Racking Up Rentals: Recent Episodes
Jeff Stephens
Racking Up Rentals (formerly Sleaze-Free Real Estate Investing) is real estate investing education for everyday investors who want to build long-term wealth by building a portfolio of rental real estate. Hosted by Jeff from The Thoughtful Real Estate Entrepreneur, the show focuses on grassroots real estate acquisition strategies based on the timeless fundamentals of relationship and negotiating directly with property sellers. The show explores all aspects of entrepreneurial off-market real estate acquisition--from lead generation to left-brain negotiation to right-brain deal structuring, financing and beyond. Learn more about The Thoughtful Real Estate Entrepreneur at www.thoughtfulre.com
We think of ourselves as real estate investors. That means we invest in properties, right? Not so fast. It may be properties that we buy, but it’s not properties we actually invest in. In this episode, Jeff explains that the investment we’re making is not in the property, because the property is just the investment vehicle. Rather, the investment is in ourselves and our ability to take a property and make it into a winner. This important reframe can change your perspective on what you’re doing and can empower you to further invest in yourself.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
There are certain decisions we must make in life and business that we recognize as being big and important decisions, and we allocate much time and energy to them. There are other decisions we must make that seem small and insignificant; in fact, sometimes we don’t even realize they are decisions at all, and to these we allocate very little time and energy. In negotiation, though, the seemingly small decisions can be of large importance, and it’s critical that we give them the thought and consideration they deserve. In this episode, Jeff provides a simple and common example of a seemingly small decision that represents a bigger point in a negotiation, and encourages listeners to not underthink the right way to handle it.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
Most real estate investors have been taught to focus on numbers, numbers, numbers. And numbers are indeed very important, but numbers without CONTEXT are meaningless. In this episode, Jeff explains the expression “from people come numbers,” and discusses how people are the needed CONTEXT, while numbers are the needed CONTENT. Without understanding the context (people), we can’t possibly negotiate the best and most optimized deals.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
Often times the best way to learn is to hear the real life deal stories from other real estate investors doing great things! In this episode, Jeff interviews The DEALS Workshop and coaching client Pasha, who purchased four off-market duplexes at once, all from the same Seller! Pasha tells the story of how the lead originally started, the hurdles in the negotiation and how he conquered them, how we ultimately financed the acquisition and what he learned along the way!
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
There are many different things a real estate investor must know about and be able to do. From deal analysis to understanding construction to having property management knowledge and beyond, there’s a lot to learn and know. But there’s one skill that rises above the others. In this episode, Jeff explains a huge irony for most real estate investors: the desire to seek financial independence through real estate, but the dependence on lenders, appraisers and others in doing so. Jeff shares the #1 most important skill that can be cultivated to create true independence and why it’s so important.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
As buyers of real estate, we wish we could have every great opportunity be competition-free. After all, who wants to compete with other buyers for every great deal? But the truth is, we can’t avoid competition; we can simply choose which type of competition we want to face. In this episode, Jeff explains the different types of competition that come from different types of Sellers, and ultimately shares which type of competition we as Thoughtful Real Estate Entrepreneurs should choose to have.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
When we meet a new Seller lead, our tendency is to immediately begin gathering lots of information. After all, with real estate, there’s a lot of information we need, right? Information on the condition of the property, age of mechanical systems, rents, expenses and more. But while information is important, there’s another thing that’s also equally—if not more—important than information, that we hardly ever speak of: Insights from the Seller. In this episode, Jeff explains what insights are, how they differ from information, and why insights are so critical to our negotiation.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
Often times the best way to learn key concepts in real estate are to see and hear them in action in real-life deal case studies! In this episode, Jeff interviews Tom, a coaching client in The DEALS Workshop. Tom shares the case study of how he recently purchased an off-market triplex with Seller Financing, by using a highly relationship-oriented approach to negotiating the deal.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
Many real estate investors have an underlying belief that universally all Sellers would prefer to sell their properties for cash, and that selling via Seller Financing is an inferior backup plan they would only reluctantly agree to. This leads to a belief that if the Seller agrees to Seller Financing, they are doing the Buyer a favor, and would want to be compensated accordingly for that favor. In this episode, Jeff explains that the best Seller Financing deals do not come from Sellers who feel they are doing the Buyer a favor; instead, the best Seller Financing deals and terms come from Sellers whose needs are being perfectly met by the Seller Financing proposal.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
“Always be willing to walk away” is fairly standard real estate investing advice. And like with all standard advice, it’s important to examine them so that we can formulate our own philosophies to guide our investing. In this episode, Jeff discusses how “being willing to walk away” is a two-layered conversation: the internal dialog with ourselves, and the external negotiation with the Seller. Jeff discusses the merits of being willing to walk away, but also the merits of showing your sincere commitment to NOT walking away.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
Conducting due diligence and physical inspections of a property in contract is an important part of the overall real estate investing business. And it can be tempting sometimes to simply do one’s own “inspection,” instead of hiring a professional, licensed home inspector—especially when the buyer has experience in construction and renovation. But in this episode, Jeff explains why it’s important to always pay for an inspection report—and the reason has less to do with inspection findings, and more to do with relationship-based thoughtful “incremental negotiation.”
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
Most real estate investors are open to many different acquisition strategies for finding, negotiating and financing their deals. Thoughtful Real Estate Entrepreneurs, on the other hand, tend to be more selective, and stick to the acquisition strategies that best fit their talents and gifts. In this episode, Jeff describes why employing different acquisition strategies is like playing completely different sports, and explains how this can hinder an investor’s growth.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
As real estate investors and rental property owners, are tenants our customers? Seems like an obvious question with an obvious ‘yes’ answer, but when we look at it from a different perspective we get a different answer. In this special 200th episode of Racking Up Rentals, Jeff explains why he does NOT see tenants as customers, and instead sees them in a different role. This change of perspective reframes entirely how we see the business of building a rental portfolio.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
The holy grail of relationship-based negotiation and Seller Relations is when your Seller says—or even thinks—“I can tell you’re my kind of people.” In this episode, Jeff tells the story of a coaching client’s recent deal, in which the coaching client got the deal as a result of successfully building rapport and leading the Seller to the natural conclusion that the buyer was “their kind of people.”
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
Many real estate investors have a mentality of “I don’t care where the deals come from as long as they make sense.” These investors are more than happy to buy properties from wholesalers, through real estate agents, or any other source. But as Thoughtful Real Estate Entrepreneurs, we aren’t interested in buying properties negotiated by other people—at all. In this episode, Jeff explains why TREES are so committed to negotiating their own purchases, and discusses the critical differences between buying “properties” and buying “opportunities.”
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
Real estate investors in today’s market are finding it difficult to buy properties the traditional way. One of the main difficulties they lament is “low inventory.” But is inventory really low? And is “low inventory” even an issue that should affect them? In this episode, Jeff reframes what inventory is, explains why there’s not really low inventory at all and why higher inventory isn’t necessarily better. Most importantly, Jeff explains how you can continue to grow your portfolio regardless of what the inventory statistics say.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
As real estate investors, we are growth-oriented creatures. We want to grow our portfolios, wealth and cash flow to achieve financial freedom. But most of us also want to grow as humans as well; fortunately, the two go hand-in-hand. In this episode, Jeff interviews real estate entrepreneur Alexandra Haider, who—in just the first five years of her real estate investing career—has built a portfolio of hundreds of residential units and hundreds of thousands of square feet of commercial real estate. Alexandra shares her story, tips for growing into new and bigger deal types, and growing as a person and entrepreneur along the path.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
We’ve all met them: the off-market Sellers who we chat with and immediately have red flags that they are not reasonable. But what exactly defines “unreasonable”? For more real estate investors, an unreasonable Seller is one who has unrealistic expectations for their property’s value. But for us Thoughtful Real Estate Entrepreneurs, our perspective is different and we define “unreasonable Sellers” differently. In this episode, Jeff explains why those Sellers who most investors would disregard as “unreasonable” actually represent great opportunity for those skilled in the art of Relationship Capital and Seller Relations.
Learn the art of buying properties off-market with Seller Financing using the power of Relationship Capital in The DEALS Workshop: http://www.thedealsworkshop.com
Many real estate investors think that Seller Financing is only beneficial if it results in a tiny—or zero—down payment. In other words, they think that unless they get 90% or higher LTV financing, it’s not worth it. This simply is not true. In this episode, Jeff asks the question: “what if the Seller Financing you could get is only 10% of the total purchase price—would you still do it?” and explains why YES, absolutely you should. Learn the five simply reasons why you should happily get Seller Financing for even just 10% of the price!
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
Every one of us has unique talents, gifts and strengths. But unfortunately, the real estate investing education industry doesn’t often emphasize the importance of discovering and harnessing those talents in the pursuit of financial freedom through real estate. Instead, mainstream REI education focuses on teaching us supposed universal formulas and recipes for success…with little or no consideration for what our unique individual talents are. In this episode, Jeff discusses the importance and value of harnessing our own unique gifts in our real estate investing efforts.
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
It’s no secret that the world of real estate investment education is absolutely vast. From podcasts to books to events to courses and so much more, there is endless information out there. But the most successful investor is not necessarily the one who has amassed the most information and knowledge; it’s the person who has found a single “School of Thought” in real estate and has gone deep in that school of thought. In this episode, Jeff explains the importance of finding and joining a single “School of Thought” in real estate investing.
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
In this special case study episode, Jeff interviews Ryan, a client in The DEALS Workshop. Ryan recently bought his first rental property using the thoughtful approach he learned in The DEALS Workshop, and in this episode he tells the entire story of acquiring this excellent off-market duplex with Seller Financing.
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
Sometimes, we work with Sellers who are very open to the conversation about selling us their properties, but who may not be sure exactly how to make a decision. This can leave them ambivalent and unsure about how to proceed. In this episode, Jeff describes a simple but powerful two-step framework for helping a Seller to get clarity on their own situations and options, so that they can make the best possible decision.
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
We all know the power of setting goals, declaring the actions we will take—even if they are outside our comfort zone—and then taking those actions to progress towards our goals. But what about the opposite—defining what we WON’T do? It turns out there is great value in setting boundaries that eliminate certain possibilities. In this episode, Jeff explains the value and importance of defining what we WON’T do, and describes the number one most important thing to decide NOT to do.
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
It’s no secret that if you want to grow a portfolio, buying multifamily rentals can boost your portfolio size, door count and monthly income quickly. In this episode, Jeff interviews multifamily real estate investing legend Rod Khleif. Rod shares his epic journey—including both highs and lows—in real estate investing, explains why he feels we will be facing an economic downturn, discusses the importance of giving, and explains “seller bonding” and how it can be used to buy properties with Seller Financing.
Rod Khleif is the author of “How to Create Lifetime Cash Flow Through Multifamily Properties: The New Rules of Real Estate Investing,” and one of the leading educators for multifamily real estate investors.
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
At the beginning of a real estate investing journey, there’s a lot of necessary exploration. We are learning and trying out lots of new ideas, approaches, strategies and more. But ultimately, if we want to make meaningful progress in our real estate investing endeavors, we need to settle into an investing approach that we can replicate over and over again—that’s when we get the most traction and make the most progress. In this episode, Jeff shares a seldom-discussed key aspect of finding that sweet spot that will create the most possible traction: adopting a strategy that is at the intersection of the head and the heart.
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
Often times, when you use a relationship-oriented approach to buy a property from an off-market Seller with Seller Financing, there’s a good chance that Seller may own more properties they might consider selling you in the future. In this episode, Jeff sits down with Nate and Kyle, clients of The DEALS Workshop, who recently did just that: they bought a second batch of three properties with Seller Financing from their previous Seller! Check out the client case study interview in this episode!
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
Have you ever heard the expression “Tired Landlord?” This is a common phrase we use to describe what we think are “Motivated Sellers” who own rental properties. These “Tired Landlords” can make excellent Seller candidates for us to buy properties from, but there’s one big risk: we can accidentally make inaccurate assumptions about them and what drives them. In this episode, Jeff breaks down the topic of “Tired Landlords” into three distinctly different sub-classifications of “Tired Landlords,” so that you can be sure you understand exactly which type you’re negotiating with, and can ultimately be far more successful in your negotiations.
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
Ever wondered if there are different ways—beyond rentals—to generate passive income in real estate, and ultimately achieve financial independence? If so, then this episode is for you! In this episode, Jeff interviews Brent Bowers of The Land Sharks, who explains the land investing business model and explains the beautiful, powerful synergies between the cash flow from land investing and the wealth-building power of building a rental portfolio. You’ll learn how Brent and other land investors buy land (sometimes with Seller Financing) and sell land (often with Seller Financing) to create a cash flow machine!
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
New Seller Financing real estate investors often ask, “what is your acceptance rate of getting Seller Financing proposals accepted and approved by Sellers?” It’s a good question, and the answer involves a critical strategic point: the acceptance rate is entirely dependent on how the prospective buyer approaches the Seller and handles the negotiation. In this episode, Jeff explains the strategy for “diagnosing before you prescribe,” which drastically increases the overall acceptance rate of Seller Financing proposals.
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
In this case study interview episode, Jeff sits down with Steven, who recently closed on the purchase of a great off-market duplex with incredible Seller Financing terms! Steven tells the story of how the lead was generated, how the negotiations went and ultimately how the final deal came together. Steven is a client of The DEALS Workshop, a group coaching program that mentors rental real estate investors through every step of the process of finding, negotiating and closing on an off-market rental property with Seller Financing. Learn more about The DEALS Workshop at http://www.thedealsworkshop.com
As real estate investors, we often talk about the differences between the different types of loans we can get to buy our properties. But one thing we don’t often do is look beyond the loans themselves, and consider the lenders of those loans and their psychology. There are huge differences in the psychology between seller financing lenders and other types of traditional or private money lenders. In this episode, Jeff breaks down three key differences in the psychological dynamics of seller financing lenders and other types of lenders, and discusses how to navigate those psychological differences for the best possible borrower outcome.
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
Is taking a relationship-based approach to working with off-market Sellers just a strategy to feel good and know we are being thoughtful? No, it’s also a hugely important strategy for negotiating BETTER deals for ourselves (and giving our Sellers better outcomes). In this episode, Jeff interviews long-time successful real estate investor Gabriel Hamel, who has built an incredible portfolio using the power of relationship to buy a wide range of properties with Seller Financing. In this conversation, Jeff and Gabriel discuss the practical benefits of a relationship-driven approach, why Seller Financing is superior even when bank loan options are available, why investors should consider themselves fortunate to NOT have more cash to work with, and the changing role of Seller Financing in the new economy.
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
Have you ever felt discouraged in your effort to build a cash-flowing rental portfolio? Probably so—most of us have. Perhaps you feel like the cash flowing properties are just too hard to find; or maybe you feel that today’s prices and interest rates just don’t pencil out. If you’ve ever felt that way, this episode will give you a new way to look at things. In this episode, Jeff shares a powerful analogy that he developed to help his coaching clients. This analogy will help you reframe your approach to building a rental portfolio, and will give you new energy and encouragement as you do so.
Learn to buy Seller Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
Many mainstream real estate investors have a mentality of “I don’t care where my leads come from as long as the numbers make sense.” But we Thoughtful Real Estate Entrepreneurs see it very differently—we care greatly where the leads come from, for one important reason: we don’t just buy properties, we buy Opportunities. And that means we have to have lead sources that let us see and evaluate the whole Opportunity, not just the property. In this episode, Jeff explains the difference between a property and an Opportunity, and discusses why it’s better to focus on finding and buying Opportunities—not just properties.
Learn to buy Seller-Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
One of the most common questions we ask—and hear from our peers often—in our real estate investing community is, “is this a deal?!” And while it’s natural to get out our calculators and start answering that question through math and deal analysis, it’s important that we step back and evaluate this question from a different, higher-level perspective, as well. In this episode, Jeff introduces a different and more strategic question to ask to ask ourselves when evaluating a deal: “where would I be creating value, how much value would I be creating, and for whom?” Jeff explains that the key to making money in a deal is creating value, and describes how to see determine whether it’s possible in a given deal.
Learn to buy Seller-Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
Unlock your ability to buy investment real estate without banks or real estate agents! In this episode, Jeff shares the recording from a recent presentation he delivered called The Hidden World of Investment Real Estate. In this presentation you’ll learn that there's a whole world of real estate that can be purchased without banks or agents. You’ll learn how you can buy properties nobody else knows are for sale...without applying for a bank loan. You’ll learn how to have control over your own real estate destiny, and never again be limited in what you can buy, or when you can buy it—you’ll be able to scale your portfolio at the rate you want to. And, you’ll learn how the Direct Relationship Capital Method Works. This is exact approach we use to buy properties off-market with Seller Financing
Learn to buy Seller-Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
What if you could combine the benefits of flipping properties with the benefits of being a landlord into one seamless real estate investing strategy? It’s possible, when you learn the Hybrid Investing strategy. In this episode, Jeff interviews Jesse Mills, an investor, coach and expert in many aspects of real estate investing. Jesse has created and perfected an approach to investing called the Hybrid Investing strategy that could be a great fit for many real estate investors. Check out this interview to learn more about Jesse and the Hybrid Investing strategy!
Learn to buy Seller-Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
Have you ever looked at a deal and though, “that’s too much down—that wouldn’t be a good deal”? Or perhaps you’ve thought, “I just don’t have enough cash to make that big of a down payment?” It’s OK, we’ve all thought that before! But having that mentality can cause a huge problem: we can too quickly and easily dismiss and disqualify opportunities just based on their down payments…and cause us to miss huge opportunities. In this episode—the second of a two-part series—Jeff explains that “down payment is just a snapshot in time,” and shouldn’t be a deal killer. Jeff discusses the different ways to answer the question, “can I borrow my down payment?
Learn to buy Seller-Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
Have you ever looked at a deal and though, “that’s too much down—that wouldn’t be a good deal”? Or perhaps you’ve thought, “I just don’t have enough cash to make that big of a down payment?” It’s OK, we’ve all thought that before! But having that mentality can cause a huge problem: we can too quickly and easily dismiss and disqualify opportunities just based on their down payments…and cause us to miss huge opportunities. In this episode—the first of a two-part series—Jeff explains that “down payment is just a snapshot in time,” and shouldn’t be a deal killer.
Learn to buy Seller-Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
In this episode, Jeff sits down with Nate, a client in The DEALS Workshop, who recently bought a great property off-market with Seller Financing. Nate tells the story of the whole deal, from meeting the Seller to negotiating the purchase, making adjustments through the due diligence period, and getting it closed. He also tells the story of a simultaneous negotiation he had with a different Seller, and explains how having those two negotiations happening at the same time was very helpful, and an incredible learning experience.
Learn to buy Seller-Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
One of the challenges of real estate investing is that there are so many different ways to do it—so many different acquisition strategies, property types, income strategies, etc. Simply learning about them all and sampling each one could seemingly take a lifetime by itself! So how do you know when you’ve found the right strategy for you? How do you know it’s OK to stop learning about every other strategy, and simply commit to one strategy? In this episode, Jeff discusses the journey of exploring different strategies, and suggests how to know when you’ve found your place in the broader real estate investing world: when you’ve discovered a strategy that resonates both with your head and your heart.
Learn to buy Seller-Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
When it comes to getting Seller Financing loans, how exactly do we quality as borrowers? Is there an application to complete with the Seller? How do they decide if we are safe to loan money to? In this episode, Jeff discusses the secret to qualifying for Seller Financing loans, which is to demonstrate who we are to Sellers, rather than telling them. Jeff provides several tactical and specific examples of things you can do to show the Seller who you are, and ultimately to qualify for the Seller Financing loan.
Learn to buy Seller-Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
In this bonus episode, Jeff shares an exciting new offering: a FREE Seller Financing 101 video training course. After hundreds of conversations with real estate investors, it became clear to Jeff that in order for the Thoughtful Real Estate Entrepreneur community to have advanced conversations about harnessing Seller Financing strategies, we first needed to establish a common framework and language of the fundamental concepts of Seller Financing. In this episode, Jeff shares the audio from the first video in the series. You can register for this free Seller Financing 101 video training course at http://www.sellerfinancing-101.com
Many investors think that their interests as Buyers are diametrically opposed to the interests of Sellers—that Buyers simply want to pay the least, and Sellers simply want to get paid the most. But is this really true? And if Buyer and Seller have opposing interests, how do so many deals get done? Is every party disappointed at the end of every transaction? In this episode, Jeff discusses why Thoughtful Real Estate Entrepreneurs know that Buyer and Seller actually have interests that are truly aligned, which leads to win-win negotiations.
Learn to buy Seller-Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
For many real estate investors, seeing the market shift from being an extreme Seller’s market to being a more balanced market—if not in favor of Buyers—is a very welcome sight! They are getting excited about being able to buy more properties than they’ve been able to these past few years. But is buying MORE real estate always the best way to take advantage of this new market cycle? Perhaps not. In this episode, Jeff discusses the difference between buying MORE real estate, and buying BETTER real estate, and explains the importance of becoming more discerning as Buyers.
Learn to buy Seller-Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
When we are having a conversation with a Seller, we must be able to respond to the Seller’s comments and questions in real-time. And because we’re human, we have a natural tendency to “react” to their comments—either giving them the impression of agreement or disagreement. But often times the best way to respond is not to agree or to disagree, but to gather more information and keep the conversation moving forward. In this episode, Jeff shares a powerful three-word sentence you can use as a go-to, all-purpose tool to respond to Sellers, and explains why it’s so powerful.
Learn to buy Seller-Financing properties off-market, the thoughtful way: http://www.thedealsworkshop.com
It’s no secret—the real estate market is currently changing. After a few years of a strong Seller’s market, the market is currently balancing itself out. Many people are now exclaiming, “we can finally get Seller Financing again!” And it’s true that Seller Financing is quickly become a more and more accessible tool. But it’s important to understand that Seller Financing was always a great tool—even in the Seller’s market. In this episode, Jeff explains the changing role of Seller Financing in today’s market.
When we think about the benefit of owning rental properties, we often think about financial freedom. And when we think of financial freedom, we think of having the ability to stop working so that we can spend our time doing things that we enjoy far more in our lives—spending time with family, traveling, volunteering, etc. In this episode, Jeff shares a personal story about how he was reminded that financial freedom from real estate actually also offers a different type of benefit, as well.
Have you ever considered a real estate investment strategy where you partner with other investors, and contribute money into their deals—having a small slice of of a much larger pie? If so, this episode is for you. In this interview, Jeff chats with Julie Holly of The Conscious Investor podcast. Julie is an investor in multifamily properties through syndication, and works with private investors to fund deals. Jeff and Julie discuss what it means to be a conscious investor, the journey of experimenting with multiple different types of real estate investing, and the perks of multifamily syndications.
You’ve got big plans, goals and dreams….but are you ready to pursue them? Humans crave comfort, and comfort comes from perceiving that you’re “ready” for whatever you going to undertake next in your life. But do you need to wait until you’re ready? Is waiting until you’re ready actually hindering your progress? In this episode, Jeff discusses the illusion of readiness, and offers five reasons why you should NOT wait until you feel “ready” to pursue your next endeavor—whether that’s buying a rental property, starting a business, leaving your job or anything else.
“How much does it cost?” These words roll so naturally out of our mouths when presented with an opportunity to buy something. But is “how much does it cost” really the right first question? In most cases, no. Why? Because we don’t yet know enough about the thing we are potentially purchasing, to evaluate it if it’s really a good VALUE. In this episode, Jeff discusses the difference between price and value, and explains why as real estate entrepreneurs, we need to be far more focused on value than price, or else we will miss many entrepreneurial opportunities to make massive financial headway.
A talented and experienced Thoughtful Real Estate Entrepreneur has the skills and tools to make deals work that most other investors can’t. And that’s a great thing! But should a real estate investor say yes and do every deal they can, just because they can find a way to make it work? No, they shouldn’t. In this episode, Jeff discusses the critical importance of holding two ideas in a healthy tension: finding ways to say yes to a deal, but finding reasons to say no to a deal. When we have the talents and skills to make deals work, paired with the discretion to turn down mediocre opportunity, we make better decisions.
Have you ever considered investing in mobile homes as rental properties? For many of us, it’s an interesting and intriguing idea, but one we’re not very familiar with. Mobile homes are an asset class within real estate investing that for many people is loaded with stereotypes, generalizations and even stigma. In this episode, Jeff interviews mobile home investing expert and author of “How to Buy Mobile Homes,” Adrian Smude from Lifestyle REI. Adrian and Jeff have a wide-ranging conversation, discussing everything from the 3 different ways to invest in mobile homes, to seller financing for mobile homes, to relationship-based negotiation with the Seller, and more.
As Thoughtful Real Estate Entrepreneurs, we have a core thesis about how we do business. It’s our strongest belief and the guiding principle for how we go about building wealth through real estate. It says, “Designing your entire acquisition and finance strategy around relationship development directly with Sellers creates better outcomes for BOTH them and you.” In this episode, Jeff breaks down this thesis statement into its many parts and explains the importance of each one. Check out this episode and you’ll find yourself even more excited and committed to growing your rental portfolio as Thoughtful Real Estate Entrepreneur.
When it comes to working directly with sellers—especially with seller financing or other creative financing—creating the right deal structures can admittedly seem a little complicated. But ultimately, every deal simply comes down to three simple things: 1) what are you giving me? 2) what am I giving you? 3) what form does the things we are giving each other take? In this episode, Jeff breaks down this simple framework in detail and provides examples of how to answer each of these three questions.
Most people will tell you that real estate investing is all about the brain—looking at numbers and making purely rational decisions. These same people will tell you that they love any property that makes them money. That may be one type of “love,” but there’s another type of love as well: truly loving the properties you own themselves. In this episode, Jeff discusses that there is great value and benefit in building a portfolio of properties you truly love.
It’s often said that real estate investing is a great way to get rich slowly—we completely agree! And when you consistently work hard to grow a portfolio over the course of many years, those efforts compound and ultimately result in a large, fantastic real estate portfolio. In this episode, Jeff interviews Matt Hawkins, also known online as The Lumberjack Landlord, who is the perfect example of this. In this interview, Jeff and Matt discuss a wide variety of topics, from the value of local investing, smaller communities, managing more than 100 units, how to work successfully with banks, how to get started building a large portfolio and much more.
Let’s face it, real estate is a complex topic. From numbers to forms and documents, to terminology, there’s a lot that has to be discussed between Buyer and Seller. In the world of sales and marketing, it’s often said that “a confused mind always says no.” The same is true for Sellers. You can have the best offer or proposal in the world, but if the Seller feels at all confused by any or all of it, their default response will be to say ‘no.’ In this episode, Jeff discusses the importance of not only making a great proposal, but presenting that proposal in a way that the Seller can follow and understands well.
As real estate investors growing a portfolio, our perspective on the world is that we BUY properties. But really, it would be more accurate to say that Sellers SELL properties. Why? Because there’s no transaction unless the Seller would prefer to trade what they currently have (a property and situation) for something different that they would consider “better.” In this episode, Jeff explains that when we reorient our perspective to appreciate that properties aren’t actually bought, but rather sold, it helps us see that the game we are really playing in our acquisition efforts is the game of Seller Relations—the process of gaining empathy to facilitate a conversation in which the Seller can clarify exactly what they would be willing to trade their current property and situation for. When we successfully navigate Seller Relations, we get Sellers to say “yes” to our proposals.
You’ve heard the expression before: “everything is for sale at the right price!” But is it that actually true? No, it’s not. It’s close, but not quite accurate—and the distinction is an important one for Thoughtful Real Estate Entrepreneurs to understand, if they are to get the ‘yes’ they need from their Sellers. In this episode, Jeff explains why it’s not true that “everything is for sale at the right price,” and explains the more accurate statement: “everything is for sale when you can give the Seller something they’d prefer to have more.”
How do you add more units to your existing portfolio, without buying more properties? You master the art of Accessory Dwelling Units (ADUs)! ADUs are additional units that many cities and towns allow you to add to your existing single family homes. In this episode, Jeff interviews Derek Sherrell, known as “That ADU Guy.” Derek is a passionate advocate for ADUs, and an extremely knowledgeable resource about all aspects of them. In this conversation, Jeff and Derek discuss a wide range of ADU topics, from how to find the right properties, to important construction considerations, to financing strategies and more!
In a word full of Extroverts who get their energy from meeting with and talking to as many people as possible, where do Introverts fit in? If you’re a fan of the Thoughtful approach to real estate investing, there’s a good chance you feel at least a little like an Introvert yourself. In this episode, Jeff interviews Ashley Harwood of Move Over Extroverts, who specializes in coaching real estate professionals who are Introverts. Jeff and Ashley discuss what it’s like to wonder, “what’s wrong with me?” and feel frustrated and lost when extrovert-oriented business strategies don’t work for us, and also discuss the incredible super-powers that introverts are gifted with, and how they can be extremely valuable traits in the real estate business.
Real estate investing starts with actually being able to buy a property, right? But is that “Acquisition and Finance,” or is it more accurately, “Finance and Acquisition”? Many real estate investors make one big mistake: they think of their “deal-finding” and “deal-financing” strategies as being two separate and unrelated efforts. In this episode, Jeff explains that in order to build a scalable portfolio, you need a repeatable process for Acquisition and Finance: FIRST, choose your financing strategy, THEN design your acquisition strategy accordingly.
When is the right time to consider transitioning your acquisition and finance strategy to buying properties off-market, directly from Sellers? A lot of people think that you should only make this transition after you’ve exhausted all the “low hanging fruit” ways of buying and financing properties. Others think you should only make this transition after you’re more experienced. In this episode, Jeff explores the notion of what “low hanging fruit” really is in real estate acquisition, and explains why buying properties off-market directly from Sellers is actually lower-hanging fruit than conventional ways like shopping on the MLS or working with wholesalers.
Ever feel like you could make more progress in your real estate investing endeavors if you just had more CASH? Sure, many investors do as well. But it turns out that in most cases, you probably don’t need quite as much cash as you may think you do. In this episode, Jeff explains why when you feel like you have a cash problem, you usually don’t really have a cash problem. Instead, what you have is an acquisition and finance strategy problem. Jeff explains the problem and what to do about out it.
When you embark on a new path, learning new skills and attempting to do something you’ve never done before, that new path is by definition full of uncertainty and challenges. And while many people address their fears and discomfort by stepping off the path entirely, others continue to move forward bravely and boldly. In this episode, Jeff interviews Michael Monteith, a coaching client from The DEALS Workshop. Michael shares insights about his journey and experiences doing his first off-market deal with Seller Financing, lessons learned and aha moments that not only got the deal done, but make him more confident moving forward into his future deals as well.
When you think about appraisals, what comes to mind? Expensive, time-consuming steps that are a necessary evil in the process of getting a loan? Or do you think of them as helpful tools to make sure you’re buying the property for a fair price? Either way, you probably think of appraisals as REQUIRED. But what if an appraisal could be an OPTIONAL step in your acquisition process? When you buy properties with Seller Financing, appraisals can indeed be optional. In this episode, Jeff discusses the situations in which optionally choosing to have an appraisal could be very helpful in your acquisition and finance process.
One of the most contentious topics in the real estate investing community is coaching—do you, or don’t you, need a coach? Each side has strong opinions. Those who do not believe in coaching will often say, “everything you need is available in books and podcasts.” But is that true? In this episode, Jeff explores this topic, and explains why he believes—without a doubt, based on his experience of both being a coaching client and coach himself—that you do indeed need a coach if you want to be the best possible real estate entrepreneur. Jeff explains why you need a coach, and how to pick the right one for you.
When does “the negotiation” begin, when you’re talking directly to a Seller, off-market? While many regular real estate investors would say it begins after the pleasantries are done, we Thoughtful Real Estate Entrepreneurs think differently. To us, the negotiation begins the second we first have contact with the Seller, and is conducted through a million tiny little “touch points” that the Seller has with us. In this episode, Jeff explains what touch points are, and how the secret to winning the invisible negotiation is to thoughtfully and intentionally manage those touch points.
Many investors get excited about the idea of Seller Financing because they think it will give them one big benefit: being able to make low—or no—down payments. And while that may be true sometimes, is that really the biggest benefit of Seller Financing? In this episode, Jeff breaks down the many different benefits of Seller Financing and proves that the real benefit of Seller Financing is the fact that you as the Buyer have a huge say in the loan terms.
“Financial Independence” is the holy grail for many of us real estate investors….and it should be! But there’s another level beyond financial independence that’s even better and more valuable: Financial Resilience. In this episode, Jeff explains the difference between Financial Resilience and Financial Independence, and discusses why Financial Resilience is an even more valuable goal to achieve.
For many real estate investors, when they are considering which loans to get, they want to pay those loan off as quickly as possible. But is the goal really to pay off the debt on the property? For some people, it may be; but for many others, that’s not the goal at all. In this episode, Jeff explains why the goal may not be to pay a property off, and explains what the real goal is instead: to create a sustainable deal that buys you the time to get the real win you bought the property for.
“Should I do this deal?” It’s one of the most common questions we ask each other in the real estate investing community. Real estate “entrepreneurs” will have a different answer to this question than real estate “investors.” In this episode, Jeff explains the difference between “mundane deals,” and “entrepreneurial deals,” and discusses why as Thoughtful Real Estate Entrepreneurs, we avoid the mundane deals. Jeff discusses the critical question we must ask ourselves as we evaluate each opportunity: “what do I love about this deal?”
As Thoughtful Real Estate Entrepreneurs, we see problems as opportunities—chances to apply our entrepreneurship that create equity and cash flow. In this episode, Jeff shares and describes the expression, “Beautifully Mismanaged.” Beautifully mismanaged properties are those in which the Seller has left us with a lot of opportunity to create value by fixing the mistakes of their mismanagement. Jeff discusses the many different types of beautiful mismanagement, and explains how to win from identifying these opportunities.
Following up on recent podcast episodes about The Five Currencies (Financial, Effort, Time, Expertise and Relationship), Jeff hosts a live discussion with friend and coaching client Joe Hefley. In this episode, Jeff and Joe have an engaging conversation about the real-life, day-to-day dynamics of growing an “account” full of Relationship Currency.
When real estate entrepreneurs learn about Seller Financing, they tend to get really excited—for good reason! But this enthusiasm can lead to one big mistake, that actually decreases their success. In this episode, Jeff discusses the #1 mistake that real estate investors make when pursuing Seller Financing deals, and explains how to correct that mistake and get much better results!
For many people, a growing real estate investment business means “scaling”—buying more properties, and doing a higher volume of deals. And that often leads investors to consider hiring an “Acquisitions Manager”—an employee whose sole job is the negotiate the purchase of properties, so that the investment company has enough “inventory” to repair, remodel and improve. For Thoughtful Real Estate Entrepreneurs, though, this is a huge mistake. In this episode, Jeff explains why TREES never hire Acquisitions Managers (Hint: it’s because that would mean outsourcing he most important part of the entire business: the negotiation with the Seller.)
Being a great off-market real estate investor—and a Thoughtful Real Estate Entrepreneur—is like being a great travel agent: you need to know where the Seller wants to go, and then you need to present them with an amazing plan and vehicle to get them there. In this episode, Jeff discusses the art of approaching Sellers with this mentality, how to understand what they really want, how to make proposals they will accept.
How do you establish enough credibility with the Seller, to get them comfortable with the idea of doing Seller Financing with you; to being your lender? It’s an important question, with an important answer. In this episode, Jeff provides the top three keys to establishing that credibility with the Seller, so that you can get all the Seller Financing loans you need!
The topic of balance is something we all think about, and strive for. But as we know, it can be elusive. In this episode, recorded on the go, Jeff discusses what it feels like to always be striving for, but often failing to achieve, a state of balance. He explains the difference between balance, the noun, and balancing, the verb, and encourages us to strive for balancing (verb) rather than balance (noun).
If you’ve ever felt like your lack of cash is holding you back in your investing efforts, this two-part episode series is for you. In this series, Jeff explains the concept of the five currencies we have at our disposal in real estate investing. While we are usually totally focused on the one currency we are most familiar with—the currency of money—there are actually four more non-cash currencies we can harness to buy rental properties. In Part 2, Jeff explains how all five currencies are utilized in the process of real estate investing, how to focus on Relationship Currency—the infinite resource—and ultimately how to convert Relationship Currency into deals.
If you’ve ever felt like your lack of cash is holding you back in your investing efforts, this two-part episode series is for you. In this series, Jeff explains the concept of the five currencies we have at our disposal in real estate investing. While we are usually totally focused on the one currency we are most familiar with—the currency of money—there are actually four more non-cash currencies we can harness to buy rental properties. In Part 1, Jeff introduces the five currencies and helps you assess how much of each one you have to work with.
You may be involved in real estate investing because you love real estate, or because you’re actively building wealth. So it’s easy to think “I’m playing the real estate investing game.” But if we dig a little deeper, what specific game are you REALLY playing? Once you have tremendous clarity on what game you’re really playing, you also have tremendous clarity on something else: what games you are NOT playing. In this episode, Jeff discusses the critical importance of knowing exactly what game—within real estate investing—you are playing, so that you can focus on it, become the best in the world at it, and avoid playing all the other games you shouldn’t be playing that distract your focus and dilute your efforts.
As real estate investors, we tend to look at each deal and ask ourselves the question, “how can I do this deal with the resources I have?” And while that is a natural question to ask, it’s the wrong question—instead, we need to break that question into two separate questions: 1) is this a deal worth doing, and 2) if so, what resources do I need to do this deal? In this episode, Jeff talks about a powerful quote, and what it means to us Thoughtful Real Estate Entrepreneurs: “Don’t tell me what you have and what you can do with it; tell me what’s possible and what you need to achieve it.”
Lisa Sarullo is a newer real estate investor with incredible momentum! What is her secret? She’s using the power of relationship-based negotiation, and just keeps putting one foot in front of the next! In this episode, Jeff interviews his coaching client, and member of The DEALS Workshop, Lisa Sarullo. In this fun and inspiring conversation, Lisa and Jeff discuss how to “Solve The Person” when developing relationships with Sellers, how to do multiple deals with the same Seller, critical mindset shifts for success, how to be confident when you approach private money lenders, how to use relationship capital to do creative seller financing deals, and so much more.
We all know that focus is important in real estate investing. After all, if we don’t know what we want to buy and invest in, anything is a potential candidate--and we can’t be evaluating every single property! So we work hard to define our buying criteria, sometimes called our “buy box.” But while most people define their buy box simply based on qualitative criteria—location, property type, size, price, etc.—Thoughtful Real Estate Entrepreneurs have an additional element they consider: Negotiation Dynamic. In this episode, Jeff explains what Negotiation Dynamic is, and why it’s so important to include in your buy box buying criteria.
Let’s face it—real estate investors need to borrow money. And when we think about borrowing money, our default mindset is, “I need money, and the lenders have it, so I have to ask nicely to borrow it and jump through any hoops they require, because they have all the control.” But there’s an important and simple truth that lenders don’t like you to know: lenders need borrowers. In this episode, Jeff explains the critical mindset shift real estate investors need to make: believing that as a good borrower, you are valuable to the lender—and they need you just as much as you need them.
There are many sources of “information” in the real estate industry—for investors and agents alike. But while many of those sources teach and spread a similar message, there are a select few change agents in the industry who truly think differently. In this episode, Jeff interviews Justin Stoddart, author of The Upstream Model, and host of The Think Bigger Real Estate podcast. Justin is a long-time real estate professional who has a powerful message to share about how to think differently—and bigger—to make a difference and build a stronger business. In this conversation, Jeff and Justin discuss what it means to do uncomfortable things, how to stop living below your potential and how to harness the idea that your next client is someone else’s current client.
People embark on the journey to financial freedom because they want….financial freedom, of course! But is financial freedom actually the greatest reward of the whole journey? As Thoughtful Real Estate Entrepreneurs, the answer is no—there is a greater reward: the person you become along the path to financial freedom. In this episode, Jeff describes the many different transformations you go through as you progress toward financial freedom, and explains how they will serve you well into the future, even if your financial freedom itself doesn’t last.
The path to financial freedom through real estate may not be a get-rich-quick path, but it is indeed a dependable and clear one that doesn’t have to be complicated. In this episode, Jeff interviews Michael Zuber, author of the popular real estate investing book, “One Rental at a Time.” Michael’s book has helped thousands of real estate investors to see a path to financial freedom through real estate, while holding down jobs and family responsibilities. In this conversation, Jeff and Michael discuss the concept of a “buy box” to focus your property search efforts, daily disciplines every real estate investor should follow, and so much more.
How important is networking for successful Thoughtful Real Estate Entrepreneurs? Very important in fact. Yet the word “networking” can conjure up certain negative connotations and mental images of awkward conversations and pointless business card exchanges…and can discourage people (including your host, Jeff) from doing it. In this episode, Jeff interviews Brian Trippe—a real estate investor, educator and connector—about the importance of developing strategic networking skills. Brian is the author of the books “Nothing’s For Sale” and “The ROI of Life,” and is an expert networker and connector. In this fun conversation, Brian explains what good networking really is, how valuable it can be, and provides several resources and book recommendations for mastering the art of networking.
When we look at a property, and we see the same thing everyone else sees….that’s a problem. But when we look at a property, and we see something DIFFERENT, and we have a bigger vision than others, all sorts of opportunity arises! In this episode, Jeff talks about the importance of being identify the hidden treasures in a deal, and how those hidden treasures can create much better deals for Thoughtful Real Estate Entrepreneur buyers. Jeff also gives several examples of different types of hidden treasures to learn to look for.
Does achieving financial freedom through real estate require grinding, hard work and hustle? Not necessarily. In this episode, Jeff interviews Dion McNeeley, a self-proclaimed lazy investor—who has achieved financing independence! In this conversation, Dion tells his story about how we went from significant bad debt to financial independence through real estate investing, while maintaining a job he loves. Jeff and Dion discuss what it means to be successful as a “lazy” real estate investor, what Dion looks for in a deal, and explains how we gets tenants to ASK for a rent increase!
Usually when we embark on something new, we want to be able to see and understand the entire path ahead of us, before we even get started. But entrepreneurship doesn’t always work that way! In this episode, Jeff discusses how we must BELIEVE that the path will appear as we move forward in our real estate endeavors. From the big picture questions like “how will I achieve success as a real estate entrepreneur?” to the deal-by-deal questions of “how will this transaction come together?” we must embrace an attitude of belief that we will figure out the next steps on the journey only by moving forward along that path.
Negotiation—whether in real estate or life in general—is all about creating agreement. But often times, when we share our ideas with another person (like the Seller of a piece of real estate), they don’t accept our ideas, and we fail to get agreement. But there’s one idea that a Seller will ALWAYS accept: the one they came up with! In this episode, Jeff discusses the power of helping others come to the conclusions you want them to, so that you can reach more agreement in your Seller negotiations.
What if you could simply make the decision that you would never have a bad day again—no matter what? In this inspiring interview, host Jeff interviews successful real estate investor and podcast host Jeffrey Holst. Jeffrey brings a perspective to life and real estate that is one-of-a-kind, and extremely thoughtful. In this conversation, Jeffrey and Jeff discuss a wide range of topics, from the keys to having a successful real estate partnership, to how to have “radical responsibility,” and how to decide to give up having bad days.
If you want to reach your goals—whether in your real estate business, or your life—there’s one major key: you need to “arrive before you depart.” In this episode, Jeff shares the philosophy of “Arrival Before Departure,” a principle taught by Greg Pinneo (the guest in episode 100). Jeff explains that you have to be able to see yourself as the person capable of accomplishing something, before you can ever actually accomplish it. He shares many examples from his own personal life about how this principal is applied to help achieve goals, both large and small.
Common real estate investing advice says, “if you want to buy more properties, you need to analyze more deals and make more offers.” While that may seem to make sense on the surface to mainstream investors, we Thoughtful Real Estate Entrepreneurs see it very differently. In this episode, Jeff explains why entrepreneurs don’t believe in “finding” deals, but instead believe in “creating” deals, and why analyzing deals in spreadsheets should only come much later in the process, after truly understanding the Seller. Lastly, Jeff shares what real estate entrepreneurs SHOULD be focused on: talking to more Sellers.
When we think about what creates stress and anxiety in our lives and businesses, it usually all comes down to “problems.” But, problems can also carry with them the seed of equivalent opportunities—if we can learn to rewire our perspective. In this episode, Jeff shares how the problems we experience in real estate negotiations and deals can actually turn into some of the greatest improvements to our deals. After listening to this episode, you may even find yourself being thankful for the problems you encounter.
People often ask, “what’s your response rate on your direct mail marketing to Sellers?” It seems like a simple question, but the answer is not as simple as one might think. The counterintuitive truth is this: good marketing is hard to measure. In this episode, Jeff explains what good marketing is—and what it is designed to accomplish—and explains that good marketing should be difficult to track because it is relational in nature, not transactional.
Thoughtful Real Estate Entrepreneurs know that taking a relationship-based approach to negotiating with Sellers not only feels right, it works really well to get deals done too! But when done well, these nurtured Seller relationships can propel our businesses even further in the future through referrals! In this episode, Jeff interviews veteran real estate investor Melissa Johnson, who shares her insights on doing business in a way that generates future referrals for more acquisitions!
Many investors want to transition to full-time real estate entrepreneurship, but feel like they need to keep their day jobs so that they can continue to qualify for bank loans. They say, “I’ll quit my job after I’ve maxed out my conventional loans.” But is that a good way to think about it? Is the investor accidentally limiting themself with this mentality? In this episode, Jeff discusses two important considerations when deciding if you should be focused on maxing out your conventional loans, or not: First, don’t let the lender tail wag the investor dog, and second, don’t assume bank loans are better.
Let’s be honest, as humans we tend to invest a lot of our energy worrying. What are we worrying about? Often times it’s risk. And as real estate investors, we think about risk a lot—what is the risk of this deal I’m doing, or in my investment strategy, or in choosing Property A over Property B? But what exactly is risk? And how should we develop a responsible perspective on risk, so that we consider it appropriately without letting it paralyze us? In this episode, Jeff discusses the two big categories of risk we need to consider, and asks the question, “what type of risk do you want?”
Most real estate investors have no clue what their Seller really wants—they just assume it’s the highest price. But as Thoughtful Real Estate Entrepreneurs, we know that each Seller is unique and wants different things. But while it’s great to understand WHAT the Seller wants, it’s even better to also understand WHY the Seller wants what they want. In this episode, Jeff discusses and explains how understanding not only what your Seller wants, but also why, is critical for getting more proposals accepted.
In this episode, Jeff interviews John Crutchfield, a full-time, successful real estate investor and entrepreneur who encourages people to “grab the map” and take charge of living the life they want. John shares his story of getting started as a real estate investor, transitioning from his previous full-time career and ultimately becoming one of the biggest real estate investing players in his market through doing great, creative and entrepreneurial real estate acquisitions.
Everybody loves the BRRRR Strategy—Buy, Renovate, Rent, Refinance, Repeat—because it allows investors to recycle their cash and repeat the process over and over again without needing additional capital. But can you do the BRRRR strategy with Seller financing? Yes you can! In today’s episode, Jeff shares two simple frameworks for using Seller financing to BRRRR properties and build your rental portfolio. Plus, Jeff also shares one advanced bonus framework using the principles of Supercharged Seller Financing.
We know that before we can Solve the Deal—and ultimately get the Seller to say yes—we have to Solve the Person, so that we understand our audience and know their perspectives, opinions and motivations. But where do we start? In this episode, Jeff shares a simple way to begin Solving the Person: every Seller is either moving TOWARD something, or moving AWAY from something. Once you understand which of these your Seller is doing, you can make great progress Solving the Person.
Instead of racking up rentals by simply buying existing properties and renovating them, what if you were to physically build your rental properties from the ground up? And what if instead of keeping all those homes, you sold many of them and built a great business and brand as a homebuilder? In this episode, Jeff interviews George Hale of Woodhill Homes, a top-notch homebuilder in Oregon. Jeff and George discuss why sex sells when it comes to homebuilding, how to decide whether to keep or sell a new home, the value of adversity, the idea that in every negotiation, someone is lying, and so much more.
There’s an old expression in real estate: “Your Price, My Terms…or My Price, Your Terms.” It’s an extremely simple idea, and provides a great, simple framework for thinking about how we can negotiate win-win deals with Sellers. In this episode, Jeff explains how to use this simple rule of thumb to be creative and thoughtful in your deal structuring efforts, and ultimately to craft more proposals that get accepted.
As Thoughtful Real Estate Entrepreneurs, we only propose deals that are mutually beneficial—win-win’s for both buyer and seller…right? Yes, that’s true, but this brings up a very important point. Just because we only propose mutually beneficial solutions doesn’t mean that we frame the conversation with the seller as being “mutually beneficial.” In this episode, Jeff explains that the perfect negotiation is one that does indeed result in a mutually beneficial transaction, but without ever focusing on the buyer’s win at all.
To celebrate this milestone 100th episode, Jeff interviews his personal coach and mentor, Greg Pinneo. Greg is a 45-year full-time veteran of real estate investing. He is a national speaker and acclaimed educator of real estate entrepreneurs, and is known for his truly unique and inimitable mix of fresh perspectives on real estate finance, negotiation, philosophy and life. As Greg is known to say, his specialty is “wonderfully disturbing” the people who have the opportunity to listen to his message. In this incredible interview, Jeff and Greg discuss everything from real estate finance, to left-brain and right-brain balance in real estate acquisition, the value of adversity and so much more.
When you’re negotiating a deal, is it best to just ask for everything you want all at once, upfront? As Thoughtful Real Estate Entrepreneurs, we believe in the art of “incremental negotiation”—the process of strategically getting a series of micro-agreements, instead of just asking for everything we want at once. Instead of insisting a Seller take one big leap, we often use the skills of incremental negotiation to move them along a series of smaller stepping stones, in the direction of the end result we want. In this episode, Jeff describes the importance of incremental negotiation, and how to do it thoughtfully and strategically.
Is there a role for “emotion” in real estate investing? While many investors take a very rational, logical perspective to real estate, Thoughtful Real Estate Entrepreneurs also understand the importance of the subjective side of real estate—the emotional connection a tenant or buyer has to a property. Properties that speak to the hearts of the people using them are more special and rare—not to mention financially resilient—than those are simply functional and utilitarian. In this episode, Jeff explains the considerable value of buying properties that elicit an emotional connection.
If you’re a rental property investor, why would you ever buy properties without cash flow? Does it ever make sense to do so? Most traditional investors answer “no” emphatically; Thoughtful Real Estate Entrepreneurs, on the other hand, see a broader perspective. In this episode, Jeff discusses the scenarios in which it might make sense to consider buying a rental property without cash flow.
Many people these days believe it’s impossible to buy properties off-market with seller financing. After all, they argue, “why would a Seller sell you their property off-market when they can get an all-cash offer for a higher price by putting it on the market?” But this perspective, while perhaps understandable, is wrong and limiting. In this episode, Jeff discusses five reasons why Sellers may still very much prefer to sell you their properties off-market, even with seller financing, despite the heated “seller’s market.”
Most real estate investors look at a potential deal, then look at the resources they have to work with—such as their cash available—and think, “I can only get this deal done if it’s within the resources I have available.” Thoughtful Real Estate Entrepreneurs, on the other hand, think “how can I negotiate a deal that makes good investment sense, regardless of the resources I personally have to work with at this moment?” In this episode, Jeff discusses how to upgrade your mentality from the scarcity perspective of “I have limited resources” to the abundant perspective of “I will find the resources once I’ve negotiated a great deal.”
Let’s face it—most people don’t just suddenly dive into full-time real estate entrepreneurship on day one. Instead, we usually start doing real estate on the side of our full-time W-2 jobs. And while for some the vision is to quit the day job and do real estate investing full time, for many others the goal is to build wealth and cash flow while maintaining a rewarding career. In this episode, Jeff interviews Kimberly Kesterke of The W2 Landlord. Jeff and Kimberly discuss the advantages of investing while having a W-2 job, what it means to achieve one’s financial freedom number, and what it means to be an active investor while holding down another full-time job.
When the market is hot, prices are on the rise and inventory is low. So the big question is: should you buy in that hot market? Or is it smarter to sit back and wait for things to cool down before jumping in and buying your next property? In this episode, Jeff explains why the “don’t buy in a hot market” argument is simplistic and wrong, and he breaks down five key points to consider as you decide to move forward and buy properties in a hot market.
If you want to become a full-time real estate entrepreneur, it comes down to one question: what do you actually DO every day? It turns out that there are several clear, specific things you must do every day or every week—and if you do them, you will predictably be able to succeed in being a full-time real estate entrepreneur. In this episode, Jeff explains the four big categories of daily actions that you must take to become—or remain—a successful full-time real estate entrepreneur.
Why do so many real estate investors become overwhelmed by the responsibilities of property management? Because they lack Vision, Infrastructure and Process—what guest Mark Dolfini of Landlord Coach calls the “VIP method.” In this episode, Jeff and Mark discuss the VIP method, the importance of having a relationship-oriented approach to working with tenants, the value of having empathy while maintaining a business-like approach to property management, and much more.
There are two ways to grow a rental portfolio: occasionally, or continuously. As Thoughtful Real Estate Entrepreneurs, we want to grow our rental portfolios on a continuous basis—not in sporadic fits and starts. But the mainstream “powers that be” have designed the system to prevent you from this continuous growth; to force you into moderate growth by their standards of what is safe and acceptable. So if you want to grow your rental portfolio continuously, you have to have three key things in place that allow you to operate outside the traditional system: Deal Flow, Loans and Cash. In this episode, Jeff discusses these three critical categories and how to create continuous access to each.
One of the most valuable skills you can develop is “coachability.” What is coachability? It’s the ability to be open-minded, to take constructive feedback well, and to be willing to try new things when suggested by those with more experience. Great real estate investors are coachable…but the truth is, most people aren’t. In this episode, Jeff discusses what it means to be coachable, how to recognize if you’re inadvertently NOT being coachable, and how to make sure you distinguish between being coachable and just following advice blindly.
If there’s one thing we’re usually keenly aware of, it’s what we’re lacking—the missing puzzle pieces keeping us from doing the deals we want to do. But instead of focusing on what we are missing, what if we focused instead on what we HAVE (or will have), and then asking ourselves the question: “How can I convert what I DO HAVE into what I WANT? In this episode, Jeff breaks down the many ways we can convert what we already have into what we want, so that we keep moving forward toward our goals.
“Imposter Syndrome”—that feeling that we do not have the credentials to be doing what we’re doing—is something many of us face…especially when negotiating directly with Sellers. Imposter Syndrome and the self-doubt it brings can discourage or even prevent us from having the Seller conversations we need to have to grow our portfolios and reach our financial goals. In this episode, Jeff explains how to handle Imposter Syndrome, embrace it and not let it slow us down. Http://Www.thoughtfulRE.com/e87
We know we want to generate off-market leads, so that we can negotiate directly with the Seller. This leads most investors to ask the question, “what’s the most effective way to generate those off-market leads?” This is, however, the wrong question. A better question is, “what type of Negotiation Dynamic do you want to create with your lead generation?” In this episode, Jeff explains the important concept of Negotiation Dynamic, and the importance of focusing your marketing strategy around generating leads that fit your desired Negotiation Dynamic.
How do we make money in real estate investing? Simply put, we seek to find “a Delta”—the difference between what we see in a property, and what the Seller sees. Entrepreneurs don’t see what is there, they see what COULD be there. There are many different “Deltas” we can find and profit from, and in this episode Jeff walks through eight examples of common “Deltas” we can look for and often find!
When you first get started marketing directly to Sellers, it can seem a little scary to field those Seller phone calls and respond to their comments and questions. There’s a direct correlation between your confidence in responding to their questions, and the progress you can make in your off-market acquisition efforts. In this episode, Jeff shares three of the most common challenging Seller questions and objections, and provides simple examples of how to respond to them smoothly and simply.
“I don’t have enough money; if only I had more money, I’d be making more progress.” This is a common sentiment among many real estate investors—that lack of access to money is what’s holding them back. But is that really true? In this episode, Jeff explains that lack of access to money is NOT what is holding most real estate investors back. Instead, it’s lack of a clear vision, plan and preparation for what they will do with money when it shows up. Money is just an ingredient in a recipe for doing a real estate project, and like any missing ingredient, it can be acquired if needed.
It’s exciting when you find a Seller who is open to doing Seller Financing with you! But there’s a huge and important difference between a Seller who WANTS to do Seller Financing, and one who is just WILLING to do it. The power dynamic and negotiation context is very different with each of them. In this episode, Jeff describes the difference between these two types of Sellers, and how to approach each of them so that you can negotiate the best possible Seller Financing terms in your deal.
What happens when you get a new Seller lead, and the Seller says “no” to Seller Financing early in the conversation? Is the lead a dead end? Is there a way to revive the Seller Financing possibilities? In this episode, Jeff explains why you should never be hearing “no” from a Seller at the beginning. He also explains that if you do somehow find yourself in that situation, there’s a four-step process for bringing Seller Financing back into the conversation and negotiation in a thoughtful and respectful way.
Many people who get involved in real estate investing have a dream: to someday go full-time as a real estate entrepreneur. To many, achieving full-time status may seem difficult or daunting—but it doesn’t have to be! In this episode, Jeff goes over the five things that you must do in order to build a full-time business as a real estate entrepreneur: 1) Always be marketing 2) Always be following up 3) Use the Triple-Threat Acquisition Strategy 4) Always be cultivating private money and other sources of funding and 5) Always be cultivating a list of people who want what you have.
The term “creative financing” has become an increasingly common word in the language of real estate investors. But is “creative financing” really that creative…is it just creative in comparison to “normal financing” from banks? And is “creative financing” something to be proud of, or is something to be embarrassed about, that you have to “fall back on” because you don’t qualify for regular financing? In this episode, Jeff dives deep into what “creative financing” means, and explains why creative financing isn’t really that creative—it’s just resourceful problem-solving. And most importantly, Jeff explains why being a resourceful, problem-solving creative financing dealmaker is something to be proud of, even if the rest of the world doesn’t understand.
Many investors are building a plan for someday retiring from their day jobs and entering the world of real estate entrepreneurship full-time. That’s even true for professional athletes, like this episode’s guest, Nat Borchers. Nat is retired professional soccer player, who while building a respected career on the field and winning two MLS Cups, also built a real estate investing business that he could transition to full-time when he retired. In this episode, Jeff and Nat discuss a wide variety of topics related to real estate investing, entrepreneurship and life, including the importance of being coachable, how to be intentional in life and business, and the parallels between winning as an athlete and as an investor. Plus, Nat shares the story of a giant BRRRR deal involving 28 homes!
When you’re working hard to build a relationship with your Seller—which is exactly what we do as Thoughtful Real Estate Entrepreneurs, there’s one very important thing you need to identify and understand about your Seller: what is their “currency”? A Seller’s currency is what they value the most, and what they need to be “paid in” if you want to succeed in building a relationship with them. In this episode, Jeff explains the concept of the Seller’s currency, gives examples of different types of Seller currencies, and explains how you can “pay” the Seller in their own currency.
Most investors jump on the phone with a new Seller lead and start asking questions that they need the answers to. Makes sense, right? But Thoughtful Real Estate Entrepreneurs don’t just ask questions they need the answers to, they also ask questions they ALREADY know the answers to! Why? Find out in this episode, where Jeff explains the two major reasons why it’s so incredibly valuable to ask the Seller questions you already know the answer to.
There are so many different ways we can potentially communicate with our Sellers. From text to email to phone to in-person meetings, there are many options. So which ones do we choose? The easiest and most convenient channels? The one the Seller initiates with? No—we choose the BEST one that will best aid in our negotiation. In this episode, Jeff describes the difference between gathering “information” verses gathering “insights,” and five-level hierarchy of Seller communication channels, in order from worst to best.
Many real estate investors are very focused on managing their “DTI”: Debt-to-Income ratio. Why? Because they think it’s the key to qualifying for the loans they need. But being so focused on DTI is a choice, not a requirement. In this episode, Jeff explains how designing your financial life around DTI is like letting the tail wag the dog—it’s focusing on the wrong thing. Instead, Jeff explains how to stay focused on the most important things: the game of wealth-building, not the game of loan qualification.
We spend a lot of our energy, as real estate entrepreneurs, generating off-market leads. But many of those leads will require long-term follow-up before they turn into deals. So how do you properly nurture those relationships over time, so that when the Seller is ready, you're their first call? In this episode, Jeff interviews Robert Syfert of www.realestateinvestor.com, who shares experience and expert insights on following up with valuable Seller leads. Robert Syfert is the founder of InvestorPO, Property List Manager, and USA Portfolio Real Estate and visionary for RealEstateInvestor.com. With well over a decade of experience in the industry, Robert has sold and managed hundreds of investment properties and is passionate about giving real estate investors their lives back through software, tools, and services that minimize processes and maximize both free time and profits. Robert’s a family man who believes that every real estate investor can achieve success and financial security in this industry—without compromising their free time.
Do you ever feel stuck at a certain level of success in your life? Like you’re destined for this level of success…but not more? That’s because you’ve set your “life thermostat” at the current level, and it won’t let you get too hot or too cold. In this episode, Jeff shares the metaphor of the “thermostat of your life,” an idea from podcast host and businessman Ed Mylett. Jeff shares how this affects real estate entrepreneurs, and most importantly, how we can “turn up” the thermostat permanently so that we can achieve higher levels of success.
When buying investment properties, it’s very common to encounter Sellers who are going to do a 1031 Exchange when they sell. But did you know that there are two very different categories of 1031 Exchange Sellers…each of which having very different motivations? As Thoughtful Real Estate Entrepreneurs, we always Solve the Person, so it’s extremely important we understand which of the two categories our Sellers fall into. In this episode, Jeff describes the two types, and explains the unique opportunity and power that each of these Sellers give us.
Many investors scoff at the idea of seller financing, saying, “Nah, I can get better terms from a bank.” But is that true? In this episode, Jeff dissects this question, and compares the terms of bank loans to the terms of seller financing loans, to get to the truth. In one scenario, the applicant borrower has no say over the loan terms, and in the other scenario, the borrower has say over every element of the terms.
In real estate investing, the more you understand about different deal structures, the more you can accomplish. In this episode, Jeff interviews Chris Prefontaine of Smart Real Estate Coach. Chris is one expert on buy and selling on terms, and is the author of multiple books, and a podcaster. In the conversation, Jeff and Chris discuss what it means to buy and sell on terms, what it means to be a transaction engineer, how you get paid three times with terms deals, and so much more. Grab a pen and paper and settle in for an interesting and informative conversation!
While most of the real estate investment world is out there inefficiently thrashing around trying to make as many offers as possible, or make as many offers as possible, we Thoughtful Real Estate Entrepreneurs embody a different philosophy: “Slow is Smooth, and Smooth is Fast.” In this episode, Jeff explains why TREEs go more slowly—both in each individual seller conversation, and in our businesses as a whole—in order to be more smooth…and how being more smooth ultimately helps us grow our portfolios much faster.
Whether you’re just starting out or you’re a seasoned real estate entrepreneur, there’s a disease—a particular condition—you are susceptible to: Deal-itis. Deal-itis occurs when you want to do deals so badly that you make compromised decisions…and the long-term effects can be extremely hazardous to your portfolio health. In this episode, Jeff explains how to diagnose Deal-itis, and the three prescriptions for how to treat this dangerous condition.
There’s an old saying in the sales world, that Thoughtful Real Estate Entrepreneurs need to remember: “people don’t buy when they understand you, they buy when they feel understood.” In today’s episode, Jeff explains why the same applies to working with Sellers—Sellers say yes only when they feel understood. Listen in and learn how to make Sellers feel understood.
While the mainstream real estate investors out there are making as many offers as possible, as fast as possible, we Thoughtful Real Estate Entrepreneurs do something very different: we focus on the Seller, and developing a relationship with them first. In this episode, Jeff explains a simple but incredibly powerful rule of thumb: TREEs know they must always put the relationship in contract before they can put the property in contract.
In this episode, Jeff shares the second and final part of a two-part series outlining a case study on exactly how he and his wife used the Y.E.S.S.E.S. Framework to buy their own primary residence using a variety of creative deal structuring tools and seller financing.
Using the Thoughtful approach to buying properties off-market and negotiating seller financing isn’t just for rental properties—it can be applied to buying your own primary residence as well! In this episode, Jeff shares the first part of a two-part series outlining a case study on exactly how he and his wife used the Y.E.S.S.E.S. Framework to buy their own primary residence using a variety of creative deal structuring tools and seller financing.
When you’re a real estate entrepreneur, you can achieve some pretty great successes and accomplishments. But the real reward is the person you become along the way. In this episode, Jeff interviews Kari Lyke—a real estate investor, mentor and host of the Investor Warrior podcast. In the interview, Jeff and Kari discuss a wide variety of topics about the entrepreneurial experience, and real estate investing specifically—from mindset to understanding your ‘why,’ to deal structuring and much more.
When you begin to focus on “racking up rentals,” another need emerges very quickly: the need for a sound property management plan. In this episode, Jeff interviews Laurence Jankelow, co-founder of Avail, a web-based property management software platform for self-managing landlords. In this interview, Jeff and Laurence discuss how to know if and when you should manage your own rental properties, how think through your property management needs during the acquisition process, common landlord mistakes and so much more.
Investors often say, “the deals are out there, you just have to go find them!” But is this really true? No, it’s not. In this episode, Jeff explains why entrepreneurs don’t FIND deals, they CREATE deals. This distinction is incredibly important, because it shifts your mentality and either sets you up for failure and excuses, or it empowers you and sets you on a course of developing your skills and talents.
When you’re building a real estate investing business, it can be easy to accidentally lose sight of your vision, and just grow for growth’s sake. But it’s far better if you maintain a strong sense of intentionality—in both life and business. In this episode, Jeff interviews Alex Pardo, an experienced real estate investor and host of the Flip Empire podcast. Jeff and Alex discuss a wide range of topics, from the importance of consistency, to intentionality, to the debate about whether single family or multi-family investing is better. Tune in and learn from Alex Pardo’s wealth of information.
If you want to buy off-market properties the easy way, the solution is to buy properties from wholesalers, right? WRONG. It may be the easy way, but it’s not the best way—not even close. In fact, host and Thoughtful Real Estate Entrepreneur founder Jeff never buys properties from wholesalers…and never will. In this episode, you’ll learn how buying properties through wholesalers shortchanges your investments and leaves massive value on the table, and doesn’t serve the Seller nearly as well.
Thoughtful Real Estate Entrepreneurs don’t just take the conventional path--from investing strategies to financial tools and beyond, we think for ourselves and use creative solutions. In this episode, Jeff interviews two guys who embody and epitomize this spirit: Joey Mure and Russ Morgan, the founders of Wealth Without Wall Street. With their podcast, online community and educational programs, Wealth Without Wall Street provides financial insight and tools to break free of the mindset and bondage of Wall Street. Listen in to learn what it means to “be your own banker,” find out about Infinite Banking and how you can use it in real estate investing, and get a fresh perspective on reaching your financial goals without conventional Wall Street thinking.
Many beginning investors are intrigued by the idea of sourcing off-market deals directly from Sellers, but they ask: “isn’t it a lot more work to go out and find—and then negotiate—all your own deals? Isn’t it easier just to work with a Realtor and have them do all the work?” It’s a valid question, and deserves a thoughtful answer. In this episode, Jeff discusses the differences finding properties the traditional way through the MLS, and marketing for your own leads off-market. Ultimately, you’ll see that sourcing your own off-market leads is not more work; in fact, it’s less work overall and results in much better deals.
While some people feel like traditional investments and real estate are like oil and water, others believe both can play an important and complementary role in financial planning and retirement. In this episode, Jeff interviews wealth management expert, author and podcaster David Rosell. David shares a wide range of insights and stories about the 8 major risks people face in retirement, different ways to overcome them, how retirement is like climbing a mountain, and much more. David Rosell’s inspiration and zest for life have been shaped by a lifetime of international travel with a current tally of more than 70 countries on 6 continents. He’s the author of 2 informative and FUN books- Failure Is Not an Option-Creating Certainty in the Uncertainty of Retirement and Keep Climbing- A Millennial’s Guide to Financial Planning. He’s the host of a popular podcast- Recession Proof Your Retirement and he excels at making complicated financial planning topics easy to understand. Learn more at www.davidrosell.com
The holidays are here! Time to kick back and relax for a while…right?! Not so fast—Thoughtful Real Estate Entrepreneurs use this time of year not only to enjoy family and relaxation, but also to keep our real estate endeavors moving forward at full speed. In this episode, Jeff outlines and discusses the three important things that you should be doing during the holiday season: Reflecting, Connecting and Marketing. Plus, Jeff provides a bonus fourth focus for your consideration—a competitive advantage you may have during the holidays. Tune in and learn!
Most real estate investors who do off-market marketing ask the question, “what type of marketing will generate the most leads at the lowest cost?” Thoughtful Real Estate Entrepreneurs, on the other hand, ask a different and better question: “which form of marketing is most authentic to me, and fits the types of buying situations I want to have?” In this episode, Jeff explains the process of “finding your voice” as a real estate entrepreneur, and importance of having a marketing strategy that is authentically aligned with who you truly are as a person and investor.
For many real estate investors, one of their primary sources of property leads is “Driving for Dollars”—driving around town, looking for properties showing signs of distress or abandonment. And while Driving for Dollars is great, Thoughtful Real Estate Entrepreneurs know there is a similar—but far more valuable—activity: Street Time. In this episode, Jeff explains what Street Time is, how and why it creates more and better opportunities than just Driving for Dollars, and describes how to do it.
In this episode, Jeff interviews Moneeka Sawyer, the blissful millionaire. Moneeka reached her financial freedom by turning $10,000 to over $5,000,000 working only 5-10 hours per MONTH with very little stress. She is now on a mission to help as many other women as she can to do the same. Moneeka hosts the top rated podcast and radio show Real Estate Investing for Women and has interviewed prestigious guests such as Leeza Gibbons, Dr. Joe Vitale, and Hal Elrod. Moneeka has also been featured on stages with Suzanne Sommers, Martha Stewart, and Ice T & Coco at places like the Nasdaq Marketplace, Harvard, and Carnegie Hall, and on TV on NBC, CBS, ABC, and Fox reaching over 150 million people. In this episode, she and Jeff discuss what it means to be blissful, how to be more blissful in life and business, and how real estate investing is a people business…not a numbers business. Listen in and enjoy this wide-ranging conversation about life, business and real estate investing! Connect with Moneeka at Blissfulinvestor.com
In this series of episodes, Jeff dives deep into each step of the Y.E.S.S.E.S Framework for Getting Off-Market Sellers to Accept Your Offers. In this episode, Jeff does a deep dive into the sixth and final step of the framework, the letter with S, which stands for SHARPEN AND AGREE. Listen in and learn how transition from making the proposal to getting the deal signed, through the collaborative process of receiving feedback from the Seller and making any needed adjustments to the proposal. Once you’ve completed this step, you’ve gotten an off-market property in contract to purchase!
In this series of episodes, Jeff dives deep into each step of the Y.E.S.S.E.S Framework for Getting Off-Market Sellers to Accept Your Offers. In this episode, Jeff does a deep dive into the fifth step of the framework, the letter with E, which stands for EMPATHETIC PROPOSAL. Listen in and learn how to stop making “offers,” and upgrade to making “proposals” to Sellers. You’ll also discover how to present and articulate your proposal in a way that is most likely to lead to a “yes” that gets the proposal accepted!
In this series of episodes, Jeff dives deep into each step of the Y.E.S.S.E.S Framework for Getting Off-Market Sellers to Accept Your Offers. In this episode, Jeff does a deep dive into the fourth step of the framework, the letter with S, which stands for SOLVE THE DEAL. Listen in and learn how to take what you’ve learned about the Seller and the property, and analyze the deal using the Triple-Threat Acquisition Strategy to create your Opportunity Vision. Then you can determine the deal structure and financial plan that will make the deal work!
n this series of episodes, Jeff dives deep into each step of the Y.E.S.S.E.S Framework for Getting Off-Market Sellers to Accept Your Offers. In this episode, Jeff does a deep dive into the third step of the framework, the letter with S, which stands for SOLVE THE PERSON. Listen in and learn why it is so uncommon for real estate investors to focus on solving the person, and why it’s so critical to do so. Learn what it means to understand the seller, how to gather insights over information, and how to determine a Seller’s One Big Thing, and much more.
In this series of episodes, Jeff dives deep into each step of the Y.E.S.S.E.S Framework for Getting Off-Market Sellers to Accept Your Offers. In this episode, Jeff does a deep dive into the second step of the framework, the letter with E, which stands for ENGAGE THOUGHTFULLY. Listen in and learn how to determine your brand, positioning and message to the Sellers you’ll be marketing to. Discover how to deliver your message in the best possible way, how to field incoming Seller calls and what your objective should be when Sellers call you back from your marketing.
In the last episode, Jeff introduced the Y.E.S.S.E.S Framework for Getting Off-Market Sellers to Accept Your Offers, explained why it is so powerful, and walked through each of the six steps in the framework. In today’s episode, Jeff begins a deep dive into each of the six steps of the framework, starting with Y: YOU. Learn why it’s so important to start with yourself—what YOU are trying to accomplish, who YOU are trying to become, and what YOUR own investment strategy is.—before you begin trying to locate and purchase off-market deals.
Most real estate investors know that off-market properties can make better deals with greater opportunity than listed properties. But finding, successfully negotiating and buying those off-market deals can be easier said than done. But with the right framework, it doesn’t have to be so hard! In today’s episode, Jeff introduces the Y.E.S.S.E.S Framework for Getting Off-Market Sellers to Accept Your Offers, explains why it is so powerful, and walks through each of the six steps in the framework
Some people have singular criteria they use to determine if they should do a deal. We, as Thoughtful Real Estate Entrepreneurs, have a broader perspective and a simple rule of thumb: SOMETHING about each deal we do has to be awesome. Once we “find the awesome,” we can “solve for awesome.” In today’s episode, Jeff talks about how to identify if there is one awesome thing about a deal, and then how to structure your deal to “solve for awesome” once you find it.
Here’s the scenario: You want to buy properties and do deals using creative financing…but you can’t seem to find any Sellers who want to do creative financing. The truth is that each day, hundreds of creative financing deals get done…yet NONE of the Sellers wanted creative financing. So how does it work? In this episode, Jeff discusses what Sellers REALLY want, and how you can give it to them and still do the creative financing you want.
Ever been curious about the booming real estate investing niche of self-storage? We've got the expert, Stacy Rosetti, of StorageNerds.com on this episode. In this interview, Jeff and Stacy discuss the ins and outs of storage investing, how it can actually be easier than residential investing, why storage is recession-resistant, and the five different ways to make money.
When you find a Seller you can buy multiple properties from, you’ve hit a gold mine! And while you can buy multiple properties from them over time, there’s a special art and strategy to buying multiple properties from the same Seller, at the SAME time. In this episode, Jeff discusses tips and strategies for success identifying these opportunities, as well as negotiating them and getting the deals closed.
It happens to all of us—sometimes we lose a deal we really wanted. It hurts! When that happens, what lessons can we take away and learn? Most importantly, what adjustments do we make moving forward, so that we can apply the lessons we’ve learned? In this episode, Jeff tells the story of a deal he recently lost, and what he’s doing differently as a result.
As Thoughtful Real Estate Entrepreneurs, we buy properties that nobody else even knows are for sale….often including the Seller themselves! When you tell someone you buy off-market properties, they usually think you mean you buy properties from FSBO’s—For Sale By Owners. But there’s a huge, critical difference in the mentality of a FSBO and a true off-market Seller. In this episode, Jeff compares FSBO’s to off-market seller leads, and explains why off-market leads are so much better.
While most estate investors are out there looking for “motivated Sellers,” we Thoughtful Real Estate Entrepreneurs know that often times our best leads are not so obvious. In this episode, host Jeff discusses the single most valuable types of Seller leads we can possibly find. These Seller leads have two important traits—and when we find Sellers with both of these traits, we can build major wealth in our rental portfolios. Join Jeff for a discussion of these two important traits, and how to find these types of Sellers.
If you want to be more successful in your negotiations with Sellers, the answer is simple: SLOW DOWN. When you slow down and take more time in your negotiations, you get more of your proposals accepted. In this episode, we discuss the three major benefits to you as a Buyer of slowing way down in your negotiations directly with property Sellers.
In this first episode of the new and improved podcast, Racking Up Rentals (formerly Sleaze-Free Real Estate Investing), host Jeff introduces the new show and explains the focus: investing in real estate with the goal of building long-term wealth through owning rental properties…and buying them directly, off-market from sellers using the timeless fundamentals of relationship and direct negotiation.
Do you ever feel overwhelmed? Like you have a huge vision, but it feels daunting? You’re not sure what to do next, and as a result, you feel stalled out—like you’re not making much progress? Well, it happens...in real estate investing, in life and even in podcasting. In this episode, host Jeff explains how he has been experiencing these feelings about this very podcast, and the changes that will be coming to this podcast soon as a result! Jeff discusses 5 steps to overcoming overwhelm and getting back on track—the same exact step he’s using in his own business and life.
In this episode, host Jeff from The Thoughtful Real Estate Entrepreneur interviews rock-star real estate agent and industry community leader Kevin Kauffman. In this wide-ranging discussion, Jeff and Kevin discuss what makes a great real estate agents, how agents and investors can better work together, and how to build community within the real estate industry.
In this episode, host Jeff interviews guest Robb Crocker, a real estate entrepreneur who has built an incredible commercial real estate portfolio one deal at a time, without it even being his primary entrepreneurial focus. In this episode, Robb and Jeff discuss the wealth-building power of owning a building for your own business, the virtues of investing in small towns, using seller financing and other creative financing, Opportunity Zones and how to build a substantial portfolio on the side of your main focus.
In this episode, Jeff provides a live coaching session with an aspiring real estate investor who is interested in buying an off-market duplex with Seller Financing...from a Seller in a very unique scenario. The conversation is a great case study on the art of Seller Relations skills, and how the Thoughtful approach is applied in the pursuit of acquiring investment real estate off-market. Jeff and the investor discuss how to evaluate the deal, what information needs to be gathered about the Seller, and how to go about gathering that information in order to make a solid proposal.
In this timely bonus episode of Sleaze-Free Real Estate Investing, Jeff from The Thoughtful Real Estate Entrepreneur and Mike Nuss from Investor Lab discuss the adjustments Thoughtful Real Estate Entrepreneurs need to be prepared to make in light of the COVID-19 pandemic. From investing to retail brokerage to property management and beyond, Mike and Jeff discuss the effects of COVID-19 on real estate entrepreneurs, as well as the opportunities created by it.
In this episode, host Jeff interviews Dill Ward, who is on a mission to raise the vibration on the planet one interaction at a time. Working as a life-catalyzing Realtor for the past decade she combines her unique perspective as a real estate investor, community builder, business mentor, and coach. In their encouraging and inspiring conversation, Dill and Jeff discuss the importance of aligning money with purpose, being positive and abundant, what Dill learned from living through the last real estate crash, and the most important thing to focus on during this time of pandemic.
Though we find ourselves in very difficult and uncertain times, the COVID-19 pandemic has created the Perfect Storm of Ethical Opportunity for Thoughtful Real Estate Entrepreneurs. Beginning right now, and for at least months if not years ahead, Sellers will need the unique gifts and talents that TREEs can offer them: empathy, listening, tailored proposals and a relationship-oriented approach. In this episode, we discuss all the reasons why Thoughtful Real Estate Entrepreneurs were born for this current situation. This will be TREEs’ finest hour!
In this episode, Jeff interviews Josiah Smelser, host of The Daily Real Estate Investor podcast, and author of the new book “Dream It and Build It: How to Crush Your Real Estate Investing Goals.” In this conversation, Jeff and Josiah discuss how Josiah has created a strong, synergistic business partnership, how he and his partner set a stretch goal for 2019 and crushed it, how to strike a balance between making a living and doing long-term investing, and how to make the transition from investing in single-family homes to much larger apartment complexes with multiple partners.
When the phone rings with a new lead, most average investors begin collecting INFORMATION about the PROPERTY. But as Thoughtful Real Estate Entrepreneurs, we know the most important thing to do is collect INSIGHTS about the SELLER. Gathering information about the property is easy. Getting to know our audience and who we are dealing with takes more skill, and will give us the best chance of being able to present a proposal that will resonate with them and be accepted. In this episode, we discuss the key insights we need to gather ABOUT the Seller in order to make a winning proposal to purchase their property.
When you’re marketing to off-market Sellers, you can either pitch your WHAT, or you can demonstrate your HOW. Lowbrow investors offer their WHAT in the first contact...what they can do, what they think the Seller wants, WHAT they think is attractive to the Seller. Instead, we Thoughtful Real Estate Entrepreneurs demonstrate our HOW. We don't say what we'd like to do; instead, we demonstrate HOW we work. In this episode, we discuss this critical distinction, and why HOW is better than WHAT.
In this episode of Sleaze-Free Real Estate Investing, host Jeff discusses several elements of successful direct mail marketing to off-market Seller leads. Topics covered include: 1) are all Seller leads equally valuable? 2) what’s the difference between direct mail strategy and gimmicks 3) how you should NOT measure results in your direct mail campaign, and 4) two critical marketing lessons—persistence and timing.
When you’re trying to buy a property off-market from a Seller, when do you start negotiating? The answer will likely surprise you, and it’s probably far earlier than you think! First, you must understand what negotiating REALLY is. In this episode, host Jeff discusses when--and how--negotiations with a Seller begin...whether you’re ready for them or not!
In this episode, host Jeff continues a deep-dive into the topic of Opportunity Vision--the ability to not only see what a property already is, but more importantly to be able to see what the property COULD be. Once you see this vision for the greatest possible opportunity, what do you next? In this episode, Jeff teaches how to take this vision and optimize the deal to capture this opportunity--and ultimately, to squeeze the most value possible out of every possible deal!
In this episode, host Jeff introduces the concept of Opportunity Vision--the ability to not only see what a property already is, but more importantly to be able to see what the property COULD be. Jeff explains three big categories of Opportunity Vision: physical and value vision, income vision and financial structure vision. When you learn Opportunity Vision, you learn how to squeeze the most value possible out of every possible deal!
In this episode of Sleaze-Free Real Estate Investing Quick Takes, Jeff discusses the thoughtful perspective on three questions that come up often in real estate investing and entrepreneurship, and offers actionable wisdom: 1) Why off-market real estate deals are SO MUCH better than listed properties, 2) How to invest in real estate without risking your own money and 3) How you know if a rental property is a good deal.
Brian Trippe is the founder of REI LIVE--a real estate education platform created to develop and train new investors to go out and do deals immediately--and host of the REI Live podcast. Brian is also a speaker, an author and, of course, a seasoned real estate investor! In this episode, Jeff interviews Brian in an engaging conversation about how real estate is LIVE and LOCAL, covering topics from how relationships are like rental properties, to networking and beyond.
In this episode of Sleaze-Free Real Estate Investing Quick Takes, Jeff offers bite-sized nuggets of actionable and insightful wisdom covering three questions that people often ask: 1) What is the key to attracting Sellers? 2) How do you know if you have a truly motivated Seller? 3) Where is the best place to learn real estate investing?
Chad Carson, also known as Coach Carson, is a long-time real estate entrepreneur, educator, father, husband, world traveler and all-around good guy. Chad’s motto is “Invest in Real Estate. Retire Early. Do What Matters!” In this episode--the inaugural interview on the Sleaze-Free Real Estate Investing podcast--Jeff interviews Chad in an engaging and wide-ranging discussion about many aspects of real estate investing, financial independence, living deliberately and using real estate as a vehicle and tool to create freedom so that you can live life how you want to, and do more of what you want.
For most real estate entrepreneurs and investors, the goal is freedom and financial independence. In this episode, we conclude our two-part discussion discussion about the principles of financial independence, and how those principles apply--often somewhat differently--to Thoughtful Real Estate Entrepreneurs. We cover the unique ways real estate entrepreneurs can build toward financial independence, the most important skills a real estate investor must have to achieve it, and the unique freedom formula for Thoughtful Real Estate Entrepreneurs.
As real estate entrepreneurs and investors, the topic of financial independence and financial freedom is a familiar one we think about often. In recent years, the topic of financial independence has become more mainstream, especially through the FIRE movement--Financial Independence, Retire Early. In this episode, we begin the first part of a two-part discussion about the principles of financial independence, and how those principles apply--often somewhat differently--to Thoughtful Real Estate Entrepreneurs.
Recently, Jeff had the pleasure of being the guest on The Daily Real Estate Investor podcast, hosted by Josiah Smelser. In this interview, Jeff and Josiah discuss many aspects of real estate investing, everything from Relationship Wholesaling—The Thoughtful Real Estate Entrepreneur’s approach to wholesaling—to seller financing, to weird things happening in Portland, OR. We hope you enjoy this interview and bonus episode!
When you build a long-term rental real estate portfolio--and you use long-term debt to do so--you enjoy a benefit that most people don’t seem to know, understand or talk about: the power of inflationary forces on your debt. In this episode, Jeff explains why many Thoughtful Real Estate Entrepreneurs love ong-term debt on rental properties, and how the macro-economic force of inflation helps them build wealth.
Most people who invest in rental real estate do so to create financial freedom--which comes from cash flow. But while most people believe there’s only one way to create cash flow through building a rental portfolio, there is indeed a second, more powerful way to go about it. In this episode we present both paths to creating cash flow, compare and contrast them, and explain why the second, lesser-known approach to building cash flow is so powerful.
Many real estate investors think their goal is to create equity in a rental property; many others think their goal is to create cash flow in a rental property. In this episode, Jeff explains that Thoughtful Real Estate Entrepreneurs have a different goal with equity and cash flow than most real estate investors: the goal to create “leverageable equity.” Jeff explains what leverageable equity is, how it works, why it’s so important, and demonstrates why Thoughtful Real Estate Entrepreneurs have a unique reason for wanting to create it.
Buying, owning and managing rental properties is at the core of what Thoughtful Real Estate Entrepreneurs work towards doing every single day. But what role, exactly, do these rental properties play in our business and our portfolio? What do we expect them to do for us? In this episode, we discuss the four common ways investors use rental properties in a portfolio, and discuss which two of those ways Thoughtful Real Estate Entrepreneurs are most focused on.
Often after conducting due diligence on a property in contract to purchase, a Thoughtful Real Estate Entrepreneur learns new information about the property and its condition--such as previously unknown physical repairs needed-- that may need to be discussed with the Seller so that it can be fairly accounted for in the deal. In this episode, we discuss how to prepare for and conduct a conversation with the Seller in which you share your due diligence findings and successfully facilitate a conversation to renegotiate parts of the deal with a win-win outcome.
Deal Feel is the art of keeping a very sensitive finger on the pulse on the various nuanced aspects of an acquisition deal, and is a critical component of the Seller Relations toolbox. In this episode, Jeff explains the importance of Deal Feel, and shares the 5 critical Seller dynamics to monitor using Deal Feel skills, to avoid challenges and get more deals closed.
In this episode, host Jeff shares the conclusion of a case study story of how he recently completed an epic, complex acquisition of an incredible, rare commercial building. The story highlights many of the key elements of the Thoughtful Real Estate Entrepreneurship approach, the skills and art of Seller Relations, and the mechanics of creative, off-market real estate acquisitions. Make yourself a batch of popcorn and join us for the conclusion to this epic story!
In this episode, host Jeff shares the case study story of how he recently completed an epic, complex acquisition of an incredible, rare commercial building. The story highlights many of the key elements of the Thoughtful Real Estate Entrepreneurship approach, the skills and art of Seller Relations, and the mechanics of creative, off-market real estate acquisitions. Make yourself a batch of popcorn and join us for this epic story!
Seller financing is the ultimate expression of the Thoughtful Real Estate Entrepreneurship approach, because it invites--and requires--a relational, thoughtful approach to working with sellers. By honing and mastering Seller Relations skills, Thoughtful Real Estate Entrepreneurs are able to facilitate the conversation about seller financing that leads to an incredible win-win transaction. In this episode, we discuss the many customizable elements of seller financing, why Thoughtful buyers like seller financing, and many of the reasons Sellers can find value in seller financing as well.
In this episode, we identify 5 of the most common myths about seller financing, and then dispel them. Myth #1: Seller Financing is What A Seller Does When They Can’t Sell Their Property Any Other Way. Myth #2: Seller Financing Is Offered Because the Buyer Can’t Pay Any Other Way. Myth #3: Seller Financing Loans Have Above-Market Interest Rates. Myth #4: Seller Financing Loans Are For Short Terms. Myth #5: Seller Financing is Only Possible When A Property is Owned Free and Clear. We begin a discussion about how Thoughtful Real Estate Entrepreneur’s approach seller financing.
In this episode, host Jeff wraps up the second half of a two-part discussion about Relationship Wholesaling--the Thoughtful Real Estate Entrepreneur’s approach to wholesaling real estate. Jeff discusses the key pillars of how Relationship Wholesalers work with buyers successfully, explains the increased ROI of Relationship Wholesaling, and shares several mistakes he’s made and what he learned from them. For more information, the Thoughtful Real Estate Entrepreneur has published an e-book called Relationship Wholesaling at www.relationshipwholesaling.com
In this episode, host Jeff opens up a two-part discussion about Relationship Wholesaling--the Thoughtful Real Estate Entrepreneur’s approach to wholesaling real estate. Jeff discusses what Relationship Wholesaling is, how it fits into the Triple-Threat Acquisition Strategy, how it differs from the common Lowbrow approach to wholesaling, how Relationship Wholesalers work with Sellers and other key ingredients to being successful in Relationship Wholesaling. For more information, the Thoughtful Real Estate Entrepreneur has published an e-book called Relationship Wholesaling at www.relationshipwholesaling.com
In this episode, host Jeff discusses the Triple-Threat Acquisition Strategy--the methodology and mentality of being open to multiple different possibilities with each new acquisition opportunity that comes along. A Thoughtful Real Estate Entrepreneur is always open to three main possibilities: buying a property to keep for their own portfolio, buying a property to resell, or wholesaling a property to another buyer. The Triple-Threat Acquisition Strategy is the method of assessing and evaluating the intersection of 2 things: The maximum opportunity the deal presents, and what you need and want in your business.
This episode is the second part of a two-part series of episodes on the critical topic of marketing to property owners (sellers). In this episode, we discuss why certain very common and popular forms of marketing are Lowbrow and should be avoided by Thoughtful Real Estate Entrepreneurs, and which other forms of marketing are more thoughtful and successful.
For real estate entrepreneurs, marketing to property owners (sellers) is a big part of the business, because that’s what creates opportunities to acquire properties. While there are many different forms and strategies for marketing, some are decidedly Lowbrow, while others are Thoughtful. This episode is the first part of a two-part series of episodes on this critical topic. In this episode, we discuss the two overall categories of marketing, and the three types of seller marketing that real estate entrepreneurs can choose from.
Thoughtful Real Estate Entrepreneurs insist on buying properties directly from Sellers...rather than through agents. In this episode, host Jeff explains why. The focus for Thoughtful Real Estate Entrepreneurs is creating agreement with Sellers, by crafting and delivering thoughtful purchase proposals that are as perfectly crafted and tailored to the Seller’s needs as possible. It’s impossible to accomplish this without knowing your audience extremely well, and having a high-definition picture of who they are and what they are trying to accomplish. Jeff provides a real-life example of a deal he did where these principles were in play and resulted in an excellent outcome for both Seller and Buyer.
Podcast host Jeff introduces the Sleaze-Free Real Estate Investing podcast and tells his own story of how he went from being a struggling real estate investor to cultivating the approach to real estate investing he now calls The Thoughtful Real Estate Entrepreneurship approach--a strategy that focuses on honing seller relations skills, deal architecture skills and opportunity vision.