That Real Estate Tech Guy

This week I'm joined by James Heartquist from Property Leads, a pay-per-lead company built specifically for real estate investors who want to stop chasing cold lists and start fielding inbound sellers ready to move. James has worked with hundreds of investors across the country and has a front-row seat to what separates the operators doing deals from the ones who can't convert leads they already paid for.

We get into everything — what a lead actually is (and why most investors don't agree on the answer), why speed to lead is still the single most important KPI you're probably not tracking tightly enough, and the follow-up structure that gives you a real shot at the 20% of leads most investors quietly throw away. We also talk about RCS messaging, the trust recession hitting the real estate education space, and what James is bringing to the REI Tech Unlocked event in Dallas this September.

Episode Timeline & Highlights

[0:41] – Jordan introduces James Heartquist and the core focus: lead generation, red flags, and follow-up discipline

[1:38] – James defines what Property Leads is and how it works as a pay-per-lead marketing company

[2:28] – How to align with your lead provider on what "a lead" actually means before you spend a dollar

[3:51] – Property Leads' definition: a seller who wants to sell within six months, on or off market

[4:43] – Why investing in leads without a real follow-up system is just burning money

[5:28] – Speed to lead: why 10 minutes is already too slow and how to build toward a 30–60 second response

[6:59] – Door knocking, FaceTime calls, and the small extra moves that separate closers from browsers

[10:28] – Why static follow-up cadences are dead and what smart agents do differently

[11:11] – The stat that should wake up every investor: 20% of refunded no-response leads sell to someone within 12 months

[13:18] – The 15–20 touch point framework for the first five days, and why a simple message beats no message every time

[17:17] – Red flags to watch for in any paid lead provider — and how Property Leads built live transfers to fix friction in the sales process

[18:53] – The "home seller experience" upgrade: why treating the seller like a client cuts required touchpoints dramatically

[24:28] – RCS messaging explained: what it is, why it matters, and how embedded video will change the first impression game

[27:37] – The trust recession in real estate — and why the guru fatigue problem is partly self-inflicted

[30:36] – How to evaluate a coaching community the right way: are people actually making money?

[33:11] – Preview of REI Tech Unlocked, September 19–21 in Dallas: what James and Property Leads are bringing to the event

5 Key Takeaways

1. Speed to Lead Is Your Most Important KPI — The investors winning on paid leads are calling within 30 to 60 seconds, not 10 minutes. If your CRM isn't tracking this number, that's the first thing to fix — not your scripts.
2. Most Investors Quit Too Early on Follow-Up — Property Leads data shows 20% of leads refunded for "no response" end up selling to someone within 12 months. The person with the longest follow-up runway is usually the one who closes it.
3. Align on the Definition of a Lead Before You Buy — What you consider a lead and what your provider considers a lead can be completely different things. Getting on the same page before you spend money is the conversation most investors skip.
4. Your Lead Provider Is a Growth Partner, Not a Vendor — The best outcomes come from treating the relationship as a two-way feedback loop. Extreme ownership over your conversion numbers, paired with honest communication with your provider, is what actually moves the needle.
5. RCS Is Coming and It Will Change First Contact — Rich Communication Services will allow investors to embed video directly into text messages — no links, no friction. The operators who move early on trust-building tech will have a real edge as seller skepticism continues to rise.

Links & Resources

• Property Leads — propertyleads.com (listener credit available — link to be dropped in show notes)
• SmrtPhone — the only phone system built for real estate investors; 5,000 minutes free calling at signup
• REI Tech Unlocked — September 19–21, Dallas, TX; implementation-focused event with Property Leads and other tech partners in attendance
• That Real Estate Tech Guy — thatrealestateguy.com

Thanks for tuning in to this week's episode. If you're spending money on leads and not tracking speed to lead or running a real follow-up sequence, this conversation with James is the push you needed. Share it with a fellow investor who needs to hear it. More high-signal conversations coming next.

This week I'm joined by Ari Paige, founder of Fund and Grow, a 19-year-old business credit consulting company that has helped over 35,000 businesses access more than $2.1 billion in funding through 0% introductory business credit cards. Ari originally got into this space as a real estate investor himself, which gives him a grounded, practical perspective on exactly where capital gaps show up.

The conversation covers how real estate investors can use business credit cards as gap financing, bridge capital, and rehab funding within BRRRR and fix-and-flip strategies, and why compliance in this space matters far more than most people realize. If you've ever hit a ceiling in your investing because funds were tied up in the last deal, this episode is for you.

Episode Timeline & Highlights

[0:51] – Jordan introduces Ari Paige and Fund and Grow, previewing the topic of business credit for real estate capital

[4:00] – Ari explains the origin of Fund and Grow and why real estate investors are the core audience for 0% business credit cards

[5:17] – Jordan breaks down three investor types and asks which level benefits most from Fund and Grow's model

[6:37] – Ari explains bridge capital, reducing hard money costs, and why 80% of Fund and Grow clients are real estate investors

[7:44] – The key difference between traditional loans and business credit cards: you only pay when you use the balance

[8:52] – Real cost comparison: hard money at 3–5 points up front vs. 0% business credit with no payment until the balance is placed

[9:16] – JPMorgan's $80 billion small business lending commitment and why business credit cards are the primary vehicle banks are using

[11:13] – How compliant payment services like Plastiq and Melius let investors pay vendors and fund escrow accounts using credit cards

[12:10] – What makes a credit stacking company non-compliant: bait-and-switch marketing, cash liquidation schemes, and hidden fees

[18:15] – Fund and Grow's credentials: Inc. 5000 for seven years, A+ BBB, and a new industry association being formed to self-police credit stacking compliance

[28:52] – Ari walks through the BRRRR infinite money loop using business credit for down payments, rehab costs, and gap financing

[37:09] – Fund and Grow generated $175 million in funding in 2025, with 72.4% coming from post-approval negotiation coaching

[41:37] – Why AI cannot replace Fund and Grow's consulting: sequencing strategy, real-time approval data, and 35,000 client history

[44:15] – How to get started with Fund and Grow's free pre-qualification tool at fundandgrow.com

5 Key Takeaways

1. Business Credit Cards Are Not Loans — Unlike hard money or bank loans, 0% business credit cards don't start costing you anything until you use them. That means you can hold $200,000 in available credit and pay zero interest between deals, making them a fundamentally different capital tool.
2. Compliance Is Not Optional in This Space — Many credit stacking companies are violating FTC rules right now, including misrepresenting products as "funding" instead of credit cards, promising cash liquidation, and applying for personal cards that hurt consumer credit scores. Working with the wrong company can damage your credit, expose your affiliates, and draw FTC scrutiny.
3. The Infinite Money Loop Works Across Strategies — Whether you're wholesaling, doing fix-and-flips, or running BRRRR deals, business credit cards can cover gap financing, down payments, and rehab costs. The 12 to 18 month 0% window is long enough to complete most exits before interest ever kicks in.
4. Most Funding Gains Come From Negotiation, Not Applications — Fund and Grow's 2025 data shows that 72.4% of the $175 million they generated came after the initial application, through client coaching on limit increases, card consolidation, and underwriter reconsideration calls. Application help alone is not where the value lives.
5. AI Cannot Replace Human Credit Strategy — AI can't tell you how a lender is evaluating your profile right now, build a sequencing strategy based on last month's approvals and declines, or apply the judgment built from 35,000 clients. People using ChatGPT for credit applications are racking up hard inquiries and getting no approvals.

Links & Resources

• Fund and Grow — fundandgrow.com
• Fund and Grow Pre-Qualification Tool — fundandgrow.com (free, soft inquiry, no obligation)
• SmrtPhone — the only phone system built for real estate investors
• Plastiq — plastiq.com (compliant business card payment service)
• Melius Payments — compliant business card payment service
• Bill.com — compliant business card payment service

If the idea of using 0% business credit to fund deposits, rehab costs, and gap financing clicked for you during this episode, send it to a wholesaler or flipper in your network who's been stuck waiting on capital between deals. Ari and his team are the real deal, 19 years and 35,000 clients deep. Head to fundandgrow.com to run through the free pre-qualification and see what you might qualify for. More high-signal conversations coming next.

This week I'm joined by Keith Gillespie, founder of REI Automated, a Marine Corps veteran who spent eight years on active duty across 13 countries, missing the births of both his kids, and came home with one obsession: building a real estate investing business in 1 to 2 hours a day. That constraint forced him to build SOPs that became systems, systems that became software, and software that 5 years ago became REI Automated, a three-pillar platform combining education, CRM, and coaching for investors under 50 deals done on their own.

What started as a personal solution has grown into a fully commercialized system running 24 AI agents, pushing 24 to 70 software updates per day, and built on the philosophy that education alone gets 99% of people nowhere unless the tools and support are right there alongside it. Keith is one of the few people in this industry who has genuinely melded the methodology with the machine, and this conversation gets into exactly how he did it.

Episode Timeline & Highlights

[0:49] – Jordan introduces Keith Gillespie from REI Automated and previews the REI Tech Unlocked event in Dallas and his upcoming AI book

[3:42] – Keith's background as a real estate investor for 10 years across 34 states, and how REI Automated was built to solve his own problem

[4:22] – What active duty Marines life actually looked like: 13 countries in 8 years, missing both kids' pregnancies, and needing to build a business in 1 to 2 hours a day

[5:47] – The three pillars of REI Automated: education, software, and coaching, and how they work together as a system

[7:08] – How the Marine Corps OODA loop (Observe, Orient, Decide, Act) transfers directly to real estate negotiation and relationship management

[10:45] – The grit and tenacity piece: why embracing the suck from military training carries into every hard stretch of building a business

[11:12] – Jordan parallels the OODA loop to the flight training acronym DODAR and why slowing down leads to better decisions than reactive action

[13:34] – Why Keith built REI Automated as a true ecosystem rather than a CRM with coaching bolted on, and what being the company he wished existed ten years ago actually means

[14:25] – Keith's 57 completed real estate investing courses and what he learned by going through virtually every major program in the industry

[15:16] – Why education alone fails 99% of the time and why the fishing pole analogy captures everything wrong with most real estate programs

[16:38] – Why all three pillars are non-negotiable and what happens when any single ingredient is pulled from the cake

[20:02] – The two things any SaaS business actually needs to survive: results and customer service, and how Keith built REI Automated around both

[22:39] – Inside the AI agent build pipeline: discovery, internet research, planning, build, testing, human QA, and production, all in about 50 minutes per feature

[25:36] – How REI Automated scaled from 6 AI agents to 24 and why parsing agents to narrow, specific jobs improves quality at every level

[26:27] – The self-healing agent approach: agents required to update their own project instructions when they learn something new

[28:14] – Building a support ticket rewriter agent to fix poorly worded user requests before they reach the development queue

[34:16] – Who REI Automated is built for: any investor who has done fewer than 50 deals independently, from zero to experienced acquisition managers

[35:53] – Why 389 built-in automations and everything under one roof is the real differentiator, not any individual feature

[37:36] – Zero customer churn since public launch in March 2026, and what a nine-person human staff plus 24 AI agents means for responsiveness

5 Key Takeaways

1. Systems Before Scale — Keith built the foundation of REI Automated out of necessity, not ambition. With only 1 to 2 hours per day to work his real estate business while on active duty, every SOP had to be airtight. The constraint forced better engineering than most funded teams ever produce.
2. Education Without Execution Is Worthless — After completing 57 real estate investing courses, Keith's conclusion is clear: knowledge without a system to apply it and support to keep you accountable is just expensive entertainment. All three pillars have to exist together or the whole thing falls apart.
3. The OODA Loop Works Off the Battlefield — The Marine Corps' observe-orient-decide-act decision framework isn't just for room clearing. It's a real-time relationship and negotiation tool that helps you read a situation, adjust, decide, and act in a loop rather than reacting impulsively and blowing the deal.
4. Agent Quality Comes from Narrow Scope — REI Automated's AI infrastructure improved dramatically when they stopped asking agents to do multiple things and started assigning each one a single, tightly defined job. The more focused the scope, the higher the output quality, and the easier it is to diagnose what breaks.
5. The Answer Is Yes — Keith's product development philosophy is built on one rule: if a client requests something that isn't wrong or illegal, build it. Listening to the marketplace and acting on it fast is why REI Automated has had zero churn since public launch, pushing 24 to 70 updates a day.

Links & Resources

• Keith Gillespie on Facebook — search "Keith Gillispie" (note the spelling: G-I-L-L-I-S-P-I-E)
• SmrtPhone — the only phone system built for real estate investors, includes 5,000 minutes free — smrtphone.io
• REI Tech Unlocked event — September 19–21, Dallas, Texas (co-headlined with Left Main, Stephanie Betters, Steve Trang, Objection Proof AI; sponsored by Facebook, Twilio, Salesforce)
• Labor Architecture AI — Jordan's upcoming book on AI and human employees — laborarchitecture.ai
• That Real Estate Tech Guy — thatrealestatetechguy.com

If Keith's approach to systems, AI, and building the company he wished existed ten years ago resonated with you, share this one with an investor in your network who is still duct-taping tools together with Zapier. This conversation is a field report from someone actively building in real time, and those are the ones worth passing around. More high-signal conversations coming next.

This week I'm joined by Bree Hartman from Storage School — and this one goes somewhere we haven't been before on this podcast. Self-storage. Bree bought her first facility while pregnant, using an SBA loan, from across the country in Louisiana. She now controls over $8 million in self-storage assets, runs a 12-month education program, and is actively acquiring more facilities while teaching her students to do the same.

We get into why self-storage is one of the most cash-flowing, unsexy, and underrated asset classes in real estate right now, how to find mom-and-pop facilities before they hit the market, and why Bree left single family behind the moment she realized she'd need 20 rentals just to replace her income. If cash flow and time freedom matter more to you than the flashy stuff, this episode is for you.

Episode Timeline & Highlights

[0:42] – Introducing Bree Hartman and Storage School.

[3:41] – Bree's backstory: W2 with Fish and Wildlife, accidental rental, and buying her first facility while pregnant.

[5:23] – The moment she realized single family was just another job — and self-storage was the answer.

[6:07] – No toilets, no tenants, no employees — why self-storage clicked immediately.

[6:51] – Using an SBA loan to buy her first facility with only 10–15% down.

[7:14] – Finding the sweet spot: mom-and-pop facilities with upside and low competition.

[18:00] – Live screen share: how Bree actually finds off-market storage facilities using data tools.

[26:24] – Why technology is a competitive advantage in self-storage acquisitions right now.

[27:14] – How Storage School works: 12-month program, six-week onboarding, off-market pipeline.

[29:38] – Reverse engineering your lifestyle first — then picking the asset class that fits.

[30:35] – What Bree is focused on now: scaling to 6–7 new facilities and partnering with students.

[31:47] – The international opportunity: why self-storage in Europe is 20–30 years behind the US.

[32:30] – Why right now is buy time in self-storage — and how AI is accelerating the opportunity.

5 Key Takeaways

1. Self-storage cash flows where single family can't. No tenants, no toilets, no maintenance calls — just a simple, scalable model with real margins.
2. SBA loans change the math. 10–15% down instead of 35% means you can get into your first facility without a massive capital outlay.
3. Mom-and-pop facilities are the opportunity. Mismanaged, under-rented, and off-market — that's where the value is hiding.
4. Reverse engineer the life first. Don't pick an asset class and then try to fit your life around it — start with what you actually want and find the vehicle that gets you there.
5. Right now is buy time. The negotiating power is there. The technology is accelerating the opportunity. The window won't stay open forever.

Links & Resources

• Storage School – 12-month program to find, buy, and operate your first self-storage facility 👉 Text "SCHOOL" to (916) 579-7209
• Free Storage Offer Calculator – Evaluate any deal with Bree's cheat code tool 👉 Link in show description
• SmrtPhone – The only phone system built for real estate investors
• ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with an investor who's grinding on single family and wondering if there's a better way — because there might be, and it doesn't involve a single toilet.

More high-signal conversations coming next.

This is a special one. I'm joined by two people I deeply respect — Stephanie Betters, CEO of Left Main REI and co-founder of Better Path Homes, and Steve Trang, founder of Objection Proof AI — and the three of us are announcing something we've been building together that I'm genuinely fired up about.

REI Tech Unlocked. September 19th–21st, 2026 at the Hyatt Regency in Dallas, Texas. This is not another conference. It's the first real implementation event built specifically for real estate investors — a technology playground where you don't just hear about AI and the tools changing this industry, you actually sit down, get hands on, and walk out with things built and running in your business.

Episode Timeline & Highlights

[0:58] – Introducing Stephanie Betters, Steve Trang, and why this episode is special.

[2:19] – Announcing REI Tech Unlocked: September 19th–21st, 2026 in Dallas, Texas.

[2:48] – Why 2026 is a pivotal moment for real estate investors and AI adoption.

[3:26] – The technology playground concept — hands on, not just listening.

[4:47] – Why disconnecting from operations at an event is where real learning happens.

[5:22] – No vendor booths, no fishbowl business cards — real companies doing real work with you.

[6:03] – Everyone's got an idea. This event is about execution, not inspiration.

[6:26] – Why most events leave you fired up but on your own — and how this is different.

[25:22] – The fundamental shift happening in business right now — AI isn't a tool, it's infrastructure.

[25:52] – The internet comparison: every business rebuilt around it. AI is next.

[27:28] – Steve's final word: the big brands and organizations coming to the event.

[28:51] – Stephanie's final word: execution over theory — walking out with something done.

[29:58] – Jordan's final word: depth, hands-on implementation, and walking out configured.

[31:40] – Event details, early bird pricing, and how to get your tickets.

5 Key Takeaways

1. AI adoption isn't optional. This shift is as fundamental as the internet — every business will be rebuilt around it.
2. Information isn't the problem. Every investor knows AI is coming. The gap is implementation — and that's what this event closes.
3. Walk in curious, walk out configured. The goal isn't motivation or mindset. It's leaving with tools running in your business.
4. Hands on beats listening every time. Sitting down with a technology company and getting live implementation is worth more than a dozen keynotes.
5. Execution is the idea. Everyone has a plan. The investors who win in 2026 and beyond are the ones who actually do the thing.

Links & Resources

• REI Tech Unlocked – The first hands-on AI implementation event for real estate investors 👉 http://reitechunlocked.com/ — Early bird tickets on sale now through May 2026
• Left Main REI – CRM built for real estate investors 👉 leftmainrei.com
• Objection Proof AI – AI-powered sales training and appointment scheduling 👉 objectionproofai.com
• SmrtPhone – The only phone system built for real estate investors
• ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with an investor who keeps saying they need to figure out AI — because figuring it out is exactly what this event is built to do.

Early bird tickets are on sale now. We'll see you in Dallas.

More high-signal conversations coming next.

This week I'm sitting down with Andrew Schlag from TrueCo — and this one is a little different. We still talk real estate, we still talk business, but this episode goes somewhere most podcasts in this space are too afraid to go. Andrew opens with losing $3 million — not from a bad market, but from a moment of desperation and misplaced trust — and what that brutal season taught him about the life he actually wanted to build.

Andrew and his business partner Leo launched TrueCo around one core belief: the best life you can live shouldn't be deferred. Not until the next deal closes. Not until you hit your number. Now. We get into the psychology of the hustle trap, the eight categories of holistic success, and why the entrepreneurs who win the most often enjoy it the least.

Episode Timeline & Highlights

[0:42] – Introducing Andrew Schlag and TrueCo's mission around holistic wealth building.

[3:01] – Andrew's background: country boy, construction, and finding real estate in 2014.

[6:38] – The deal that went sideways: signing deeds without attorney approval and losing $3 million.

[9:33] – The aftermath: $30K a month in losses, litigation, and not wanting to live anymore.

[10:47] – How Andrew came back one day at a time — and what that season really taught him.

[11:27] – Meeting his business partner Leo and how TrueCo was born in Barcelona.

[13:29] – The "I'll be happy when" trap and why that goalpost never stops moving.

[14:47] – Get the lesson faster: why reflection matters more than grinding harder.

[15:07] – Pulling the future into the present — putting the trip on the calendar before you can afford it.

[18:52] – Seasons of hustle vs. lifestyle hustle and why the economy rewards value, not hours.

[19:52] – Weekly reflection, morning routines, and building intentional habits into daily life.

[30:23] – What TrueCo actually is: holistic success, wealth building, and a life worth living.

[32:22] – How the community works: cash vehicles, wealth building, and doing deals with people you enjoy.

[35:40] – Who TrueCo is for and how to connect with Andrew and Leo.

5 Key Takeaways

1. Never sign the deeds without your attorney. Desperation is the enemy of good decisions — urgency is fine, desperation is dangerous.
2. Stop living in the "when I get there." The goalpost never stops moving. Build a life worth living right now.
3. Reflection is a business skill. The investors who never stop to ask why are the ones who barrel hardest in the wrong direction.
4. The economy rewards value, not hours. Working hard is a badge of honor that pays nothing if you're creating the wrong thing.
5. Holistic success beats financial success alone. Wealth without health, relationships, and purpose isn't winning — it's just a bigger number.

Links & Resources

• TrueCo – Holistic wealth building community for heart-driven entrepreneurs 👉 truecoa.com
• Andrew Schlag – Facebook & YouTube: search Andrew Schlag
• SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
• ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with an entrepreneur who's grinding hard but hasn't stopped to ask whether they're actually happy — because the hustle isn't the problem. Deferring your life while you do it is.

More high-signal conversations coming next.

This week I'm joined by Michael Hoang, host of the Get Wealth Podcast and real estate investor out of Houston, Texas. Michael has done over 200 doors across single family and multifamily — but when the market shifted, he didn't grind harder on the same strategy. He pivoted into something I hadn't heard of before, and honestly, I couldn't stop calling it elegant the entire episode.

Land home packages. Buy a plot of land, install a brand new mobile home straight from the manufacturer, qualify it for FHA financing, and sell it on the MLS. No scope creep. No surprise rehab costs. No cold calling. Just $70K–$100K in profit per deal with a fraction of the headaches of a traditional flip. If you're a burned out wholesaler or flipper wondering where the opportunity is right now, this episode is it.

Episode Timeline & Highlights

[0:49] – Introducing Michael Hoang and the Get Wealth Podcast.

[3:44] – Why the houses Michael used to buy just don't work anymore — taxes, insurance, interest rates.

[4:26] – The cash flow myth in single family real estate and why he needed a better model.

[4:50] – What is a land home package and why it works so well in today's market.

[5:12] – FHA financing and why it opens the deal to the largest possible buyer pool.

[5:37] – The numbers: $70K–$100K profit per deal with less work than a traditional flip.

[7:24] – No surprises: why new construction mobile homes eliminate rehab risk entirely.

[30:22] – Wealth isn't flashy cars — it's time freedom and the ability to run your business from anywhere.

[31:12] – Who is this strategy for? Beginners, burnt out flippers, and wholesalers looking to pivot.

[33:44] – How to run land home packages alongside your existing strategy without overloading yourself.

[34:05] – How to do this tax free or tax deferred inside a self-directed IRA or solo 401k.

[36:08] – How to connect with Michael and get the IRA strategy guide.

5 Key Takeaways

1. The market shifting is not the market dying. When what's always worked stops working, it's time to think laterally — not quit.
2. New construction eliminates surprise costs. No scope creep, no rehab overruns, no unexpected repairs eating your margin.
3. FHA qualification unlocks the biggest buyer pool. The right install means first-time buyers can purchase — and that means faster, easier sales.
4. Less work, more profit. Land home packages are a lighter operational lift than traditional flips with significantly higher margins.
5. Structure it right and keep more of what you make. Done inside a self-directed IRA or solo 401k, this strategy can be tax free or tax deferred.

Links & Resources

• Michael Hoang – Instagram: @MichaelBSomeone
• IRA Strategy Guide – Text "IRA" to Michael directly for the tax-free deal structure
• Get Wealth Podcast – Search on your favorite podcast platform
• ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with a flipper or wholesaler who's been grinding in a tough market — because sometimes the best move isn't to push harder. It's to find a smarter play.

More high-signal conversations coming next.

This week I'm sitting down live in Tampa with my good friend Rafael Cortez — firefighter turned carpenter turned transportation entrepreneur turned real estate investor turned coach turned SaaS founder. Yeah, Rafael has lived a few lives. And every one of them feeds directly into what he's built with CEO Pulse.

Rafael brings an organizational psychology background and over a decade of active investing to a CRM that does something most platforms don't — it embeds his coaching, courses, and SOPs directly inside the system. One login. Everything you need to run your wholesaling business, learn the business, and deploy it all in one place. We also get into the real psychology behind why investors procrastinate, why systems can become their own form of paralysis, and what it actually takes to build a business that scales.

Episode Timeline & Highlights

[0:43] – Introducing Rafael Cortez and CEO Pulse — the CRM built by an active operator.

[3:44] – Rafael's backstory: firefighter, carpenter, transportation business owner, real estate investor.

[6:38] – Building and selling a medical transportation company in 2014.

[9:44] – From investor to coach: how mentorship found Rafael before he went looking for it.

[11:02] – Working with wholesaling OG Sean Terry and getting his first taste of teaching.

[12:39] – Bringing fire department SOPs into real estate — how systems changed everything.

[13:40] – The Wholesaling Academy: beginning-to-end mentorship with all the SOPs baked in.

[15:06] – When do you actually need a CRM? The logic vs the emotional excuse.

[16:07] – How investors procrastinate creatively — and how the right system eliminates excuses.

[17:25] – Why systems can create their own paralysis — and how to avoid it.

[19:02] – The balance between technology and just getting on the phone.

[20:15] – The one job of a SaaS platform: make every excuse a button.

[37:12] – Why convergence — coaching, systems and tools in one place — is the future.

[39:08] – How Rafael continuously improves the platform as an active operator using it daily.

[41:03] – How to find Rafael and get started with CEO Pulse.

5 Key Takeaways

1. The best systems are built by operators, not developers. When the person building the tool is also using it daily, it keeps getting better in the right ways.
2. Procrastination disguises itself as preparation. Investors who say they need more systems often just need to make more calls.
3. Convergence beats complexity. One login with your training, your CRM, your follow-ups and your SOPs eliminates friction and excuses at the same time.
4. Mentorship is a two-way street. Teaching forces you to hold yourself to the same standard you're coaching others toward.
5. Technology should remove excuses, not create new ones. If it takes a university course to use, it's working against you.

Links & Resources

• CEO Pulse CRM – The CRM built by an active wholesaler with coaching embedded inside 👉 theraypulsecrm.com
• Rafael Cortez – Instagram: @RafaelCortezCEO
• SmrtPhone – The only phone system built for real estate investors
• ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with an investor who's drowning in tools but still not closing deals — because the problem usually isn't the system. It's the excuses the system lets them keep making.

More high-signal conversations coming next.

This week I'm joined by Tyler Austin, CEO of Data Sift — the powerhouse platform born from the merger of Data Sift and Data Lake. Tyler and I go way back, and we finally got to sit down together in person at a mastermind in Tampa for this one. It's a great conversation.

Tyler breaks down how his platform uses AI to predict over 50% of real estate investor transactions monthly, why less data almost always beats more, and how the right data stack combined with the right phone system can slash your marketing budget while actually increasing your deal flow. We also get into the mindset behind building a real business — risk tolerance, operational discipline, and why nobody ever leaps from 10% to 90% overnight.

Episode Timeline & Highlights

[0:41] – Introducing Tyler Austin and the Data Sift and Data Lake merger.

[1:29] – Tyler's background and what led him to build a data platform for investors.

[3:37] – Why less data beats more data — and how Data Sift's AI predicts investor transactions.

[4:40] – Cutting 100,000 records down to 10,000 most likely — and what that does to your margins.

[5:08] – Distress data suites: obituaries, foreclosures, probate, age of property, and more.

[5:36] – How SmartPhone and Data Sift work together to feed back market response data.

[6:28] – The 600 out of 1,000 people you'll never reach — and how to stop wasting money on them.

[7:11] – Building a proprietary database through consistent marketing feedback loops.

[32:18] – Why operational preparation after hours separates serious investors from everyone else.

[33:34] – The pilot analogy: deep knowledge gives you a glide path when things go wrong.

[34:10] – Two things every W2 needs before making the leap to business ownership.

[34:56] – Why no business scales on a whim — structure and execution are everything.

[35:25] – Incremental improvement beats big leaps: getting from 10% right to 40% right over time.

[37:13] – How to get started with Data Sift: the five-day deal flow challenge for $27.

5 Key Takeaways

1. Less data is more. Precision targeting beats volume every time — fewer records, lower costs, higher margins.
2. Your marketing feedback loop is gold. Every wrong number and dead line is data that sharpens your next campaign.
3. You can't reach 60% of your list no matter what. Build processes specifically for who you're not reaching.
4. Deep preparation gives you confidence. Know your market, your data, and your call flows before you need them.
5. Scale incrementally. No one jumps from 10% to 90%. Consistency and small improvements compound into real results.

Links & Resources

• Data Sift – AI-powered real estate data and CRM platform 👉 datasift.io
• Five Day Deal Flow Challenge – Learn the fundamentals for ~$27 👉 datasift.io
• Data Sift Real Estate Mastermind – Search on Facebook and request to join
• SmrtPhone – The only phone system built for real estate investors (mention Data Sift when signing up)
• ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with an investor who's spending too much on marketing and not seeing the returns — because the problem usually isn't the channel. It's the data behind it.

More high-signal conversations coming next.

In this episode, I sit down with Martine Richardson from The Freedom Inc., and this one goes in a direction we haven't covered before on this podcast — rentals. Martine started as a wholesaler, stumbled into her first rental by accident, and never looked back. She's closed over 100 deals, built a portfolio that covers all her expenses, and now helps investors buy their first or next rental with little to none of their own money.

We get into the mindset shift from active income to passive wealth, why investing a little more upfront in your properties saves you years of headaches, and how to get started in rentals even in today's market. If you're a wholesaler thinking about making the leap into buy-and-hold — or just looking for a smarter long-term play — this episode is for you.

Episode Timeline & Highlights

[0:52] – Introducing Martine Richardson and The Freedom Inc.

[1:10] – How Martine got her first rental by accident — and why it changed everything.

[3:43] – From wholesaling to 100+ deals and why passive income became the goal.

[4:36] – Why wholesalers should be thinking about rentals right now.

[5:23] – The mindset shift from high-paying job to true time and money freedom.

[6:00] – Bought for $35K, now worth $240K — letting the asset do the work.

[6:40] – Why rental properties win even as wholesaling faces more regulatory pressure.

[7:17] – The 90% passive model and what systems make that possible.

[29:54] – How Martine got into coaching and why she got a coach before becoming one.

[30:45] – Why she charges for coaching — and why free is often lazy.

[33:13] – The free Freedom Inc. community: what's in it and who it's for.

[34:16] – Why wholesalers should know about buy-and-hold buyers in her community.

[35:25] – How to join the free community and apply for a strategy session.

5 Key Takeaways

1. Rentals create freedom. Wholesaling creates a job. If time freedom is your goal, the asset has to do the work — not you.
2. Invest a little more upfront. Replacing the aging water heater before a tenant moves in buys you years of problem-free ownership.
3. Little to no money down is possible. With the right strategy and creative financing, your first rental doesn't require a massive cash outlay.
4. Systems make it passive. It's not 100% hands-off, but the right systems get you to 90% — and that changes your life.
5. Credibility comes from doing it first. Work with coaches and mentors who've actually lived the path they're teaching.

Links & Resources

• The Freedom Inc. – Free community for rental property investors 👉 Join on Facebook: search "The Free To Me"
• Strategy Session – Map out how to buy your first or next rental with little to none of your own money 👉 strategy.thefreetome.com
• ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with a wholesaler who's been grinding hard but hasn't made the move into passive income yet — because the asset can do the work, but only if you let it.

More high-signal conversations coming next.