The DealMachine Real Estate Investing Podcast

Sellers give up real money all the time, and it is almost never because they are bad at math. Jiries Dawaher has closed roughly a thousand real estate transactions, and in this episode he lays out the five motivations that make a seller take a lower number, from speed of close to the certainty that the deal will not fall apart. He also runs the net proceeds math that turns a $100,000 listing into $80,000 in the seller's pocket, which is how a $90,000 cash offer wins. The back half covers how he gets invited to the kitchen table in the first place, including the exact way he asks for the appointment without putting a seller on the defensive.

KEY TALKING POINTS:

0:00 - Intro to Seller Motivations

5:56 - Kitchen Table Philosophy

6:57 - Building Your Call List

9:10 - Getting to the Kitchen Table

10:17 - Warm vs Cold Leads

11:42 - The Appointment Script

13:45 - Follow-Ups Where Deals Live

14:47 - Outro

LINKS:

Instagram: Jiries Dawaher

https://www.instagram.com/jiriesd

Website: WholeScaling (Free)

https://www.skool.com/brrrr/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Abdul and Abdullah Ghaffar went from working at Dunkin' Donuts and Little Caesars to closing over 100 real estate deals a year nationwide. Their first deal ever came off a single DealMachine direct mail piece, and they've since built a cold calling company and a 120 member investor community around what's working for them today. In this episode, they break down their "triple R" method for building trust with sellers, and why proof of funds and fast closings have become the best free marketing a wholesaler can get.

KEY TALKING POINTS:

0:00 - Meet the Ghaffar Brothers

0:52 - What Deals They Do

3:15 - Finding Buyers & Creative Deals

6:41 - How They Got Started

11:45 - Building AK Callers

15:36 - Approaching a Lead

21:43 - The Triple R Method

23:16 - Proof of Funds & Closing Reputation

30:44 - Where to Find Them

32:21 - Being the Eldest Sibling

35:23 - Finding Your Why & Building Wealth

39:54 - Outro

LINKS:

Instagram: Abdullah Ghaffar

https://www.instagram.com/ihustlebro/

Instagram: Abdul Ghaffar

https://www.instagram.com/dispositionking/

Website: National Fast Offer

https://www.nationalfastoffer.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/ 

Bobby Kough is closing 300+ wholesale deals a year across three markets. A former Army captain, he built I Buy STL alongside sister markets in Little Rock and Wichita by handing full ownership to people he trusted. In this episode he covers direct mail marketing and cost per lead, plus the team building lessons behind his growth. He also breaks down the mindset shift that keeps a growing wholesaling business from stalling out after a big month.

KEY TALKING POINTS:

0:00 - Intro & 305 to 500 Deals

1:00 - Overview of I Buy STL

3:19 - Finding Buyers in Every Area

5:14 - From Military to Real Estate

10:03 - Building the Business with Jimmy

11:05 - Brother Launches Little Rock

14:16 - Marketing Strategy in Little Rock

21:29 - Wholesaling Across the Illinois Border

23:34 - Funnel & Conversion KPIs

26:34 - Mindset & The Parachute Effect

29:29 - Building a Team Around Talent

33:40 - Should You Move to the Owner's Box?

37:39 - Special Ops Team Philosophy

41:02 - Advice for Starting a Business

43:23 - Outro

LINKS:

Instagram: Bobby Kough

https://www.instagram.com/bobbykough99/

Website: I Buy STL

https://www.ibuystl.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/ 

Most investors chase one payday per deal. Zachary Beach breaks down how a single property can pay you three separate times using creative financing that never touches a bank. He walks through a real case study where a $355,000 house, bought subject-to and sold on rent to own, produced $99,000 in profit. You'll learn how to buy on terms and sell to the 82% of buyers that banks reject, even in a market where high rates are killing everyone else's deals.

KEY TALKING POINTS:

0:00 - Three Payday System Overview

1:51 - Solving Seller Problems

4:43 - Selling with Rent to Own

7:38 - Finding Tenant Buyers

8:44 - Three Paydays Explained

9:30 - Deal Case Study

14:33 - Average Payday Results

15:11 - Outro

LINKS:

Instagram: Zachary Beach

https://www.instagram.com/zacharybeachofficial/

Links: Zachary Beach

https://linktr.ee/smartrecoach

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/ 

Bobby Suarez scales to 40 to 60 wholesale deals per month in South Florida with a proven system that generates a 3.8x return on marketing spend. Learn how he built a brand moat through TV, radio, and direct mail that made him the go-to buyer in his market, discover the exact calculator his team uses to price every deal for consistent profit, and find out how his new platform Rezzi is changing how wholesalers dispose deals nationwide.

KEY TALKING POINTS:

0:00 - Intro & 40-60 Deals a Month

1:31 - How Bobby Got Into Real Estate

4:58 - Scaling With TV & Marketing

6:57 - Building the Rezzie Dispo Platform

8:55 - Pricing Deals & the Calculator

11:56 - Handling Buyers & Showings

13:44 - VIP Buyer Tiers in Rezzie

16:23 - Ryan's Small-Market Buyer Approach

17:39 - What's Next: Expanding Markets

19:12 - Racing Cars & Skills Over Material

21:11 - Advice & Where to Find Bobby

22:16 - Outro

LINKS:

Instagram: Bobby Suarez

https://www.instagram.com/bobbysuarez/

Website: Rezzie

https://www.rezzie.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/ 

In this episode, DealMachine CEO David Lecko shares the exact framework he uses to turn AI into a reliable team member, writing out the playbook first the same way you would train a new hire, then letting it run on a schedule. He walks through real examples from inside his own company, including a customer success manager with zero technical background who connected AI to his CRM and closed a deal in his first six calls. The best part is that none of it requires code or a new hire, just a few hours to teach AI how you actually work.

KEY TALKING POINTS:

0:00 - AI Hype vs Reality

1:23 - Team's Replacement Fears

3:02 - Treat AI Like Hiring a Person

6:09 - Customer Success Manager Example

9:22 - Six Actionable Steps

13:04 - Podcast Booking Automation

15:56 - Building the AI Org Chart

17:55 - Rolling Out Cloud to Employees

20:10 - How to Make the Org Chart

21:05 - Skills vs Agents Explained

22:01 - Combining Skills Under an Agent

23:20 - Monitoring State Regulations

24:36 - Outro

LINKS:

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/ 

Cold email might be the most underrated lead generation channel in real estate wholesaling, and Tim Yu breaks down the exact four-part system his team uses to get sellers to reply. He walks through pulling hyper-specific distressed lists in DealMachine, then writing personalized subject lines and value-first emails that earn the open. He also gets into the deliverability mechanics that keep your sending domains out of spam and the follow-up cadence that turns replies into real seller conversations.

KEY TALKING POINTS:

0:00 - The 4-Part Cold Email System

2:49 - Part 2: Crafting the Message

4:25 - Subject Lines That Get Opened

5:19 - Writing the Email Body

8:37 - Part 3: Mechanics & Deliverability

10:08 - Tracking Your Key Metrics

10:54 - Staying Compliant (CAN-SPAM)

13:07 - Part 4: Email Follow-Up Cadence

13:57 - Turning Replies Into Deals

15:17 - Outro

LINKS:

Instagram: Tim Yu

https://www.instagram.com/itstimyu/

Skool: Tim Yu

http://www.skool.com/newbreed

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/ 

Join Us for DealMachine Unveiled: https://www.dealmachine.com/unveiled

Tom Nardone, the Millionaire Mailman, started investing in 1983 while still on his mail route and quit the post office at 35 to go all in. Today he runs a strategy most investors overlook: buying vacant land, dropping a brand new mobile home on it, and pocketing 75 to 125 thousand dollars per deal. He breaks down how he finds the right neighborhoods using Zillow comps and DealMachine to drive for dollars, and how Florida's hurricanes keep creating buildable lots. If you want a low-competition play most people haven't figured out, this one delivers.

KEY TALKING POINTS:

0:00 - Intro & Hosts

1:34 - The Certified Letter Edge

2:42 - Life After Quitting USPS

5:17 - Starting Over in 2026

6:21 - Top Mistakes New Investors Make

8:45 - The Financial Bridge to Quit W2

12:29 - Raising Capital on Cruises

14:12 - Private Money vs DSCR Loans

16:59 - Lessons From Recent Deals

18:40 - Anatomy of a Six-Figure Deal

23:36 - The Gopher Tortoise Problem

26:28 - Valuing Lots & Square Footage

29:55 - Son's Glamping Venture

31:06 - What's Next: Subdividing & Metal Buildings

34:16 - Where to Find Tom & Final Advice

35:58 - Outro

LINKS:

Instagram: Tom Nardone

https://www.instagram.com/gethugechecksgmailcom/

YouTube: Tom Nardone

https://www.youtube.com/@TomNardoneMillionaireMailman

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/ 

Join Us for DealMachine Unveiled: https://www.dealmachine.com/unveiled

Fourteen years of wholesaling and fix and flip in Jacksonville, Florida, and Obi and Shelby Dorsey of Freedom Home Buyers are still at it while most investors have come and gone. In this conversation with David, they walk through what's actually kept the business alive across every market shift since 2011, from a disciplined buy box to a hard rule on marketing spend. They get candid about why scaling their team past 20 people backfired and how they settled into the leanest, most profitable version of the business yet. They also cover self-managing 35 rental properties and how they use DealMachine data inside their Salesforce CRM to find and close deals.

KEY TALKING POINTS:

0:00 - Meet Shelby & Obi

2:53 - Why Wholesaling Is Their Focus

4:40 - How It All Started 14 Years Ago

9:38 - Shelby Joins the Business

12:30 - Evolving Their Marketing Channels

14:35 - Using DealMachine Daily

16:13 - Lessons From Scaling Up

19:59 - The Truth About Marketing Methods

24:27 - Their Perfect Buy Box

29:29 - Property Management Tips

32:18 - Advice for New Investors

34:01 - Where to Find Them & Name Stories

36:55 - Outro

LINKS:

Facebook: Obi Dorsey

https://www.facebook.com/obi.dorsey

Facebook: Shelby Dorsey

https://www.facebook.com/shelby.dorsey.9

Website: Obi Buys

https://www.obibuys.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/ 

Join Us for DealMachine Unveiled: https://www.dealmachine.com/unveiled

Martine Richardson built her entire rental portfolio without putting a dollar of her own money down, and in this episode she shows exactly how. She walks through her private capital framework, starting with how to find deals below market value and structure funding from private lenders instead of banks. She also breaks down what those lenders actually want to hear before they'll fund a deal, and how to structure the deal so they keep coming back to fund the next one.

KEY TALKING POINTS:

0:00 - The 20% Down Myth

1:18 - 5-Step Capital Framework

3:53 - First Rental Property Story

5:22 - Easier Than Wholesaling

6:13 - What Private Lenders Want

8:18 - The Freedom Funding Formula

12:13 - Handling Objections & Doubts

14:40 - Outro

LINKS:

Instagram: Martine Richardson

https://www.instagram.com/coachmartine_/

Website: Martine Richardson

https://www.martinerichardson.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/