The Tori Nook Talk Show

Welcome to this episode of The Tori Nook Talk Show! In this episode, Tori sits down with Nina Steiner, an office and retail tenant rep broker in Los Angeles with a former life as a television producer. Nina worked on PBS's Great Performances, producing dance and music programs with artists like Pavarotti and Placido Domingo before moving from New York to LA with eight suitcases and no contacts. She freelanced in production for years, and about 10 years ago, she pivoted into commercial real estate.

Today Nina has carved out a distinctive niche representing Hollywood studios and production companies, finding writer’s rooms and creative office space, while also building deep expertise in flexible workspace with providers like Industrious, Regis, and WeWork.

They discuss working alongside Pavarotti on PBS, the early days of new media, why entertainment clients don't sign exclusives, working with Douglas Emmett buildings, explaining holdover rent to Fortune 100 clients, blogging for the 2028 LA Olympics, co-brokering across borders, trusting your gut on red flag clients, and her mantra that God is the CEO of her business.

🎯 Topics covered:

• Moving from NY to LA with 8 suitcases and no contacts
• Producing Great Performances on PBS with Pavarotti and Placido Domingo
• Pivoting into commercial real estate 10 years ago
• Carving a niche in writer’s rooms and production studio spaces
• Why entertainment clients don't sign exclusives
• Signing 8 leases in Sherman Oaks in one quarter
• Ed Winslow's Proof Stacking methodology
• Blogging for the 2028 LA Olympics
• The $14M wedding designer deal with Joe Bolognese
• Co-brokering a writer;s room deal in the UK
• Trusting your gut on red flag clients
• Final advice: God is the CEO of my business

📌 Timestamps:

04:23 – From PBS producer to LA with 8 suitcases

06:01 – Working on Great Performances with Pavarotti

09:08 – Pivoting into commercial real estate at a meetup

12:23 – Carving a niche in writer’s rooms and flexible workspace

15:09 – 8 leases in Sherman Oaks in one quarter

17:23 – Blogging for the 2028 LA Olympics

23:03 – Explaining holdover rent to Fortune 100 studios

26:50 – The $14M wedding designer deal

33:36 – The UK writer’s room deal

38:30 – Trusting your gut on red flag clients

47:00 – God is the CEO of my business

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👤 Connect with Nina Steiner

Website: tenantrepla.com

Email: [email protected]

LinkedIn: Nina Steiner

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👤 Connect with Tori Nook

Website: https://torinook.com

LinkedIn: https://www.linkedin.com/in/torirendanonook/

Instagram: https://www.instagram.com/tori_nook/

X: https://x.com/ToriNook

Email: [email protected]

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🎧 The Tori Nook Talk Show is where real conversations meet real success. Subscribe for episodes exploring how leaders build personal and professional fulfillment on their own terms.

Welcome to this episode of The Tori Nook Talk Show! In this episode, Tori sits down with Gabriel Einhorn, a 24-year-old startup founder and entrepreneur based in New York City.

He's co-founder and CEO of VryfID, a platform building a secure trust layer for real estate transactions by verifying identity, income, and documents directly at the source to reduce fraud and streamline the process. He's also the founder of Praise, a faith-driven apparel brand and media platform focused on conversations about belief, discipline, and purpose.

Gabe grew up in suburban New Jersey, played college soccer at Yeshiva University, and played internationally before going all-in on business. At 21, he downloaded LinkedIn and cold-messaged real estate companies asking for work. He landed a commission-based job as a debt finance broker (mortgage broker), worked for two companies doing deals nationwide, and graduated with a year of experience already under his belt.

Last summer he started Praise as a passion project. This past July, he and his younger brother (still at NYU) launched VryfID. They just hit over 300 clients and are expanding from New York City into Nashville, Atlanta, and St. Louis. Three months ago, Gabe left his brokerage job to go all-in on both companies.

They discuss entrepreneurial roots (his dad wakes up at 4 a.m., built furniture business, restaurants, retail centers), starting a sneaker resale business at 15, the fraud problem in real estate (anyone can fake a $5M bank statement), posting 50-100 videos a week across platforms, and finding your why (positive and negative).

🎯 Topics covered:

• Growing up in New Jersey watching his dad build businesses
• Selling sneakers at 15, e-commerce drop shipping at 18
• Cold-messaging companies on LinkedIn at 21 to break into brokerage
• Three years as a debt finance broker doing deals nationwide
• Starting Praise last summer: faith-driven apparel and conversations
• Launching VryfID with his brother in July (9 months ago)
• 300+ clients, expanding beyond NYC to Nashville, Atlanta, St. Louis
• Why brokers waste time on fraudulent tenants and lose money
• Observing Sabbath: 25-hour phone-free reset every Friday-Saturday night
• Building Praise around universal faith (not religion-specific)
• Find your why: positive (provide for future family) + negative (prove doubters wrong)

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👤 Connect with Gabriel Einhorn

LinkedIn: Gabriel Einhorn

Instagram: @gabe_einhorn

X: @EinhornGabe

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👤 Connect with Tori Nook

Website: https://torinook.com

LinkedIn: https://www.linkedin.com/in/torirendanonook/

Instagram: https://www.instagram.com/tori_nook/

X: https://x.com/ToriNook

Email: [email protected]

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🎧 The Tori Nook Talk Show is where real conversations meet real success. Subscribe for episodes exploring how leaders build personal and professional fulfillment on their own terms.

Welcome to this episode of The Tori Nook Talk Show! In this episode, Tori sits down with Tamara Alexander-Johnson, an accomplished executive, independent board director, and strategic advisor with over 30 years of experience in global markets. She's CEO of Corporate Real Estate Advisory Services and an adjunct professor at the University of Denver's Daniels College of Business. Over her career, she's led and advised on more than $5 billion in corporate real estate transactions across office, retail, industrial, mixed-use, medical, land development, and ground leases.

Tamara started by studying for her broker's license in Colorado, sitting next to two women in office leasing who introduced her to the industry. She worked for Etkin Equities during the S&L crisis in the early 1990s, buying distressed assets across the front range—office, industrial, retail, vacant land, bulk condo units. They bought at 50% occupancy, did CapEx, leased them to 100%, and turned a $250M portfolio into $600M by 2019.

She then spent eight years at Western Union (2011-2019) managing 3-4 million square feet globally, negotiating leases in Moscow (half Russian, half English), consolidating offices across Canada and Europe, and creating Workplace of the Future standards. She moved to VF Corp (Vans, North Face, Timberland), negotiated airport hangars for private jets, then led real estate for Colorado State University System before launching her advisory practice and teaching at DU.

They discuss buying distressed assets during the S&L crisis, navigating international deals (Italy shuts down in August, Europe from mid-December to mid-January), forming a Lean In circle at Western Union in 2014, why boards desperately need more women and diverse backgrounds, maternity leave battles (U.S. third worst globally), servant leadership, and always having Plan B.

🎯 Topics covered:

• Buying distressed S&L assets in the 1990s: $250M to $600M
• Eight years at Western Union managing 3-4M SF globally
• Negotiating leases half in Russian, half in English
• Creating Workplace of the Future standards across global offices
• VF Corp: Vans, North Face, Timberland (negotiating airport hangars)
• Leading real estate for Colorado State University System
• Forming a Lean In circle at Western Union in 2014
• Why boards need more women and diverse backgrounds
• Servant leadership and mentoring the next generation
• Teaching at University of Denver: whole-person development
• Final advice: Find your voice, always have Plan B

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👤 Connect with Tamara Alexander-Johnson

LinkedIn: Tamara Alexander-Johnson

University of Denver: Faculty bio page

Company: Corporate Real Estate Advisory Services

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👤 Connect with Tori Nook

Website: https://torinook.com

LinkedIn: https://www.linkedin.com/in/torirendanonook/

Instagram: https://www.instagram.com/tori_nook/

X: https://x.com/ToriNook

Email: [email protected]

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🎧 The Tori Nook Talk Show is where real conversations meet real success. Subscribe for episodes exploring how leaders build personal and professional fulfillment on their own terms.

Welcome to this episode of The Tori Nook Talk Show! In this episode, Tori sits down with Andy Hunt, Executive Director of the Vieth Institute for Real Estate Leadership at Marquette University, ranked in the top 12 by U.S. News & World Report. Andy leads interdisciplinary initiatives across business, engineering, and law while shaping the next generation of real estate leaders. He's also co-founder of REAP (Real Estate Asset Program), the first undergraduate-focused real estate investment program of its kind.

Andy grew up in Minneapolis watching his civil engineer father build buildings. In 2004, during a classic fall day on campus, he sat in a class about a new major called Commercial Real Estate. After graduating, he started as a tenant rep broker at UGL Equis (later acquired by Cushman & Wakefield) on November 3, 2008, —the day before the presidential election, just as the market was cratering.

He spent two years in brokerage, then moved to Real Capital Solutions and Prologis in acquisitions and investment roles, completing over $1 billion in transactions. In 2018, Marquette called him back to lead their real estate program. He's now building the talent pipeline, teaching students financial modeling, AI integration, and the skills they need to succeed.

They discuss why 9 out of 10 students know someone in CRE, starting a brokerage career during the 2008 crash, the pivot from deals to academia, how AI is changing real estate education, the importance of mentorship and guest lecturing, and his final advice: showing up is undefeated.

🎯 Topics covered:

• Growing up watching his civil engineer dad build buildings
• Starting as a broker November 3, 2008 (the worst possible time)
• Two years in brokerage, then acquisitions and institutional investing
• Over $1 billion in real estate transactions
• Returning to Marquette in 2018 to lead the Vieth Institute
• Co-founding REAP: the first undergraduate real estate investment program
• Teaching financial modeling and AI skills
• Why universities desperately need industry involvement
• The power of mentorship, guest lecturing, and site tours
• "You get more out of it than you put in"
• Showing up is undefeated

👤 Connect with Andy Hunt

LinkedIn: https://www.linkedin.com/in/andydhunt/ 

Website: https://www.marquette.edu/business/directory/andrew-hunt.php 

Email: [email protected] 

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👤 Connect with Tori Nook

Website: https://torinook.com

LinkedIn: https://www.linkedin.com/in/torirendanonook/

Instagram: https://www.instagram.com/tori_nook/

X: https://x.com/ToriNook

TikTok: https://www.tiktok.com/@torinook

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🎧 The Tori Nook Talk Show is where real conversations meet real success. Subscribe for episodes exploring how leaders build personal and professional fulfillment on their own terms.

Welcome to this episode of The Tori Nook Talk Show! In this episode, Tori sits down with Malminder Gill, a Harley Street clinical hypnotherapist with over 15 years of experience. Malminder works with global leaders, high-profile individuals, royal circles, and celebrities. She's known for her mastery of hypnotic narrative and has shaped bespoke sleep programs for luxury hotels including Mandarin Oriental, Maybourne Hotel Group, and The Cadogan.

Malminder's journey started at 17 when she couldn't sleep for months after a minor car accident and school exams. A hypnotherapist helped her finally rest. Years later, while working as head of international at a corporate job at 26, she was stuck managing conflict between U.S. and international teams. Her boss told her to learn coaching instead of quitting. She found a tutor in Buenos Aires who taught her coaching, NLP, and hypnotherapy over café con leche and medialunas every morning.

When her company made her redundant in 2007-2008, she opened her practice. Her hypnotherapy teacher told her she couldn't start on Harley Street without 20 years of experience. She said, "I don't have 20 years," and started at #2 Harley Street (the lower numbers are less prestigious). She worked her way up to #96 by doing her own SEO for nine months until she hit page one of Google.

Now she works primarily with anxiety and sleep, having referred out most other issues. She's especially known in the film industry, where actors, directors, producers, and screenwriters face constant rejection, creative blocks, and public scrutiny. She creates bespoke hypnotic stories for each client, guiding their subconscious mind into deeply restorative states. Her book of sleep stories releases January 2027.

🎯 Topics covered:

• Learning hypnotherapy in Buenos Aires over café con leche
• "You can't start on Harley Street without 20 years of experience" (she did anyway)
• Working her way from #2 to #96 Harley Street
• What clinical hypnotherapy really is (no dangling watch)
• Why storytelling is the language of the subconscious
• Working with actors, directors, producers: rejection and creative blocks
• Becoming a sleep concierge for luxury hotels
• Weighted blankets, lavender spray, and the sleep concierge menu
• Why we live in a world of overstimulation and hustle culture
• Deep rest and true wellbeing: cushioning life with comfort

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👤 Connect with Malminder Gill

Instagram: @malminder.gill

LinkedIn: Malminder Gill

Website: malmindergill.com

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👤 Connect with Tori Nook

Website: https://torinook.com

LinkedIn: https://www.linkedin.com/in/torirendanonook/

Instagram: https://www.instagram.com/tori_nook/

X: https://x.com/ToriNook

TikTok: https://www.tiktok.com/@torinook

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🎧 The Tori Nook Talk Show is where real conversations meet real success. Subscribe for episodes exploring how leaders build personal and professional fulfillment on their own terms.

Welcome to this episode of The Tori Nook Talk Show! In this episode, Tori sits down with Aaron Zucker, founder and CEO of Zucker Investment Group (ZIG), one of the nation's leading value-add single-tenant real estate firms. Aaron is also a partner in American Family Care, Seven Brew Coffee, and Small Sliders, giving him a unique perspective on both real estate and brick-and-mortar operations.

Aaron grew up in Charlotte, graduated from the University of Alabama, and bought a failing college bar junior year with his friends. While cleaning up vomit and sneaking in underage kids, he realized his landlord—who owned 400 properties—was collecting rent while they worked their butts off. That was his lightbulb moment: real estate beats hard work.

He started in leasing at DLC Management, moved to Phillips Edison (leasing grocery-anchored centers with no grocery stores), and at 27 joined PEB, a South Florida family office, as SVP of leasing. In 2017, he told the Wiener family he wanted ownership. They politely said it was a family business. So Aaron spent 2018 planning his exit and building his business plan on an iPad. In December 2018, he made the leap.

Seven years later, ZIG has closed 70+ deals, runs on EOS (Entrepreneur Operating System), and hires based on five core values: growth-minded, resilient, integrity, positive, collaborative. They offer equity to 22-year-olds fresh out of school who don't know what a cap rate is, turning $5K into six- and seven-figure net worths through promotes and cash flow.

🎯 Topics covered:

• Buying a failing college bar at 21 (and realizing landlords win)
• From DLC to Phillips Edison: leasing with no grocery stores
• The 2017 conversation: "This is a family business"
• The leap at 29: parents' basement, six-month-old daughter, no income
• 70+ deals in seven years across the U.S.
• Five core values: growth-minded, resilient, integrity, positive, collaborative
• Why he interviews 100 people to hire one
• Holocaust survivors as his "why" and legacy
• Single dad: blocking 5-7:30pm, working after bedtime
• Two rules for his kids: try your hardest, be nice to people
• Final advice: Follow your gut, no victim mentalities

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👤 Connect with Aaron Zucker

• LinkedIn 
• Instagram
• Podcast
• Zucker Investment Group

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👤 Connect with Tori Nook

Website

LinkedIn

Instagram

X

TikTok

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🎧 The Tori Nook Talk Show is where real conversations meet real success. Subscribe for episodes exploring how leaders build personal and professional fulfillment on their own terms.

Welcome to this episode of The Tori Nook Talk Show! In this episode, Tori sits down with Rod Santomassimo, founder of the Massimo Group, the leading coaching organization for commercial real estate brokers worldwide. Rod is a five-time bestselling author, patent inventor, former Division I lacrosse player, and two-time Duke MBA Alumni of the Year recipient. Globe Street named him the Best Boss in Commercial Real Estate.

Rod grew up in Long Island, played lacrosse at Washington & Lee, and got his MBA at Duke. He spent 20 years as a COO, CFO, and broker across telecom, law, development, and brokerage before getting laid off in 2008 at age 45—the best day of his life. With two young kids, no jobs available, and savings in the bank, he decided he'd never work for anyone else again. He started coaching CRE brokers, combining his industry knowledge with business-building expertise.

Rod's mission is simple: help brokers earn more in less time by building business platforms instead of living on the transaction treadmill. He's worked with Bob Knakal (who went from $6M to $18.56M in 3.5 years), Sam McVeigh (the #1 hospitality broker in the world), and thousands of brokers globally. The Massimo Group now has 38 coaches, a management team of 10, and has been virtual since 2008.

They discuss the commodity broker vs. authority broker gap, why brokers need five divisions (sales, marketing, operations, finance, HR), the rule of seven (call seven times before taking a break), Rod's daily AI routine, and his definition of success: making other people successful.

📌 Timestamps:

02:59 – Growing up in Long Island and playing Division I lacrosse

04:24 – Getting laid off in 2008: the best day of his life

08:05 – The commodity broker vs. authority broker gap

13:19 – Inactive client cadence campaigns

15:37 – The rule of seven (call seven times)

21:04 – Building a virtual company since 2008

24:16 – AI integration: November 2022 and ChatGPT

37:37 – Rod's AI tech stack and daily routine

42:57 – Why commodity brokers will be eliminated

48:28 – The gratitude box and defining success

52:36 – Why brokers don't think big enough

55:48 – Final advice: You're your greatest asset

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👤 Connect with Rod Santomassimo

Website: https://massimo-group.com or https://massimo.coach

LinkedIn:  https://www.linkedin.com/in/crecoach 

X: https://x.com/MassimoGroup 

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👤 Connect with Tori Nook

Website: https://torinook.com

LinkedIn: https://www.linkedin.com/in/torirendanonook/

Instagram: https://www.instagram.com/tori_nook/

X: https://x.com/ToriNook

TikTok: https://www.tiktok.com/@torinook

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🎧 The Tori Nook Talk Show is where real conversations meet real success. Subscribe for episodes exploring how leaders build personal and professional fulfillment on their own terms.

• Welcome to this episode of The Tori Nook Talk Show! In this episode, Tori sits down with Natasha Falconi, founder of Falcone Capital, a privately held real estate investment firm focused on acquiring and operating Class B and Class C multifamily properties across South Florida. Natasha is a GP of multiple multifamily assets and brings over 20 years of leadership experience across accounting, development, banking, and real estate.
  
  Natasha's journey started at age 14, working in the proof department of a bank, then earning her master's in tax at FIU. She spent 4-5 years at a Big Three accounting firm in the real estate tax department, where she discovered that family offices owned shopping centers and learned tax planning strategies organically. She then moved to a client's shopping center development company, starting as controller and eventually becoming president—staying for 18 years before launching Falcone Capital.
  
  What makes Natasha's approach unique is that she views real estate as more than just a financial vehicle. She sees it as a tool for transformation—creating stable returns while improving residents' lives and strengthening neighborhoods. She brings dignity, stability, and opportunity to every community she touches.
  
  
  🎯 Topics covered:
  Working since age 14: from bank proof departments to office work
  Big Three accounting firm: learning tax planning for family offices
  The moment she discovered people owned shopping centers
  From controller to president in 18 years at a development company
  Why she planned to take a year off (but it didn't last)
  Balancing motherhood and a W-2 career: delivering results while being present
  How her tax and accounting background unlocked real estate investing
  Launching Falcone Capital: focusing on Class B/C multifamily in South Florida
  Real estate as transformation: improving lives and neighborhoods
  Meeting Beth Azor in 2019 and becoming best friends
  Co-hosting the Friday bus tour at Beth's Women's Investment Summit
  Why women underestimate themselves and don't take risks
  Final advice: Don't wait—you know more than you think
  
  
  👤 Connect with Natasha Falconi
  Instagram: https://www.instagram.com/natfalconi/ (DM for free 5-step PDF guide on starting real estate investing)
  X: https://x.com/natfalconi
  LinkedIn: https://www.linkedin.com/in/natasha-falconi-aa725011/
  Company: https://www.falconi-capital.com/
  
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  👤 Connect with Tori Nook
  Website: https://torinook.com
  LinkedIn: https://www.linkedin.com/in/torirendanonook/
  Instagram: https://www.instagram.com/tori_nook/
  X: https://x.com/ToriNook
  TikTok: https://www.tiktok.com/@torinook
  Email: [email protected]
  
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  🎧 The Tori Nook Talk Show is where real conversations meet real success. Subscribe for episodes exploring how leaders build personal and professional fulfillment on their own terms.

Description: Welcome to this episode of The Tori Nook Talk Show! In this episode, Tori sits down with Joe Killinger, a 30-year CRE veteran based in Santa Monica. Joe has been responsible for over 6,500 assets totaling $950 million in sales. He's co-founder of Commercial Brokers International, Icon Capital Advisors, and the fastest-growing CRE affiliate network in the U.S.

Joe grew up on a farm in Wolbach, Nebraska (population 281), lost the farm during college, and moved to California with almost nothing. He started in residential, hated it, and pivoted to auctions. He and George Pino—who actually laid Joe off from their previous employer—reunited to launch their own auction business. Within 18 months, they became the #2 auction company in the Western region, selling 600-700 properties a year for Freddie Mac.

They've built three companies, sold off ventures, and now run a 20-agent brokerage, mortgage company, and 36-member affiliate network spanning the U.S., Canada, England, and Thailand. Joe also runs joekillinger.co—a free platform with templates, contracts, and his First 90 Days in CRE guide.

🎯 Topics covered:

• Why he doesn't do brokerage deals anymore (and what he does instead)
• Building CRE's fastest-growing affiliate network (36+ members globally)
• The DAM method: Desire, Ability, Means, Motivation
• Why content creation is the future standard in CRE
• The biggest mistake: using ChatGPT for content without fact-checking
• Body language: the communication skill most brokers miss
• Consistency: the boring principle that made him the most money
• Stop copying other brokers—be the smartest in your market

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👤 Connect with Joe Killinger

Website: https://joekillinger.co (Free templates, contracts, and First 90 Days in CRE guide)

LinkedIn: https://www.linkedin.com/in/joe-killingerrealestate/ 

Instagram: https://www.instagram.com/joekillinger/ 

X (Twitter): https://x.com/JoeKillinger 

YouTube: https://www.youtube.com/@JoeKillinger 

Email: [email protected]

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👤 Connect with Tori Nook

Website: https://torinook.com

LinkedIn: https://www.linkedin.com/in/torirendanonook/

Instagram: https://www.instagram.com/tori_nook/

X: https://x.com/ToriNook

TikTok: https://www.tiktok.com/@torinook

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🎧 The Tori Nook Talk Show is where real conversations meet real success. Subscribe for episodes exploring how leaders build personal and professional fulfillment on their own terms.

Welcome to this episode of The Tori Nook Talk Show! In this episode, Tori sits down with Yonah Weiss, the "Cost Segregation King" and Director at Madison Specs, a national cost segregation leader. Yonah has helped clients save over $1 billion in taxes through advanced depreciation strategies—yet when he entered the industry 10 years ago, 99% of the real estate investors he spoke to had never even heard of it.

Yonah didn't start in real estate or finance. He was a teacher for 15 years—following his mother and grandparents into education. But after a major family health crisis left him struggling with student debt and mounting bills, he pivoted at age 35. He spent two years learning commercial mortgages, discovered cost segregation by accident, and realized he'd found a massive knowledge gap. The most successful investor he knew used it religiously. Everyone else? Clueless.

So Yonah leaned into what he does best: teaching. He started his first 30-day LinkedIn challenge in 2017, launched his podcast Weiss Advice in 2020, and has now been a guest on over 500 podcasts.

They dive into what cost segregation actually is (an IRS-approved way to accelerate depreciation and unlock massive tax deductions), why accountants don't proactively tell you about it, the Who Not How paradigm shift that changed his business, and his life philosophy: HOPE—Help One Person Every Day.

🎯 Topics covered:

• What cost segregation is (and why 99% of investors don't know about it)
• From teacher to mortgage broker to cost seg expert at age 35
• How a 30-day LinkedIn challenge launched his social media presence
• Why most accountants don't proactively recommend cost se
• How short-term rental owners can offset W-2 income (legally)
• Who Not How: the paradigm shift that freed up hours of his day
• Integrity as the #1 habit of long-term winners
• HOPE: Help One Person Every Day

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👤 Connect with Yonah Weiss

Website: https://yonahweiss.com

Podcast: Weiss Advice

LinkedIn: https://www.linkedin.com/in/cost-segregation-yonah-weiss/ 

Instagram: https://www.instagram.com/yonahweiss/ 

X: https://x.com/YonahWeiss  

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👤 Connect with Tori Nook

Website: https://torinook.com

LinkedIn: https://www.linkedin.com/in/torirendanonook/

Instagram: https://www.instagram.com/tori_nook/

X: https://x.com/ToriNook

TikTok: https://www.tiktok.com/@torinook

Email: [email protected]

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🎧 The Tori Nook Talk Show is where real conversations meet real success. Subscribe for episodes exploring how leaders build personal and professional fulfillment on their own terms.