One of the key differences of self-storage to other commercial assets is that fair housing laws don’t apply to them because nobody’s living in them. There’s no need to go through the eviction, foreclosures and wait long for lead times to get your money back. Terri Garner and Alia Ott Carter have been in the self-storage market since 2009 and their key to success is being able to connect with people. Whenever they are given the opportunity to get their message out in front of many people, they do so because it is the best way to connect to people and grow their network.

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For you to win the note closing game, you need to make the shots, but before you can make the shots you will need to practice. March madness and the note business are pretty much the same because you don’t have to be the big hedge fund or the guy who buys a thousand assets. All you need to do is to be the best at what you do. Being good at closing notes means being consistent with follow ups, sending out emails, and making the phone calls.

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Note investors who have been buying in Florida for the past decade have been making a lot of profit now that the Florida hot market has rebounded from the dropped values. A lot of players have recently come in, but Brent Garrett believes that the note game in his area is still where it’s at since ten years ago, except now, everyone knows how big of a market it is. He shares his process of buying nonperforming notes or owner financed notes from local attorneys and modifying them for foreclosure or cash for keys. The key to finding deals no one else can see is reaching out to local attorneys.

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Focus is everything. 80% of your income comes from 20% of your actions. You can get to where you need to be as long as you keep working toward it and you are focused. So what do you do to help you clear your head? How do you keep your focus on your long-term goals? Scott discusses the difficulties and ruts that real estate investors often fall into and shares some of the things that can help you in staying on track and overcoming the obstacles through the rut of life and business.

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When starting your own company, you can put in low capital and still be profitable the whole time. Rick Allen and TJ Osterman from Paperstac share how educating yourself and knowing everything you can about the business will steer you away from trouble and get you on the right path. Their business has evolved from fix and flips to notes to owning property and now investing. By being a lending institution, they now make money out of putting out money and getting income that way. Their secret to success is all about navigating through the evolution of the note business and the real estate world and building and valuing relationships which lead to many years of business.

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Scott interviews note and real estate investor, Martin Saenz, on his journey through note investing and why note education is so important to avoid making mistakes. Martin is also the author of Note Investing Made Easier.

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Trying to build credibility by doing deals with your own funds before you borrow someone else’s money is a big misconception. There’s nothing wrong with self-funding a deal, but if you’ve got a limited amount of funds invested in a deal and don’t follow up on raising private capital, you can’t make bids once a good offer comes around because you don’t have any more funds to use. Scott shares some tips and nuggets on how you can raise private capital to fund your next note deals.

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Everybody starts from somewhere, whether you’re a broker who lost it all and worked hard to get it all back or a high school graduate that transitioned from being a janitor to construction worker, who now owns an LLC. One thing about transitions is you need to build confidence which is the biggest hurdle for Anthony. People still see him as the construction guy and not as a note closer. He realized that overcoming objections is part of the game and the biggest challenge is to change their perception of him. He shares that one key to achieving this is to build his credibility to show people that he knows what he is doing. On the other hand, Ken is in the middle of closing a deal and is double-checking that he's taking the right steps.

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One of the most important tools a note investor has is a huge database that he can pull out leads from. Conducting phone calls, sending out emails and having a LinkedIn profile will help grow this database, but there is a faster way to this. Banking Blitzkrieg is an investors program hosted by We Close Notes that pools in 20 people who will be making phone calls to a list of asset managers on a regular basis, for four weeks. This sounds overwhelming if you are just starting, but the point of the program is not to get something right away, instead get something from it for the next six months or the rest of the year. Banking Blitzkrieg is a great way to start connections with people but it is very important to follow up on those connections. Learn the numbers that rounded up the Banking Blitzkrieg this year that will be leading to phenomenal results in the following months.

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The best thing about attending events, other than getting off the chair and out of the office, is meeting people and getting new ideas. There are always lessons to be learned from the people that you meet at events. It's best to dial your list down to three big doable things that will change the way you run your business. One of those big things is to have an up and a down funnel for your business to direct people and put them on a journey with you. What they gain from the experience could turn into value, connections, and a growing database. The best way to drive traffic for your website and database is to learn how to identify your avatar and set clear goals to gets things going faster.