The Smart Real Estate Coach Podcast|Real Estate Investing

In this episode of the Smart Real Estate Coach Podcast, I sit down with Alex Arguelles—CEO, co-founder, and operator who scaled from a two-man startup in a garage to 9,000+ units across multiple states by his early 30s. We unpack how he started buying distressed debt right out of college in 2007–2008, raised 100% investor capital, vertically integrated management, and navigated all the headaches that come with growing from 3 employees to 175 and working through 15,000 apartments over 13 years. 

We talk about raising credibility when you're young and broke, hiring (and firing) your first key people, managing teams in multiple states, and why Alex believes your unfair advantage is your willingness to "just learn" by getting your hands dirty. Then we fast-forward to today and dive into his new national sale-leaseback platform, Sell2Rent, how it helps investors buy cash-flowing homes with prepaid rent, and why he thinks the people willing to take smart risks in this cycle will be the ones ahead in 2–3 years.

If you're trying to go from one or two deals to building something scalable, whether that's a lean portfolio or a full-blown company. This one's a real-world masterclass in cycles, capital, people, and mindset.

Key Talking Points of the Episode

00:00 Introduction

01:01 Meet Alex Arguelles: From 21-year-old founder to 9,000 units

02:16 Scaling from 3 people to 175 employees before exiting in 2020

03:24 Running toward the fire: distressed debt & vertical integration

05:03 No burn, no money, and desensitized to risk

06:48 The problems with building credibility as a young investor

08:02 Dealing with doubters and how pain tolerance plays into his success

09:06 Learning through Mortgage for Dummies and no YouTube

10:05 Lessons from scaling across states on culture, DNA & hiring remotely

11:20 The importance of hiring better people to avoid big, expensive mistakes

15:04 Where investors can find opportunities in real estate today

16:36 The Florida real estate market: valuations and rents holding (for now)

17:22 The differences between 2008 and 2025

18:30 How data access can help you collaborate with other investors in your area

20:08 The first step to getting involved in multifamily real estate

21:06 How you should navigate the single-family real estate market

22:37 Sell2Rent: A nationwide platform that connects investors with off-market properties

23:49 What makes Sell2Rent different from other similar platforms

25:02 How taking smarter risks today will put you ahead in 2-3 years

27:14 How to get in touch with Alex and his team

Quotables

"We started running towards the fire. We started buying distressed debt. We had no money, so we had to raise 100% investor funds."

"You make all your money in real estate when you hit the returns or when you use other people's money."

"For the people who are willing to take a risk right now, I think they're going to be ahead in two years to three years."

Links

Sell2Rent

https://www.sell2rent.com/

QLS 4.0 - Use coupon code for 50% off

https://smartrealestatecoach.com/qls

Coupon code: pod

Apprentice Program

https://3paydaysapprentice.com

Coupon code: Podcast

Masterclass

https://smartrealestatecoach.com/masterspodcast

3 Paydays Books

3paydaysbooks.com/podcast

Strategy Session

https://smartrealestatecoach.com/actionpodcast

Partners

https://smartrealestatecoach.com/podcastresources

In this masterclass episode of the Smart Real Estate Coach Podcast, I sit down with Trevor Mauch, founder and CEO of Carrot, a five-time Inc. 5000 company that's helped thousands of real estate investors and agents generate highly motivated seller leads online. Trevor's not just a "software guy" either—he's a buy-and-hold commercial investor himself, doing owner-carry deals and turning dead space into productive luxury apartments in his small town of Roseburg, Oregon.

We start with something almost everyone asks me at bootcamps: lead gen. Trevor breaks down what he calls evergreen marketing, online lead systems that work for you 24/7 instead of keeping you on the hamster wheel of cold calling and direct mail. Then we go deep on AI search visibility, how Google's AI overviews and tools like ChatGPT are changing SEO, and what you can do right now to win in that new world.

From there we shift into entrepreneur mindset: breaking through revenue "pain lines," designing your calendar around energy instead of just money, and building a business that actually funds your life vision instead of trapping you.

Trevor shares exactly how he scaled Carrot to an eight-figure company, the role coaching and masterminds played, and why your business should give you energy, income, and impact, not just revenue.

Key Talking Points of the Episode

00:00 Introduction

01:04 Who is Trevor Mauch?

03:02 Trevor's background: Growing Carrot and investing in real estate

04:55 The problem with "hamster wheel" marketing

06:56 How evergreen marketing generates inbound online leads

07:57 The impact of AI in how SEO works today

09:15 Practical AI SEO tips you can implement today

12:26 Taking advantage of hyperlocal links to build credibility online

15:56 Where to find Trevor and the AI Search Visibility Challenge

17:20 Business growth in 3s and 10s: The "Pain Lines"

19:50 Avoiding the "shiny object" churn through 12-month contracts

21:02 Optimizing for revenue vs optimizing for energy

22:01 The Quarterly Energy Audit: Identifying top energy-drainers

23:07 Redefining success and the purpose of being in business

27:09 Business game-changers: Coaching programs and masterminds

31:21 Fitness, faith, and proximity

34:04 What's next: EPIC Coaching, AI, and expanding Carrot

Quotables

"Business should give us work that interests and energizes us, it should fund our vision, and it should help us deliver an impact we're proud of."

"Evergreen marketing might take a little bit longer to get going, but it builds this foundation and it builds amazing momentum."

"You're the best person to mentor the person you used to be."

Links

Carrot

https://carrot.com

Trevor Mauch

https://instagram.com/trevor.mauch

QLS 4.0 - Use coupon code for 50% off

https://smartrealestatecoach.com/qls

Coupon code: pod

Apprentice Program

https://3paydaysapprentice.com

Coupon code: Podcast

Masterclass

https://smartrealestatecoach.com/actionpodcast

3 Paydays Books

https://3paydaysbooks.com/podcast

Strategy Session

https://smartrealestatecoach.com/actionpodcast

Partners

https://smartrealestatecoach.com/podcastresources

In this episode of the Smart Real Estate Coach Podcast, I sit down with Arizona real estate advisor and coach Asher Cohen to talk about building a real estate career and portfolio you actually enjoy.

We cover how he went from marketing and commercial real estate through the 2008 crash to closing nearly 1,000 deals, focusing on buy-and-hold rentals, high-demand markets, and turning your current home into your first investment property. We also dive into leaving the W-2, using coaching the right way, working with investor-savvy agents, and Asher's core value of "love where you live."

If you're an investor, agent, or aspiring full-time real estate entrepreneur, this episode will help you design a values-driven, cash-flowing real estate business.

Key Talking Points of the Episode

00:00 Introduction

01:06 Who is Asher Cohen?

03:04 From marketing to commercial real estate before the 2008 crash

04:02 Pivot to residential: buy-and-hold, fix-and-flip, and hedge funds

05:08 Personal investing strategy: long-term buy-and-hold & "monopoly boards"

06:10 Arizona market shifts & why cash flow is harder today

07:55 Getting out of your W-2: Take the plunge & have faith

09:28 The role of coaching in making big transitions

10:44 Beware the gimmick coaches:

12:02 Ethics, values & the whole-life approach to coaching

16:09 Asher's three pillars: team, coaching, and transaction management

18:45 How investors should leverage relationships with investor-savvy agents

20:18 The difference between having a dedicated agent vs "whoever brings me a deal"

21:53 Primary transaction markets: Phoenix Metro, plus northern Arizona

23:24 How to get in touch with Asher and his team

24:10 Upcoming episode on The Real Deal with Asher Cohen

Quotables

"The best investment property is probably the one they own already."

"You have to just take the plunge.You have to have the faith in yourself to make that leap."

"Everyone should have a coach. The coach should have a coach, the coaches' coach should have a coach."

Links

Asher Cohen

(480) 650-2995

BUYAZRE

https://buyazre.com

QLS 4.0 - Use coupon code for 50% off

https://smartrealestatecoach.com/qls

Coupon code: pod

Apprentice Program

https://3paydaysapprentice.com

Coupon code: Podcast

Masterclass

https://smartrealestatecoach.com/masterspodcast

3 Paydays Books

https://3paydaysbooks.com/podcast

Strategy Session

https://smartrealestatecoach.com/actionpodcast

Partners

https://smartrealestatecoach.com/podcastresources

In this solo episode of the Smart Real Estate Coach Podcast, I pull back the curtain on my early days of investing and the messy transition from the 2008 crash into creative real estate. I walk you through the "dead zone" years, the IRS and creditor headaches, the move from a waterfront home into a 900-square-foot apartment, and how those experiences forced me to design what eventually became our Three Paydays™ system.

If you're sitting in a W2 you don't love, stuck in analysis paralysis, or wondering how to actually replace your job with creative real estate deals, this one is for you. I'll share the exact sequence: hiring a coach when I had no money, raising $25K for a mastermind, doing my first 12+ deals out of a tiny office, building the team around me, and scaling from zero to 10 properties a month under contract.

You'll hear the mindset shifts, the tactical steps, and the hard-won lessons that took me from "completely stuck in my head" to building a business and community that now has 95+ years of combined experience helping students all over North America.

The goal is simple: shorten your learning curve, help you avoid my mistakes, and challenge you to ask, "Why not me?"

Key Talking Points of the Episode

00:00 Introduction

01:24 The value of getting "a decade worth of lessons" handed to you 03:05 The difference between knowing the path vs. walking it

04:24 30/60/120-second decisions & the cost of indecision

05:47 What your real risk is: Gut check for anyone with a W2

07:13 Goals vs. a real plan with accountability

08:17 Why you don't need the full "how" before you commit to a clear beacon 09:31 IRS, creditors, repossessions, and downsizing to a 900-square-foot apartment 10:10 The birth of the Three Paydays system

11:08 How that "you're done" moment forced me back into the trenches making calls 12:03 Lesson: doubters, weather, circumstances, and past failures can't stop you

14:10 The difference between "crap debt" for toys and investing in yourself

15:34 Proximity, association & eliminating money stress

16:31 How thinking about money 24/7 chokes your creativity 17:20 Why you only need a phone and leads—no fancy tech required 18:13 How 13 deals stacked up between August and December 2013 19:08 Building the team: VAs, Nick, and qualifying buyers

20:23 Why good team members create revenue, not expense 21:29 Lesson: everyone is bad at first—that's normal and fixable 23:53 Tax refund season & stacking big checks

25:05 Future pacing: who are you in 3–5 years?

26:41 Start/stop list & aligning your calendar

28:01 Free resources to help you get on the right track

Quotables

"There is an enormous difference between knowing the right path and walking it, actually doing it in the trenches."

"Only you can stop you."

"Good team members will create more revenue, not expense."

Links

QLS 4.0 - Use coupon code for 50% off

https://smartrealestatecoach.com/qls

Coupon code: pod

Apprentice Program

https://3paydaysapprentice.com

Coupon code: Podcast

Masterclass

https://smartrealestatecoach.com/masterspodcast

3 Paydays Books

3paydaysbooks.com/podcast

Strategy Session

https://smartrealestatecoach.com/actionpodcast

Partners

https://smartrealestatecoach.com/podcastresources

In this episode of The Smart Real Estate Coach Podcast, I sit down with Mike Stohler—Navy veteran, former airline pilot, and now co-founder of Gateway Private Equity Group to talk about the highs, lows, and pivots that shaped his real estate journey.

Mike's story is a masterclass in perseverance and reinvention. He went from losing everything in his early 20s to owning and managing over 1,500 multifamily units and expanding into hotel investing across the U.S. and Spain.

We cover how he turned failure into fuel, built confidence through education and mentorship, and made the leap from W-2 employment to full-time investing. Mike also shares his transition from multifamily to hospitality and how partnering with experienced operators helped him scale internationally.

If you've ever struggled with fear, self-doubt, or analysis paralysis, this episode will show you what's possible when you commit to learning, surround yourself with the right people, and take calculated risks toward financial freedom.

Key Talking Points of the Episode

00:00 Introduction

01:06 Refocusing before the new year and setting goals for 2026

02:02 Meet Mike Stohler: Navy vet, former airline pilot, and real estate entrepreneur

04:01 Buying properties with no experience and losing everything

05:29 Learning resilience through military discipline and rebuilding after failure

07:27 The mindset shift from fear to action—"Just make the move"

09:28 The biggest fears holding investors back and how to overcome them

11:05 Why mentors and proximity are the ultimate accelerators for success

12:06 The power of partnership: how to shadow and learn from experienced investors

17:01 Balancing family, business, and burnout while making the transition from W-2

19:42 "Apartments are not hotels"—why hospitality is a completely different game

21:14 Building partnerships with experienced operators and profit-sharing structures

23:38 Why Spain? Expanding internationally through strong local networks

24:45 Managing hotel investments remotely: systems, teams, and automation

25:13 Turning travel into a business expense: living and investing internationally

26:21 How to get in touch with Mike and his team

Quotables

"All of the fears that are inside your head are real inside your head—but that's not the truth."

"Hotels aren't real estate. They're businesses that sit on real estate."

"I'm still learning every day. Warren Buffett's 90 and still reading 10 books a week."

Links

Mike Stohler

https://www.linkedin.com/in/michaelstohler

Gateway Private Equity

https://gatewaype.com/

The Richer Geek Podcast

https://www.therichergeek.com/

QLS 4.0 - Use coupon code for 50% off

https://smartrealestatecoach.com/qls

Coupon code: pod

Apprentice Program

https://3paydaysapprentice.com

Coupon code: Podcast

Masterclass

https://smartrealestatecoach.com/masterspodcast

Wicked Smart Books

https://wickedsmartbooks.com/podcast

Strategy Session

https://smartrealestatecoach.com/actionpodcast

Partners

https://smartrealestatecoach.com/podcastresources

In this episode of The Smart Real Estate Coach Podcast, I welcome back Evan Carmichael—entrepreneur, author, YouTube powerhouse, and global speaker—to share powerful insights on belief, content creation, and taking bold action.

Evan first joined us way back in Episode 241, before the world changed. Since then, his YouTube channel has exploded to over 4 million subscribers and hundreds of millions of views, and he's helped entrepreneurs and investors across the world grow their influence, impact, and income through content and consistency.

In this conversation, we unpack how to overcome limiting beliefs, surround yourself with the right people, and use platforms like YouTube strategically, not just for views, but for real business growth. Evan also shares a practical framework he calls the "Money 50", plus his approach to using podcasts and interviews to build the right relationships and scale faster.

If you're ready to take bold action, build belief, and start showing up more powerfully in business and life, this episode will give you the tools and mindset to do it.

Key Talking Points of the Episode

00:00 Introduction

01:10 From biotech to YouTube: how Evan went from startup founder to global thought leader

03:43 Why belief and not resources is the biggest barrier for most entrepreneurs

06:21 Surrounding yourself with the right circle of influence and mentorship

07:24 How Evan structures his week around "extrovert days" to stay energized and focused

09:04 Success leaves clues: Learning daily from aspirational mentors

10:40 Repurposing content and collaborating ethically

13:48 What Evan would do if he started a real estate investing business today

15:35 The "Money 50" method: How to identify the 50 relationships that could change your business

16:04 The Biz Dev Show strategy: Interviewing your way into meaningful connections

18:08 Turning small podcasts into big opportunities

20:08 How to get in touch with Evan and his team

21:15 The biggest unlock in Evan's business: Learning to ask for help and seek coaching

22:09 Why most people's circles hold them back and how to find real mentorship

26:20 Acting on bold decisions and why waiting kills momentum

Quotables

"Every major breakthrough I've had has come after I asked for help. The unlock is on the other side of humility."

"If you're in a job and everyone around you is stuck, remember—most people are cheering against you, not because they hate you, but because they're afraid to grow."

"You are one great relationship away from your entire career changing."

Links

QLS 4.0 - Use coupon code for 50% off

https://smartrealestatecoach.com/qls

Coupon code: pod

Apprentice Program

https://3paydaysapprentice.com

Coupon code: Podcast

Masterclass

https://smartrealestatecoach.com/masterspodcast

Wicked Smart Books

https://wickedsmartbooks.com/podcast

Strategy Session

https://smartrealestatecoach.com/actionpodcast

Partners

https://smartrealestatecoach.com/podcastresources

In this episode of The Smart Real Estate Coach Podcast, I sit down with Mike "Big Mike" Zlotnik, CEO of TF Management Group and host of The Big Mike Fund Podcast. Mike's journey from tech executive to full-time investor and fund manager is a masterclass in timing, risk management, and courage.

We unpack what it takes to transition from a corporate career to real estate, why masterminds are the fastest way to collapse your learning curve, and how today's commercial market offers one of the best entry points we've seen in years.

Mike also shares his expert take on market cycles, cap rates, AI's growing impact on real estate operations, and why "fear in the market" often signals opportunity for disciplined investors.

If you're serious about learning how to analyze risk, find predictable cash flow, and invest strategically in a changing economy, this episode is your blueprint.

Key Talking Points of the Episode

00:00 Introduction

01:03 Who is Mike Zlotnik?

02:20 From IT to investing: how Mike went from VP in tech to full-time investor

03:55 Are you investing to learn or learning to invest?

05:03 The power of masterminds and how surrounding yourself with the right people changes everything

06:05 Networking, knowledge, and doing business with people you know, like, and trust

07:41 Why paying for access beats free advice: Value always outweighs cost

09:08 Making the leap in 2009 during market chaos: Burnout, courage, and timing

10:03 "Be greedy when others are fearful": Why the bottom of the market breeds opportunity

11:16 Why 2025 is shaping up like 2009: Commercial real estate values today

16:10 TF Management's current strategy: Precision over volume

17:43 Breaking down a commercial deal: cap rates, spreads, and downside protection

19:02 Why triple-net industrial is a hidden gem in today's market

20:35 Finding deals nationwide through trusted relationships and not by chasing markets

22:50 How to underwrite for safety: Positive spreads and conservative leverage

23:51 The impact of AI on real estate: Efficiency, deflation, and productivity

25:39 Why AI may push interest rates lower and create new tailwinds for real estate

28:05 Mike's interest rate forecast and why the next few years favor disciplined investors

Quotables

"Are you investing to learn or learning to invest? It's always both."

"When the cycle is at the bottom and fear is high, that's when I get greedy. That's where wealth is built."

"Success isn't ready, aim, fire—it's ready, fire, aim. You just keep adjusting until it works."

Links

BigMikeFund

https://bigmikefund.com/

The BigMikeFund Podcast

https://podcasts.apple.com/us/podcast/bigmikefund/id1333666009

QLS 4.0 - Use coupon code for 50% off

https://smartrealestatecoach.com/qls

Coupon code: pod

Apprentice Program

https://3paydaysapprentice.com

Coupon code: Podcast

Masterclass

https://smartrealestatecoach.com/masterspodcast

Wicked Smart Books

https://wickedsmartbooks.com/podcast

Strategy Session

https://smartrealestatecoach.com/actionpodcast

Partners

https://smartrealestatecoach.com/podcastresources

In this episode of The Smart Real Estate Coach Podcast, I sit down with Lon Welsh, founder and CEO of Your Castle Real Estate and Ironton Capital, to unpack how investors can navigate today's economic climate with data, discipline, and diversification.

Lon brings more than two decades of experience in commercial and residential real estate and now manages nearly $100 million in private funds through Ironton Capital. We talk about how market trends are shifting across regions, how private income funds compare to active investing, and why investor sentiment is near decade lows despite strong fundamentals.

Lon also shares how his team is using AI and data analytics to gain an edge in decision-making, plus what investors should expect heading into 2025 and beyond.

If you're ready to sharpen your macro understanding and learn how to balance active vs. passive investing, this episode will help you make smarter, calmer financial decisions in any market cycle.

Key Talking Points of the Episode

00:00 Introduction

01:20 Who is Lon Welsh?

02:45 National housing slowdown: why the West and Southeast are softening faster

04:05 Comparing private funds vs. individual investing: pros, cons, and liquidity

05:17 Why investor sentiment is at a decade low and how media fear feeds it

06:35 Explaining Ironton's Short-Term and Medium-Term funds

08:26 The ideal investor profile: active landlords, busy professionals, and developers

09:29 How developers use Ironton's funds to earn while waiting on permits

13:16 The National Diversified Fund: balancing new builds with value-add multifamily

14:20 Using AI for analytics, underwriting, and even writing Lon's 14th book

15:32 How Lon tracks national real estate trends quarterly and why it matters

17:30 The regional outlook for 2025: where growth and appreciation are heading

18:56 How to get in touch with Lon and his team

19:54 Alternatives & diversification: making institutional-grade investing accessible

20:45 How the JOBS Act opened opportunities for accredited investors

Quotables

"Consumer sentiment right now is the lowest it's been in a decade, even though the economy is healthier than people think."

"Don't panic. The media thrives on fear but markets reward patience and perspective."

"At each phase of the market cycle, there's a different strategy that works best. Listen to the market, don't fight it."

Links

Ironton Capital

https://irontoncapital.com

FREE Guide to Passive Diversified Real Estate Investing

https://irontoncapital.com/smartrecoach

Lon Welsh

[email protected]

QLS 4.0 - Use coupon code for 50% off

https://smartrealestatecoach.com/qls

Coupon code: pod

Apprentice Program

https://3paydaysapprentice.com

Coupon code: Podcast

Masterclass

https://smartrealestatecoach.com/masterspodcast

Wicked Smart Books

https://wickedsmartbooks.com/podcast

Strategy Session

https://smartrealestatecoach.com/actionpodcast

Partners

https://smartrealestatecoach.com/podcastresources

In this episode of the Smart Real Estate Coach Podcast, Chris is joined by Lauren Keen Aumond, a Florida-based real estate investor, podcast host, and personal finance educator who left her corporate sales job at age 33 thanks to her strategic investing.

Lauren walks us through her journey from personal finance nerd to full-time investor, how she built her rental portfolio, and the importance of taking action before you're desperate to leave your job. She and her husband now manage a combination of short-term and long-term rentals, operate with financial freedom, and navigate the unique challenges of the Florida market—including tricky insurance issues and tenant laws.

You'll also hear Lauren's best advice for escaping the 9-to-5 grind, how she and her husband split responsibilities in both life and business, and the behind-the-scenes evolution of her podcast Adulting Is Easy. This episode is a masterclass in intentional living, taking action, and building a life on your own terms.

Key Talking Points of the Episode

00:00 Introduction and welcome

01:05 Meet Lauren Keen Aumond: real estate investor and content creator

01:52 Leaving her corporate job at 33—how she built her foundation early

02:40 Why you shouldn't wait until you hate your job to start investing

04:00 How Lauren bought her first house at 22 working at Toys "R" Us

06:10 House hacking and her first experience as a landlord

07:20 The role her dad played in keeping her first property as a rental

07:50 Meeting her husband and scaling their portfolio together

08:20 Why they moved from long-term to short-term rentals

08:53 Their current portfolio: apartment buildings, duplexes, ADUs

09:30 How her husband selling his engineering firm accelerated their progress

10:00 Advice for those stuck in a corporate job: "Don't give your best to someone else"

10:45 Set a goal, have a plan, and stick to it

11:50 The belief factor: "You already take more action than most"

12:50 The importance of setting a hard date for quitting

13:19 Details on the Wicked Smart Apprentice Program

15:00 Real examples of students who made the leap from corporate

15:50 How tenant laws led Lauren to shift toward short-term rentals

16:30 Florida's murky tenant laws and eviction moratoriums during COVID

17:58 Why short-term rentals offer more control over property access

18:32 Managing real estate with your spouse: the good, the bad, and the boundaries

20:10 How Lauren and her husband split responsibilities—and why they had to redefine their roles

21:49 The challenges of being romantic and business partners

22:32 Florida market analysis: insurance costs, flood zones, and climate concerns

24:00 What properties are likely to appreciate—and which won't

25:19 Lauren's podcast Adulting Is Easy—teaching finance through storytelling

26:12 Her #1 takeaway from hundreds of podcast interviews

26:41 Avoiding "self-help porn": why action matters more than knowledge

27:27 Tying your action to a strong "why"

28:55 Lauren's why: freedom from alarms, business trips, and limitations

29:46 Final thoughts and how to connect with Lauren

Quotables

"Don't wait until you hate your job to build your exit plan. Start while you're still happy." "Why would you give the best of yourself to someone else, day after day, instead of to your own dream?" "Have a goal—and when you hit it, do the thing. Leave the job." "Action is what makes you an investor. Not podcasts. Not books. Action." "The confidence boost from taking action will make the rest of life easier. Everything changes."

Links

• QLS 4.0 - Use coupon code for 50% off https://smartrealestatecoach.com/qls
• Coupon code: podApprentice Program https://3paydaysapprentice.com
• Coupon code: PodcastMasterclass https://smartrealestatecoach.com/masterspodcast
• Wicked Smart Books https://wickedsmartbooks.com/podcast
• Strategy Session https://smartrealestatecoach.com/actionpodcast
• Partners https://smartrealestatecoach.com/podcastresources

In this episode of The Smart Real Estate Coach Podcast, I'm joined by our newest team member and longtime friend of the community—Derek Dombeck.

Derek has completed thousands of creative real estate deals, built multiple successful businesses, and is now stepping into a coaching and mentorship role here at Smart Real Estate Coach. In this episode, we unpack Derek's negotiation training, explore how he's helping our associates refine their people skills, and dive into the art of controlling the conversation, overcoming objections, and closing more deals.

Derek also shares recent transactions he's working on, including a divorce scenario turned win-win lease purchase, and a seller-financed duplex bought with private money, showing exactly how creativity and strong communication turn challenges into profits.

Whether you're a new investor learning the ropes or a seasoned dealmaker looking to sharpen your edge, this episode will level up the way you negotiate, close, and grow.

Key Talking Points of the Episode

00:00 Introduction

02:45 Recap of Derek's live negotiation training at QLS Live Boston

03:24 Why most investors learn strategies but never master communication

05:02 Personality profiling: identifying who you're talking to in the first few minutes

06:12 The driver vs. analytical personality and how to adjust your communication style

07:33 Frame control: leading conversations even from a "beta" position

09:10 Storytelling as a negotiation tool: overcoming objections before they appear

10:26 The four pillars of powerful negotiation: personality, control, storytelling, and closing

11:50 Introducing the "No Means Not Now" negotiation course

13:19 Derek's first impressions as a coach inside the Wicked Smart community

17:19 Derek's recent deal: divorce property turned lease purchase success

20:56 Second deal: seller-financed duplex using private capital with equity share

21:51 Negotiating with private lenders and structuring long-term terms

23:47 Take action: Get in the room, learn, and do deals together

Quotables

"People spend a lot of time learning strategies, but almost no time learning how to actually talk to people."

"Negotiations are nothing more than social interactions—and you can learn to control every one of them."

"If you can control the frame, you can control the outcome."

Links

No Means Not Now Negotiation Course

https://smartrealestatecoach.com/NoMeansNotNow

QLS 4.0 - Use coupon code for 50% off

https://smartrealestatecoach.com/qls

Coupon code: pod

Apprentice Program

https://3paydaysapprentice.com

Coupon code: Podcast

Masterclass

https://smartrealestatecoach.com/masterspodcast

Wicked Smart Books

https://wickedsmartbooks.com/podcast

Strategy Session

https://smartrealestatecoach.com/actionpodcast

Partners

https://smartrealestatecoach.com/podcastresources