow, Redfin, Realtor.com – free comps tools
• InvestorLift – dispositions/buyer platform
• InvestorBase.com – dispositions platform
• Meetup.com – for finding REI networking events
• Go High Level (GHL) – CRM & automation software
• Podio – CRM (previously used by Rafael)

💼 Business / Investing References

• PULSE Framework (Prospect, Underwrite, Lock, Sell, Elevate)

• Standard Operating Procedures (SOPs)
• Key Performance Indicators (KPIs)
• Cold calling & door knocking (seller lead gen strategies)
• Skip tracing (mentioned in lead sourcing)
• Title companies (for free lists, e.g., 60-day late list)
• Joint Ventures (JV) / Co-wholesaling
• AI in follow-up automation

Chapters
00:00 Introduction to the Podcast and Guest
01:25 Rafael's Journey from Firefighter to Entrepreneur
03:36 Transitioning to Real Estate and Business Mindset
06:35 The Leap into Entrepreneurship
09:50 Lessons from Early Business Ventures
12:42 Scaling Up in Real Estate Wholesaling
15:41 Building Systems for a Scalable Business
17:32 Understanding the Wholesaling Process
19:20 The PULS Framework for Success
25:18 Underwriting and Locking Deals
30:48 Selling and Disposition Strategies
34:31 Elevating Your Business
42:53 The Role of Organizational Psychology
46:36 Incorporating AI in Business Operations
50:32 Outro

Summary
In this conversation, Micah Nicholes discusses the importance of building trust and confidence in sales. He emphasizes the need for sales professionals to help potential clients gain clarity and navigate their uncertainties, ultimately leading to higher success rates in closing deals. Micah also highlights the role of coaching in fostering relationships that are based on trust and understanding.
Takeaways

• Empathy and trust close more deals than price alone.
• Equity from real estate can be leveraged to buy businesses or fund bigger ventures.
• Consistency in marketing and strong follow-up are key to probate/inheritance deal success.
• Modernizing with tech, automation, and AI creates a competitive edge in lead generation.
• Reading and applying business/sales books (e.g., Rich Dad Poor Dad, Good to Great, Persuasion) accelerates growth.
• Coaching is essential for building relationships.
• Get people to know, like, and trust you.
• Confidence is key in sales interactions.
• Clarity helps in convincing hesitant clients.
• Understanding client needs leads to better outcomes.
• Building relationships is a long-term strategy.

Mentions:📚 Books

• Rich Dad Poor Dad – Robert Kiyosaki
• Cashflow Quadrant – Robert Kiyosaki
• Real Estate Riches – Dolph De Roos (part of Rich Dad series)
• The Go-Giver – Bob Burg & John David Mann
• The Millionaire Real Estate Investor – Gary Keller
• The 10X Rule – Grant Cardone
• Persuasion – (sales/marketing psychology book)
• Secrets of Closing the Sale – Zig Ziglar
• Good to Great – Jim Collins
• BE 2.0: Beyond Entrepreneurship 2.0 – Jim Collins & Bill Lazier

🎙 People & Events

• Sharon Lechter – co-author/publisher of Rich Dad Poor Dad, mentioned mastermind dinner
• Dolph De Roos – author, Rich Dad speaker at Deal Champ Summit 2025
• Deal Champ Summit 2025 – Dean Rogers, Jason Prichard and Stratton Brown.

🌐 Websites & Services

• RealPropPro.com – (host’s platform)
• USLeadList.com – Micah’s company (probate & pre-probate lead provider)
• Yellow Letter – direct mail service tied into Micah’s business

💼 Business / Investing References

• Probate & Pre-Probate Leads – core of US Lead List’s business
• Inheritance List – specialized data product
• SBA Loans – Small Business Administration funding for acquisitions

Chapters
00:00 Introduction to Real Estate Investing and Podcast Goals
03:07 Micah Nichols: Early Life and Journey to Real Estate
05:46 Transitioning from Jobs to Real Estate Investments
09:01 The Influence of Robert Kiyosaki and Real Estate Mindset
11:36 Comparing Real Estate and Business Purchases
14:17 Navigating the Business Acquisition Process
17:07 Leveraging Real Estate Equity for Business Ventures
19:49 Innovations at US Lead List and Modernizing Marketing
22:26 Understanding Probate and Pre-Probate Leads
25:13 Expanding Services and Data Offerings at US Lead List
31:43 The Shift to Subscription Models
32:31 Harnessing AI for Business Efficiency
35:00 AI in Client Interactions
36:26 Empathy in Cold Calling
40:35 Strategies for Standing Out in Marketing
48:27 Effective Direct Mail Strategies
50:10 The Importance of Follow-Up in Sales
54:58 Recommended Reads for Business Growth
59:08 Outro

Summary
In this conversation, Rhea Campbell discusses the intricacies of project lending, emphasizing the importance of understanding the project dynamics and the evaluation of business plans. She highlights that while the initial underwriting may not be perfect, the lender's own assessment will ultimately determine the viability of the deal. The focus is on the ability to execute the business plan and achieve a clean exit, which are critical factors in the lending decision.
Takeaways
Education and mentorship speed up success.
Raising capital is about trust and relationships.
Private money lending fuels rapid growth.
Bigger deals are possible with creativity and partnerships.
Investing in mentorships pays off exponentially.
Chapters
00:00 Introduction to Real Estate Investing and Coaching
02:52 Rhea Campbell's Journey: From Corporate to Entrepreneur
08:43 The Shift to Real Estate: Discovering True Passion
15:37 Building a Portfolio: The Importance of Education and Community
20:29 Raising Capital: Strategies for New Investors
26:43 Lessons Learned: The Importance of Preparation and Trust
32:09 The Virtuous Circle of Investment
32:55 Building Trust as a New Investor
35:31 Transitioning from Single Family to Commercial Deals
40:16 Understanding Different Revenue Streams
44:52 Starting in Real Estate: Single Family vs. Commercial
49:58 The Importance of Education and Mentorship
53:02 Investing in Yourself: The Value of Education
01:01:09 Outro
📚 Books
The 10x Rule – Grant Cardone
The E-Myth / The E-Myth Revisited – Michael E. Gerber
🎙 Podcasts / Groups / Mentorships
SubTo Community – Pace Morby’s mentorship group
🌐 Websites & Services
RealPropPro.com

Summary:

In this conversation, Trevor Mauch discusses the challenges of entrepreneurship, particularly the emotional toll it can take. He reflects on his own experiences of feeling drained and resentful despite external success, questioning the reality of the entrepreneurial dream. He emphasizes the importance of gratitude and the struggle of balancing personal identity with business ownership.

Takeaways

• I've got a business that now is draining the crap out of my energy.
• I'm growing this massive resentment.
• I started to question whether that entrepreneurial dream is real.
• Everything was amazing from the outside.
• I wasn't grateful for what I had.
• I didn't know how to have me owning the business versus the business owning me.
• Making good money but feeling empty.
• The internal struggle with my business is real.
• The entrepreneurial dream I bought into is under scrutiny.
• How to have me owning the business is a challenge.

Chapters

00:00 Introduction to Real Prop Pro Podcast

02:50 Trevor Mauch's Background and Early Influences

06:45 Early Career and Discovering Passion for Business

09:50 The Journey to Carrot.com

18:04 Building Carrot: The Evolution of a Business

22:52 The Importance of SEO and Conversion

34:29 Energy Audit: Optimizing for Joy and Energy

37:09 Proactive Energy Management

39:55 The Importance of Delegation

43:04 Health and Well-being of Entrepreneurs

45:49 What Did You Hire Your Business For?

49:25 Understanding Pain Lines in Business

55:43 Identity Upgrades for Entrepreneurs

58:56 Leveraging AI in Business

01:07:28 Weekly Book Giveaway Introduction

01:07:33 Outro

🌐 Websites / URLs

• realproppro.com – (Ian introducing RPP)
• carrot.com – Trevor’s company, repeatedly mentioned
• carrot.com/energy – free resource for Trevor’s “energy audit”
• carrot.com/blog – Carrot blog with posts on AI & Google search
• trevormauch.com/freedom – Trevor’s site with his Entrepreneur Freedom Formula

🎙️ Podcast Mentions

• RealPropPro Podcast – Ian’s podcast where this interview takes place

• Entrepreneur Freedom Formula – Trevor's Podcast

📚 Book Mentions

• Carlton Sheets Course (real estate investing, “no money down” strategy)
• Conquer the Chaos – by Clate Mask (Infusionsoft founder)
• The 10X Rule – Grant Cardone
• The Go-Giver – Bob Burg & John David Mann
• The E-Myth Revisited – Michael E. Gerber
• The Millionaire Real Estate Investor – Gary Keller
• Rich Dad Poor Dad – Robert Kiyosaki

Summary
In this episode of the RealPropPro podcast, host Ian Dietler interviews Sarah Jung, an experienced investor and lender with over 20 years in real estate. Sarah shares her journey from being adopted in Korea to becoming a successful real estate investor and lender. She discusses her transition from finance to real estate, her first experiences in investing, and the importance of networking and mentorship. The conversation also covers the BRRRR strategy, syndication, and her current work with Optimus Capital, as well as her exciting development projects in Belize.
Takeaways
Sarah was adopted from Korea and grew up in Wisconsin.
She transitioned from a tech sales career to the mortgage business.
Investing in real estate became a way to find freedom from a W-2 job.
Her first investment was a light flip in Georgia.
Networking and mentorship are crucial for success in real estate.
Syndication allows pooling money from investors to buy properties.
The BRRRR strategy involves buying, renovating, renting, refinancing, and repeating.
Development projects can be lucrative, as seen in her work in Belize.
Optimus Capital focuses on non-QM loans for investors.
Finding the right partners is essential in real estate investing.
Chapters
00:00 Introduction to Real Estate Investing
02:16 Sarah's Journey: From Adoption to Real Estate
05:09 Transitioning from Lending to Investing
07:58 The Shift to Out-of-State Investments
10:39 Building a Rental Portfolio
13:08 Exploring Multifamily Investments
15:56 The Importance of Networking and Mentorship
18:48 Understanding Syndication and OPM
21:16 Real Estate Terms Breakdown
27:07 Build Your Portfolio
28:32 Amazing Retirement Account Strategies 
31:58 Diversify with Real Estate
33:41 Real Estate Development
36:39 Optimus Capital
39:11 BRRRR It's Cold in Here
41:52 Free Book Giveaway!!
42:57 Closing Thoughts and Advice
44:33 Outro

Summary
In this conversation, Jon Nolen shares his inspiring journey from taking his first flying lesson at 15 to eventually owning multiple planes. He discusses the mental barriers he faced regarding the affordability of flying and how support from his wife helped him shift his mindset. Jon emphasizes the importance of overcoming financial limitations and believing in one's dreams, illustrating how determination and a change in perspective can lead to achieving seemingly impossible goals.

Takeaways
Jon took his first flying lesson when he was 15.
I always wanted to get my pilot certificate.
There's no way I could ever afford a plane.
Six months later, we were buying a plane.
Doesn't mean that I can't have my own plane.
I just need to figure out what do I need to do.
I thought I still had this mental aspect.
I loved it, absolutely loved it.
I would love to do this, but it's not going to happen.
Chapters
00:00 Introduction to RealPropPro and Guest Background
03:53 Early Life and Entrepreneurial Spirit
05:47 Military Service and Transition to Entrepreneurship
06:46 Journey into Real Estate Investing
10:00 Diving into Multifamily and Rental Properties
12:41 The Birth of Pete: A Software Solution
16:03 Benefits and Use Cases of Pete Software
20:40 Mindset for New Business Owners
22:55 Hiring Employees and Team Dynamics
27:36 The Journey of Becoming a Pilot
29:59 Aiming for the Skies: Aviation Aspirations
31:01 Navigating Risk: Lessons from the Skies
33:59 AI in Business: Embracing the Future
38:55 Opportunities for Entrepreneurs: Harnessing AI
45:21 The Future of AI: Building Tomorrow's Businesses
49:11 Mindset Matters: Overcoming Challenges with AI
Jon's Company Website: https://peterei.com/home

Talk to Scott Carson's AI Clone, pretty fun -

https://www.delphi.ai/scottcarson

Summary:

In this episode of the RealPropPro podcast, host Ian Dietler interviews Scott Carson, a nationally recognized note investor. They discuss Scott's journey into note investing, the importance of mindset, and the impact of the 2008 financial crisis on his career. Scott shares insights on how to get started in note investing, the significance of understanding notes and tapes, and the challenges of navigating the market. The conversation also touches on innovative uses of AI in real estate and Scott's exciting new AI cloning technology that aims to enhance the learning experience for investors.

Takeaways:

Mindset is crucial for success in real estate investing.

Early work experiences can shape entrepreneurial spirit.

The 2008 financial crisis taught valuable lessons in resilience.

Note investing allows for unique opportunities in real estate.

Understanding the difference between notes and properties is essential.

Patience and coachability are key traits for successful investors.

AI can significantly enhance marketing and operational efficiency.

Networking and building relationships are vital in the note investing space.

The concept of joker brokers can complicate transactions.

Investors should focus on acquiring notes at a discount to maximize profits.

Chapters:

00:00 - Introduction to Real Estate Investing and Note Investing

02:57 - Scott Carson's Early Life and Work Ethic

05:34 - The Importance of Mindset in Real Estate

10:12 - Transitioning from College to the Workforce

14:07 - The Impact of the 2008 Financial Crisis

19:20 - Understanding Note Investing

24:20 - Getting Started in Note Investing

26:57 - Understanding Tapes and Asset Management

29:29 - Understanding the Role of Brokers in Note Investing33:19 - The Process of Purchasing Notes

35:42 - Strategies for Acquiring Properties through Notes

40:15 - Navigating Deeds and Foreclosure Processes

43:12 - Mindset for Successful Note Investing

48:09 - Leveraging AI in Note Investing

52:09 - Innovative AI Applications in Real Estate

57:25 - Outro

Mentions

1. RealPropPro Website: Visit realproppro.com for free tools and access to upcoming virtual events.
2. Scott Carson's Podcast: Check out the "Notes Closer Show" podcast hosted by Scott Carson. https://weclosenotes.com/note-closers-show-podcast/
3. Note Weekend: Sign up for a free class at noteweekend.com to learn the basics of note investing.
4. Scott Carson's Membership Program: Offers a monthly membership for $97, which includes weekly coaching calls, access to lists, and a three-day workshop.
5. Books Mentioned:
6. AI Tools: Scott Carson mentions using AI tools like ChatGPT for creating content and TurboScribe for transcription.

Summary
In this conversation, Zachary Beach shares his journey into real estate, particularly focusing on the impact of the 2008 market crash and the innovative financing strategies he adopted to navigate the challenges of entering the real estate market without traditional funding methods.

Takeaways
Zachary approached his father-in-law for guidance in real estate.
The 2008 market crash significantly affected many investors.
Creative financing became a key strategy for entering real estate.
Lease options and owner financing are viable alternatives to traditional methods.
Networking and mentorship played a crucial role in Zachary's journey.
Zachary's initial tasks involved reaching out to expired listings.
The importance of adaptability in real estate investing was highlighted.
Zachary's experience reflects the resilience needed in tough markets.
Creative financing allows for investment without cash or credit.
Zachary's story emphasizes the value of taking initiative in learning.

Chapters
00:00 Introduction to Creative Financing in Real Estate
03:36 Zach Beach's Early Life and Challenges
11:47 Transitioning from Bartending to Real Estate
19:38 Zach's First Creative Financing Deal
26:10 Understanding Creative Financing Strategies
34:25 The Importance of Problem Solving in Real Estate
36:13 Outro

Links
Book: Real Estate On Your Terms (Revised Edition)
Website: http://www.smartrealestatecoach.com
LinkedIn: https://www.linkedin.com/in/zacharyrbeach
Twitter: https://twitter.com/SmartRECoach
Facebook: https://www.facebook.com/smartrealestatecoach
Instagram: https://www.instagram.com/smartrealestatecoach
YouTube: https://www.youtube.com/user/smartrealestatecoach

Summary
In this conversation, Mark Dolfini shares a pivotal moment in his life when a nurse's candid words forced him to confront his lifestyle choices and health. This wake-up call served as a catalyst for personal growth and self-reflection, emphasizing the importance of taking charge of one's life and well-being.
Takeaways
A single moment can change your perspective on life.
Honest feedback can be a powerful motivator.
Health should be a priority in life decisions.
Self-reflection is crucial for personal growth.
Sometimes, tough love is necessary for change.
Listening to others can provide valuable insights.
Life is too short to ignore health warnings.
Awareness of one's situation is the first step to change.
Taking action is essential after realizing the truth.
Change often starts with a wake-up call.
Sound Bites
"You need to take a really good look at your life."
"That was probably the biggest kick in the shin."
"You need to stop because you're literally killing yourself."
Chapters
00:00 Introduction to Real Estate and Coaching
02:37 Mark Dolfini's Early Life and Education
06:20 Military Service and Its Impact on Career
10:40 First Steps into Real Estate Investing
14:32 Challenges in Building a Real Estate Portfolio
18:13 The Consequences of Overworking
24:28 Rebuilding After Financial Collapse
30:08 Implementing Systems for Success
34:31 The Time Wealthy Advantage and Its Core Messages
39:21 Finding Direction in Business Ideas
42:41 The Importance of Personal vs. Business Vision
49:21 Guides for Business Success
54:40 Bookshelf Battle: Lightning Round
01:05:15 Final Thoughts on Time Wealth
01:06:39 Outro