That Real Estate Tech Guy

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Steve Trang is the founder of Objection Proof AI and host of Real Estate Disruptors, a sales trainer who has coached thousands of salespeople and hundreds of business owners since 2019 and now consults with nine figure companies on sales. He started in real estate as a realtor in 2007 and has spent the last several years turning what he listens for on a live sales call into AI that can score, role play, and now sell.

This conversation covers what actually makes a salesperson close, why empathy is a transmission of information and not an emotional performance, and how AI call scoring, role play bots, and voice agents are replacing the work sales managers hate doing. If you run a real estate acquisitions team and you are trying to figure out where AI fits without gutting your sales floor, start here.

Timeline Summary

[2:31] – Steve introduces Objection Proof AI, built to review calls, run role plays, set appointments, and follow up

[4:16] – From 2007 realtor to training thousands of salespeople and consulting with nine figure companies

[6:40] – Chris Voss on empathy as the transmission of information, not an emotional outpouring

[8:16] – Jamil on why you should learn to sell from a robot instead of the naturally charming closer

[12:16] – Empathy beats sympathy, and why rapport is not what gets a contract signed

[15:03] – How Steve and Ian spent two hours documenting every single thing he listens for on a call review

[16:31] – The heart surgeon analogy for letting AI do everything before the high value work starts

[18:43] – Why cherry picking three good and three bad calls hides your team's real performance patterns

[23:20] – Five role play bots used for training and as a screening tool before an interview is ever booked

[26:17] – Three voice agents, web form speed to lead under two seconds, inbound coverage, and CRM follow up

[28:12] – Eric Brewer's 60,000 raised hands and the six figures sitting dead in almost every CRM

[33:37] – Why agents are not allowed to make offers yet and what real time underwriting has to solve first

[39:03] – Why lead manager roles get automated first and why you should keep your best one

[42:25] – Fast Five begins with the seven media hires in 2021 that nearly broke him financially

[43:54] – Move slowly, add one tool a month, and let the efficiency compound

[47:17] – Where to upload a call for free analysis and the two text keywords to try the bots

5 Key Takeaways

Empathy Is Information, Not Emotion — You do not have to feel what the seller feels. You have to articulate back how they got into the mess, what keeps them up at night, and what they want next. That is what builds trust, and it is fully trainable.
Score Every Call, Not Three Calls — Reviewing a handful of cherry picked calls gives you anecdotes. Scoring all of them surfaces the real outliers on both ends, so you know who to study and who to fix.
Make The Feedback Loop Public — Steve's team pushes every call review into a shared group chat and requires reps to respond to it. How a rep explains their own call tells you exactly where they are stuck.
The Money Is Already In Your CRM — Most investors chase new leads while five years of raised hands sit untouched. A follow up bot that tags a list and live transfers the interested ones turns dead data into appointments.
Roll Out One Tool A Month — The all or nothing approach to AI wrecks processes and morale. Pick one tool, get it running, then add the next. Small efficiency gains compound faster than a full rebuild.

Links & Resources

That Real Estate Tech Guy — https://thatrealestatetechguy.com
Objection Proof AI, free call and transcript analysis, confirm the exact URL before publishing
Real Estate Disruptors, Steve's podcast, add URL before publishing
smrtPhone, the phone system built for real estate investors, add the standard show link
Try the role play bot, text ROLEPLAY to 33777
Try the follow up bot, text CASH to 33777
Never Split the Difference by Chris Voss, the empathy definition Steve references
Left Main REI, mentioned via Stephanie Betters, add URL before publishing
InvestorLift, mentioned as a compliant opt in data source, add URL before publishing

Enjoyed This Episode?

If the heart surgeon breakdown of call reviews made you rethink how your sales manager spends their week, send this to whoever is currently listening to calls by hand. Steve gave away the entire logic behind his scoring bot in this one, and none of it requires you to buy anything to start using it. Follow That Real Estate Tech Guy, leave a rating and review, and head to https://thatrealestatetechguy.com for every episode plus discounts on the platforms we cover.

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This episode originally aired in early 2023, and we're bringing it back because the fundamentals in it have not aged a day. The conversion principles, the testing discipline, and the friction thinking Trevor lays out are just as useful to real estate investors today as they were when this first ran.

Trevor Mauch is the CEO of Carrot, the website and lead generation platform behind more than 7,000 of the top real estate investors and agents, whose clients pull in roughly 80,000 leads a month across the US, Canada, Australia, the UK, and South Africa. He got into real estate by buying a fourplex at 21 with none of his own money, then spent the next decade learning how to rank websites and turn traffic into deals.

In this conversation with Jordan Samuel Fleming, Trevor breaks down the actual science behind why some real estate investor websites convert and most do not, from the three form field rule to the five word button change that more than doubled conversion across test sites. If you are running a we buy houses site, paying for leads, or wondering why your traffic is not turning into contracts, this one gives you the specific levers to pull.

Timeline Summary

[0:52] – Jordan introduces Trevor Mauch and the platform behind thousands of investor websites

[1:09] – Carrot serves over 7,000 investors and agents and drives roughly 80,000 leads a month

[2:15] – Buying a fourplex at 21 with none of his own money and getting hooked on marketing instead

[3:13] – The failed software bets before Carrot and what they taught him about building tech

[4:09] – Why the next decade of websites would be about performance, not just being online

[6:47] – How a Squarespace site or a cheap Upwork clone quietly costs investors deals

[10:46] – Inside the quarterly testing process across 220 MSAs and roughly 1,000 websites

[11:50] – Carrot clients hold over 60% of top five rankings in the top 220 US markets

[12:25] – The mobile test that lifted conversion 25% just by moving the form higher

[17:50] – The non negotiable website principles including why three form fields beats seven

[19:13] – Changing five words on a button more than doubled conversion across test sites

[20:44] – Why friction is the real killer in marketing and where it hides in your follow up

[22:58] – Keith Sant's Calendly trick that closed deals from late night form submissions

[25:31] – The Investor Fuse acquisition and the hybrid thesis for investors and agents

[28:37] – Fast Five on the highest impact feature and the mistake most new users make

[30:17] – Why all offline marketing creates online demand and how ignoring it costs you

5 Key Takeaways

Pretty Websites Lose To Tested Ones — Squarespace and custom builds are made to look good and launch fast, not to convert. Trevor's team tested a wholesaler's popular, good looking site across 20 markets and it performed worse than Carrot's in most of them.
Three Form Fields Is The Ceiling — Seven fields will get you highly qualified leads and tank your conversion rate. Three is the tested sweet spot regardless of market or lead type, and your button should span the full width of the fields above it.
Five Words Doubled Conversion — Swapping generic button copy like Submit or Continue for benefit driven language like Get My Fair Cash Offer more than doubled conversion on test sites. The entire industry standard shifted because of that test.
Friction Is The Whole Game — Marketing is just removing friction between someone's pain and your solution. That includes your form, but also how fast a lead gets a human on the phone. Twenty four hours of delay is friction you chose to add.
Offline Marketing Creates Online Demand — Direct mail and cold calls send people straight to Google to look up your company name and reviews. If you do not rank well for your own brand, your offline spend leaks deals you never see.

Links & Resources

Carrot — https://carrot.com
smrtPhone — https://smrtphone.io
That Real Estate Tech Guy — https://thatrealestatetechguy.com
Investor Fuse — https://investorfuse.com
Left Main REI (Stephanie Betters) — https://leftmainrei.com
Calendly — https://calendly.com
Google Sheets — https://sheets.google.com
Also mentioned: The Carrot Cast podcast and Trevor's Thursday Truck Talks, Carrot Camp, Objection Proof AI with Steve Trang, and REI Tech Unlocked in Dallas

Enjoyed This Episode?

If you have ever looked at your website traffic and wondered why so few of those visitors turn into contracts, Trevor's three form field rule and the button copy test are worth acting on this week. Send this to the investor you know who just spent good money on a beautiful site that is not producing. And if the show helps you, follow, rate, and review so more investors can find it.

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Jordan Samuel Fleming is the founder and chairman of smrtPhone, a real estate technology company he scaled from three co-founders to roughly $10 million in annual revenue and 60 employees over eight years. He stepped out of the CEO seat in March 2025 and spent the following year building the AI Labor Architecture Framework, now the foundation of his new book, The AI Workforce: How to Redesign and Scale Your Business with Artificial Intelligence.

In this solo episode, Jordan lays out why plugging AI tools into your existing processes misses the real leverage, and walks through the three-part framework he built to redesign a business around agentic workers. If you're a business owner wondering whether AI makes your company obsolete or whether your processes are even ready for AI employees, this episode reframes the question entirely.

Timeline Summary

[0:25] – Jordan opens a special solo episode about his new book on AI and business redesign

[1:36] – Why "redesign" is the most important word in The AI Workforce title

[2:14] – Scaling smrtPhone from three co-founders to 60 employees and $10 million in revenue

[3:36] – The distinct levels every business hits at 10, 20, 40, and 60 people

[5:10] – Stepping down as CEO in March 2025 to become chairman and what that freed up

[6:53] – How leaving day to day operations broadened his thinking beyond the C-suite

[7:15] – Early conversations with Stephanie Betters and the shift toward voice AI agents

[9:12] – The question nobody was asking: how do agents actually work inside a company

[10:08] – Treating AI agents as real employees, not just fast 24/7 capabilities

[15:26] – The assumption every business runs on that is no longer valid

[16:43] – Why CRMs and automation accelerate but never actually make decisions

[18:17] – Introducing the AI Labor Architecture Framework built over months of testing

[19:46] – Part one, work architecture: unbundling work, role, and execution from the human

[22:02] – Part two, bounded responsibility: why fuzzy processes propped up by Jim break AI

[24:12] – Part three, infrastructure: an agent making 10,000 calls creates chaos without flow

[31:25] – Why agentic AI is as drastic a shift as the internet itself

5 Key Takeaways

Stop Bundling Work Into People — We've always packaged work, role, and execution into a single human job. Work architecture separates those three things so you can see what actually needs to get done rather than who does it.
Automation Never Made Decisions — CRMs and automation tools run on if-this-then-that logic. Agentic workers analyze new situations in context and take action, which is why treating them like accelerants misses the entire point.
Fuzzy Processes Break AI — If your documented process quietly depends on Jim knowing when to deviate, that isn't a process. AI can't follow judgment calls, so bounded responsibility means defining context, limits, and escalation paths explicitly.
Leverage Dies At The Handoff — An agent that makes 10,000 calls a week creates chaos, not leverage, if a human has to hunt down the outputs and decide next steps. Infrastructure is about work moving seamlessly between people, AI, and systems.
Redesign Instead Of Downsizing — Redesigning processes around AI workers usually frees a team to handle ten times the volume rather than cutting headcount. The output is higher growth capacity, not a smaller payroll.

Links & Resources

That Real Estate Tech Guy — https://thatrealestatetechguy.com
The Future Workforce AI (free book registration and framework system) — https://thefutureworkforce.ai
smrtPhone — https://smrtphone.io
REI Tech Unlocked, September 19 to 21, Dallas TX — use the coupon code in the episode description for 50% off through August 4, 2026
Left Main REI (Stephanie Betters) — https://leftmainrei.com
Objection Proof AI (Steve Trang) — https://objectionproof.ai

Enjoyed This Episode?

If the line about your process being propped up by Jim making judgment calls landed a little too close to home, you already know where your business isn't ready for AI workers yet. Send this to an operator who keeps buying AI tools and wondering why nothing compounds, because the fix is in the redesign, not the tool. Follow That Real Estate Tech Guy, and leave a rating and review so more business owners can find these conversations.

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This week I'm joined by John Misarti, an investor who genuinely wears a lot of hats. Over the last decade he built "I Will Buy Your House For Cash" from a couple of New Jersey counties into a cash-buying operation that now fields off-market deals from California to Florida, launched an investor-focused syndication business targeting 20 to 100 unit apartments in the Southeast, and started his own podcast along the way. He is exactly the kind of scrappy, systems-minded operator I love talking to.

We dig into two things I was really curious about. First, how he made the leap from investing in one local market to executing deals at arm's length across the country, and the team-building lessons that made it work. Then we get into the tech, especially voice agents, where John went from total skeptic to a full convert after his AI agent "Jessica" locked up a contract 2,500 miles away on an after-hours call. If you have ever wondered how a lean operation can punch way above its weight, this one is for you.

Episode Timeline & Highlights

[0:00] – Jordan introduces John Misarti, an investor who wears a lot of hats

[2:11] – John's three buckets: cash home buying, syndication, and a podcast

[2:36] – How "I Will Buy Your House For Cash" acquires off-market deals across the Northeast

[5:36] – From hating corporate finance to a first flip and going all in in 2018

[7:37] – Why wholesaling is cheap to start but brutally competitive

[8:23] – Using an authoritative SEO push to pull leads across state lines

[9:37] – The real challenge: executing deals at arm's length from another state

[10:53] – Building boots-on-the-ground teams through local Facebook groups

[13:27] – Lessons from deals that went wrong, starting with cheaper is not better

[15:04] – How technology became the great leveler for a one-man operation

[16:20] – The old manual stack: List Source, skip tracing, Excel, dialers, and Podio

[17:44] – Meet Jessica, John's AI voice agent who books deals while he sleeps

[21:11] – Going from skeptical to sold on voice agents in five minutes

[26:39] – The California deal Jessica locked up 2,500 miles away, after hours

[29:18] – Why people do not mind talking to AI if it removes the friction

[32:32] – Where AI goes next: investor updates, webinars, and property management

5 Key Takeaways

SEO Can Expand Your Market for You — John's authority-focused SEO push started in a couple of New Jersey counties and naturally spilled across state lines as reviews and backlinks grew. He now receives deals from California to Florida without ever setting foot there.
Hire People Better Than You — Executing deals at arm's length comes down to building a local team you can trust. Find your realtor and GC through local Facebook groups, empower them, and manage from a weekly check-in.
Cheaper Contractors Are a Red Flag — When a GC is dramatically cheaper, dodges naming you on their insurance, or has no online reviews, treat it as a warning. Make the best decision you can and empower them with bonuses and referrals.
Always Answer the Phone — Motivated sellers move fast and rarely leave voicemails. An AI voice agent that catches every call, including overflow and after-hours, turns missed calls into contracts, as it did on a deal 2,500 miles away.
People Don't Mind AI If It Removes Friction — Callers do not care whether they are talking to a person or an agent, as long as they get where they need to go with zero friction. Trained well, and always honest about being AI, agents build trust rather than break it.

Links & Resources

smrtPhone (sponsor) — the only phone system built for real estate investors, connecting your calls, texts, and AI voice agents to a best-in-class REI CRM. Listeners get 5,000 free calling minutes. — https://www.smrtphone.io
That Real Estate Tech Guy (all episodes plus discounts on real estate tech platforms) — https://thatrealestatetechguy.com
John Misarti's "I Will Buy Your House For Cash" (his off-market home buying business; confirm the exact URL) — https://iwillbuyyourhouseforcash.com
Corner Store Millionaires Podcast (John's podcast interviewing business owners) — https://podcasts.apple.com/us/podcast/corner-store-millionaires-podcast/id6789637428
Corner Store Millionaires Podcast (show website) — https://cornerstoremillionaires.podbean.com

Big thanks to John for coming on and being so open about how he built this thing, market by market and system by system. If you take one thing from this episode, let every call get answered, because that is where the deals are hiding. Head over to thatrealestatetechguy.com for all the episodes and some great discounts on the tech we talk about. More high-signal conversations coming next.

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This week I'm joined by my friend Joe Evangelisti, and his path into real estate runs backwards from almost everyone else I talk to. Most flippers start with the deal side and slowly pick up construction knowledge. Joe did it in reverse. He came up as the son of a general contractor, spent six years building all over the world with the US Navy Seabees, and walked into real estate in 2007 already knowing how to build anything, but knowing almost nothing about contracts, mortgages, tenants, or sales. He had to learn the business from a standing start, and he did it right as the market was falling apart underneath him.

We get into the whole arc: how he nearly lost his entire life savings on his first two flips, how one predatory-looking private loan turned into an $8 million relationship at 9%, and why performance, not pitch decks, is what actually unlocks other people's money. Then we shift to his Legacy Builder Real Estate Academy, which isn't a beginner program at all. It's built for investors already doing wholesale, fix and flip, or development who want to bolt commercial real estate onto what they've already got. Medical office, small-bay industrial, triple-net value-add, the stuff with better margins, fewer sharks, and real tax advantages. It's a different, more grown-up take on coaching, and Joe makes a strong case for it.

Episode Timeline & Highlights

[0:00] – Jordan sets up the episode and why Joe's construction-first path into real estate is unusual

[2:12] – Joe's background: contractor's son, six years in the Navy Seabees, into flipping in 2007

[3:12] – Why real estate attracts so many military veterans, and the discipline that carries over

[4:47] – The "pen, notepad, and cell phone" mentor lesson and why tech amplifies whatever you already are

[5:59] – Using tools like Gemini to underwrite deals, entitlements, zoning, and wetlands on commercial

[8:22] – The gap Joe had to close: confident in construction, "real estate stupid" on contracts and banking

[9:16] – His first two flips underwater as the market slid 12 months before the 2008 crash

[10:20] – Course-correcting into landlording and long-term financing to save his life savings

[12:20] – Meeting Dave: "If you want money, ask for advice. If you want advice, ask for money."

[13:31] – Tearing up a $5,000 refund check and how honoring the deal earned $8M at 9%

[15:26] – Why performance gets money and first-timers pay the highest cost for capital

[17:18] – Moving with intention and building momentum instead of sprinting at 100 mph

[18:54] – A word from SmrtPhone, the phone system built for real estate investors

[19:19] – Why relationships beat everything in a tighter, more competitive 2026 market

[20:38] – Bolting commercial onto an existing fix-and-flip business without blowing it up

[22:16] – The pitfalls that sink new flippers: the numbers, over-improving, and investor-grade subs

[24:38] – Managing construction risk when you're not the construction expert

[26:46] – The organic origin of the coaching business, from short-sale volume to two-day events

[29:45] – How the program evolved into an additive, higher-level commercial consultancy

[32:21] – Why "add a stream" beats "replace what works" in a saturated coaching market

[33:45] – How to reach Joe directly and get help underwriting a commercial deal

5 Key Takeaways

Get Resourceful Before You Get Tools — Technology amplifies whatever you already are, so if you can't be effective without it, it'll just magnify your weaknesses. Master the fundamentals first, then bolt tech on to a business that already works.
Performance Is What Unlocks Capital — Nobody hands money to an unproven first-timer at a good rate. Do your first two or three deals at whatever cost to build a track record, and your cost of capital drops fast after that.
Honor the Deal and Relationships Compound — Joe tore up a refund check because a deal is a deal, and that integrity turned one lender into an $8 million, 9% relationship. How you show up on deal one determines what deal fifty looks like.
The Numbers Are Where New Flippers Die — In a tight market you can't lean on appreciation to bail out a bad buy. Get the numbers right, don't over-improve, and build relationships with investor-grade contractors and suppliers who price for volume.
Bolt On Commercial, Don't Blow Up What Works — The same skills that run a single-family business apply to medical office and small-bay industrial, where margins are fatter and competition thinner. The seller offloading a house may also be selling a dental practice, so one extra question can open a whole new deal flow.

Links & Resources

That Real Estate Tech Guy (all episodes and tech discounts) — https://thatrealestatetechguy.com
SmrtPhone (sponsor) — the phone system built for real estate investors; connects to best-in-class REI CRMs, with 5,000 free calling minutes via the show link — https://smrtphone.io
Legacy Builder Real Estate Academy — Joe Evangelisti's additive commercial coaching program
Reach Joe Evangelisti directly (call or text) — 856-244-1036

A really enjoyable one this week. Joe's story is a great reminder that the fundamentals, relationships, honoring your word, and getting the numbers right, outlast every market cycle, and his additive approach to commercial is one of the more genuinely useful coaching angles I've come across. If you're already doing single-family volume and wondering what the next level looks like, give this one a second listen. More high-signal conversations coming next.

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This week I'm joined by my good friend Adam Whitney, a real estate investor behind Blackjack and the CEO of Seven Figure Flipping, the largest house flipping mastermind in the country. Adam's story is one of the more remarkable ones I've come across. He grew up outside Detroit, lost both parents to addiction, and was staring down a home invasion charge at 18 before a Marine recruiter and a judge handed him a second chance that changed everything.

From there Adam built a 20-year Marine Corps career, discovered real estate through the FIRE movement, and scaled to 142 deals a year before he ever retired from active duty. In this one we get into why the boring fundamentals beat the sexy marketing bits every time, how he went from Seven Figure Flipping member to owner and CEO, and the Teenage Tycoon program they built to give kids real financial literacy in a world where the old school-to-job path is falling apart.

Episode Timeline & Highlights

[2:57] – Adam introduces Blackjack, his "a deal a day" firm, and why he treats real estate as a full business

[4:34] – The two Seven Figure Flipping communities and the values of service, legacy, and impact

[6:19] – Why so many Marines thrive in business: the innate ability to endure adversity

[7:26] – Adam's childhood outside Detroit, losing both parents, and getting into trouble at 18

[8:38] – The Marine recruiter and the judge who gave him a second chance at his arraignment

[10:14] – From a 1.954 GPA to commissioned intelligence officer and a 20-year career

[10:45] – Discovering FIRE and using real estate as a faster wealth-building vehicle

[11:07] – Scaling to 142 deals a year before ever retiring from the military

[14:45] – Joining Seven Figure Flipping as a member and learning under mentor Bill Allen

[18:15] – Why building people, not chasing money, is what makes business worth it

[22:24] – The journey from member to equity owner to CEO of Seven Figure Flipping

[26:14] – The boring, repeatable "conveyor belt" that actually runs a flipping business

[29:03] – How Andy McFarland flips 100+ houses a year on one simple system

[32:00] – Four KPIs, green vs red, and why fundamentals beat shiny-object chasing

[34:16] – Launching Teenage Tycoon to teach kids financial literacy the schools skip

[40:44] – The Asset Quest game and rehearsing money decisions like military drills

[46:23] – The kids' book club where authors like Sean Covey show up to teach

5 Key Takeaways

Fundamentals Beat Shiny Objects — Scale doesn't come from the newest Facebook ad strategy, it comes from executing boring, repeatable systems ruthlessly. The grass is only greener where you water it.
Build Two Tracks Before You Jump — Adam ran his real estate business on the side while still an active Marine, so when one train stopped the other already had momentum. The transition was seamless because he prepared for it.
Watch Four Numbers, Not Fifty — A clear KPI dashboard lets you glance at your business each week and know instantly where to dig in. If the fundamentals are green, you're fine; if one turns red, you zero in on it.
Lead by Serving Your People — The more successful you make the people around you, the more your own success magnifies. Teams that know their leader has their back will do almost anything for the mission.
Give Kids Financial Literacy Early — A 13-year-old who understands leverage, interest, and effective tax rates has a runway most adults never got. Exposing kids to what's possible beyond the school-to-job path is a real legacy.

Links & Resources

SmrtPhone (episode sponsor) — the phone system built for real estate investors, with 5,000 free calling minutes for listeners: https://smrtphone.io
Seven Figure Flipping — Adam's house flipping mastermind and the Teenage Tycoon kids program: https://sevenfigureflipping.com
Blackjack — Adam's real estate investment company: https://blackjackre.com
Adam Whitney on Instagram — @officialadamwhitney: https://www.instagram.com/officialadamwhitney
The 7 Habits of Highly Effective Teens by Sean Covey: https://www.franklincovey.com/the-7-habits/for-teens/
Rich Dad Poor Dad by Robert Kiyosaki and Sharon Lechter: https://www.richdad.com
That Real Estate Tech Guy — all episodes and real estate tech discounts: https://thatrealestatetechguy.com

Enjoyed this one?

If Adam's story moved you, do yourself a favor and sit with that idea about running the boring play at scale, because that's where the real money hides. Share this episode with someone who's chasing the shiny stuff instead of the fundamentals, and if you've got kids, take a hard look at what Seven Figure Flipping is building with Teenage Tycoon. More high-signal conversations coming next.

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This week I'm joined by Andrew Becker, founder of Billions CRM and Probate Engineers, who spent seven years working at the Pentagon in nuclear weapons systems before spending 11 years running a real estate team where he built the operational playbook that eventually became his own software company. He brings the same precision he learned in government work to every system, process, and lead source he touches.

In this episode, Andrew breaks down how he used 80/20 analysis to identify probate as one of his highest-performing lead sources, how he turned that discovery into a coaching program called Probate Engineers, and how Billions CRM gives real estate operators a simplified Salesforce-powered system that actually drives accountability. If you're tired of chasing every shiny lead source and want a repeatable, consultative approach that builds real relationships, this one is for you.

Episode Timeline & Highlights

[0:52] – Jordan introduces Andrew Becker, founder of Billions CRM and Probate Engineers

[3:21] – Andrew's background: nuclear weapons work at the Pentagon, seven years in systems-driven government roles

[4:04] – How 11 years running a real estate team led Andrew to build Billions CRM

[6:47] – How data and the 80/20 principle revealed probate as a top-performing lead source

[8:21] – Getting probate leads directly from the courthouse rather than relying on aggregators

[9:02] – Why personal representatives are a uniquely motivated and underserved audience

[12:29] – Building a "power probate Rolodex" of attorneys, specialists, and experts to add real value fast

[15:35] – Why inserting yourself into the probate process drives an 80-90% close rate vs. a 50/50 shot

[19:35] – Launching Probate Engineers in late 2024, running beta cohorts, and improving the program with each group

[22:33] – How feedback from beta cohorts led to building Captain, a tool that automates daily probate record extraction and mailing by county

[25:06] – Live AI voice agent demo where the agent picked up on the word "probate" in real time and asked the right follow-up questions

[27:39] – How Billions CRM was born out of frustration with piecing together 8-9 disconnected tools

[29:12] – How Billions enforces one workflow path to eliminate confusion and keep data clean for 135 real-time reports

[37:59] – Why a CRM integrated with a phone system like SmrtPhone creates accountability that cell phones never can

[43:56] – Using automated nightly KPI reports to catch performance drops the same week they happen

[44:44] – Why four KPIs are all you need to know if your business is healthy or broken

5 Key Takeaways

Go a Mile Deep, Not Wide — Andrew's team stopped chasing every lead source and went all-in on the 20% producing 80% of their revenue, with probate being a standout performer. Narrowing focus created a machine that ran predictably instead of chaotically.
Consultative Beats Transactional Every Time — Instead of calling probate leads and saying "I'll buy your house," Andrew's approach is to ask where they are in the process and connect them with attorneys, advisors, and resources at no cost. That kind of help builds trust no competitor can replicate by just sending an offer.
Build the Rolodex Before You Need It — You don't have to become a probate legal expert. What matters is assembling a network of specialists, such as probate attorneys who handle it 90% of the time, so you can refer prospects immediately and become their go-to resource throughout the process.
A CRM Should Guide Behavior, Not Just Store Data — Billions was designed with one way to do everything. No shortcuts, no alternate paths. That structure keeps reps on track, generates clean data across 135 real-time dashboards, and gives owners the visibility they need without requiring hours of manual review.
Automate the Boring, Track What Matters — Whether it's daily probate record extraction through Captain or nightly KPI reports from Billions, the goal is the same: remove the manual work so your team stays focused on conversations, and so you catch problems in days instead of discovering them at the end of the quarter.

Links & Resources

Billions CRM — joinbillions.com
Probate Engineers — probateengineers.com
Captain AI (automated probate record tool) — joincaptainai.com
SmrtPhone (real estate phone system) — smrtphone.io (5,000 free calling minutes available via the link in the episode)
REI Tech Unlocked Conference (September 19-21, 2026 in Dallas, TX) — reitechunlocked.com
Follow Andrew Becker on Instagram and Facebook — @iamandrewhbecker

Enjoyed This Episode?

If Andrew's approach to probate leads has you rethinking where your next deal is coming from, share this episode with a teammate or fellow investor who's still chasing every shiny lead source. The consultative model he laid out is a genuine differentiator in any market. Follow That Real Estate Tech Guy so you don't miss what's coming next, and if you found value here, a quick rating and review goes a long way. More high-signal conversations coming next.

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This week I'm joined by Brian Waters, a Los Angeles fire captain, certified flight instructor, and founder of the Rental Property Playbook who teaches hardworking W-2 earners how to build single family rental portfolios out of state. Brian lives in California but invests across Alabama, Georgia, Michigan, and Tennessee, all without quitting the job he genuinely loves.

We get into why he chose the most boring, tried and true strategy in real estate, how a property management team means he's never fixed a toilet in his life, and why keeping your W-2 is the smartest risk mitigation move you can make. If you're a first responder, a pilot, or any busy professional who wants passive income without blowing up your career, this conversation is for you.

Episode Timeline & Highlights

[3:09] – Brian introduces himself, an LA fire captain and founder of the Rental Property Playbook teaching W-2 earners to buy out of state

[3:50] – From a teenage pilot's license to a medevac career in Hawaii to a 2008 airline layoff that pushed him into firefighting

[6:30] – How cockpit habits like checklists, SOPs, and crew resource management became his real estate operating system

[7:01] – Why first responders make some of his most successful real estate students

[8:47] – Real estate as additive, not an escape from a career you actually love

[11:23] – The real reason to keep your W-2: lending leverage and protection from a single roof leak or foundation problem

[14:30] – The overtime trap that wrecks firefighter families and the lifestyle Brian built instead

[15:48] – How teaching buddies for free turned into a paid coaching community after a nudge from his wife

[17:13] – Why he picked the most boring, tried and true play over wholesaling, land, or syndications

[18:27] – The mentor advice that changed everything: get hyper specific at one thing and never change it

[20:23] – Tenants and toilets solved with out of state investing and a solid property management team

[23:31] – The four pillars of real estate returns and why Brian feels like he's always winning

[26:25] – The BRRRR method and how he buys four properties at a time using private and hard money

[33:05] – Why he caps his community at under 150 people and still answers his own DMs

[36:56] – How to find Brian and join the free Rental Property Playbook community

5 Key Takeaways

Keep The Job You Love — Real estate doesn't have to be an exit. Brian added single family rentals as a second income stream while staying a fire captain, which gives him lending leverage and a financial safety net.
Get Hyper Specific At One Thing — A mentor told him to master one strategy and never change it. He chose three bed, two bath single family homes because they're the most rented, sold, and refinanced asset in the country.
Out Of State Removes The Temptation — Investing far from home forces him to lean on systems and a property management team instead of driving over to fix a toilet himself. He's never done drywall in his life.
Budget For When, Not If — Stuff breaks in every asset class. He underwrites every deal with money set aside for vacancies and maintenance, so a surprise repair never turns into a crisis.
Small Community, Real Access — Brian caps his program under 150 people so students get his actual cell number and direct coaching, the opposite of being a dot on page 100 of a Zoom call.

Links & Resources

Brian Waters / The Rental Property Playbook (Code 3 Invest) — https://code3invest.com/ (his actual coaching + community hub; "Rental Property Playbook" is his podcast/brand, but code3invest.com is where people sign up and reach him)
Brian Waters on Instagram — https://www.instagram.com/mr.brian.waters/ \
SmrtPhone — https://www.smrtphone.io/
That Real Estate Tech Guy — https://thatrealestatetechguy.com/

If you've ever assumed out of state rentals are too risky or that you'd have to quit your job to build real wealth, Brian's playbook flips both ideas on their head. Share this one with a buddy in the firehouse, the cockpit, or any W-2 grind who's been waiting for permission to start, and take a second to follow, rate, and review the show so more people find it. More high-signal conversations coming next.

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This week I'm joined by James Heartquist from Property Leads, a pay-per-lead company built specifically for real estate investors who want to stop chasing cold lists and start fielding inbound sellers ready to move. James has worked with hundreds of investors across the country and has a front-row seat to what separates the operators doing deals from the ones who can't convert leads they already paid for.

We get into everything — what a lead actually is (and why most investors don't agree on the answer), why speed to lead is still the single most important KPI you're probably not tracking tightly enough, and the follow-up structure that gives you a real shot at the 20% of leads most investors quietly throw away. We also talk about RCS messaging, the trust recession hitting the real estate education space, and what James is bringing to the REI Tech Unlocked event in Dallas this September.

Episode Timeline & Highlights

[0:41] – Jordan introduces James Heartquist and the core focus: lead generation, red flags, and follow-up discipline

[1:38] – James defines what Property Leads is and how it works as a pay-per-lead marketing company

[2:28] – How to align with your lead provider on what "a lead" actually means before you spend a dollar

[3:51] – Property Leads' definition: a seller who wants to sell within six months, on or off market

[4:43] – Why investing in leads without a real follow-up system is just burning money

[5:28] – Speed to lead: why 10 minutes is already too slow and how to build toward a 30–60 second response

[6:59] – Door knocking, FaceTime calls, and the small extra moves that separate closers from browsers

[10:28] – Why static follow-up cadences are dead and what smart agents do differently

[11:11] – The stat that should wake up every investor: 20% of refunded no-response leads sell to someone within 12 months

[13:18] – The 15–20 touch point framework for the first five days, and why a simple message beats no message every time

[17:17] – Red flags to watch for in any paid lead provider — and how Property Leads built live transfers to fix friction in the sales process

[18:53] – The "home seller experience" upgrade: why treating the seller like a client cuts required touchpoints dramatically

[24:28] – RCS messaging explained: what it is, why it matters, and how embedded video will change the first impression game

[27:37] – The trust recession in real estate — and why the guru fatigue problem is partly self-inflicted

[30:36] – How to evaluate a coaching community the right way: are people actually making money?

[33:11] – Preview of REI Tech Unlocked, September 19–21 in Dallas: what James and Property Leads are bringing to the event

5 Key Takeaways

Speed to Lead Is Your Most Important KPI — The investors winning on paid leads are calling within 30 to 60 seconds, not 10 minutes. If your CRM isn't tracking this number, that's the first thing to fix — not your scripts.
Most Investors Quit Too Early on Follow-Up — Property Leads data shows 20% of leads refunded for "no response" end up selling to someone within 12 months. The person with the longest follow-up runway is usually the one who closes it.
Align on the Definition of a Lead Before You Buy — What you consider a lead and what your provider considers a lead can be completely different things. Getting on the same page before you spend money is the conversation most investors skip.
Your Lead Provider Is a Growth Partner, Not a Vendor — The best outcomes come from treating the relationship as a two-way feedback loop. Extreme ownership over your conversion numbers, paired with honest communication with your provider, is what actually moves the needle.
RCS Is Coming and It Will Change First Contact — Rich Communication Services will allow investors to embed video directly into text messages — no links, no friction. The operators who move early on trust-building tech will have a real edge as seller skepticism continues to rise.

Links & Resources

Property Leads — propertyleads.com (listener credit available — link to be dropped in show notes)
SmrtPhone — the only phone system built for real estate investors; 5,000 minutes free calling at signup
REI Tech Unlocked — September 19–21, Dallas, TX; implementation-focused event with Property Leads and other tech partners in attendance
That Real Estate Tech Guy — thatrealestateguy.com

Thanks for tuning in to this week's episode. If you're spending money on leads and not tracking speed to lead or running a real follow-up sequence, this conversation with James is the push you needed. Share it with a fellow investor who needs to hear it. More high-signal conversations coming next.

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This week I'm joined by Ari Paige, founder of Fund and Grow, a 19-year-old business credit consulting company that has helped over 35,000 businesses access more than $2.1 billion in funding through 0% introductory business credit cards. Ari originally got into this space as a real estate investor himself, which gives him a grounded, practical perspective on exactly where capital gaps show up.

The conversation covers how real estate investors can use business credit cards as gap financing, bridge capital, and rehab funding within BRRRR and fix-and-flip strategies, and why compliance in this space matters far more than most people realize. If you've ever hit a ceiling in your investing because funds were tied up in the last deal, this episode is for you.

Episode Timeline & Highlights

[0:51] – Jordan introduces Ari Paige and Fund and Grow, previewing the topic of business credit for real estate capital

[4:00] – Ari explains the origin of Fund and Grow and why real estate investors are the core audience for 0% business credit cards

[5:17] – Jordan breaks down three investor types and asks which level benefits most from Fund and Grow's model

[6:37] – Ari explains bridge capital, reducing hard money costs, and why 80% of Fund and Grow clients are real estate investors

[7:44] – The key difference between traditional loans and business credit cards: you only pay when you use the balance

[8:52] – Real cost comparison: hard money at 3–5 points up front vs. 0% business credit with no payment until the balance is placed

[9:16] – JPMorgan's $80 billion small business lending commitment and why business credit cards are the primary vehicle banks are using

[11:13] – How compliant payment services like Plastiq and Melius let investors pay vendors and fund escrow accounts using credit cards

[12:10] – What makes a credit stacking company non-compliant: bait-and-switch marketing, cash liquidation schemes, and hidden fees

[18:15] – Fund and Grow's credentials: Inc. 5000 for seven years, A+ BBB, and a new industry association being formed to self-police credit stacking compliance

[28:52] – Ari walks through the BRRRR infinite money loop using business credit for down payments, rehab costs, and gap financing

[37:09] – Fund and Grow generated $175 million in funding in 2025, with 72.4% coming from post-approval negotiation coaching

[41:37] – Why AI cannot replace Fund and Grow's consulting: sequencing strategy, real-time approval data, and 35,000 client history

[44:15] – How to get started with Fund and Grow's free pre-qualification tool at fundandgrow.com

5 Key Takeaways

Business Credit Cards Are Not Loans — Unlike hard money or bank loans, 0% business credit cards don't start costing you anything until you use them. That means you can hold $200,000 in available credit and pay zero interest between deals, making them a fundamentally different capital tool.
Compliance Is Not Optional in This Space — Many credit stacking companies are violating FTC rules right now, including misrepresenting products as "funding" instead of credit cards, promising cash liquidation, and applying for personal cards that hurt consumer credit scores. Working with the wrong company can damage your credit, expose your affiliates, and draw FTC scrutiny.
The Infinite Money Loop Works Across Strategies — Whether you're wholesaling, doing fix-and-flips, or running BRRRR deals, business credit cards can cover gap financing, down payments, and rehab costs. The 12 to 18 month 0% window is long enough to complete most exits before interest ever kicks in.
Most Funding Gains Come From Negotiation, Not Applications — Fund and Grow's 2025 data shows that 72.4% of the $175 million they generated came after the initial application, through client coaching on limit increases, card consolidation, and underwriter reconsideration calls. Application help alone is not where the value lives.
AI Cannot Replace Human Credit Strategy — AI can't tell you how a lender is evaluating your profile right now, build a sequencing strategy based on last month's approvals and declines, or apply the judgment built from 35,000 clients. People using ChatGPT for credit applications are racking up hard inquiries and getting no approvals.

Links & Resources

Fund and Grow — fundandgrow.com
Fund and Grow Pre-Qualification Tool — fundandgrow.com (free, soft inquiry, no obligation)
SmrtPhone — the only phone system built for real estate investors
Plastiq — plastiq.com (compliant business card payment service)
Melius Payments — compliant business card payment service
Bill.com — compliant business card payment service

If the idea of using 0% business credit to fund deposits, rehab costs, and gap financing clicked for you during this episode, send it to a wholesaler or flipper in your network who's been stuck waiting on capital between deals. Ari and his team are the real deal, 19 years and 35,000 clients deep. Head to fundandgrow.com to run through the free pre-qualification and see what you might qualify for. More high-signal conversations coming next.

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This week I'm joined by Keith Gillespie, founder of REI Automated, a Marine Corps veteran who spent eight years on active duty across 13 countries, missing the births of both his kids, and came home with one obsession: building a real estate investing business in 1 to 2 hours a day. That constraint forced him to build SOPs that became systems, systems that became software, and software that 5 years ago became REI Automated, a three-pillar platform combining education, CRM, and coaching for investors under 50 deals done on their own.

What started as a personal solution has grown into a fully commercialized system running 24 AI agents, pushing 24 to 70 software updates per day, and built on the philosophy that education alone gets 99% of people nowhere unless the tools and support are right there alongside it. Keith is one of the few people in this industry who has genuinely melded the methodology with the machine, and this conversation gets into exactly how he did it.

Episode Timeline & Highlights

[0:49] – Jordan introduces Keith Gillespie from REI Automated and previews the REI Tech Unlocked event in Dallas and his upcoming AI book

[3:42] – Keith's background as a real estate investor for 10 years across 34 states, and how REI Automated was built to solve his own problem

[4:22] – What active duty Marines life actually looked like: 13 countries in 8 years, missing both kids' pregnancies, and needing to build a business in 1 to 2 hours a day

[5:47] – The three pillars of REI Automated: education, software, and coaching, and how they work together as a system

[7:08] – How the Marine Corps OODA loop (Observe, Orient, Decide, Act) transfers directly to real estate negotiation and relationship management

[10:45] – The grit and tenacity piece: why embracing the suck from military training carries into every hard stretch of building a business

[11:12] – Jordan parallels the OODA loop to the flight training acronym DODAR and why slowing down leads to better decisions than reactive action

[13:34] – Why Keith built REI Automated as a true ecosystem rather than a CRM with coaching bolted on, and what being the company he wished existed ten years ago actually means

[14:25] – Keith's 57 completed real estate investing courses and what he learned by going through virtually every major program in the industry

[15:16] – Why education alone fails 99% of the time and why the fishing pole analogy captures everything wrong with most real estate programs

[16:38] – Why all three pillars are non-negotiable and what happens when any single ingredient is pulled from the cake

[20:02] – The two things any SaaS business actually needs to survive: results and customer service, and how Keith built REI Automated around both

[22:39] – Inside the AI agent build pipeline: discovery, internet research, planning, build, testing, human QA, and production, all in about 50 minutes per feature

[25:36] – How REI Automated scaled from 6 AI agents to 24 and why parsing agents to narrow, specific jobs improves quality at every level

[26:27] – The self-healing agent approach: agents required to update their own project instructions when they learn something new

[28:14] – Building a support ticket rewriter agent to fix poorly worded user requests before they reach the development queue

[34:16] – Who REI Automated is built for: any investor who has done fewer than 50 deals independently, from zero to experienced acquisition managers

[35:53] – Why 389 built-in automations and everything under one roof is the real differentiator, not any individual feature

[37:36] – Zero customer churn since public launch in March 2026, and what a nine-person human staff plus 24 AI agents means for responsiveness

5 Key Takeaways

Systems Before Scale — Keith built the foundation of REI Automated out of necessity, not ambition. With only 1 to 2 hours per day to work his real estate business while on active duty, every SOP had to be airtight. The constraint forced better engineering than most funded teams ever produce.
Education Without Execution Is Worthless — After completing 57 real estate investing courses, Keith's conclusion is clear: knowledge without a system to apply it and support to keep you accountable is just expensive entertainment. All three pillars have to exist together or the whole thing falls apart.
The OODA Loop Works Off the Battlefield — The Marine Corps' observe-orient-decide-act decision framework isn't just for room clearing. It's a real-time relationship and negotiation tool that helps you read a situation, adjust, decide, and act in a loop rather than reacting impulsively and blowing the deal.
Agent Quality Comes from Narrow Scope — REI Automated's AI infrastructure improved dramatically when they stopped asking agents to do multiple things and started assigning each one a single, tightly defined job. The more focused the scope, the higher the output quality, and the easier it is to diagnose what breaks.
The Answer Is Yes — Keith's product development philosophy is built on one rule: if a client requests something that isn't wrong or illegal, build it. Listening to the marketplace and acting on it fast is why REI Automated has had zero churn since public launch, pushing 24 to 70 updates a day.

Links & Resources

Keith Gillespie on Facebook — search "Keith Gillispie" (note the spelling: G-I-L-L-I-S-P-I-E)
SmrtPhone — the only phone system built for real estate investors, includes 5,000 minutes free — smrtphone.io
REI Tech Unlocked event — September 19–21, Dallas, Texas (co-headlined with Left Main, Stephanie Betters, Steve Trang, Objection Proof AI; sponsored by Facebook, Twilio, Salesforce)
Labor Architecture AI — Jordan's upcoming book on AI and human employees — laborarchitecture.ai
That Real Estate Tech Guy — thatrealestatetechguy.com

If Keith's approach to systems, AI, and building the company he wished existed ten years ago resonated with you, share this one with an investor in your network who is still duct-taping tools together with Zapier. This conversation is a field report from someone actively building in real time, and those are the ones worth passing around. More high-signal conversations coming next.

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This week I'm joined by Bree Hartman from Storage School — and this one goes somewhere we haven't been before on this podcast. Self-storage. Bree bought her first facility while pregnant, using an SBA loan, from across the country in Louisiana. She now controls over $8 million in self-storage assets, runs a 12-month education program, and is actively acquiring more facilities while teaching her students to do the same.

We get into why self-storage is one of the most cash-flowing, unsexy, and underrated asset classes in real estate right now, how to find mom-and-pop facilities before they hit the market, and why Bree left single family behind the moment she realized she'd need 20 rentals just to replace her income. If cash flow and time freedom matter more to you than the flashy stuff, this episode is for you.

Episode Timeline & Highlights

[0:42] – Introducing Bree Hartman and Storage School.

[3:41] – Bree's backstory: W2 with Fish and Wildlife, accidental rental, and buying her first facility while pregnant.

[5:23] – The moment she realized single family was just another job — and self-storage was the answer.

[6:07] – No toilets, no tenants, no employees — why self-storage clicked immediately.

[6:51] – Using an SBA loan to buy her first facility with only 10–15% down.

[7:14] – Finding the sweet spot: mom-and-pop facilities with upside and low competition.

[18:00] – Live screen share: how Bree actually finds off-market storage facilities using data tools.

[26:24] – Why technology is a competitive advantage in self-storage acquisitions right now.

[27:14] – How Storage School works: 12-month program, six-week onboarding, off-market pipeline.

[29:38] – Reverse engineering your lifestyle first — then picking the asset class that fits.

[30:35] – What Bree is focused on now: scaling to 6–7 new facilities and partnering with students.

[31:47] – The international opportunity: why self-storage in Europe is 20–30 years behind the US.

[32:30] – Why right now is buy time in self-storage — and how AI is accelerating the opportunity.

5 Key Takeaways

Self-storage cash flows where single family can't. No tenants, no toilets, no maintenance calls — just a simple, scalable model with real margins.
SBA loans change the math. 10–15% down instead of 35% means you can get into your first facility without a massive capital outlay.
Mom-and-pop facilities are the opportunity. Mismanaged, under-rented, and off-market — that's where the value is hiding.
Reverse engineer the life first. Don't pick an asset class and then try to fit your life around it — start with what you actually want and find the vehicle that gets you there.
Right now is buy time. The negotiating power is there. The technology is accelerating the opportunity. The window won't stay open forever.

Links & Resources

Storage School – 12-month program to find, buy, and operate your first self-storage facility 👉 Text "SCHOOL" to (916) 579-7209
Free Storage Offer Calculator – Evaluate any deal with Bree's cheat code tool 👉 Link in show description
SmrtPhone – The only phone system built for real estate investors
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with an investor who's grinding on single family and wondering if there's a better way — because there might be, and it doesn't involve a single toilet.

More high-signal conversations coming next.

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This is a special one. I'm joined by two people I deeply respect — Stephanie Betters, CEO of Left Main REI and co-founder of Better Path Homes, and Steve Trang, founder of Objection Proof AI — and the three of us are announcing something we've been building together that I'm genuinely fired up about.

REI Tech Unlocked. September 19th–21st, 2026 at the Hyatt Regency in Dallas, Texas. This is not another conference. It's the first real implementation event built specifically for real estate investors — a technology playground where you don't just hear about AI and the tools changing this industry, you actually sit down, get hands on, and walk out with things built and running in your business.

Episode Timeline & Highlights

[0:58] – Introducing Stephanie Betters, Steve Trang, and why this episode is special.

[2:19] – Announcing REI Tech Unlocked: September 19th–21st, 2026 in Dallas, Texas.

[2:48] – Why 2026 is a pivotal moment for real estate investors and AI adoption.

[3:26] – The technology playground concept — hands on, not just listening.

[4:47] – Why disconnecting from operations at an event is where real learning happens.

[5:22] – No vendor booths, no fishbowl business cards — real companies doing real work with you.

[6:03] – Everyone's got an idea. This event is about execution, not inspiration.

[6:26] – Why most events leave you fired up but on your own — and how this is different.

[25:22] – The fundamental shift happening in business right now — AI isn't a tool, it's infrastructure.

[25:52] – The internet comparison: every business rebuilt around it. AI is next.

[27:28] – Steve's final word: the big brands and organizations coming to the event.

[28:51] – Stephanie's final word: execution over theory — walking out with something done.

[29:58] – Jordan's final word: depth, hands-on implementation, and walking out configured.

[31:40] – Event details, early bird pricing, and how to get your tickets.

5 Key Takeaways

AI adoption isn't optional. This shift is as fundamental as the internet — every business will be rebuilt around it.
Information isn't the problem. Every investor knows AI is coming. The gap is implementation — and that's what this event closes.
Walk in curious, walk out configured. The goal isn't motivation or mindset. It's leaving with tools running in your business.
Hands on beats listening every time. Sitting down with a technology company and getting live implementation is worth more than a dozen keynotes.
Execution is the idea. Everyone has a plan. The investors who win in 2026 and beyond are the ones who actually do the thing.

Links & Resources

REI Tech Unlocked – The first hands-on AI implementation event for real estate investors 👉 http://reitechunlocked.com/ — Early bird tickets on sale now through May 2026
Left Main REI – CRM built for real estate investors 👉 leftmainrei.com
Objection Proof AI – AI-powered sales training and appointment scheduling 👉 objectionproofai.com
SmrtPhone – The only phone system built for real estate investors
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with an investor who keeps saying they need to figure out AI — because figuring it out is exactly what this event is built to do.

Early bird tickets are on sale now. We'll see you in Dallas.

More high-signal conversations coming next.

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This week I'm sitting down with Andrew Schlag from TrueCo — and this one is a little different. We still talk real estate, we still talk business, but this episode goes somewhere most podcasts in this space are too afraid to go. Andrew opens with losing $3 million — not from a bad market, but from a moment of desperation and misplaced trust — and what that brutal season taught him about the life he actually wanted to build.

Andrew and his business partner Leo launched TrueCo around one core belief: the best life you can live shouldn't be deferred. Not until the next deal closes. Not until you hit your number. Now. We get into the psychology of the hustle trap, the eight categories of holistic success, and why the entrepreneurs who win the most often enjoy it the least.

Episode Timeline & Highlights

[0:42] – Introducing Andrew Schlag and TrueCo's mission around holistic wealth building.

[3:01] – Andrew's background: country boy, construction, and finding real estate in 2014.

[6:38] – The deal that went sideways: signing deeds without attorney approval and losing $3 million.

[9:33] – The aftermath: $30K a month in losses, litigation, and not wanting to live anymore.

[10:47] – How Andrew came back one day at a time — and what that season really taught him.

[11:27] – Meeting his business partner Leo and how TrueCo was born in Barcelona.

[13:29] – The "I'll be happy when" trap and why that goalpost never stops moving.

[14:47] – Get the lesson faster: why reflection matters more than grinding harder.

[15:07] – Pulling the future into the present — putting the trip on the calendar before you can afford it.

[18:52] – Seasons of hustle vs. lifestyle hustle and why the economy rewards value, not hours.

[19:52] – Weekly reflection, morning routines, and building intentional habits into daily life.

[30:23] – What TrueCo actually is: holistic success, wealth building, and a life worth living.

[32:22] – How the community works: cash vehicles, wealth building, and doing deals with people you enjoy.

[35:40] – Who TrueCo is for and how to connect with Andrew and Leo.

5 Key Takeaways

Never sign the deeds without your attorney. Desperation is the enemy of good decisions — urgency is fine, desperation is dangerous.
Stop living in the "when I get there." The goalpost never stops moving. Build a life worth living right now.
Reflection is a business skill. The investors who never stop to ask why are the ones who barrel hardest in the wrong direction.
The economy rewards value, not hours. Working hard is a badge of honor that pays nothing if you're creating the wrong thing.
Holistic success beats financial success alone. Wealth without health, relationships, and purpose isn't winning — it's just a bigger number.

Links & Resources

TrueCo – Holistic wealth building community for heart-driven entrepreneurs 👉 truecoa.com
Andrew Schlag – Facebook & YouTube: search Andrew Schlag
SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with an entrepreneur who's grinding hard but hasn't stopped to ask whether they're actually happy — because the hustle isn't the problem. Deferring your life while you do it is.

More high-signal conversations coming next.

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This week I'm joined by Michael Hoang, host of the Get Wealth Podcast and real estate investor out of Houston, Texas. Michael has done over 200 doors across single family and multifamily — but when the market shifted, he didn't grind harder on the same strategy. He pivoted into something I hadn't heard of before, and honestly, I couldn't stop calling it elegant the entire episode.

Land home packages. Buy a plot of land, install a brand new mobile home straight from the manufacturer, qualify it for FHA financing, and sell it on the MLS. No scope creep. No surprise rehab costs. No cold calling. Just $70K–$100K in profit per deal with a fraction of the headaches of a traditional flip. If you're a burned out wholesaler or flipper wondering where the opportunity is right now, this episode is it.

Episode Timeline & Highlights

[0:49] – Introducing Michael Hoang and the Get Wealth Podcast.

[3:44] – Why the houses Michael used to buy just don't work anymore — taxes, insurance, interest rates.

[4:26] – The cash flow myth in single family real estate and why he needed a better model.

[4:50] – What is a land home package and why it works so well in today's market.

[5:12] – FHA financing and why it opens the deal to the largest possible buyer pool.

[5:37] – The numbers: $70K–$100K profit per deal with less work than a traditional flip.

[7:24] – No surprises: why new construction mobile homes eliminate rehab risk entirely.

[30:22] – Wealth isn't flashy cars — it's time freedom and the ability to run your business from anywhere.

[31:12] – Who is this strategy for? Beginners, burnt out flippers, and wholesalers looking to pivot.

[33:44] – How to run land home packages alongside your existing strategy without overloading yourself.

[34:05] – How to do this tax free or tax deferred inside a self-directed IRA or solo 401k.

[36:08] – How to connect with Michael and get the IRA strategy guide.

5 Key Takeaways

The market shifting is not the market dying. When what's always worked stops working, it's time to think laterally — not quit.
New construction eliminates surprise costs. No scope creep, no rehab overruns, no unexpected repairs eating your margin.
FHA qualification unlocks the biggest buyer pool. The right install means first-time buyers can purchase — and that means faster, easier sales.
Less work, more profit. Land home packages are a lighter operational lift than traditional flips with significantly higher margins.
Structure it right and keep more of what you make. Done inside a self-directed IRA or solo 401k, this strategy can be tax free or tax deferred.

Links & Resources

Michael Hoang – Instagram: @MichaelBSomeone
IRA Strategy Guide – Text "IRA" to Michael directly for the tax-free deal structure
Get Wealth Podcast – Search on your favorite podcast platform
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with a flipper or wholesaler who's been grinding in a tough market — because sometimes the best move isn't to push harder. It's to find a smarter play.

More high-signal conversations coming next.

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This week I'm sitting down live in Tampa with my good friend Rafael Cortez — firefighter turned carpenter turned transportation entrepreneur turned real estate investor turned coach turned SaaS founder. Yeah, Rafael has lived a few lives. And every one of them feeds directly into what he's built with CEO Pulse.

Rafael brings an organizational psychology background and over a decade of active investing to a CRM that does something most platforms don't — it embeds his coaching, courses, and SOPs directly inside the system. One login. Everything you need to run your wholesaling business, learn the business, and deploy it all in one place. We also get into the real psychology behind why investors procrastinate, why systems can become their own form of paralysis, and what it actually takes to build a business that scales.

Episode Timeline & Highlights

[0:43] – Introducing Rafael Cortez and CEO Pulse — the CRM built by an active operator.

[3:44] – Rafael's backstory: firefighter, carpenter, transportation business owner, real estate investor.

[6:38] – Building and selling a medical transportation company in 2014.

[9:44] – From investor to coach: how mentorship found Rafael before he went looking for it.

[11:02] – Working with wholesaling OG Sean Terry and getting his first taste of teaching.

[12:39] – Bringing fire department SOPs into real estate — how systems changed everything.

[13:40] – The Wholesaling Academy: beginning-to-end mentorship with all the SOPs baked in.

[15:06] – When do you actually need a CRM? The logic vs the emotional excuse.

[16:07] – How investors procrastinate creatively — and how the right system eliminates excuses.

[17:25] – Why systems can create their own paralysis — and how to avoid it.

[19:02] – The balance between technology and just getting on the phone.

[20:15] – The one job of a SaaS platform: make every excuse a button.

[37:12] – Why convergence — coaching, systems and tools in one place — is the future.

[39:08] – How Rafael continuously improves the platform as an active operator using it daily.

[41:03] – How to find Rafael and get started with CEO Pulse.

5 Key Takeaways

The best systems are built by operators, not developers. When the person building the tool is also using it daily, it keeps getting better in the right ways.
Procrastination disguises itself as preparation. Investors who say they need more systems often just need to make more calls.
Convergence beats complexity. One login with your training, your CRM, your follow-ups and your SOPs eliminates friction and excuses at the same time.
Mentorship is a two-way street. Teaching forces you to hold yourself to the same standard you're coaching others toward.
Technology should remove excuses, not create new ones. If it takes a university course to use, it's working against you.

Links & Resources

CEO Pulse CRM – The CRM built by an active wholesaler with coaching embedded inside 👉 theraypulsecrm.com
Rafael Cortez – Instagram: @RafaelCortezCEO
SmrtPhone – The only phone system built for real estate investors
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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This week I'm joined by Tyler Austin, CEO of Data Sift — the powerhouse platform born from the merger of Data Sift and Data Lake. Tyler and I go way back, and we finally got to sit down together in person at a mastermind in Tampa for this one. It's a great conversation.

Tyler breaks down how his platform uses AI to predict over 50% of real estate investor transactions monthly, why less data almost always beats more, and how the right data stack combined with the right phone system can slash your marketing budget while actually increasing your deal flow. We also get into the mindset behind building a real business — risk tolerance, operational discipline, and why nobody ever leaps from 10% to 90% overnight.

Episode Timeline & Highlights

[0:41] – Introducing Tyler Austin and the Data Sift and Data Lake merger.

[1:29] – Tyler's background and what led him to build a data platform for investors.

[3:37] – Why less data beats more data — and how Data Sift's AI predicts investor transactions.

[4:40] – Cutting 100,000 records down to 10,000 most likely — and what that does to your margins.

[5:08] – Distress data suites: obituaries, foreclosures, probate, age of property, and more.

[5:36] – How SmartPhone and Data Sift work together to feed back market response data.

[6:28] – The 600 out of 1,000 people you'll never reach — and how to stop wasting money on them.

[7:11] – Building a proprietary database through consistent marketing feedback loops.

[32:18] – Why operational preparation after hours separates serious investors from everyone else.

[33:34] – The pilot analogy: deep knowledge gives you a glide path when things go wrong.

[34:10] – Two things every W2 needs before making the leap to business ownership.

[34:56] – Why no business scales on a whim — structure and execution are everything.

[35:25] – Incremental improvement beats big leaps: getting from 10% right to 40% right over time.

[37:13] – How to get started with Data Sift: the five-day deal flow challenge for $27.

5 Key Takeaways

Less data is more. Precision targeting beats volume every time — fewer records, lower costs, higher margins.
Your marketing feedback loop is gold. Every wrong number and dead line is data that sharpens your next campaign.
You can't reach 60% of your list no matter what. Build processes specifically for who you're not reaching.
Deep preparation gives you confidence. Know your market, your data, and your call flows before you need them.
Scale incrementally. No one jumps from 10% to 90%. Consistency and small improvements compound into real results.

Links & Resources

Data Sift – AI-powered real estate data and CRM platform 👉 datasift.io
Five Day Deal Flow Challenge – Learn the fundamentals for ~$27 👉 datasift.io
Data Sift Real Estate Mastermind – Search on Facebook and request to join
SmrtPhone – The only phone system built for real estate investors (mention Data Sift when signing up)
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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In this episode, I sit down with Martine Richardson from The Freedom Inc., and this one goes in a direction we haven't covered before on this podcast — rentals. Martine started as a wholesaler, stumbled into her first rental by accident, and never looked back. She's closed over 100 deals, built a portfolio that covers all her expenses, and now helps investors buy their first or next rental with little to none of their own money.

We get into the mindset shift from active income to passive wealth, why investing a little more upfront in your properties saves you years of headaches, and how to get started in rentals even in today's market. If you're a wholesaler thinking about making the leap into buy-and-hold — or just looking for a smarter long-term play — this episode is for you.

Episode Timeline & Highlights

[0:52] – Introducing Martine Richardson and The Freedom Inc.

[1:10] – How Martine got her first rental by accident — and why it changed everything.

[3:43] – From wholesaling to 100+ deals and why passive income became the goal.

[4:36] – Why wholesalers should be thinking about rentals right now.

[5:23] – The mindset shift from high-paying job to true time and money freedom.

[6:00] – Bought for $35K, now worth $240K — letting the asset do the work.

[6:40] – Why rental properties win even as wholesaling faces more regulatory pressure.

[7:17] – The 90% passive model and what systems make that possible.

[29:54] – How Martine got into coaching and why she got a coach before becoming one.

[30:45] – Why she charges for coaching — and why free is often lazy.

[33:13] – The free Freedom Inc. community: what's in it and who it's for.

[34:16] – Why wholesalers should know about buy-and-hold buyers in her community.

[35:25] – How to join the free community and apply for a strategy session.

5 Key Takeaways

Rentals create freedom. Wholesaling creates a job. If time freedom is your goal, the asset has to do the work — not you.
Invest a little more upfront. Replacing the aging water heater before a tenant moves in buys you years of problem-free ownership.
Little to no money down is possible. With the right strategy and creative financing, your first rental doesn't require a massive cash outlay.
Systems make it passive. It's not 100% hands-off, but the right systems get you to 90% — and that changes your life.
Credibility comes from doing it first. Work with coaches and mentors who've actually lived the path they're teaching.

Links & Resources

The Freedom Inc. – Free community for rental property investors 👉 Join on Facebook: search "The Free To Me"
Strategy Session – Map out how to buy your first or next rental with little to none of your own money 👉 strategy.thefreetome.com
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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In this episode, I sit down with Tiffany High from Heel's Homes and Results Driven ROI — and this one is packed. Tiffany and her husband Josh do 300+ deals a year as active investors while also coaching experienced real estate investors on how to build serious phone sales teams. She knows exactly what it takes to scale, and she holds nothing back here.

We dig into why so many investors underestimate their phone system, how Tiffany went from 12 unproductive salespeople to 8 who produce four times the revenue, and why she believes sales is a science — not an art. If you're building a phone team or thinking about scaling your acquisitions operation, this episode is a masterclass.

Episode Timeline & Highlights

[0:41] – Introducing Tiffany High and her two businesses: Heel's Homes and Results Driven ROI.

[1:29] – Why technology has been the single biggest game changer in Tiffany's business.

[2:38] – The moment Tiffany realized her phone system was killing her team's productivity.

[4:00] – Letting go of three fourths of her staff and rebuilding the right way.

[4:37] – How 8 salespeople now outperform what 12 used to do — and why.

[5:22] – Why sales is a science, not an art — and what that means for scalability.

[6:15] – Call audits: what they are and why every phone sales team needs them.

[6:38] – The whisper feature: how to coach your team live without the seller hearing a word.

[7:02] – Live transfers vs. appointment setting and why appointments are costing you millions.

[23:06] – Why AI tools need to be part of your phone sales infrastructure now.

[29:24] – What Tiffany wishes she knew when she started: leadership can't be outsourced.

[30:34] – Culture drives results — and it starts and ends with you as the leader.

[32:13] – The three technology products every new real estate investor should implement first.

[33:43] – Why building a custom CRM from day one is worth every penny.

[34:26] – How to connect with Tiffany and apply to work with Results Driven ROI.

5 Key Takeaways

Your phone system is your most important tech investment. If your team is still hand dialing, you're leaving productivity and revenue on the table.
Sales is a science. Build a repeatable, coachable process and scalability becomes infinite.
Live transfer beats appointment setting every time. Stop scheduling callbacks and start closing in the moment.
Leadership cannot be outsourced. You can duplicate technology overnight — you can't duplicate the ability to lead people.
Culture is your number one priority. People quit managers, not companies. Build an environment people want to stay in.

Links & Resources

Results Driven ROI – Coaching for experienced real estate investors building phone sales teams 👉 tiffanyhigh.com
Tiffany High – Instagram: @tiffanyhighofficial | Josh High – Instagram: @joshhighofficial
SmartPhone – The only phone system built for real estate investors
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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Hey, it's Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy!

This one is a solo episode, and I'm diving into something I just finished that I'm genuinely fired up about — a three-day Voice Accelerator Challenge we ran with over 230 real estate investors. No guest today, just me breaking down what we covered, what questions came up, and why I think most people are still thinking about AI in completely the wrong way.

We go deep into the mindset shift that has to happen before any AI implementation works, why treating agents like labor instead of software changes everything, and how we walked investors through deploying a live inbound acquisitions intake agent during the challenge. If you're curious about voice AI but still on the fence — or if you've tried it and it hasn't clicked yet — this episode is going to reframe the whole thing for you.

Episode Timeline & Highlights

[0:00] – Solo episode intro and why Jordan just ran a three-day Voice Accelerator Challenge.

[1:12] – 230+ attendees and the core questions investors had about voice AI.

[2:02] – Why Day 1 started with mindset — and why that surprised people.

[3:00] – The problem with the "AI as a tool" mentality and why it limits your results.

[4:39] – Agents vs. software: the fundamental difference in how you should think about AI.

[5:21] – What separates a real voice agent from a fancy answering service.

[5:52] – The hiring analogy: why you'd never hire a person without a role — and shouldn't hire AI that way either.

[6:54] – SmartPhone's Agent Recruitment Center and the role-based approach to AI.

[9:18] – What these agents are fully trained on: acquisitions, exit strategies, and REI methodology.

[23:06] – Hallucinations, trust, and why properly built agents don't go off the rails.

[24:11] – Why intake agents are explicitly blocked from making offers — and why that matters.

[26:40] – The compounding power of a 24/7 agent that never has a bad day.

[27:10] – What every missed call is really costing you in a high-sales business like real estate.

[27:39] – Why the acquisitions intake agent was the first role in the challenge.

[28:39] – Never miss another inbound call again — and why that changes your whole perspective.

[29:08] – What's next: running the challenge again and how to get involved.

[29:48] – How to connect with Jordan and get started with SmartPhone.

5 Key Takeaways

Mindset comes before implementation. If you still see AI as a tool to turn on and off, you'll never get the real value out of it.
Agents are labor, not software. Think roles, responsibilities, and outcomes — not features.
Role-based agents outperform generic ones. Trained, bounded agents with clear job descriptions produce far better results.
Every missed call is money left on the table. In real estate, unanswered inbound calls are one of the most expensive silent killers in your business.
Boundaries protect you. Agents that know what they can't do are just as important as agents that know what they can.

Links & Resources

SmrtPhone – The only phone system and voice AI platform built for real estate investors 👉 smartmophone.io
Voice Accelerator Challenge – Follow Jordan on Instagram, Facebook, or YouTube to get notified when the next challenge runs
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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In this episode, I sit down with Glen Petersen from Bateman Collective, and this one turned into a full-on masterclass in digital marketing for real estate investors. Glen brings years of high-level PPC and SEO experience, including managing massive ad spend and working directly with Google — and he breaks down what’s actually happening behind the scenes in today’s marketing landscape.

We go deep into why so many investors fail before they even get started with PPC and SEO, not because the channels don’t work, but because their business isn’t ready to support the leads. We unpack the real role of data, why speed-to-lead is one of the most underrated drivers of ROI, and how AI is quietly reshaping both paid and organic search. If you’re thinking about scaling your marketing or want to stop wasting money on leads you don’t convert, this episode is packed with practical insight.

Episode Timeline & Highlights

[0:00] – Introducing Glen Petersen and Bateman Collective’s focus on PPC and SEO for real estate investors.

[3:16] – From traditional marketing to digital and why attribution changed everything.

[6:57] – Why PPC costs are rising and what’s really happening behind the scenes with Google.

[8:16] – Cost per lead vs cost per acquisition and why most investors track the wrong metric.

[9:56] – Why Bateman turns clients away who aren’t operationally ready.

[13:16] – Demand generation vs demand capture and why messaging must change.

[13:31] – Speed-to-lead and why delayed response kills deals instantly.

[15:11] – Real examples of answering leads instantly vs sending them to voicemail.

[16:27] – Tracking beyond the lead and identifying breakdowns in the funnel.

[18:16] – Using data feedback loops to improve Google’s algorithm performance.

[25:41] – How AI is accelerating SEO results faster than traditional timelines.

[26:32] – Real example of 25% of SEO revenue coming from AI-driven discovery.

[27:19] – AI ads, ChatGPT search, and the future of paid acquisition channels.

[29:39] – When investors should start PPC and SEO in their business journey.

[30:30] – Why SEO is a long-term play but creates massive ROI over time.

[34:33] – The importance of consistency in marketing and avoiding “shiny object syndrome.”

[36:11] – The 3–6 month learning phase most investors underestimate.

[36:41] – Who Bateman Collective works best with and how to get a free audit.

5 Key Takeaways

Your business must be ready before your marketing works. Leads are useless without systems, follow-up, and speed.
Speed-to-lead is everything. The first conversation often wins the deal.
Track beyond the lead. Revenue and conversion data matter more than cost per lead.
AI is accelerating search and discovery. SEO is evolving faster than ever before.
Consistency beats experimentation. Marketing works when you commit long enough to let it compound.

Links & Resources

Bateman Collective – PPC, SEO, and digital marketing for real estate investors: https://batemancollective.com
Free PPC & SEO Audit: https://get.batemancollective.com/rlp
SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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Joe started with a borrowed cassette tape course in 2000. Jenn was a middle school teacher going into debt. When they met in 2008, they began buying junkers, slowly stacking deals, and figuring out creative finance when the banks tried to cap them at ten mortgages. In 2020, Covid forced the leap to full time — and they never looked back. Today they run a thriving portfolio, a coaching community, and a life built around family and freedom. No flash. Just discipline.

Episode Timeline & Highlights

[0:00] – Introduction to Jen and Joe and what makes their story different.

[3:00] – How a teacher and a car dealership finance manager found each other and real estate.

[4:35] – Joe's first deal: $12,000 profit from a borrowed cassette tape course.

[5:52] – Building slowly with BRRRR before it had a name.

[6:12] – The 2016 turning point: banks threaten to cap mortgages, creative finance enters the picture.

[6:33] – How Covid became the catalyst to go full time.

[10:10] – Joe on why "real wealth is silent" — and why the backyard office beats the Lambo.

[12:24] – How technology enabled virtual deals during Covid — and changed everything.

[18:35] – What drove them from investors to coaches: authentic sharing and organic demand.

[22:08] – The "cheat code": Joe's deal knowledge + Jen's teaching ability = a community that actually works.

[28:42] – Why creative finance is no longer optional in today's market.

[30:04] – A current deal: turnkey house, $5,000 down, 3.25% rate, cash flowing from day one.

[31:37] – The lease option model: renters paying 20–30K upfront and multiple six-figure exits.

[32:14] – The full wealth-building path: wholesale → keep the good ones → lease option → 1031 → scale.

5 Key Takeaways

Creative finance is a must-have tool. Seller financing and lease options let you buy houses others can't — at prices that actually pencil out.
Slow and steady builds real wealth. Joe and Jenn layered knowledge and deals methodically. The foundation is what lasts.
The best coaches are still in the game. Their community grew because client results were real — not because of a big profile.
Technology removes all excuses. You can buy, manage, and close deals in states you've never visited. The barrier is mindset.
The lease option is an underused wealth multiplier. Big upfront deposits, strong cash flow, and 1031 exits compound fast.

Links & Resources

Creative Finance Playbook – Free Facebook group with Q&A and deal breakdowns
CreativeFinancePlaybook.com – Free tools to find leads and talk to sellers
smrtPhone – The only phone system built for real estate investors (5,000 free minutes)
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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Discipline will always beat flash.

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This week’s episode is a little different. It’s just me. I’ve been speaking at several events recently and noticed that one idea keeps resonating with people over and over again — the idea that AI shouldn’t be viewed as software, but as labor.

Most businesses today are experimenting with AI tools, but very few have actually made the mindset shift required to unlock its real potential. In this episode, I break down why the real transformation happening right now isn’t about shiny tools or clever prompts — it’s about redefining how work gets done inside your business. AI is no longer just something that helps your team work faster. It’s something that can share responsibility for output alongside your team.

We dig into how the evolution from SaaS software to AI agents is changing the structure of businesses, why most companies are still thinking about AI the wrong way, and how role-based AI workers can dramatically increase production without dramatically increasing headcount. If you’re a real estate investor or entrepreneur trying to scale without constantly hiring more people, this episode will challenge how you think about the future of your workforce.

Episode Timeline & Highlights

[0:00] – Why this episode is a solo talk based on presentations Jordan has been giving recently.

[1:09] – The core idea: AI should be viewed as labor, not just software.

[2:05] – Why most businesses are still thinking about AI in the wrong way.

[3:06] – The “shiny tool” problem and why real estate investors are especially prone to it.

[5:42] – A quick historical look at how labor and production have evolved.

[6:40] – How SaaS changed business productivity over the last 30 years.

[9:41] – Why SaaS systems increased efficiency but still relied on human execution.

[10:12] – The next shift: AI systems that can share responsibility for output.

[11:59] – How traditional CRMs hit a ceiling because humans must still execute tasks.

[12:38] – AI agents as workers that can perform roles inside a business.

[14:31] – How Smart Agents were designed around roles instead of generic tools.

[22:00] – A real example: four contracts generated from after-hours AI responses.

[23:17] – Why urgency and speed-to-lead are critical in real estate investing.

[24:37] – The opportunity created by 24/7 lead response.

[27:16] – Where AI agents work best: repetitive, high-volume operational roles.

[28:28] – How businesses that adopt AI labor models will outpace competitors.

5 Key Takeaways

AI is not just a tool — it’s a workforce multiplier. Businesses need to treat it as labor, not software.
The SaaS era increased efficiency, but AI changes output itself. Systems can now participate in execution.
Role-based AI wins. Treat AI agents like employees with defined responsibilities.
Speed matters in real estate. AI answering leads instantly can unlock deals humans miss.
Start small. Introducing one AI role into your workflow can transform your productivity.

Links & Resources

SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
Smart Agents – AI workforce tools built into the SmartPhone platform
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with someone who’s experimenting with AI but hasn’t yet made the mindset shift from tools to workforce.

Because the businesses that understand this shift early will build a massive advantage in the years ahead.

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This week, I sit down with Bobby Triplett, Senior Vice President of Renovations at Offerpad, and we go deep into one of the most overlooked but critical parts of real estate investing — renovations at scale.

Bobby oversees renovation operations across 15 states and 20+ markets, managing hundreds of projects per month. We talk about what it actually takes to build a consistent, high-performance renovation machine across multiple regions, why most contractors struggle with accountability, and how speed — not just cost — is the real lever that protects profit in today’s market.

If you’re flipping houses, expanding into new markets, or frustrated with unreliable contractors, this episode will completely shift how you think about execution, leadership, and operational consistency.

Episode Timeline & Highlights

[0:00] – Introducing Bobby Triplett and Offerpad’s renovation footprint across the country.

[3:19] – How Offerpad evolved from iBuyer to nationwide renovation service provider.

[5:08] – Scaling to 1,200+ flips per month and what that taught the team about systems.

[7:27] – Why no two homes — or markets — are the same.

[9:18] – Leadership summits, shared scars, and building a culture of accountability.

[11:16] – Why tech investment often ignores renovations — and why that’s a mistake.

[14:17] – Standardization vs. local market nuance in construction.

[16:34] – Radical transparency with contractor scorecards and performance metrics.

[18:46] – Creating accountability without yelling and chaos.

[23:36] – Speed vs. cost vs. quality — and why Bobby bets on speed.

[24:41] – Paying contractors fast to build loyalty and priority.

[27:53] – Who Offerpad serves best — mid-sized operators and serious flippers.

[29:28] – Enabling remote investing with trusted boots on the ground.

[31:01] – Institutional-level renovation services without institutional overhead.

[33:08] – The Days Per Thousand (DPT) metric and controlling project timelines.

[34:36] – Why today’s tighter market punishes sloppy execution.

[36:41] – Building investor confidence through consistency and delivery.

5 Key Takeaways

Speed protects profit. The longer a project drags, the more risk and holding costs eat your margin.
Standardization scales, but local expertise wins. 80% process, 20% market nuance.
Transparency drives performance. Scorecards and accountability conversations matter.
Pay fast, expect excellence. Strong contractor relationships are built on trust and consistency.
Remote investing only works with reliable execution. Acquisition and disposition are easy — swinging hammers is not.

Links & Resources

Offerpad Renovations – Nationwide renovation services across 15 states
Connect with Bobby Triplett – LinkedIn
SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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This week I’m joined by Tim Bratz, real estate investor, operator, and now software founder of Smart Management. Tim has built, scaled, pivoted, and rebuilt multiple times on his entrepreneurial journey — and this episode dives into every arc. From starting in real estate in 2007 right before the crash, to rebuilding after going broke, to scaling nearly 5,000 units, and now launching a disruptive property management platform, Tim’s story is anything but linear.

We talk about resilience, market cycles, bad partnerships, scaling teams, and the reality that success is rarely one straight line. Then we shift into the real pain point that sparked his latest venture: third-party property management and outdated software systems that quietly destroy asset value. If you own rentals, operate multifamily, or care about protecting NOI in today’s market, this episode is a must-listen.

Episode Timeline & Highlights

[0:00] – Introducing Tim Bratz and the multi-arc entrepreneurial journey.

[3:19] – Getting started in real estate in 2007 and surviving the crash.

[4:54] – Buying rentals at the bottom of the market in Cleveland.

[6:27] – Discovering the power of multifamily efficiency.

[7:27] – Partnership challenges and pressing the reset button.

[8:33] – The 2017 pivot from transactional flips to full-scale apartment acquisition.

[9:48] – Scaling to nearly 5,000 doors in just a few years.

[11:39] – The headwinds: interest rates, insurance spikes, supply chain chaos.

[13:28] – Why bad property management evaporates more wealth than market shifts.

[15:22] – The emotional rollercoaster of entrepreneurship and long-term thinking.

[18:01] – Controlling what you can control in volatile markets.

[21:23] – The origin of Smart Management and the engineering mindset behind it.

[23:35] – The core problem: too many disconnected tech systems.

[25:11] – Why legacy property management software is outdated and slow.

[27:20] – Building an all-in-one “business in a box” platform.

[29:16] – Real-time financial visibility vs. six-week-old reporting.

[31:04] – AI automations inside property management operations.

[33:53] – Automating maintenance requests and reducing overhead.

[35:23] – Increasing NOI through operational efficiency and staffing optimization.

[38:49] – Why this industry is primed for disruption and AI integration.

[40:25] – Raising capital, scaling Smart Management, and onboarding demand.

5 Key Takeaways

Entrepreneurship is not linear. Multiple resets are part of building something meaningful.
Long-term thinking prevents short-term panic decisions. Control the controllables.
Operational inefficiency destroys asset value faster than market shifts.
Real-time data changes everything. You can’t drive forward looking in the rearview mirror.
AI and automation will redefine property management economics. Lower overhead = higher NOI = higher valuation.

Links & Resources

Smart Management – Join the waitlist at SmartManagement.com
Connect with Tim Bratz – @TimBratz on social media
SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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In this episode, I sit down with Zachary Beach, CEO of Smart Real Estate Coach and longtime real estate investor, to unpack one of the most relatable entrepreneurial journeys we’ve had on the show. Zach went from bartending and personal training to building a scalable real estate investing company alongside Chris Prefontaine — and the transition wasn’t accidental.

We dive deep into the real shift that happens between doing your first deal and deciding you’re actually going to build a business. Zach shares how mastering seller communication, systemizing follow-up, and thinking in scalable processes — not just transactions — allowed him to go from side hustle to multiple deals per month. This conversation is packed with practical insight for anyone trying to leave their W2 job, scale past their first few deals, or stop being the bottleneck in their own business.

Episode Timeline & Highlights

[0:00] – Introducing Zachary Beach and his journey from bartender to full-time investor.

[2:58] – Why social skills don’t automatically translate to phone skills — and what actually matters.

[4:27] – The three-part structure of a high-converting seller call: introduction, clarification, and permission.

[6:13] – Why asking hard questions builds trust faster than avoiding them.

[9:01] – Motivation discovery and why most investors never dig deep enough.

[12:59] – Zach’s first creative deal and the mindset shift that followed.

[15:08] – Moving from getting paid for hours to getting paid for results.

[18:29] – The early follow-up system using physical 1–31 folders.

[21:23] – Why the fortune truly is in the follow-up — and why most people still avoid it.

[24:38] – Transitioning from paper systems to CRMs like Podio and beyond.

[27:01] – The seven steps to a “taken” and building predictable deal flow.

[29:50] – Delegation vs. doing everything yourself — the doctor’s office analogy.

[33:19] – Building a team that operates in systems, not personalities.

[35:23] – Zach’s free book offer and the three-paydays strategy.

5 Key Takeaways

Your first deal creates belief — not mastery. The real shift happens when you decide to build systems, not chase transactions.
Seller communication is a skill, not talent. Structure beats charisma on the phone.
Follow-up is a system problem, not a motivation problem. If it’s not automated or scheduled, it won’t happen.
Scaling requires duplication. You must extract knowledge from your head and embed it into process.
Money flows to results, not effort. Transitioning from hourly thinking to outcome thinking changes everything.

Links & Resources

Free Book – Real Estate On Your Terms
Get Zachary’s bestselling book and learn how to create three paydays on every deal: ThreePaydaysBook.com
Smart Real Estate Coach – Creative financing training and mentorship
SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! This episode is a big one for anyone who flips houses or plans to exit properties in the next 6–12 months. I’m joined by Tim Street, also known as the “FSBO Guy,” and this conversation is all about disposition — the most overlooked (and often most expensive) part of real estate investing.

Tim makes a compelling case for why investors are often far more qualified than they realize to handle the selling side of their own deals. We break down the myths around needing an agent, the real reasons investors lose tens of thousands of dollars on exits, and how tighter markets demand tighter execution. From pricing strategy and inspections to psychology, urgency, and transparency, this episode is packed with practical tactics that can dramatically increase your net profit.

Episode Timeline & Highlights

[0:00] – Introducing Tim Street and why this episode focuses on disposition, not acquisition.

[1:35] – Why investors are often more informed than many real estate agents.

[3:55] – The power of leverage: why saving $3k on a sale can mean $30k on your next deal.

[5:18] – The three common investor exits and where Tim’s approach fits best.

[6:42] – Why flippers and buy-and-hold investors benefit most from controlling the sale.

[7:35] – The myth that selling a home requires a law degree.

[9:03] – The two biggest fears investors have when selling themselves: pricing and legal risk.

[9:26] – Why underpricing is safer than overpricing in today’s market.

[10:16] – The real reason FSBO lawsuits happen (and how to avoid them).

[11:57] – Why investors obsess over acquisitions and ignore the part where the money is made.

[13:08] – How tighter markets eliminate sloppiness and punish bad exits.

[15:08] – A-player markets and why optimization now matters more than ever.

[23:29] – Using AI and better copy to make listings emotionally compelling.

[24:16] – The invite-only neighborhood open house strategy.

[27:33] – Turning neighbors into your best sales force.

[29:16] – Creating urgency through exclusivity and strict offer deadlines.

[34:48] – Reduced-commission agent options when FSBO isn’t a fit.

[36:03] – Why disposition deserves as much attention as acquisition.

5 Key Takeaways

Disposition is where profit is made or lost. You can’t afford to treat it as an afterthought.
Investors are more capable than they think. Selling isn’t magic — it’s process and preparation.
Transparency removes buyer leverage. Pre-list inspections and open-book pricing change the game.
Tight markets punish sloppy exits. Every mistake now shows up in your net profit.
Saving money on the sale compounds forward. Small wins on exits fuel bigger future deals.

Links & Resources

FSBO Readiness Quiz – Find out if selling yourself is right for you
👉 https://foolprooffsbo.com/quiz
7-Day FSBO Launch Blueprint (Free eBook)
👉 https://foolprooffsbo.com/ebook
Investor Power Pack
👉 https://foolprooffsbo.com/investors
SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! This week’s episode is a deep, practical dive into private money, and I’m joined by Jay Conner, one of the most respected educators in the space and someone who has raised millions of dollars for real estate deals without ever chasing banks or hard money lenders.

Jay breaks down private money in a way that removes the mystery, fear, and emotion that stops most investors from ever using it. We talk through when investors should start raising private money (hint: much earlier than most think), how to structure deals so lenders are protected, and why the math — not motivation — determines whether a deal works.

Episode Timeline & Highlights

[0:00] – Introducing Jay Conner and why private money changed everything for his business.

[1:40] – Why this episode focuses more on real estate fundamentals than pure tech.

[2:34] – Jay’s early years relying solely on banks — and the 2009 shift to private money.

[3:45] – Raising over $2M in less than 90 days without pitching deals.

[5:08] – When investors should start using private money (even beginners).

[7:27] – Thinking of private money as a personal line of credit.

[8:04] – Why lenders want their money deployed and are waiting for your call.

[8:33] – Why private money works best for fix-and-flip and asset-backed deals.

[9:25] – Walking through a real flip example using private money.

[12:06] – Jay’s maximum allowable offer formula explained step by step.

[13:34] – Why math removes emotion from offers.

[14:39] – Adjusting formulas based on market price points.

[16:13] – Leveraging past success and partnerships when you’re new.

[18:29] – Why private money is asset-backed and protects lenders.

[21:31] – Why the SEC doesn’t regulate single-asset private money deals.

[22:59] – Jay’s Private Money Academy and how beginners get started.

[24:10] – Monthly coaching, deal reviews, and live Q&A for members.

[24:59] – Jay’s bestselling book Where to Get the Money explained.

[25:27] – Two free tickets to Jay’s live private money conference.

[27:00] – Where AI fits — and doesn’t fit — in deal analysis and underwriting.

[36:55] – Why consistency beats charisma every time.

[38:25] – How to claim Jay’s free resources and connect with him.

5 Key Takeaways

Raise the money before you need it. Private money works best when there’s no desperation.
Math beats emotion. If the numbers work, the deal works — period.
Private money is asset-backed. Lenders are protected by the property, not your promises.
Beginners can raise private money. Past success, partnerships, and integrity matter more than deal count.
AI supports experience — it doesn’t replace it. Use technology with guardrails, not blind trust.

Links & Resources

Private Money Academy – First month free at jayconner.com/trial
Free Book: Where to Get the Money – Autographed copy + 2 conference tickets: jayconner.com/book
SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! In this episode, I’m joined by my good friend Nick Lamagna, host of the A Game Podcast and one of the most eclectic, disciplined, and grounded investors I know. This conversation goes far beyond real estate and turns into a deep dive on performance, mindset, and what actually separates people who last from those who burn out.

Nick shares his unconventional journey into real estate, how an early setback forced him into remote investing long before it was popular, and why fundamentals always matter more than hype. We talk about building buy boxes through action, learning markets by doing deals, and why chasing “shiny” strategies is usually the fastest way to stall out.

Episode Timeline

[0:00] – Introducing Nick Lamagna and his background as a high performer across multiple disciplines.

[1:52] – Why principles of success are universal — and why most people don’t apply them.

[2:37] – Nick’s early move into remote investing out of necessity, not trend-following.

[3:58] – Starting in competitive markets with no money or credit and being forced to adapt.

[5:17] – Discovering that the entire country can be your buy box.

[6:05] – Why cheap properties often come with expensive problems.

[7:12] – The danger of buying “cash flow on paper” without performance reality.

[8:44] – Finding the balance between affordability, stability, and appreciation.

[14:05] – Why surrounding areas benefit when people get priced out of cities.

[15:10] – Sticking to sensible parameters instead of chasing shiny wins.

[16:15] – Building buy boxes by throwing a wide net and learning through offers.

[17:45] – Training agents and teams by giving real feedback through reps.

[19:01] – Why confidence comes from action, not theory.

[21:19] – The danger of “one-strategy-only” thinking for newer investors.

[23:08] – Fundamentals never change, regardless of market cycles.

[29:27] – “Have bad days, not bad deals” — addressing issues immediately.

[31:02] – Using video, accountability, and systems to manage properties remotely.

[33:44] – Discipline over ego: lessons from jiu-jitsu, boxing, and business.

[36:05] – Why effort is the real secret behind “effortless” success.

[38:49] – Technology improves visibility, but discipline must come from the operator.

[42:22] – Nick’s podcast, community, and why he focuses on high performers across industries.

[45:39] – How to connect with Nick and collaborate on future deals.

5 Key Takeaways

Fundamentals always win. Markets, tools, and strategies change — principles don’t.
Remote investing works when systems replace proximity. Visibility beats geography.
Cheap deals often hide expensive problems. Performance matters more than price.
Technology is an equalizer, not a substitute for discipline. Tools only work if enforced.
High performers share the same habits across every field. Effort creates “effortless.”

Links & Resources

The A Game Podcast – High performers across real estate, sports, and business
NickLamagna.com – Podcast links, socials, and resources
SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! This episode is a fun one, and honestly, it goes a little off the rails in the best possible way. I’m joined by Kenner French, author, AI expert, and founder of Vast Solutions Group, and the conversation quickly turns into a full-on deep dive into what it actually means to become an AI-first entrepreneur.

Kenner is the author of the Amazon bestselling book Modern Millionaires AI, and he’s been working with artificial intelligence since long before it was cool. In this episode, we talk about how AI isn’t just about automation or shiny tools — it’s a mindset shift. One that changes how you think, create, build, and scale businesses. From tax strategy and asset protection to product design, voice technology, and AI agents, Kenner shares why AI will fundamentally reshape entrepreneurship over the next decade.

Episode Timeline & Highlights

[0:00] – Introducing Kenner French and why this episode goes deep fast.

[1:15] – Kenner’s background as an AI expert, author, and longtime entrepreneur.

[1:50] – Modern Millionaires AI and the core idea: make millions, save millions, protect millions.

[2:22] – Why AI can help with financial growth, tax savings, and asset protection.

[4:14] – Why most people misunderstand what AI is actually good at.

[5:03] – The “AI-first” mindset and the moment everything clicks.

[6:01] – Using AI as a thinking partner, not just an automation tool.

[9:06] – The danger of companies pretending to be AI-first without actually changing.

[10:11] – Why AI today is the worst it will ever be — and why that matters.

[11:09] – How AI accelerates product design, prototyping, and decision-making.

[12:00] – “Vibe coding” explained and why ideas now matter more than syntax.

[13:06] – Live examples of building apps and tools by talking to AI.

[14:32] – Why infrastructure, scale, and compliance still matter.

[18:31] – Why humans + AI together reduce error rates better than either alone.

[19:28] – AI’s role in lowering costs and increasing access to services.

[21:01] – Why slow-moving industries like tax and accounting are being forced to adapt.

[22:35] – Open-source AI, consulting models, and the future of SaaS.

[36:05] – The future of work, universal income, and societal shifts.

[38:22] – AI, quantum computing, and the scale of change ahead.

[42:22] – Final thoughts on entrepreneurship, mindset, and Modern Millionaires AI.

5 Key Takeaways

AI-first is a mindset, not a toolset. It changes how you think, not just how you automate.
AI enhances humans — it doesn’t replace them. The real power comes from collaboration.
Ideas now matter more than execution speed. AI compresses build times dramatically.
Context and memory are everything. AI agents that remember outperform scripts every time.
Early adopters will build massive moats. Waiting to “see how it plays out” is the riskiest move.

Links & Resources:

Modern Millionaires AI – https://a.co/d/6I98SqK
Vast Solutions Group – https://vastsolutionsgroup.com/
SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! In this episode, I’m joined by Caleb Christopher, founder of Creative TC, a consulting company built to make creative finance deals safe, legal, ethical, and clearly understood by everyone involved.

This is one of the most grounded and practical conversations I’ve had about creative finance. Caleb breaks down exactly when strategies like subject-to actually make sense, when they absolutely don’t, and why most investors misunderstand what these deals really are. We walk through real stories, real numbers, and real outcomes — not hype or shortcuts.

We also talk about why creative finance is fundamentally a long-term partnership, not a quick transaction, why most title companies struggle with these deals, and how proper documentation, disclosures, and expectation-setting protect both the investor and the seller. If you’ve ever been curious about creative finance but unsure where the ethical and legal lines are, this episode brings real clarity.

Episode Timeline

[0:00] – Introducing Caleb Christopher and why he built a business around creative finance.

[2:58] – What Creative TC does and why consulting is critical for complex deals.

[3:16] – Why most traditional title companies struggle with creative transactions.

[4:27] – Why Caleb chose creative finance over traditional investing models.

[5:10] – Why creative finance thrives on complexity and problem-solving.

[5:31] – Subject-to explained in plain English.

[6:13] – Why every real estate deal is technically “subject to” something.

[7:02] – How creative buy boxes differ from wholesaling and flipping.

[10:37] – Pre-foreclosure situations where creative finance truly helps.

[11:12] – Anchoring value: why catching up payments is real money.

[12:14] – How creative deals can actually improve seller credit.

[12:59] – A real subject-to case study with short-term negative cash flow and long-term upside.

[14:10] – Why win-win matters more than squeezing every dollar.

[15:56] – Why creative deals are partnerships, not transactions.

[21:21] – Managing seller expectations months or years after closing.

[22:02] – Why disclosures and documentation protect everyone.

[26:34] – Why title companies say “no” to what they don’t understand.

[27:20] – Caleb’s disciplined, accountable growth strategy.

[29:11] – Where AI fits into creative finance, consulting, and title work.

[33:01] – The future of AI agents, CRMs, and decision-based automation.

[36:42] – How to connect with Caleb and follow his transparent newsletter.

5 Key Takeaways

Creative finance only works after traditional options fail. Cash, MLS, and keeping the property must be ruled out first.
Story beats structure. Seller motivation and context matter more than formulas.
Creative deals are partnerships. Expect long-term communication and responsibility.
Documentation protects everyone. Ethical creative finance requires clarity and disclosures.
Technology should assist judgment, not replace it. AI enhances consulting, not accountability.

Links & Resources

Creative TC – https://creativetc.io/about
SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! In this episode, I’m joined by Benmont Locker, real estate operator, entrepreneur, and co-founder of RAMP REI, a consulting and training organization focused on helping investors build scalable, metrics-driven sales machines.

This conversation is less about shiny tools and more about the unsexy fundamentals that actually allow businesses to scale. Benmont shares how his team helped build and operate a 500+ deals-per-year real estate organization by systematizing intuition, enforcing accountability through data, and creating a culture where performance — not personalities — drives decisions.

Episode Timeline & Highlights

[0:00] – Introducing Benmont Locker and his background in operational startups and real estate.

[1:39] – Why this episode is really about entrepreneurship, not just technology.

[3:41] – Scaling to 50+ employees and hundreds of deals per year by systematizing fundamentals.

[5:07] – Why “anyone can start a business, but scaling one is the real skill.”

[6:27] – The leadership transformation required to move beyond intuition and brute force.

[7:46] – Turning one person’s experience and instincts into repeatable systems.

[9:06] – The role enterprise CRMs play in shortening feedback loops and enforcing truth.

[9:48] – Consolidating platforms to improve data integrity and decision-making.

[12:38] – Why metrics make hard leadership conversations objective, not personal.

[13:28] – How data enables autonomy, accountability, and better team leadership.

[15:22] – Why people hide in growing companies without visibility and metrics.

[16:09] – Avoiding data overload: only measure what you’re willing to act on.

[16:54] – The “six core metrics” rule and nested metric analysis.

[17:51] – Identifying whether problems are people, process, or strategy.

[18:58] – Board-level metrics vs. day-to-day operator metrics.

[23:08] – How metrics transformed company culture and peer accountability.

[25:19] – Real examples of accountability flowing upward — not just downward.

[27:24] – The transition from operating companies to building RAMP REI.

[28:45] – Operationalizing sales to create predictable conversion.

[33:07] – Integrity, receipts, and why real operators make the best mentors.

[35:20] – Why fundamentals never change, regardless of technology.

[38:29] – Discipline over motivation and why execution beats inspiration.

[41:52] – How technology compresses timelines — but doesn’t eliminate the work.

[42:33] – How to connect with Benmont and learn more about RAMP REI.

5 Key Takeaways

Scaling is operational, not inspirational. Systems beat intuition past a certain size.
Metrics remove emotion. Truth enables better leadership, accountability, and culture.
Only measure what you’ll act on. Data without decisions creates paralysis.
Culture is built on performance clarity, not perks or slogans.
Real businesses are built on fundamentals, not hacks or shortcuts.

Links & Resources:

RAMP REI – https://ramprei.com/
SmrtPhone – https://www.smrtphone.io/
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! In this episode, I’m joined by David Richter, author of Profit First for Real Estate Investing and founder of Simple CFO Solutions. This is one of those conversations that every investor needs to hear — especially if you’re scaling and wondering why more deals aren’t translating into more money in the bank.

David and I dig into the fundamentals that never go out of style: cash flow, profit, and financial clarity. We talk about why revenue is vanity, profit is sanity, and cash is king — and how too many investors scale volume without fixing the leaks underneath. We also explore where technology helps financial clarity and where it creates analysis paralysis that actually slows growth.

If you’re doing deals but still feeling stressed, underpaid, or unsure where the money is going, this episode will help you reset your foundation and build a business that actually pays you.

Episode Timeline & Highlights

[0:00] – Introduction

[0:42] – Introducing David Richter and why profit matters more than deal volume.

[2:04] – Scaling to 25 deals a month while losing money — and the wake-up call that followed.

[4:03] – Why every business eventually comes down to profit, cash flow, and fundamentals.

[7:48] – Why outsourcing bookkeeping doesn’t replace owner financial responsibility.

[8:53] – The first step: implementing a cash management system before hiring help.

[10:25] – What business owners must understand, even with a CFO or finance team.

[11:25] – The three numbers every investor needs to know: make, spend, keep.

[17:00] – How small overruns multiply into major cash crises at scale.

[18:06] – Tech that helps: Profit First banking, automation, and expense management.

[22:15] – QuickBooks Online, dashboards, and choosing tools that support decisions.

[25:38] – Dashboards done right vs. dashboards that cause paralysis.

[26:23] – Only track numbers that lead to decisions.

[33:11] – Investors obsess over CRMs but avoid the numbers that create freedom.

[34:23] – Doing 300 deals a year and being no closer to financial freedom.

[36:09] – Financial literacy is a skill — not a personality trait.

[38:00] – How Simple CFO Solutions helps investors at different stages.

[40:09] – How financial clarity reduced stress and improved decision-making at scale.

5 Key Takeaways

More deals don’t equal more profit. Without systems, scale just magnifies financial problems.
Business owners must understand their numbers. Delegation doesn’t remove responsibility.
Cash management comes before accounting. Profit First gives owners control immediately.
Track only decision-driving metrics. More data isn’t better — better data is.
Financial clarity reduces stress. Knowing where money goes changes how you lead and scale.

Links & Resources

Profit First for Real Estate Investing – https://join.simplecfo.com/book-a-discovery-call
Simple CFO Solutions – simplecfo.com
SmrtPhone – The only phone system built for real estate investors (5,000 free minutes).
ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts.

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! In this episode, I’m joined by Sam Wegert, serial entrepreneur and co-living operator who’s building one of the most interesting alternative housing models I’ve seen in real estate today.

Sam and I dive deep into co-living — a strategy that’s been common in Europe for years but is now emerging in the U.S. as a powerful solution to the affordable housing crisis and a highly profitable exit strategy for investors. We unpack why co-living is gaining acceptance where Airbnb is being restricted, how it creates long-term stability instead of short-term volatility, and why this model may outperform traditional rentals over the next decade.

We also explore Sam’s turnkey approach, how wholesalers and flippers can pre-sell deals into co-living buy boxes, and what investors should be thinking about as markets tighten and traditional exits get harder. This conversation is a masterclass in adapting to market shifts with creativity, data, and long-term thinking.

Episode Timeline & Highlights

[0:00] – Introducing Sam Wegert and his entrepreneurial background.

[1:17] – What co-living is and why it’s common globally but still new in the U.S.

[4:15] – Why co-living can be one of the highest cash-flowing asset classes today.

[6:25] – The math behind affordability: why studio apartments don’t work for most workers.

[8:14] – Renting by the room: creating a brand-new price point in housing.

[9:26] – Who co-living serves: young professionals, remote workers, and older adults.

[11:36] – Loneliness, community, and why co-living solves more than just housing costs.

[17:36] – How consistent, long-term tenants outperform short-term rental volatility.

[19:01] – Turning co-living into a new exit strategy for wholesalers and flippers.

[22:08] – How Sam tests demand in new markets before buying property.

[23:41] – Location rules: commute distance, no HOAs, and neighborhood fit.

[33:06] – Technology stack: smart locks, cameras, management systems, and safety.

[35:14] – The co-living buy box: size, bathrooms, parking, and layout.

[42:18] – How to learn more and attend Sam’s free co-living challenge.

5 Key Takeaways

Co-living solves a real problem. It addresses affordability, isolation, and housing demand without government subsidies.
Needed beats wanted. Co-living provides stability that short-term rentals can’t match in uncertain markets.
Exit strategies are evolving. Wholesalers and flippers can pre-sell into co-living buy boxes for premium exits.
Design matters. Layout, parking, and neighborhood fit determine long-term success.
Systems win. Technology and management processes make co-living scalable and repeatable.

Links & Resources

Free Co-Living Challenge – Learn Sam’s model at ScaleYourRealEstate.com
Connect with Sam Wegert – Instagram: @SamWegert
SmrtPhone – Get 5,000 free minutes with the only phone system built for real estate investors.
ThatRealEstateTechGuy.com – All episodes, resources, and exclusive tech discounts.

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! Today, I’m thrilled to sit down with Trevor Mauch, founder and CEO of Carrot, one of the most influential lead-generation platforms in real estate. If you’re an investor, agent, or home-services pro, you’ve almost certainly used (or competed against) a Carrot site.

This episode goes far beyond lead gen. Trevor walks through how inbound marketing has evolved, how AI is reshaping online search, and why consistency beats speed every time. But where he really shines is in breaking down how to scale a business intentionally — from your first deal to seven figures. He shares his Entrepreneur Freedom Formula, the “pain lines” every business hits, and the identity shifts required to break through each revenue ceiling.

Episode Timeline & Highlights

[0:00] – Introducing Trevor Mauch and Carrot’s role in powering high-performing investor and agent websites.

[1:03] – Carrot’s growth, acquisition of InvestorFuse, and launch of Carrot CRM.

[1:57] – Why inbound leads produce the highest motivation, best margins, and fastest conversions.

[3:37] – How AI search is shifting consumer behavior — and what investors must adapt to.

[6:29] – The importance of marketing diversification once an investor begins scaling.

[8:25] – The power of integrated data: knowing which leads become deals and why.

[9:50] – How Carrot’s dataset fuels smarter AI, smarter targeting, and smarter follow-up.

[10:55] – Why tracking touchpoints per channel allows investors to spend more intelligently.

[13:57] – The future: humans handle the highest-value conversations; AI handles the rest.

[15:53] – The transformative impact of AI on staffing, hiring, and skill development.

[17:35] – Why resisting AI is the modern equivalent of resisting the internet in the ’90s.

[24:29] – The two journeys: start-up vs scale-up — and why each demands different thinking.

[26:09] – Trevor’s Entrepreneur Freedom Formula and why every cycle takes 2–4 years.

[27:32] – Purpose → Consistent Profits → Time & Energy → Renewed Vision.

[33:55] – When to begin evergreen marketing: SEO, credibility, content.

[34:46] – When to add your first CRM — and why you shouldn’t do it too early.

[36:17] – The 300k–1M phase: delegation, VA support, dialing in marketing, mastering your market.

[37:23] – The identity shift from performer to builder required to break seven figures.

5 Key Takeaways

Inbound is the foundation, but combining inbound + outbound produces true scale.
Unique data layered on AI is where the biggest wins will come — not AI alone.
Hyper-human content wins online as search shifts to reward authenticity over automation.
Every business hits “pain lines.” Breaking through requires a mindset shift and new systems.
What gets you to $750k won’t get you to $1M. You must transition from performer to builder.

Links & Resources

Carrot / Carrot CRM – High-performing websites + CRM for investors and agents.
Entrepreneur Freedom Formula – Download Trevor’s framework at TrevorMauch.com/freedom.
SmrtPhone – Claim 5,000 free minutes, the phone system built for real estate investors.
ThatRealEstateTechGuy.com – Explore every episode + exclusive tech discounts.

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! This week I’m joined by Chris Prefontaine, founder of Smart Real Estate Coach, who brings more than 34 years of real estate experience and one of the clearest perspectives on creative financing you’ll find.

Chris explains why creative financing isn’t just an “advanced strategy” — it’s actually one of the best ways for new investors to start. No banks, no big down payments, and no personal guarantees. We dig into how creative deals produce multiple paydays, why they work in any market cycle, and how his team mentors beginners through hands-on deal support across 80+ markets.

We also dive into mindset, focus, and the importance of mentorship — plus the role technology now plays in scaling training, reviewing seller calls, and eliminating the busywork that slows new investors down.

Episode Timeline & Highlights

[0:00] – Introducing Chris and why Jordan’s recording on the road.

[1:04] – How the 2008 crash led Chris to rebuild his business around creative financing.

[2:04] – What creative financing is and why it eliminates bank dependence.

[3:22] – Why creative deals are ideal for beginners, not just veterans.

[4:13] – The flaw with starting in wholesaling or fix-and-flip.

[5:11] – Creative strategies that thrive in any market condition.

[6:15] – How Chris’s program takes true beginners from zero to real deals.

[10:34] – The business rules he built after the crash — and still follows.

[12:00] – The three steps every investor needs: niche, mentor, focus.

[13:22] – Why shiny-object syndrome derails investors.

[14:21] – The problem with constantly chasing new leads.

[17:55] – How tiny skill improvements compound into real performance.

[18:42] – Deals aren’t the hard part — mindset and habits are.

[20:26] – How AI is transforming student coaching and call review.

[21:57] – Why modern tech has simplified what once required multiple systems.

[22:52] – How AI call scoring and coaching will reshape acquisitions.

[24:02] – Chris’s biggest tech mistake: adopting unproven systems too early.

[24:44] – Tech advice for beginners: research and follow your mentor’s stack.

[25:08] – Three essential tools for new investors: phone, task system, communication tool.

[26:25] – Avoiding “creative avoidance” inside your CRM.

[27:39] – Why listening to live seller calls builds confidence and skill.

[28:42] – Chris’s free books and YouTube deal breakdowns.

[29:32] – How to get his books completely free.

5 Key Takeaways

Creative financing works everywhere and avoids traditional lending hurdles.
Choose the niche that matches you, not the one that’s loudest online.
Mentorship collapses your learning curve and keeps you accountable.
Three years of focus beats constant pivots.
Use tech to simplify, not distract — task tools, communication platforms, and AI call review matter.

Links & Resources

Smart Real Estate Coach – https://smartrealestatecoach.com/
Free Books – Visit WickedSmartBooks.com/jordan for Chris’s free books.
SmrtPhone – Claim 5,000 free minutes, the phone system built for investors.
ThatRealEstateTechGuy.com – All episodes + exclusive tech discounts.

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! Today I’m joined by my friend Steve Trang, founder of Objection Proof AI, host of Real Estate Disruptors, and one of the most respected sales trainers in the real estate investing world.

In this episode, Steve and I dive deep into the intersection of real-world sales fundamentals and artificial intelligence. Steve has trained thousands of salespeople and consulted with nine-figure companies — and now he’s building AI tools that reinforce the exact sales skills he’s taught for years. We cover everything from empathy and active listening to call scoring, role-playing bots, and the future of voice agents that can qualify leads, schedule appointments, and eventually help close deals.

Episode Timeline & Highlights

[0:00] – Introducing Steve Trang and his evolution from top sales trainer to AI innovator.

[1:03] – Why Steve built Objection Proof AI and what problems it solves for sales leaders.

[2:55] – How the AI now handles call reviews, training, follow-up, and appointment setting.

[3:47] – Steve’s background: thousands trained, hundreds coached, and deep experience in real-world selling.

[7:56] – The real definition of empathy and how it translates into AI behavior.

[9:01] – Why robots can be better sales trainers than charismatic “natural” closers.

[11:58] – The classic sales mistake: offering solutions before understanding the problem.

[17:15] – Pattern visibility: how AI finally reveals true agent performance.

[19:19] – Using call reviews and feedback loops to help agents improve faster.

[23:20] – Role-playing bots as a training tool AND a hiring filter.

[27:55] – The gold mine in your CRM: reactivating old leads with AI.

[29:12] – Why outsourced call centers kill deals and how AI solves consistency.

[33:37] – The future of AI underwriting and real-time offer parameters.

[38:30] – Why AI will outperform low-level staff, not A-players.

[40:02] – Building companies made up only of top performers.

[47:33] – How to try Objection Proof AI and test the role-play or voice agent demos.

5 Key Takeaways

Empathy is the core sales skill — not emotion, but demonstrating true understanding. That’s what builds trust and closes deals.
AI amplifies real sales training, not scripts. It reinforces the exact skills top reps use.
Call scoring at scale changes everything. AI uncovers performance patterns no manager could ever catch manually.
Voice agents solve massive inefficiencies, from missed calls to dead follow-up sequences to reactivating CRM gold.
AI doesn’t replace A-players — it replaces C-players, allowing teams to run leaner, sharper, and more profitably.

Links & Resources

Objection Proof AI – Upload a call or transcript for a free AI call analysis.
Role-Play Bot Demo – Text ROLEPLAY to 33777.
AI Appointment Setter Demo – Text CASH to 33777.
SmartPhone – The only phone system built for real estate investors. Claim 5,000 free minutes.
ThatRealEstateTechGuy.com – Explore all episodes and exclusive tech discounts.

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! Today, I’m joined by Andrew Lucas, a full-time investor, educator, and co-founder of the Deal Finders Club in Columbia, South Carolina. Andrew’s story is one that so many investors can relate to: starting with a few rentals, making the classic early mistakes, and finally deciding to treat real estate like a real business.

In this conversation, Andrew breaks down how he scaled from a handful of rentals to over 100 units, built his own property management company, launched a thriving meetup community, and now helps new investors skip the painful mistakes he made early on. We dive into his philosophy around systems, mentorship, the realities of property management, what separates hobbyists from professionals, and how technology should support — not distract — your investing journey.

Episode Timeline & Highlights

[0:00] – Introducing Andrew Lucas and his journey from accidental investor to owning 100+ rentals.

[1:45] – How Andrew and his wife became full-time investors and built multiple income streams.

[3:00] – The reality of property management and why Andrew eventually built his own PM company.

[4:06] – Lessons from the hospitality industry and how “being too nice” killed early profitability.

[5:07] – The turning point: painting rentals while 7–8 months pregnant and deciding to do things right.

[10:11] – How one lawsuit opened Andrew’s eyes to the responsibilities of being a landlord.

[11:34] – How good property managers preserve asset value and enforce necessary boundaries.

[17:13] – Helping beginners avoid mistakes and providing guardrails as they build their business.

[18:44] – The transformation from dreamer to operator: when investing becomes a real business.

[20:18] – Why it only takes three flips a year to look like a professional investor to lenders.

[22:04] – Understanding the power of repeatable systems to scale beyond your day job.

[25:22] – The essential beginner tech stack: good data, a reliable phone system, and a simple CRM.

[28:44] – Why missed follow-ups cost more deals than bad marketing ever will.

[30:54] – Data quality: how bad lists waste money, kill ROI, and break your entire sales process.

[34:12] – Data paralysis vs. action: why investors must focus on outliers, not vanity metrics.

[35:00] – How to connect with Andrew and join the Deal Finders Club community.

5 Key Takeaways

Treat real estate like a business. Early mistakes come from poor systems, unclear boundaries, and inconsistent processes.
Most investors shouldn’t self-manage. Property management is process-heavy and legally risky without the right expertise.
Community accelerates success. Meetups, mentors, and peers help investors skip years of trial and error.
Start simple with tech. Only buy tools when your current process breaks — not because they look cool.
Good data drives the whole machine. Clean lists, solid follow-up, and reliable communication systems generate consistent revenue.

Links & Resources:

Andrew’s Tech-Enabled Phone Number – Text him at (803) 216-5750
ThatRealEstateTechGuy.com – Listen to all episodes and secure exclusive tech discounts.

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Hey, it’s Jordan Samuel Fleming — and welcome back to That Real Estate Tech Guy! In this episode, I sit down with Daniil Kleyman, real estate developer, investor, and founder of Rehab Valuator, one of the most trusted tools for deal analysis and project management in real estate investing.

We dive into why most rehabbers and developers lose money — not because they pick bad properties, but because they underestimate costs, miscalculate financing, and fail to track the details that matter. Daniil explains how his platform helps investors avoid those mistakes with better data, automation, and repeatable project templates. Whether you’re flipping your first house or managing multi-million-dollar developments, this conversation is a masterclass in precision, systems, and smarter investing.

Episode Timeline & Highlights

[0:00] – Introduction

[0:42] – Introducing Daniil Kleyman of Rehab Valuator and his shared Eastern European connection with Jordan.

[3:21] – Daniil’s journey from being laid off in 2008 to building a thriving development and software business.

[4:08] – How getting “kicked to the curb” opened the door to real estate investing and entrepreneurship.

[6:35] – What inspired Rehab Valuator: the need to analyze deals and present credible funding packages to private lenders.

[11:08] – Nationwide property data, comps, and rental analytics: how Rehab Valuator helps you analyze deals in minutes.

[13:20] – Why Rehab Valuator complements CRMs and lead gen tools by focusing on what happens after you get the lead.

[20:52] – Why every dollar in real estate comes down to details — and how to build systems to avoid repeat mistakes.

[22:21] – Using the software to create marketing packages for wholesalers and lenders.

[23:30] – Daniil’s favorite feature: customizable rehab cost templates that make every project faster and more predictable.

[27:29] – Why most contractors will never log into your software (and why that’s okay).

[28:44] – Daniil’s biggest tech mistake: doing manual direct mail for years before embracing automation.

[33:36] – How to access Rehab Valuator’s free version and connect with Daniil online.

5 Key Takeaways

The devil’s in the details. Most investors lose money not from bad deals but from bad math — missed costs, loan miscalculations, or poor tracking.
Understand the cost of money. A 12% hard money loan can silently eat 20% of your profits if you don’t account for it correctly.
Systemize success. Use templates and saved scopes of work to make future projects faster, more accurate, and more profitable.
Adopt tech one step at a time. Adding tools gradually ensures they actually improve your business instead of overwhelming it.
Clean data = clear decisions. Every profitable deal starts with accurate information — from comps to renovation costs.

Links & Resources

Rehab Valuator – Analyze deals, build budgets, and secure funding. Try the free version at RehabValuator.com
Follow Daniil Kleyman – @rehabvaluator on Instagram & YouTube for in-depth real estate tutorials.
ThatRealEstateTechGuy.com – Listen to all episodes and get exclusive tech discounts.

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Hey, it’s Jordan Samuel Fleming — and welcome back to That Real Estate Tech Guy! In this episode, I sit down with Tony Javier, real estate investor, entrepreneur, and founder of 10X TV, to uncover how TV advertising has become one of the most powerful yet underrated inbound lead sources for investors today.

Tony shares his incredible 24-year journey in real estate — from buying his first property after watching a late-night infomercial to creating a marketing system that has helped hundreds of investors generate consistent, high-quality inbound leads. We discuss how television, once considered an “old-school” channel, has evolved into a surprisingly affordable and high-ROI strategy for building credibility, generating motivated seller leads, and strengthening your brand presence in your local market.

Episode Timeline & Highlights

[0:42] – Welcoming Tony Javier, founder of 10X TV, and diving into the power of inbound leads.

[2:06] – Tony’s early days: how a late-night infomercial kickstarted a 24-year real estate career.

[5:22] – Building his first business, scaling too quickly, and learning from failure.

[7:12] – The poker game that led Tony to discover TV as a lead source.

[9:37] – Turning a winning campaign into 10X TV — helping other investors dominate their markets.

[11:02] – Why TV isn’t “dead” and still converts among target demographics like landlords and retirees.

[12:10] – The affordability of local TV: why it’s not just for big companies anymore.

[13:30] – Why inbound leads are gold — and how TV drives trust, compliance, and higher close rates.

[15:12] – The data that proves TV drives online search and credibility.

[23:14] – How being on TV builds credibility not only for acquisitions but also for raising private capital.

[28:36] – The conversion math: why one in five TV leads can become a closed deal.

[31:26] – How to evaluate whether TV fits your market and budget.

[35:02] – Why great systems and trained sales teams are key to maximizing inbound opportunities.

[39:22] – How to apply and check market availability for your own campaign.

5 Key Takeaways

TV marketing isn’t dead — it’s underused. Target homeowners still watch 2–3 hours of TV daily, making it a prime inbound channel.
Inbound leads convert better. One in five TV leads often turns into a deal — far better than cold-calling or texting.
Credibility multiplies results. Being on TV boosts trust with sellers, lenders, and partners instantly.
Affordability meets ROI. Most markets allow entry-level ad spends between $7,000–$10,000 per month for significant exposure.
Process beats performance. The investors who follow up fast, train their teams, and handle leads properly always win.

Links & Resources

10X TV – Learn how to generate inbound leads through TV: https://www.10xtvplus.com/
Click Call Scale: The Real Estate Investor’s Ultimate Phone System Playbook – Get your FREE copy at https://clickcallscale.com/thatrealestatetechguy
smrtPhone – The only phone system built for real estate investors: https://www.smrtphone.io/
ThatRealEstateTechGuy.com – Explore all episodes and exclusive discounts on top real estate tech tools.

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Hey, it’s Jordan Samuel Fleming, and welcome back to That Real Estate Tech Guy! This week, I’m joined by Jon Nolen, President and Co-Founder of Pete REI, a CRM built by an investor who also happens to be a software developer.

Jon shares how his frustration with disconnected tools led him to build Pete REI — first as an internal solution for his own investing business, then into a scalable CRM for others. We discuss the real purpose of data and dashboards, how automation saves investors from chaos, and why clean data is the foundation of every high-performing business.

From automating follow-ups and building smarter workflows to using AI for rehab estimates and predictive analysis, Jon gives a behind-the-scenes look at how Pete REI helps investors make better, faster decisions. This episode is packed with real-world lessons for anyone looking to turn their tech stack into a growth engine.

Episode Timeline & Highlights

[0:00] – Introduction

[0:42] – Meet Jon Nolen, Co-Founder of Pete REI and long-time software developer turned investor.

[1:09] – How Pete REI started as a personal fix and grew into a powerful all-in-one CRM.

[3:39] – Lessons from scaling a product beyond your own business.

[6:59] – Why customer feedback drives 80% of feature development.

[9:09] – Automating follow-up: how Pete’s workflows prevent leads from slipping through the cracks.

[12:06] – Dashboards done right — spotting outliers instead of admiring pretty graphs.

[15:21] – The power of task-based accountability and simple team metrics.

[19:24] – Using AI to estimate rehab costs and streamline deal analysis.

[20:28] – The true cost of bad data and why investors must clean their CRMs.

[24:14] – Tracking cost per lead, cost per contract, and marketing ROI in real time.

[28:56] – Vanity metrics vs. profit metrics — why conversions matter more than lead counts.

[33:15] – Jon’s biggest tech mistake: chasing shiny objects instead of fixing systems.

[35:27] – The three essential tools every investor needs to start strong.

5 Key Takeaways

Technology amplifies what exists. If your systems are messy, tech will magnify that chaos.
Data should drive action. Focus on KPIs that identify problems and successes, not vanity charts.
Automation builds consistency. Streamlined workflows ensure every lead is followed up.
Clean data = strong business. Bad data wastes time, kills trust, and costs deals.
Keep priorities simple. Fewer KPIs and clearer focus lead to better results and accountability.

Links & Resources

• Pete REI – CRM for real estate investors: Visit PeteREI.com

• Special Offer – Use code SMARTPHONE for 50% off your first month.

• Connect with Jon Nolen on Instagram: @theflippingitguy

• smrtPhone – The only phone system built for real estate investors: https://www.smrtphone.io/

• Visit ThatRealEstateTechGuy.com for past episodes, guest applications, and exclusive discounts on leading real estate technology platforms.

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Hey, it’s Jordan Samuel Fleming, and welcome to another episode of That Real Estate Tech Guy! Today, I’m thrilled to be joined once again by Stephanie Betters, the powerhouse founder and CEO of Left Main REI — one of the leading CRMs built specifically for real estate investors.

Stephanie first appeared on the original run of the podcast, and she’s back to dive into how much has changed in the world of real estate technology. In this conversation, we explore both sides of the tech equation: how a strong CRM foundation powers operational efficiency, and how AI-driven tools like Deal Signals are transforming how investors prioritize and close deals.

Episode Timeline & Highlights

[0:00] – Introduction

[0:42] – Welcoming back returning guest Stephanie Betters, founder of Left Main REI and creator of Deal Signals.

[1:26] – Why technology in real estate has evolved so rapidly and what that means for investors today.

[3:50] – Stephanie’s background as a real estate investor and how frustration with systems led her to build Left Main.

[7:05] – The two sides of today’s conversation: CRMs and AI — and why they’re inseparable in modern investing.

[8:07] – When to invest in a CRM and how to know your business has outgrown spreadsheets and sticky notes.

[21:01] – How Deal Signals automatically cleans your database and flags properties that have already sold.

[22:23] – Predictive analytics: how Left Main uses AI to identify which homeowners are most likely to sell next.

[25:00] – How AI-driven prioritization is changing workflows and increasing conversion rates for investors.

[31:26] – The three must-have tools for new investors: a CRM, a phone system, and a website.

[32:12] – Where to find Stephanie online and how to explore Left Main REI and Deal Signals for your business.

5 Key Takeaways

CRM is the foundation. Spreadsheets can’t scale. A CRM organizes your people, processes, and data into one efficient system.
Automation drives consistency. The right CRM ensures every follow-up, task, and communication happens automatically — no missed opportunities.
AI brings clarity. Tools like Deal Signals reveal exactly which leads to focus on, so you can spend your time where it matters most.
Efficiency beats volume. You don’t need to make more calls — you need to make smarter ones. AI helps you prioritize the right prospects.
Technology evolves with you. As your business grows, your systems should too. Integrations and intelligent data tools are the future of investing.

Links & Resources

Left Main REI – https://leftmainrei.co/
Deal Signals – AI-powered lead intelligence and data enrichment for Left Main users.
Connect with Stephanie Betters on Instagram: @stephbetters
Click Call Scale: The Real Estate Investor’s Ultimate Phone System Playbook – Get your FREE copy at https://clickcallscale.com/thatrealestatetechguy
smrtPhone – The only phone system built for real estate investors: https://www.smrtphone.io/
Visit ThatRealEstateTechGuy.com for past episodes, guest applications, and exclusive discounts on leading real estate technology platforms.

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After more than two years away, I’m back with a brand-new season of That Real Estate Tech Guy! In this first episode, I set the stage for what’s to come and dive into core lessons from my new book, Click Call Scale: The Real Estate Investor’s Ultimate Phone System Playbook.

We explore why the phone is still the most powerful tool for real estate investors, why clean data is more than just an efficiency issue, and how proper training and performance management can turn your acquisitions team into a revenue-driving machine. Along the way, I share stories, cautionary examples, and proven strategies you can implement today.

Episode Timeline

[0:00] - Introduction

[0:42] - Why I relaunched the podcast and why now is the perfect time to focus on real estate technology.

[2:19] - The inspiration behind Click Call Scale and the ongoing importance of the phone in real estate.

[5:30] - A cautionary tale about “Linda” and how bad data can destroy trust with sellers.

[9:13] - Why “measure twice, cut once” applies to data management.

[12:07] - How combining data, systems, and the phone unlocks sales success.

[15:39] - The hidden cost of treating cold callers as disposable.

[18:30] - Why scripts alone fail and the power of training agents in fundamental sales skills.

[21:22] - Core skills every acquisitions team must master: active listening and mirroring.

[27:14] - The importance of structured performance reviews to maintain team effectiveness.

[30:59] - Building a culture of self-improvement with weekly reviews and clear metrics.

Key Takeaways

Clean, well-managed data is the foundation of trust and efficiency in every real estate acquisitions team.
Training agents in core sales skills like active listening and mirroring is far more powerful than relying solely on scripts.
Long-term success requires consistent performance management, with weekly reviews that balance both quantitative and qualitative metrics.

Links & Resources

Click Call Scale: The Real Estate Investor’s Ultimate Phone System Playbook – Get your FREE copy at https://clickcallscale.com/thatrealestatetechguy
smrtPhone – The only phone system built for real estate investors: https://www.smrtphone.io/
Visit ThatRealEstateTechGuy.com for past episodes, guest applications, and exclusive discounts on leading real estate technology platforms.

If you enjoyed this episode, please rate, review, follow, and share the show so more investors can discover That Real Estate Tech Guy.

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In this final episode of Season 2 of That Real Estate Tech Guy, we bring you an exclusive conversation with the brilliant Ivan Tejeda, a trailblazer from Prohost and Airbnb!

Ivan delves deep into the realms of real estate, technology, and the thriving world of Airbnb. He shares his unique insights on his experience of developing (and teaching) a business model based on short-term rentals using Airbnb.

“I think that a lot of people are intimidated by the technology side of things and being able to have all of their ducks in a row. I dealt with this myself, with what's called analysis paralysis. And we get stuck with trying to figure out every single detail before we actually take a step.”

Ivan highlights the common challenge many real estate investors face when confronted with technology and complex tasks. There is so much data to look at that “Analysis Paralysis” can take over and cause investors to fixate on minute details instead of embracing the actions they should be taking.

Ivan discusses the complexities involved in managing properties, particularly in the context of Airbnb or other short-term rentals. He also emphasizes the importance of making sure that you are earning the maximum potential revenue from your properties.

“Many different variables allow us to not only maximize our occupancy but at the same time not leave money on the table, which is what we're here for.”

Stay tuned for more exciting updates. as Season 3 is just around the corner, promising even more insights, guests, and cutting-edge discussions. Keep an eye out for the announcement and get ready to embark on another knowledge-packed season of That Real Estate Tech Guy!

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Get ready for another enlightening episode of That Real Estate Tech Guy as we sit down with the brilliant Jimmy Vreeland from Vreeland Capital. Join us as Jimmy unveils the game-changing potential of a clear mission statement and its incredible impact on your real estate business strategy. Learn how to align your entire team towards a unified goal, driving unparalleled efficiency and focus. Jimmy’s mastery shines as he delves into the realm of insightful reporting. Witness how data-driven gems can guide your decisions, open doors to growth, and reshape the way you approach your business. It’s time to elevate your business strategy and team dynamics. Tune in now to catch Jimmy’s insights and gain a competitive edge in the real estate arena.

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Are you ready to revolutionize your real estate game? Dive into the latest episode as Kyle Connor from DIY Wholesaling takes the stage with host Jordan to explore the fundamentals of lead generation and scaling responsibly.

In a world where speed often takes the forefront, Kyle reminds real estate investors that the first step to consider is getting a power dialer. He says, “The first good step is getting a power dialer. That's what really changed the game for us - getting a power dialer and really getting to do volume and consistency in our marketing.”

But guess what? The real revelation lies in his emphasis on the balance between speed and strategy

“And what I've realized is needing to basically slow down and scale responsibly.”

Kyle reveals a profound lesson he learned: fortify the business’s foundation before charging ahead. With a focus on building robust systems and leveraging technology, the journey becomes the driving force. As he simply puts it, “You need to slow down so you can go faster.”

Don’t miss out on this mind-blowing episode that delves into the intricacies of real estate success. Tune in now for a masterclass in responsible scaling and innovative strategies.

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Are you ready to up your real estate game and boost your investment success? In this episode, Jordan Fleming sits down with Rick Howell, a seasoned real estate expert with years of successful deals under his belt!

Rick spills the beans on their well-crafted playbook, guiding you through the process of mastering the numbers before sealing the deal.

“The challenge was understanding the numbers and how all that piece worked and making sure we were buying right.”

Rick emphasizes the importance of getting the whole picture - from the property’s condition to the required rehabs and installations. By following his well-honed process, real estate investors can rest assured that they won’t miss a single detail, maximizing their returns and minimizing risks.

Rick dives into some of the critical aspects of an investor’s marketing strategy. “So the fundamental base of how we build our coaching program is what kind of marketing budget you have to be able to start driving leads to your business.”

Rick explains that no one process fits all. For some investors, a mail campaign works. For others, text messaging kills it. investors have to understand what marketing strategy works best, what platform is needed, and how much investment should be poured in to ensure the money is allocated accordingly.

This episode is full of industry insights and proven strategies that will undoubtedly level up your real estate investment.

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Get ready for an episode packed with lead generation tips, as Jordan Fleming is joined by Trevor Mauch, CEO of Carrot. In this episode, Trevor unveils the secrets behind creating websites that don’t just look stunning but also perform at their peak to generate consistent, quality leads.

A website is one of the most basic and effective ways to market your business, but not all websites are created to perform; some are just built to look beautiful. Trevor shows how an effective website is developed using proper analysis and how all the elements, sizes, and words can be designed to boost conversions. You’ll discover how these seemingly small changes can make a world of difference and more than double your conversion rates!

"The call-to-action buttons are not just commands: click this, continue, submit; it should be a benefit-oriented button."

Trevor dives into how you can reduce resistance and add clarity for potential clients. “There were deals that he has closed 100% because he reduced resistance, added clarity for people for that next step just by putting in a Calendly link to book an appointment after they submit their form.”

This incredible episode is packed with practical tips, real-world examples, and expert strategies to optimize your real estate website and supercharge your lead generation and sales!

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Experience the freedom of remote real estate investing, where the world becomes your playground and your investments work for you, no matter where you are. In this podcast episode, we interview Sarah Weaver. She is the founder of Invested Adventures and the author of 30-Day Story: A Real Estate Investor's Guide to Mastering Medium-Term Rentals. Sarah discusses her journey into real estate investing and how it led her to focus on remote property management. She shares her strategies for managing multiple rental properties from afar. To stay organized and manage relationships with local suppliers, cleaners, and tradesmen, she uses tools such as Avail and Asana. Sarah also addresses the fears that many people have when it comes to remote property management and provides tips for overcoming them. She provides advice on technology investments for new investors and emphasizes the need for a solid team to achieve real estate investment success. Tune in to learn more about experiencing the freedom that comes with remote property management.

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Are you ready to take your real estate business to new heights?

Join your host Jordan Samuel Fleming as he sits down with Bobby Suarez from SelltoBobby.com in an informative conversation about skyrocketing profit through credible marketing strategies.

“Our conversion rate has increased. Even though the leads are more expensive, we're definitely making more money, and we're more profitable now.”

Bobby drops some serious knowledge as he shares why he switched from common outbound marketing tactics like SMS and cold calling to the power of inbound marketing. He reveals how his team’s lead quality drastically improved, resulting in an impressive increase in their conversion rate. It just goes to show that sometimes investing in better options can lead to greater profits, even if they initially seem more expensive.

“What I like about TV is the credibility piece that comes with TV. So when they see you on TV, they automatically see you as a credible company.”

While some real estate investors may settle for cheaper marketing strategies, Bobby knows the secret to success lies in leveraging the power of TV marketing. Not only does it bring a sense of credibility to your brand, but it also attracts inbound leads like a magnet. Sellers are more likely to view companies that have been featured on TV as reputable and trustworthy.

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In this special edition of That Real Estate TechGuy, Jordan is joined by Jenna Hoover from Realeflow for a deeper dive into what makes Realeflow one of the most popular Real Estate Investor CRMs on the market.

"If we talk about the three legs of wholesaling, we need good leads coming in, we have to be able to get it under contract, obviously the art of negotiation, and a good buyer's list. It's like if you think of a tripod, you kick one leg out, then the whole thing falls over."

Jenna illustrates how Realeflow was designed to incorporate these three crucial business elements in order to give new (and experienced) investors the best recipe for success.

Jenna shares how the integration of AI, which analyzes massive data points and reveals the common factors of houses that were put up for sale, allows the system to accurately predict which property will most likely be sold in the next 90 days, giving investors a reduced cost of marketing and an easy win in the business.

"If we see that somebody is showing the same symptoms as somebody else in the past, then we're able to accurately predict the likelihood that this person is going to sell their property in the next 90 days.”

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In this episode, Eric Brewer shares valuable insights on how to scale your real estate business by bringing together the right people with the right technology. Eric has done over 3,000 residential real estate deals in both Pennsylvania and Maryland, and his experience covers a wide range of deal types and strategies, including novations, wholesaling, flipping, construction, direct-to-seller marketing

Jordan and Eric dive into how getting the right technology will unleash your team’s potential and drive your business expansion. Eric brings his experience of different disposition options to look closer at novations and other wholesaling techniques, as well as how to find the perfect buyers for your properties.

“I think it's the one thing that a lot of iBuyers have tried to figure out whether they go 100% tech, and they're still apparently needing that human interaction, but when you find the right blend of those two, you're going to have a significant advantage.”

This episode is a great combination of hard-won experience and innovative thinking.

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In this episode our guest is Michael Bartolomei from Launch Control, who sheds light on how text messages can transform your real estate business.

Michael’s message: forget mass messaging! Effective SMS engagement is all about building trust and personal connections. Michael shares his expertise in leveraging the power of text messages to connect with potential clients and foster relationships that lead to successful deals.

We dive into Launch Control, an SMS engagement platform exclusively for real estate investors and wholesalers, how their platform seamlessly integrates with popular CRMs, making lead management a breeze.

Michael and Jordan focus on the real benefits and real impact of SMS engagement on real estate investment businesses and how you can use it to accelerate your growth!

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In this episode Jordan talks with Don Costa, a real estate rehab and investment expert, host of the “Real Talk for Real Estate Investors” podcast, and founder of the Inner Circle Elite mastermind.

Don takes us through his own experience as an investor, and how technology has developed to become an essential part of the modern real estate investment business.

Jordan and Don dive into the pivotal role metrics now play in making informed investment decisions, and how new CRM capabilities have revolutionized the way data is tracked, analyzed, and leveraged.

This is a great opportunity to learn directly from a seasoned real estate investment professional, podcaster, and mentor.

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In this awesome episode, Jordan Samuel Fleming sits down with the co-founder of 8020REI, Jesus Toledo, to talk about how they are helping real estate investors do just that! Jesus shares what makes 8020REI stand out from the rest, detailing why he thinks all data is not created equal.

Jesus explains the benefits investors can reap by partnering with data vendors like 8020REI. He sheds light on their unique approach and unveils the philosophy behind the name, stating, “That's why we're called the 8020REI, it's because we always look for the 20%. What did the 20% of properties have in common that generated the 80% of the revenue?” This strategic approach involves analyzing lead generation elements and studying buyers’ habits through reverse engineering. By doing so, investors gain a profound understanding of their “buy box,” enabling them to leverage better data and tailor their marketing strategies accordingly.

The discussion takes an intriguing turn as Jesus and Jordan explore the role of data engineering in the real estate industry. Jesus highlights how the younger generation is reshaping the landscape by harnessing the power of data, challenging both seasoned and novice entrepreneurs to embrace data analytics as paramount. He emphasizes, “I realized, and if you notice now, more and more, the big guys in real estate are becoming younger kids, and that evolution is driven by the data as well.”

Quality over quantity is a key theme in this episode, and Jesus offers his principles on the matter. He encourages investors to reflect on their most profitable deals and identify the hidden gems that yielded exceptional results. The focus should be on finding those lucrative opportunities rather than spending resources on leads that won’t materialize into closed deals.

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To succeed in land-flipping, you need a well-defined process and an efficient tech stack that enables each team member to execute their task with precision. In this episode, we have Pete Reese from Reelvest, a successful land-flipping company.

Pete explores the distinct features of the land-flipping industry, encompassing direct mail’s significance in the promotion and rigorous due diligence procedures. He emphasizes how technology is essential for managing many successful deals and stresses the importance of a well-organized system with clearly defined steps for efficient execution.

Pete shares the strategies and tech stacks that have worked for his company. He also shares a glimpse into the potential future of technology in the land-flipping industry. Join us for this engaging conversation about the intricacies of land-flipping and how technology can help take a business to the next level.

“If you're going to start and scale something, and put systems in place and everything, there's just no way you can do it without the help of technology.” - Pete Reese

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In the premiere of Season 2 of That Real Estate Tech Guy, Jordan Samuel Fleming sits down with Darin Damme founder of Bullseye Branding, an advertising agency focused on real estate investors. Darin is a real estate marketing extraordinaire and operator of DougHopkins.com and co-runner of Ryan Pineda’s Homerun Offer in Las Vegas. Formerly the “Krazy Kid” of Phoenix radio for over 20 years, Darin Damme is particularly brilliant at “moneyballing” TV advertisements and helping other investors figure out the right time slots and ads that will land them leads and deals.

Darin and Jordan discuss how TV Advertising doesn’t need to be a mystery: using an algorithm, Darin is able to apply data to figure out which commercial time slots to buy with a given budget, depending on how much one wants to spend to generate a lead. “We figure out the best odds, we figure out what our ads are getting a lead for the price, and then we buy the best commercials for the return.” He explains that you don’t need to waste your money on time slots that have never performed – keep data of what’s working, and let that impact your future buying decisions.

Darin also stresses the importance of tweaking your messaging depending on the market or desired outcome of your commercial – but that’s what can set you apart from your competition. “I don't look at us as house buyers; I look at us as problem solvers,” explains Damme, as he goes on to impart the wisdom that simpler is better when it comes to messaging. He urges investors to explain how they can be a problem solver to future leads, don’t be too cute, and track what messaging is working as you go.

The episode is jam-packed with more advice and gems of wisdom – plus Jordan’s famous episode-closing questions. Give it a listen, and then check out ThatRealestatetechguy.com for more great episodes from season 1!

About Darin Damme

Darin Damme is co-Founder and Managing Partner of Bullseye Branding, an ad agency that is disrupting the media buying industry through AI buying technology. Affectionately known as the “beauty and brains” behind the operations, Darin has deep expertise generating quality leads for real estate investors. Darin is popularly known before as Krazy Kid in the Phoenix radio scene. He got involved in real estate marketing while helping his friend Doug Hopkins produce effective content on real estate commercials. In 2016, he then focused on marketing Doug’s business to achieve its now huge success. He works with all varieties of real estate investors to effectively market their brands. He runs lead generation for over 46 different brands and is launching a new venture, 1-800 Sell Now, an all-in-one one-stop number that bridges buyers to sellers or sellers to buyers on all key markets in the country.

For a consultation, book at www.bullseyebranding.com.

About That Real Estate Tech Guy

That Real Estate Tech Guy is the only podcast focused on helping Real Estate Investors make better technology decisions to close more deals and make more money. It is your weekly chance to explore how technology can help your real estate business explode. Informed by decades of REI and technology experience, Jordan gets into the details with seasoned tech and real estate industry leaders to bring you the lessons you need to get ahead. Learn from guest successes and failures, get the inside scoop on the next big trends, and always walk away with actionable ideas to build faster, better, and more profitably.

Interested in being a guest? Head to thatrealestatetechguy.com and let us know!
For more information about smrtPhone, the only all-in-one CRM phone system check out https://www.smrtphone.io/

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Get ready to dive deeper into the world of real estate technology with That Real Estate Tech Guy Season 2 - Launching May 24th!

This season is going to be packed with practical tips and strategies to help you attract more leads, close more deals, improve your framework, and optimize your tech stack to grow your business faster and with less effort.

Join host Jordan Samuel Fleming as he has insightful discussions with the top experts in real estate investing. Subscribe now and get ready to scale your business like a pro!

To listen to past episodes and access exclusive REI technology discounts, check out: www.thatrealestatetechguy.com

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Season 1 of That Real Estate Tech Guy is a wrap! Jordan Fleming hosts a recap episode where the overarching themes of the season are summarized, the best tidbits of advice are collected, and you get to hear from each of our amazing season one guests! Even though our investors and tech experts come from all different backgrounds, certain topics and themes just kept popping up. We decided to focus on some of the most important, so tune in for a round up of the absolute BEST moments from season one of That Real Estate Tech Guy!

First off, Jordan and his guests give their insight on the importance of data: how to collect, organize and analyze your data in a way that is productive and revenue-generating. The conversation turns to scaling, and why every successful leader will eventually have to figure out the smartest way to scale their real estate investment business.

“In general, I think that when you start spending money on marketing is when you need to make sure that you’re organized.” - Stephanie Betters

Every entrepreneur and real estate investment professional has probably had to tackle the tricky balance of separating their business from their personal life, so listen in to hear what our experts have to say on it!

"I see a lot of guys still using their personal cell phones for business and I just don't understand it!" - Brandin Pettersen.

Leads: can't grow a business without 'em, but you also don't want to drown in them! Listen in to hear the best ways to generate leads, as well as foster the ones you have. It's no surprise that another major theme of the episode was about the fortune being in the follow-up. As Larry Goins explains, "sometimes 50% of our closings each month are from old leads."

If you're going to listen to one episode of TRETG, it better be this one -- we've distilled our best advice, our best insight, and our best moments from 11 guests into one recap episode. That being said -- all of Season 1 was spectacular, so give us a listen and stay tuned for season 2!

About That Real Estate Tech Guy Podcast

Interested in being a guest? Head to thatrealestatetechguy.com and let us know!

For more information about smrtPhone, the only all-in-one CRM phone system check out https://www.smrtphone.io/

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Jordan Fleming sits down with Scott Corbett of Lightmark Media to discuss paid advertising, increasing lead generation, and knowing your personal brand. Spending money on advertising is inevitable for most REI professionals, and it can be intimidating to figure out where to spend and how much. Scott explains why getting your ads in front of the right people is a core solution to many of your problems.

“The point is, you've got to try to make your ad spend be as efficient as possible. Put your ads in front of the right people, whether it's driven by geography or a custom data set that you can import, and then use a filtering tool for your ads to make it more efficient.” - Scott Corbett on using technology to drive ad spend.

Jordan and Scott discuss marketing as an investment rather than simply a business cost. “You've got to use that ROI framework,” Scott explains. “It's not just spending money; you’re investing money in generating marketing that's gonna pay off.”

It’s clear that knowing where to place ads is a huge part of effective paid advertising for real estate investors, but so is knowing your unique brand and fleshing out your social media presence. Scott points out that “the stronger your brand presence is in a market, the less hard the paid ads have to work.” Your strengths as a real estate investor aren’t just numbers and the bottom line, it’s also how you’re perceived by potential buyers.

“You’ve got to start with the place of who am I? And how do I help people? And who do I help? Get comfortable being that person, showing up and getting the message out there.”

As always, the Fast Five rounds out the episode, so stay tuned to learn what Scott thinks is the future of effective social media (here’s a clue: video, video, video!).

About Scott Corbett

Scott is the founder of Lightmark Media, a full-service agency that has served operators, educators and capital raisers in the real estate space for over 10 years.

Lightmark has a 10-year track record of helping real estate investors around the US do more deals more profitably by delivering motivated seller leads and ready buyers. Lightmark also helps REI thought leaders build and sell coaching and training products. And if you raise money or want to, we can help you raise more of it, easier and faster, using proprietary strategies and systems. An all-in-one marketing solution for real estate investors, coaches, educators and anyone raising capital for real estate funds and syndications

Scott graduated from the University of Georgia and lives outside of Athens GA with his wife and 2 children. Go Dawgs!

Learn more at https://www.Lightmarkmedia.Com

About That Real Estate Tech Guy Podcast

Interested in being a guest? Head to thatrealestatetechguy.com and let us know!

For more information about smrtPhone, the only all-in-one CRM phone system check out https://www.smrtphone.io/

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Real Estate Investor Bob Lachance and host Jordan Fleming get into one of the most effective yet dreaded parts of real estate investment: cold calling. They discuss why it’s a necessary evil, and the ways to streamline the process of cold calling by outsourcing it to quality VAs.

“Business owners don’t have to do the initial cold call. We want to be talking to the individual that already raised their hand to say, ‘yes, I’m willing to sell.’ That’s when it gets to your plate.” - Bob Lachance

Investing in your team – including rigorous quality assurance of the VAs you hire – is the ticket to growing your real estate business. Jordan and Bob discuss the companies they’ve grown, including the growing pains of realizing you can’t do everything yourself, even when you want to.

“The technology takes you there, and then the non-technology will be investing in your sales team and understanding sales strategy.” - Lachance on the intersection of technology and non-technology assets.

The conversation turns to leads and the importance of separating a true lead from reports of potential leads. Your CRM should only have clean data and surefire leads. Bob explains how he made the mistake early in his career of overloading his CRM with thousands of records.

“The only time you throw anything in your CRM is when someone says they want to sell. Boom! That goes in your CRM.” - Bob Lachance

Of course, the episode ends with a Fast Five that’s chock full of technology recommendations, and actionable advice on how to actually use your technology, instead of letting it sit and waste money.

About Bob LachanceBob Lachance has been an active business owner and real estate investor since 2004. Bob is an entrepreneur by nature and currently owns, operates and manages many different businesses around the world. Bob helped create the top Real Estate Education and Mentor/Coaching program in existence today, FortuneBuilders, INC. Bob also created one of the premiere Real Estate Virtual Assistant Staffing companies, REVA Global, LLC (REVA). Bob is an expert in the real estate investing space and has an incredible reputation for creation, implementation and execution.

Prior to getting into the business sector, Bob had a successful 8 year professional ice hockey career which allowed him the privilege of traveling and living all over the US and Europe. Bob was also a member of the 1995 National Championship Boston University Ice Hockey Team.

Visit REVA Global

About That Real Estate Tech Guy Podcast
That Real Estate Tech Guy is the only podcast focused on helping Real Estate Investors make better technology decisions to close more deals and make more money. It is your weekly chance to explore how technology can help your real estate business explode. Informed by decades of REI and technology experience, Jordan gets into the details with seasoned tech and real estate industry leaders to bring you the lessons you need to get ahead. Learn from guest successes and failures, get the inside scoop on the next big trends, and always walk away with actionable ideas to build faster, better, and more profitably.

Interested in being a guest? Head to thatrealestatetechguy.com and let us know!

For more information about smrtPhone, the only all-in-one CRM phone system check out https://www.smrtphone.io/

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Jordan Fleming and Eli Fisher, Chief Sales Officer of Audantic, sit down for a dynamic conversation about data, regression analysis, and how consistently finding the right buyer means more money in your pocket.

“The problem that we solve in the industry right now is we help our clients really hone in on who has the highest likelihood to sell off-market at a deep discount.” - Eli Fisher

Eli talks about the background of Audantic, and how regression analysis – famously applied in baseball and investment banking – needs to make its way to the real estate market. Having tons of data doesn’t help you if you’re wasting all your time time wading through the buyers who will never sell. Eli talks about the ways that real estate investors can really hone in on the right buyers instead of every buyer.

“You can have the best data in the world, it's not going to make a difference. It's the equivalent of giving me the keys to an F1 car. Yeah, it's cool. But I didn't go to race school, what's the point?”

Jordan and Eli break down why great process and operations can be the difference between stagnating and growing as an investor. Sometimes it’s important to convert the leads you already have, rather than hoarding new leads.

Plus, That Real Estate Tech Guy Fast Five gets, well, real! Eli talks predictive data, who’s paying the most in the marketplace, and more!

About Eli Fisher
As a lifelong tech evangelist, Eli currently serves as the Chief Sales Officer for Audantic. Having joined the Audantic team in 2019, Eli saw Audantic as the true intersection between artificial intelligence and real estate investing.

As an entrepreneur and noted public speaker, Eli works with large investors from across the country to help them optimize their targeting data with respect to their acquisition and disposition process.

On a daily basis, Eli meets with clients and provides critical insight as to where clients are losing deals within their revenue funnel via the Audantic Attribution platform LiveLoop.

Prior to joining Audantic, Eli co-founded an online platform that united Fortune 500 companies with best-in-class talent for their hiring & human capital needs. With clients ranging from Johnson & Johnson, to KPMG, Eli helped numerous private and Fortune organizations develop and implement scalable talent strategies to accelerate their business.

A graduate of the University of Montana, Eli currently resides in Seattle with his wife & two sons.

Find out more about Audantic: http://www.audantic.com

Find Eli on Linkedin: https://www.linkedin.com/in/elifisher

About That Real Estate Tech Guy
That Real Estate Tech Guy is the only podcast focused on helping Real Estate Investors make better technology decisions to close more deals and make more money. It is your weekly chance to explore how technology can help your real estate business explode. Informed by decades of REI and technology experience, Jordan gets into the details with seasoned tech and real estate industry leaders to bring you the lessons you need to get ahead. Learn from guest successes and failures, get the inside scoop on the next big trends, and always walk away with actionable ideas to build faster, better, and more profitably.

Interested in being a guest? Head to thatrealestatetechguy.com and let us know!

For more information about smrtPhone, the only all-in-one CRM phone system. check out https://www.smrtphone.io

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Jordan Fleming joins the founder of REIvolution (and smrtPhone CFO!) Alex Parge for a chat about CRMs, the importance of visualizing your data, and how to thoughtfully calculate marketing ROI. Alex’s passion for data led to the creation of REIvolution, the first all-in-one data-driven platform that empowers real estate investors to scale their business. Alex notes that REIvolution is “more than a CRM, it’s a way to bring all the data and communication into only one place.”

Jordan and Alex discuss the magic of data, and how to use reverse engineering to go beyond how many leads you need to reach your goals to understand the hidden efficiency of a marketing channel and unlock true ROI. What may feel like guesswork to a new entrepreneur can actually be predictable equations if you have the right CRM and use data to your advantage.

Alex explains how pre-set drip sequences can help you follow up with clients in a methodical way, without putting in a ton of effort.

Don’t let the math and science of it all intimidate you – it’s clear throughout the episode that Alex has put in the work behind the scenes of REIvolution so that their customers don’t have to. Listen in for more info on ROI, Data Visualization and a shocking twist for a tech podcast: print is alive and well! Plus: Jordan’s Fast Five for quick tips on how to build your real estate biz.

About TRETG

Interested in being a guest? Head to thatrealestatetechguy.com and let us know!

For more information about smrtPhone, the only all-in-one CRM phone system, check out: https://www.smrtphone.io

About Alex Parge & REIvolution

Alexandru Parge is the founder of REIvolution as well as the CFO of smrtPhone. He has a passion for numbers and making things work in Podio. He's helped to drive the creation of the smrtStudio organization. A self-professed numbers geek, he's happiest when sitting in front of a big performance dashboard that shows all green.

REIvolution is a data-driven platform that empowers you to scale your real estate investment business. With REIvolution you get the best lead management system and make sure there are no leads left behind, to not just meet but exceed your goals.The entire investment process from the beginning to the end happens in the same place: lead generation, appointment creation, automatic text and email follow up, closing the contract, rehab the property and in the end sell it. On top of that, the dashboard offers you real time overview of your business and your team activity enabling you to make the quick, well-informed decisions, wherever you are. For more information check out: www.reivolution.io

Find Alex on Linkedin: https://www.linkedin.com/in/alexandruparge/

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This week on That Real Estate Tech Guy, host Jordan Samuel Fleming talks with real estate investor Brandin Pettersen, owner of RealOvative Realty. An added bonus? His perspective is technologically informed, as he’s the co-founder of REI Op-Center, a database tool for REI organization.

Brandin’s journey to a tech-based REI business started the old-fashioned way with cell phones and Excel files, but he’s now much more comfortable with a customized CRM – InvestorFuse IF3 and smrtPhone.

“I see a lot of guys still using their personal cell phones for business and I don't understand it.”

Any real estate investor knows that no matter how seamless your processes are, or how organized you become, deals aren’t closing without solid leads. So as the conversation pivots towards the importance of clean data, Brandin shares his exciting new database tool, REI Op-Center. Users submit raw data and pinpoint where the most leads,deals and contracts are coming from. Brandin emphasizes the importance of simply understanding your data.

“Whether you have a big platform like REI Op-Center, or you're just in Excel, it is important that you have somebody on your team who’s able to figure out what deals you got, where they came from, what list source they came from, what skip source you use, what month you pulled it and how many times you've pulled it to know where you should be putting more of your money.”

Brandin sings the praises of having a dedicated data analyst on his team, as well as points out when it’s best for entrepreneurs - or solopreneuers – to recognize when to put the Superman cape down and stop trying to do everything yourself. He emphases that “if you don't have a system to find a person, find a who to help you with the how. Who not how.”

Jordan rounds out the episode with the Fast Five to give you quick tips on how to grow your real estate business and learn what’s most important to Brandin’s tech stack!

About BrandinBrandin Pettersen has been in the real estate business for over 12 years, is the owner of RealOvative Realty and co-founder of REI Op-Center. He started off as a deal analyzer, then real estate agent, then wholesaler and flipper. He's done it all, ridden several economic cycles, and now focuses on building an incredible remote team of rockstars.

Find Brendin on Linkedin: https://www.linkedin.com/in/mrrealovative/

Find Brendin on Instagram: https://www.instagram.com/mr.realovative

Let's Talk Real Estate and Stuff Website: https://letstalkrealestate.tv/

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Host Jordan Samuel Fleming talks with Larry Goins, real estate investor, CEO of The Goins Group, and founder of the Neighborhood Group, a multi-regional real estate investment firm.

Jordan and Larry talk about the importance of number tracking, lead follow-up and knowing your technology limits in order to trust a system rather than trying to do everything yourself.

“We buy all of our properties over the phone. I know my limits: we use technology, but I don't create it. I don't claim to know how it works. I just know it works. And that's all I need to know.” - Larry Goins

Larry gushes about the power of automation when your CRM and phone system are deeply integrated, detailing an automated follow-up sequence that helped revive an old lead and close a deal. The importance of follow-up – whether manual or automated – can never be overlooked!

“The fortune is in the follow up, right? The fortune is in the follow up, that's where probably 40 to 45, maybe sometimes 50% of our closings each month, are from old leads”

As the conversation shifts towards KPIs, the two discuss how invaluable good data is to a company. Whether it’s in marketing, finance or operations, having trackable KPIs helps keep everyone accountable – even the CEO! Instead of relying on someone’s personal account of what happened, your technology should paint the most accurate picture of what actions occurred. Analyzing data leads to action, which leads to growth and revenue.

Tune into the episode to hear more about how keeping it simple at the start allowed Larry to really grow his business, as well as the one thing Larry wishes he had known when he started in real estate 35 years ago. (Here’s a hint: think bigger!)

About Larry Goins
Larry has been investing in real estate for over 35 years. Currently, he serves on the Leadership Team for and has previously been president of the Metrolina Real Estate Investors Association in Charlotte NC, an organization that has over 350 members and is the local chapter of the National Real Estate Investors Association.

Larry is an active real estate investor and has traveled throughout the United States speaking and training audiences at conventions, expos, and Real Estate Investment Associations on his strategies for buying and selling houses. Larry has also written several books on real estate investing that are available wherever books are sold.

Between speaking engagements and mentoring other investors, Larry oversees the daily operations of his investing business. He’s bought close to 1000 properties in 12 different states, and currently buys 7-12 properties a month from his offices in Lake Wylie, SC with his team.

Visit Larry's website

Interested in being a guest? Head to thatrealestatetechguy.com and let us know!

For more information about smrtPhone, the only all-in-one CRM phone system check out https://www.smrtphone.io/

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In the fourth installment of That Real Estate Tech Guy host Jordan Samuel Fleming talks with John Whitfield, CEO of InvestorFuse. John tells us the story of his beginnings with Podio, and his reasons for building his own CRM software. He also describes why real estate investors need a CRM, the concept of “no lead left behind”, and how to use the action based system of InvestorFuse to infinitely scale your real estate investor business.

“Get a business phone. Do not let anybody that works for you call from their personal cell phone. Ever. It's most important that you control that communication method.” - John Whitfield

John stresses the importance of separating business from personal with your team. Getting business emails and phone numbers are key in setting up your real estate investing business for success. Divide your leads into groups, assign roles to users, set viewing permissions all at the click of a button. John has designed InvestorFuse to combine multiple actions into one situation. Usability is the foundation of the action based system and allows for users to improve efficiency through simplicity.

In the episode you’ll learn why every successful real estate investment business reaches a point where scaling is the only logical next step. From the beginning, John created InvestorFuse with a vision for infinite scalability capabilities: if your business increases in volume, performance remains unhindered. Furthermore, One of the most important aspects of a CRM for real estate investors is that your team finds the system easy to use. John describes why InvestorFuse prioritized streamlined functionality and usability when building their CRM for real estate investors.

About John Whitfield

John Whitfield has a background in business consulting services starting at Apple back in 2011 doing full IT consulting. Fast forward almost ten years later, and John has made a name for himself in the CRM software industry as the CEO and co-founder of InvestorFuse. Founded in 2015 InvestorFuse is a CRM, built off of the cloud database tool Podio. It is designed to help real estate investors manage their leads, manage their team, and close deals with simplicity.

Find John on Linkedin https://www.linkedin.com/in/johndwhitfield/

Find InvestorFuse on their:

Website
Facebook
Instagram

About That Real Estate Tech Guy Podcast

Interested in being a guest? Head to thatrealestatetechguy.com and let us know!

For more information about smrtPhone, the only all-in-one CRM phone system check out https://www.smrtphone.io/

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In this episode, host Jordan Samuel Fleming talks with Stephanie Betters, CEO of Left Main REI. Stephanie brings an interesting perspective as both a technology leader and a successful investor herself. In fact, the vision and design for her Left Main CRM product comes from trying to solve needs she had her investing business, Better Path Homes, for better data management and forecasting.

"I don't think that you need to swallow the whole apple in one bite. You just need to take one little step towards organization at a time." - Stephanie Betters

A lot of people use the term "CRM" but Jordan has a suspicion that a lot of real estate investors don't know exactly what it is, how it works, or what it can do for your business. Stephanie helps break it down, including sharing when is the right time for a real estate professional to invest in higher powered tech tools. The right CRM isn't just about data management, it's bringing together the people and the processes around the data to ensure you are in full control of your business where it matters most.

Stephanie discusses her own journey from manual processes to automation and the insights about her business it revealed (including the number of touches it actually takes to reach a contact. Any guesses? Listen to find out if you're right!) Plus, Jordan takes Stephanie through the "Fast Five" questions to give you the quick tips and advice you need to grow your real estate investing business.

Stephanie and Jordan will be meeting up at TAB Retreat Sept 24-Oct 1, 2022. Join them! Use code SMRTPHONE for $500 off. https://products.tabtribe.com/tab-retreat

About Stephanie Betters
Stephanie Betters is the co-founder of Better Path Homes, a single-family residential wholesaling and new build company in Charlotte, NC. She is also the founder of Left Main REI, a CRM for Real Estate Investors via a partnership with Salesforce. She is a recently retired Cardiothoracic Surgery Nurse Practitioner. She believes that her background in Medicine has been the key to her success in the business arena. Everything boils down to taking care of people and helping to solve their problems, and this is Stephanie’s favorite thing to do. She is a proud wife to Zachary Betters who is also a co-founder of Better Path Homes, and an even prouder mother to their three beautiful children. The Betters family enjoys being outside together, traveling, reading, running, and the company of close family & friends.

Check out Left Main REI at https://leftmainrei.co/

You can find Stephanie on Instagram @stephbetters

About That Real Estate Tech Guy Podcast
That Real Estate Tech Guy is the only podcast focused on helping Real Estate Investors make better technology decisions to close more deals and make more money. It is your weekly chance to explore how technology can help your real estate business explode. Informed by decades of REI and technology experience, Jordan gets into the details with seasoned tech and real estate industry leaders to bring you the lessons you need to get ahead. Learn from guest successes and failures, get the inside scoop on the next big trends, and always walk away with actionable ideas to build faster, better, and more profitably.

Interested in being a guest? Head to thatrealestatetechguy.com and let us know!

For more information about smrtPhone, the only all-in-one CRM phone system. check out https://www.smrtphone.io

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Welcome to Episode 1 with real estate investor, business coach, and e-commerce automation expert Terry Thayer.

In the podcast's inaugural episode, Terry and Jordan discuss the main purpose of technology in a real estate business: data. Not just how you collect it, but how you use it to better understand your business and accelerate growth.

"There's so much data you can collect by using the right technology. And that's how you truly grow a business - through data, KPIs, knowing what works, and what doesn't." - Terry Thayer

Skip tracing data to find the right contact. Comp tools to help you shape your deals. Team performance data to train individuals to improve. CRM systems to bring it all the data together and provide a collaboration space so everyone is working from the same data... they cover it all!

Plus, Jordan and Terry talk about Terry's journey from manual systems to automation, the importance of following up (and how the right technology can support it), and how to manage a virtual team to make better human connections. Plus, Jordan grills Terry on the "Fast Five" questions to give you the quick tips and advice you need to grow your real estate investing business.

To meet Jordan and Terry in person, sign up for TAB Retreat - Sept 24-Oct 1, 2022. Use code SMRTPHONE for $500 off. https://products.tabtribe.com/tab-retreat

About Terry Thayer
Terry has had an entrepreneurial spirit since he was in elementary school, selling anything he could. He started his career as a Carpenter and then in 1997, he opened his first business as a contractor. In 2002, he became a real estate investor and has been in love with the industry ever since. Up until 2012, Terry always did things "the hard way"; that's when he discovered the power of mentorship and financial education. Terry spent hundreds of thousands of dollars on coaches who taught him the importance of delegation and systems. To this day, he continues to invest sizable amounts of his own money on personal development for his family, his team and himself. Of the five 7 & 8 figure businesses he owns, he works less than 5 hours a week total in the businesses. Not because he's "lazy", but because he is so efficient that any more time spent in the office would be wasteful. Most of his time is spent coaching his team to be better, coaching other entrepreneurs how to avoid the mistakes he's made over the years, strategizing and looking for his next big opportunity. Terry specializes in earning more money in less time, and he's ready to share his secrets with the world.

Find out more at terrythayerii.com or follow him on Instagram at @terrythayerii

About That Real Estate Tech Guy Podcast
That Real Estate Tech Guy is the only podcast focused on helping Real Estate Investors make better technology decisions to close more deals and make more money. It is your weekly chance to explore how technology can help your real estate business explode. Informed by decades of REI and technology experience, Jordan gets into the details with seasoned tech and real estate industry leaders to bring you the lessons you need to get ahead. Learn from guest successes and failures, get the inside scoop on the next big trends, and always walk away with actionable ideas to build faster, better, and more profitably.

Interested in being a guest? Head to thatrealestatetechguy.com and let us know!

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Welcome to That Real Estate Tech Guy with host Jordan Samuel Fleming.

"I can tell you one thing: technology is the single most important aspect of every business that has successfully scaled." - JSF

Real Estate Technology is Jordan’s passion, and it’s his belief that it’s simply not explored as deeply as it should be by the majority of REI professionals. After building technology in the real estate sector for over a decade, he felt it was time to share what he’s learned and create discussion around REI technology.

The guests will range from real estate entrepreneurs, REI experts, Business Coaches, CRM Owners, Start-up Founders and more. Jordan’s many years in the business makes for a deep network and an REI Star-studded lineup! Whether you’re looking to start a business, dip your toes into REI for the first time, or scale an already-succeeding venture – this podcast is for you.

In this 5 minute intro, learn about the podcast - why Jordan decided to launch it, what his goal is for listeners, and who he looks for when booking guests.

About That Real Estate Tech Guy Podcast
That Real Estate Tech Guy is the only podcast focused on helping Real Estate Investors make better technology decisions to close more deals and make more money. It is your weekly chance to explore how technology can help your real estate business explode. Informed by decades of REI and technology experience, Jordan gets into the details with seasoned tech and real estate industry leaders to bring you the lessons you need to get ahead. Learn from guest successes and failures, get the inside scoop on the next big trends, and always walk away with actionable ideas to build faster, better, and more profitably.

Interested in being a guest? Head to http://thatrealestatetechguy.com/ and let us know!

About Jordan Samuel Fleming
Jordan started out life as a degenerate musician and, for his sins, ended up as a respectable businessman. He’s still slightly confused but a far happier man. Jordan has a strong creative flair and an uncanny ability to spot new opportunities - which makes him a good candidate to invite out for lunch. It’s also what has fueled his success as an entrepreneur.

Jordan has founded and led several successful companies focused on improving processes and profitability for real estate investors. He currently serves as co-Founder and CEO of smrtPhone, the smartest cloud phone system and power dialer on the market, used daily by thousands of Real Estate and Sales professionals.

Jordan is the host of two technology podcasts: “Supercharged! with Jordan Samuel Fleming” focused on Citrix Podio, and “That Real Estate Tech Guy” aimed at helping real estate investors scale by optimizing their tech stack.

That Real Estate Tech Guy: Recent Episodes

Jordan Samuel Fleming