In this CG Live episode from our Q4 CEO & Premier event in Oceanside, California, I sit down with Thomas Lehmann, an operator who made a bold pivot from single-family fix-and-flips into manufactured housing—and hasn't looked back. What started as a humbling first year flipping houses turned into a complete business model transformation after interest rate hikes exposed weaknesses in his original approach.

Thomas shares how a disastrous flip with squatters led to an 11-month manufactured home project that changed everything. Today, he's building affordable housing at scale in Florida, controlling verticals like lending, and partnering in new markets like Texas and the Midwest. This is a powerful conversation about pivoting when the market shifts, building operational efficiency, and serving first-time homebuyers in a tough affordability climate.

Timeline Summary

[0:00] – Introducing Thomas Lehmann and his focus on manufactured housing

[2:19] – Speed networking and the power of intentional connections

[3:00] – Ben Nemtin's bucket list exercise and prioritizing marriage and family

[4:07] – Thomas' start in fix-and-flip—and making just $4K per deal his first year

[5:22] – Scaling to 18 virtual assistants before the interest rate shift of 2022

[6:02] – The disastrous manufactured home flip that sparked a pivot

[6:38] – 11 months later: $11K profit and a fully repeatable process

[8:06] – Controlling 30% of a Florida manufactured housing market

[8:26] – Winning Parade of Homes awards competing against traditional builds

[9:05] – Expanding into Texas and partnering in Amarillo

[10:16] – Acquiring a mortgage company to control affordability

[11:21] – CG connections leading to expansion opportunities in Ohio and Kentucky

[15:32] – Using data to better serve first-time homebuyers

[16:34] – Operational breakthroughs with Sharper Business Solutions

[17:26] – Dropping a unit and closing within 30 days of delivery

[18:32] – Lending partnerships and scaling affordable housing

[21:51] – Serving first: losing $50K on a deal but building long-term relationships

Key Takeaways

1. Pivot Before the Market Forces You To: Thomas recognized early that rising interest rates would strain his fix-and-flip model—and proactively transitioned into manufactured housing.
2. Control the Verticals, Control the Outcome: By acquiring a mortgage company and tightening operations, he increased affordability and reduced friction for first-time homebuyers.
3. Serve First, Win Later: Even losing money on a deal can create long-term partnerships and future business when integrity leads the way.

Links & Resources

• Explore CG Membership: https://www.explorecg.com

Closing Remark

If you're navigating today's affordability challenges or considering a pivot in your own real estate business, this episode is proof that adaptation—and service—create opportunity. Rate, follow, and review the Collective Genius Podcast. And if you're ready to scale alongside operators like Thomas, head to https://www.explorecg.com and apply today.