Episode 1: Rapport Is the Relationship: Stop Chasing Sellers. Start Building Trust.

Based off The Audio Book, Built to Close by Brett Iwanowicz

📘 Episode Overview
Too many investors lose the deal before they ever talk numbers—because they never earned the seller’s trust. In this first episode of the Built to Close series, Brett Iwanowicz dives into why rapport isn’t just a warm-up—it’s the close.

Learn how elite sales professionals use tactical empathy, emotional pacing, and strategic questions to create connection, surface motivation, and lead conversations that convert—without pressure or tricks.

Whether you're new to the game or closing consistently, this episode will upgrade how you show up on the call.

🔍 Show Notes / Talking Points

• Why most sellers don’t trust you yet (and how to fix that)
• What “tactical empathy” really looks like in real estate
• The neuroscience of connection: safety, trust, and talk time
• Real-world seller conversation examples from Brett’s team
• The most common rapport mistakes that kill deals
• Brett’s top book recommendations to build emotional intelligence in sales
• 3 action steps to build rapport fast on your next call
  
  

📚 Book & Quote Recommendations

• Never Split the Difference by Chris Voss
  “The goal is to get them to say ‘That’s right.’ That’s when you know they feel heard.”
• How to Win Friends and Influence People by Dale Carnegie
  “You can make more friends in two months by becoming interested in other people than in two years trying to get people interested in you.”

💬 Questions or want to connect? Reach out:
📩 Email: [email protected]
📱 Instagram  @flip4freedom
🌐 Website: www.brettbuysrochouses.com

🎧 Episode Intro: Built to Close – Audio Companion

Are you leading the conversation—or losing the deal?

⚠️ This audio hasn’t been perfectly produced—but it’s been made available because the content can truly make a difference.

I’m Brett Iwanowicz. Over the past 4 years, I’ve built a lean, multiple six-figure real estate business with a 3-person team operating across two countries. Together, we’ve closed hundreds of deals, created a lifestyle of flexibility and travel, and helped countless sellers navigate some of the toughest moments in their lives.

But we didn’t do it through pushy scripts or high-pressure tactics.

We built it through systems—clear frameworks based on psychology, empathy, and respect.

Built to Close is the sales training I wish I had when I started. In this episode, I share the exact mindset, rapport-building skills, and closing strategies that helped me go from second-guessing myself to running a business that feels honest, effective, and scalable.

If you’re a team leader looking to train reps the right way—or an individual producer ready to level up—I hope this challenges what you think you know about sales… and gives you a system that actually works in the real world.

🎯 Topics Covered:

• Why rapport is more than “being nice”
• The four qualification pillars that never lie
• The real danger of fast offers
• How to control the close without sounding aggressive
• Why “maybe” is the most expensive word in your business

📘 Want to go deeper?
Grab the book Built to Close, or check out more real estate sales training and tools here, https://docs.google.com/forms/d/e/1FAIpQLSeDfdT1cojuZjIUNp0IVRucIzPNbXm6LfRscErJKk-xdGgxwg/viewform?usp=preview

Episode #16:  with Special Guest Todd Foster

 Todd Foster calls himself a ‘pretty house specialist’, someone who enjoys buying homes that don’t need too much flip and pursues a more passive income. A member of Ascend Mastermind, Foster is the owner and CEO of Pretty House Investors. In this episode, you’ll find strategies to help you start making deals through the ‘rent to own’ model and better your negotiation methods.

Key Takeaways

 (1:42) Todd explains his ‘pretty house’ strategy and creative deal structures 

(6:32) Todd and Brett discuss negotiation tactics 

(9:20) Passive income advantages include out-of-state deals & self-sufficient homeowners

(15:18) What ‘pretty house’ deals look like 

(24:00) Have more than one exit strategy - Ask: “What’s the worst that could happen?”

(26:13) Todd shares how he got into real estate and investments 

(36:32) Prescreen your prospective renters and understand what they’re realistically able to do! 

(42:44) Should you always disclose what your plan is? 

(43:58) Todd explores tactics for navigating ‘deal killer’ scenarios

(48:57) On the fence about being coached? Hear Todd and Brett share how it accelerated their success

(55:00) You can’t do it all! Be a problem-solver and outsource when necessary to find success

Connect with Todd: 

Facebook - http://www.facebook.com/PrettyHouseInvestors

Website - learnprettyhouses.com

Email - [email protected]

Listen and Subscribe to the Flip 4 Freedom Podcast Show!

https://theflip4freedomshow.buzzsprout.com/

Get started today purchasing homes at steep discounts? Check out Bret’s latest e-book!

https://drive.google.com/file/d/1rWzFU8A22W36edeWSGY7ofpuUC6O9H3Z/view?usp=sharing
I
nterested in Finding, Funding, Fixing and Flipping homes? Join Brett in his unique joint venture coaching and mastermind platform and get started today!  

https://www.flip4freedom.life/homep4ge 

Follow Brett here: Instagram & Facebook: @flip4freedom

 Looking for free mentorship, and the opportunity to network with investors or connect with someone just getting started? Take advantage of this limited opportunity and join Bret’s private Facebook Group! https://www.facebook.com/groups/462845754303575/?source_id=109011107103864

Ask Brett A Question

Have a question you want featured on an upcoming Flip 4 Freedom Show? Want to be featured on an upcoming episode? Apply here!

https://www.flip4freedom.life/podcastshow   

Episode #15: with Special Guests Jenny and Neff: Invest in others, Invest in yourself!

 Jenny and Neff started their real estate journey about four years ago, driven to define their own lifestyle. Through Fortune Builders coaching, they gained the tools they needed to find selling success and make more time to spend with their kids. In this episode, you’ll learn why the importance of networking goes beyond prospective buyers and the value of investing in yourself through coaching. 

 Key Takeaways

 2:29) Jenny and Neff share their real estate origin story 

(7:03) The benefits of being together and working together 

(12:20) Coaching is an investment that can fast-track you despite little real estate experience 

(16:17) You can’t make money if you don’t know anybody. Push yourself to network!

(23:00) Use what you’ve learned and get at it! Persistence in the field is key. 

(26:54) Jenny and Neff explore speed bumps they encountered during their first deal

(33:00) Networking is more than finding prospective buyers - meet the neighbors!

(39:26) Finding and screening good contractors is easier than you think. 

(43:00) Failure is part of the process - move past the uncertainty and just get started!

(47:35) Jenny and Neff are pressing toward their goals thanks to their investments 

(48:48) Take advantage of resources (coaching, guidelines, accountability, etc.) 

Connect with Jenny Le: 

Facebook - facebook.com/JennyLeRealEstateServices

Website - www.coldwellbanker.com/agent/[email protected]

Email - [email protected]

 
Listen and Subscribe to the Flip 4 Freedom Podcast Show!

https://theflip4freedomshow.buzzsprout.com/

 Get started today purchasing homes at steep discounts? Check out Bret’s latest e-book!https://drive.google.com/file/d/1rWzFU8A22W36edeWSGY7ofpuUC6O9H3Z/view?usp=sharing

 Interested in Finding, Funding, Fixing and Flipping homes? Join Brett in his unique joint venture coaching and mastermind platform and get started today!  

https://www.flip4freedom.life/homep4ge 

Follow Brett here:

Instagram & Facebook: @flip4freedom

 Looking for free mentorship, and the opportunity to network with investors or connect with someone just getting started? Take advantage of this limited opportunity and join Bret’s private Facebook Group! https://www.facebook.com/groups/462845754303575/?source_id=109011107103864

 Ask Brett A Question

Have a question you want featured on an upcoming Flip 4 Freedom Show? Want to be featured on an upcoming episode? Apply here!

https://www.flip4freedom.life/podcastshow   

Episode #14: with Special Guest Alex Pardo: Simple approaches to creating lasting momentum  

Alex Pardo is a real estate investor, entrepreneur, and host of The Flip Empire Show. Alex is also the Co-Owner of Ascend Mastermind & Coaching. Working at a job that wasn’t his favorite, Alex observed the exhausted lives of his bosses and determined he wanted to be successful on his own terms. After participating at a real estate bootcamp, Alex closed his first sale in 2006. 

In this episode, you’ll find tips for partnership success and hone in on just how important your social network is.

Key Takeaways

• (1:57) Alex & Bret discuss timeless advice from Tony Robbins:  “The secret to living is giving”
• (5:16) Alex explains how he got into real estate. 
• (9:56) Skill level is good, effort is better. Effort is the ultimate equalizer!
• (14:05) Losses are an opportunity to ‘fail forward.’ Momentum breeds momentum. 
• (18:36) Having a written vision for your life keeps your vision clear. 
• (27:57) Laser focus and a clear, simple business mission strategy builds up into automation.
• (34:54) Alex’s Four Task Questions: “Can I delete, automate, outsource, or delegate?” 
• (39:39) Want to ask for something? Be upfront about intentions and lead with value. 
• (47:35) “One valuable relationship can unlock unlimited opportunities and potential!”
• 50:49) Alex suggests marketing & priority tips newcomers should be applying to their strategy. 

Connect with Alex:
Instagram - @alexpardo25
Websites - ascendyoursuccess.com | alexpardo.com
Listen and Subscribe to the Flip 4 Freedom Podcast Show!
https://theflip4freedomshow.buzzsprout.com/

Get started today purchasing homes at steep discounts? Check out Bret’s latest e-book!
https://drive.google.com/file/d/1rWzFU8A22W36edeWSGY7ofpuUC6O9H3Z/view?usp=sharing

Interested in Finding, Funding, Fixing and Flipping homes? Join Brett in his unique joint venture coaching and mastermind platform and get started today!! 
https://www.flip4freedom.life/homep4ge

Follow Brett here:
Instagram-@flip4freedom
Facebook-@flip4freedom
Looking for free mentorship, and the opportunity to network with investors or connect with someone just getting started? Take advantage of this limited opportunity and join Bret’s private Facebook Group! https://www.facebook.com/groups/462845754303575/?source_id=109011107103864

Ask Brett A Question
Have a question you want featured on an upcoming Flip 4 Freedom Show? Want to be featured on an upcoming episode? Apply here!

https://www.flip4freedom.life/podcastshow   

Episode #13: with Special Guest Rick Doherty: Building your social network might bring successful partnerships! 

Rick Doherty is a wholesaler from Rochester, New York now living in Denver. Rick harnessed his background in banking and followed his desire to “do something big” by going into real estate. He partnered with a former coworker, Chris, and they worked together to build their dreams. Now, Rick continues to sell wholesale while also pursuing his passion project: Vandemic Campervans. In this episode, you’ll find tips for partnership success and hone in on just how important your social network is. 

Key Takeaways

• (0:42) Know the value of your social network. People are often more than willing to help. 
• (2:20) It’s okay to start out small- just start! Use the resources you have available. 
• (6:18) Your care for the client will shine through as you build rapport. 
• (7:00) Partnering up with someone else helps you learn from each other, work together, and push each other to do better. 
• (14:32) Open, honest communication enables tough conversations. Working through these situations creates real relationships, personally and professionally. 
• (16:56) Partnerships enable you to combine strengths and share roles. 
• (24:26) Avoid “shiny object syndrome”! Stay in your lane as you build. Mentors and accountability partners can help. 
• (31:05) Don’t beat yourself up! 
• (36:28) Real estate affords lots of flexibility and freedom - take advantage of it. 
• (43:16) List your needs vs. wants 
• (49:30) Rick shares how his experiences have helped him start his new business, Vandemic Campervans 

Connect with Rick: 

Instagram- @ricker2.0, @vandemiccampervans

Listen and Subscribe to the Flip 4 Freedom Podcast Show!

https://theflip4freedomshow.buzzsprout.com/

Get started today purchasing homes at steep discounts? Check out my latest e-book!

https://drive.google.com/file/d/1rWzFU8A22W36edeWSGY7ofpuUC6O9H3Z/view?usp=sharing

Interested in Finding, Funding, Fixing and Flipping homes? Join Brett in his unique joint venture coaching and mastermind platform and get started today!!  

https://www.flip4freedom.life/homep4ge 

Follow Brett here:

Instagram-@flip4freedom

Facebook-@flip4freedom

Looking for free mentorship, and the opportunity to network with investors or connect with someone just getting started? Take advantage of this limited opportunity and join my private Facebook Group! https://www.facebook.com/groups/462845754303575/?source_id=109011107103864

Ask Brett A Question

Have a question you want featured on an upcoming Flip 4 Freedom Show? Want to be featured on an upcoming episode? Apply here!

https://www.flip4freedom.life/podcastshow   

Matt is currently working on a real estate fund, taking capital and offering preferred returns on buy and hold multi families.  Matt get’s vulnerable with us and shares the pitfalls of jumping into real estate too quickly, and how he almost lost everything more than once! His rock was and still is his wife, he shares how important it is to have the right person in your corner, this could be a husband, wife, friend, business partner, etc. 

 Key Take Always

• Pain is the best facilitator for growth. Things don’t happen to you, they happen for you.
• You can change someone’s life in an instant!
• A shift in mindset change change who you are, but you need to cultivate and water that seed!!
• Strategic partnerships are amazing, BUT they can be as equally destructive if you don’t take the time to find the right person.  
• Business decisions need to be made from P&L and cash flow statements, look at the numbers!!!  Don’t make decisions based on what you think or feel without looking at the numbers!
• Find people to fill in the blanks, or rather help with thinks you don’t know or understand
• The people you call Rockstar's are still normal people, just like you and me, we all have the same problems!!!
• Your problems are only as big as you make them, change the script you tell yourself.

 Connect with Matt
Instagram-
Email- 

Listen and Subscribe to the Flip 4 Freedom Podcast Show!!
https://theflip4freedomshow.buzzsprout.com/
Get started today purchasing homes at steep discounts? Check out my latest e-book!!
https://drive.google.com/file/d/1rWzFU8A22W36edeWSGY7ofpuUC6O9H3Z/view?usp=sharing
Interested in Finding, Funding, Fixing and Flipping homes? Join Brett in his unique joint venture coaching and mastermind platform and get started today!!  https://www.flip4freedom.life/homep4ge

Follow Brett here:
Instagram-@flip4freedom
Facebook-@flip4freedom
Looking for free mentorship, and the opportunity to network with investors or connect with someone just getting started? Take advantage of this limited opportunity and join my private Facebook Group! https://www.facebook.com/groups/462845754303575/?source_id=109011107103864

Ask Brett A Question
Have a question you want featured on an upcoming Flip 4 Freedom Show? Or want to be featured on an upcoming episode, apply here!!
 https://www.flip4freedom.life/podcastshow 

Today Chris and I dive into what it takes to go full time in real estate!!!  We’ve both learned a lot, and I think we could agree we jumped into this knowing it would be hard, but not HARD!!!!!  Real Estate has transformed our lives, physically, mentally and spiritually, bc if you don’t have the right mindset, you will FAIL!! Don’t miss this one!!

 Key Take Always

• Be careful who you share your goals with because there are going to be plenty of people who are going to tell you don’t do it, and discourage you.
• Mediocrity is more of a risk, that taking steps to reach your goals
• Find your limiting beliefs, and tackle them head on with an awesome network and being honest with yourself. 
• The importance of a grateful mindset and journaling
• Thinking long term, and budgeting to build consistent deal flow
• The importance of having posture with sellers
• What to do if you want to get started in Real Estate.
• Be vulnerable and ask for help
• Have a clear vision is THE only way to stay focused.
• Chose your marketing tactics that suite your skillset and go all in.

 Recommended Reads/Podcasts:
Bigger Pockets
Abraham Hicks
Matthew McConaughey- Green Lights

Listen and Subscribe to the Flip 4 Freedom Podcast Show!!
https://theflip4freedomshow.buzzsprout.com/
Get started today purchasing homes at steep discounts? Check out my latest e-book!!
https://drive.google.com/file/d/1rWzFU8A22W36edeWSGY7ofpuUC6O9H3Z/view?usp=sharing
Interested in Finding, Funding, Fixing and Flipping homes? Join Brett in his unique joint venture coaching and mastermind platform and get started today!!  https://www.flip4freedom.life/homep4ge


Follow Brett here:
Instagram-@flip4freedom
Facebook-@flip4freedom
Looking for free mentorship, and the opportunity to network with investors or connect with someone just getting started? Take advantage of this limited opportunity and join my private Facebook Group! https://www.facebook.com/groups/462845754303575/?source_id=109011107103864

Ask Brett A Question
Have a question you want featured on an upcoming Flip 4 Freedom Show? Or want to be featured on an upcoming episode, apply here!!
 https://www.flip4freedom.life/podcastshow

If you’re just getting started, or want to step up your networking game, this rising star, or shall I say Rockstar is not even a year into her investing career and has found what you could call instant success!!  The truth is Soli understands relationships and has leveraged a tool often underutilized by many of us today!  

Key Take Always:

• The best way to learn is to place yourself around people that do what you want to do.
• Hard Work, yes this isn’t easy!!! Hard work can pay off at a young age, save, save, save to buy assets that can build wealth!! 
• Investing out of state is something anyone can do if you do the research on the markets your interested in.
• Who you know is just as important as what you know, cultivate as many relationships as you can!
• The power of social media and what it takes to curate relationships.
• The importance of adding value first before asking for something
• Scale into multi families with equity partners.
• The importance of baking in the right numbers for property management, capital improvements, etc or consider yourself an employee the rest of your life!

Connect with Soli:
Instagram- @lattes.and.leases

Website- www.lattesandleases.com

 Listen and Subscribe to the Flip 4 Freedom Podcast Show!!
https://theflip4freedomshow.buzzsprout.com/
Get started today purchasing homes at steep discounts? Check out my latest e-book!!
https://drive.google.com/file/d/1rWzFU8A22W36edeWSGY7ofpuUC6O9H3Z/view?usp=sharing
Interested in Finding, Funding, Fixing and Flipping homes? Join Brett in his unique joint venture coaching and mastermind platform and get started today!!  https://www.flip4freedom.life/homep4ge


Follow Brett here:
Instagram-@flip4freedom
Facebook-@flip4freedom
Looking for free mentorship, and the opportunity to network with investors or connect with someone just getting started? Take advantage of this limited opportunity and join my private Facebook Group! https://www.facebook.com/groups/462845754303575/?source_id=109011107103864

Ask Brett A Question
Have a question you want featured on an upcoming Flip 4 Freedom Show? Or want to be featured on an upcoming episode, apply here!!
 https://www.flip4freedom.life/podcastshow

Intro:

Mike like many other’s wanted more in life, he thought he would find fulfillment as a physical therapist and quickly decided it wasn't for him anymore.  He loved the idea of real estate and how it could help him escape the rat race of working for someone!! He starts his journey in residential real estate like most of us, and started building a rental portfolio of single and multi-family homes. Mike had this defining moment on vacation where he realized he wasn’t getting close to reaching his goals and discovered the power of investing  in storage facilities. The rest is history,  Mike is now one of the top coaches in this niche industry.  His heart to help others achieve the same success is something that in my option is hard to find today.   

 Key Take Always:

• Serving others first is a key ingredient to wealth, and success!!
• Stop and define what success means to you, and really thing hard on how much people and norms affect how you think and feel.
• The importance of diving deep into your mind
• How the subconscious mind controls your decisions and how you can take your like back instantly. 
• Be honest with yourself, and stop making excuses and how to get started.
• How the need for acceptance can kill our dreams.
• The risk you need to take too drastically change your life is actually less of a risk than staying or continuing to live a life that is not fulfilling. 
• The fastest way to learn something is to take action, not reading another book.  You will fall down, and remember it’s ok!!!!
• Are you a demand on a person, or a resource??
• If you don’t define what success looks like for you, you will by default chase what society deems to be success.

 Book Recommendations:
Leading well from within
Connect with Mike:
Website https://www.thestoragerebellion.com/
Facebook: https://www.facebook.com/StorageRebellion

 Listen and Subscribe to the Flip 4 Freedom Podcast Show!!
https://theflip4freedomshow.buzzsprout.com/
Get started today purchasing homes at steep discounts? Check out my latest e-book!!
https://drive.google.com/file/d/1rWzFU8A22W36edeWSGY7ofpuUC6O9H3Z/view?usp=sharing
Interested in Finding, Funding, Fixing and Flipping homes? Join Brett in his unique joint venture coaching and mastermind platform and get started today!!  https://www.flip4freedom.life/homep4ge


Follow Brett here:
Instagram-@flip4freedom
Facebook-@flip4freedom
Looking for free mentorship, and the opportunity to network with investors or connect with someone just getting started? Take advantage of this limited opportunity and join my private Facebook Group! https://www.facebook.com/groups/462845754303575/?source_id=109011107103864

Ask Brett A Question
Have a question you want featured on an upcoming Flip 4 Freedom Show? Or want to be featured on an upcoming episode, apply here!!
 https://www.flip4freedom.life/podcastshow