Real Estate Investing Mastery Podcast

Carlos Reyes, a self-proclaimed “serial entrepreneur,” knows a thing or two when it comes to successfully getting a business off the ground. In this podcast, Carlos shares his incredible life story of being born into poverty in Mexico, and how his mother’s dedication and strong work ethic allowed her to immigrate to California with her two young sons. Even though the road to a better life was extremely rough and full of adversity, she never gave up – and her determination inspired Carlos to work equally hard. Carlos also explains his career path – from success in the corporate world to flipping cars to investing in real estate. Despite being in Phoenix, a highly competitive real estate market, he found his path – and became successful. Within the span of a few short years, Carlos expanded his investing business to new markets across the country – and he explains how his careful research contributed to his ability to successfully grow in new markets. And, to top it all off, Carlos expounds on a few of his other companies and professional pursuits, which have allowed him to diversify his entrepreneurial ventures. With 26+ businesses under his belt, Carlos’ story is one of inspiration and motivation for any real estate investor, entrepreneur, or business owner – and I know you’ll find it to be very valuable for your own business goals. What’s inside: —Guest Carlos Reyes shares his story of humble beginnings and how he worked his way toward financial success. —Carlos provides tips for expanding into new real estate markets. —An entrepreneur at heart, Carlos shares more details on his other businesses and pursuits. —Carlos shares his real estate investing strategy and his plans for the future.

Ever wish you could press pause at a workshop in the middle of the demo portion? That’s what we’re letting you do today. In this demo, Gavin and I walk through the three key features of our coaching service: marketing, automation, and delegation. These are the systems we use for our own business. Our coaching clients use these systems too, and they work. We regularly close several deals a week, and our clients tell us they’re overwhelmed by the number of leads this system generates. In this demo of our system, we walk through the three types of marketing we set folks up to do. We get better response rates with creative marketing tactics, from cold calling to text messages or, as a last resort, direct mail. All of that can be done right in our system. During the demo we actually create a marketing campaign to show you how the system works. We contact sellers and show you their real-time responses, and we draw up and example wholesale contract, right in the system. We talk through the virtual assistant’s role, how to keep track of their work, and how to measure productive work. If real estate isn’t your full-time job, this is the best way to grow your REI business. With the right VA and a great system in place, you can come home from work to 3–5 leads waiting for your calls. Bottom line: get ready to grow your business. Learn how to turn your goals into concrete strategies to realize your dreams. What’s inside: —Joe and Gavin demo their marketing and systems to find and close multiple deals a month. —Closing multiple deals requires the right team and willingness to delegate. —The key to good leads is targeted marketing, which is easy with the right data. —Track and respond to your marketing campaigns quickly and easily with a great system.

If you’ve been around real estate investing for any time at all then you’ve heard the term “driving for dollars”; and if you haven’t, well we’re gonna talk about that on the podcast today with my guest Zach Boothe. Zach started out washing windows back in 2011, but now he earns over $1,000,000 a year using his driving for dollars technique. Zach & I talk all about what exactly he’s doing these days, how he’s finding deals using the techniques that he spells out in his course. Zach is such a wealth of knowledge and experience and we have him cornered on the show today so we can pick his brain and get answers to my questions, and questions from the viewers! I want to really, strongly suggest that if you want to look for a new avenue of getting profitable deals, Driving for Dollars is a great place to get started. We’re going to be doing a webinar. It’ll be live when we do it in a few weeks from the time we record this. But go to joemccall.com/zack and you will see the information on that webinar. If you’re listening to this or watching it later, there’ll be a replay there so don’t worry. And this is really good stuff guys. I mean, Zach is close to a million dollars this year in 2019 just from driving for dollars. This stuff really does work. We’ll be talking a lot more about the techniques on the webinar so don’t miss it; it’s going to be a lot of fun.

Gavin & I are on our way to one of the workshops we do and we got a question from one of our clients. Like so many times, the questions we get are so relevant to everyone who follows us and we wanted to share it on the podcast. Every market is competitive. We were just talking about the power of follow-up, the power of the phone. If you can master this one thing then you’ll never ever have to worry about money again. You're gonna find across the board that on average, it's five to six touches to land a deal from a motivated seller doing follow-up—that’s over a three to four-month period. No matter if you're doing wholesaling, lease options, owner financing, buying notes, short sales, foreclosures, whatever it is “your fortune is in the follow-up”. This is a powerful truth and Gavin & I were just talking about it, and we wanted to share it with you guys. Now… if you’re at all interested in one of the workshops that Gavin & I do you can click on this link to get more information: joecoaching.com/workshop

Generating a high number of leads is essential for any real estate investor who wants to secure more property deals, build their business, and make the profits they need to meet and exceed their financial goals. Still, the process of generating high-quality leads can be somewhat challenging, especially if you’re new to real estate investing or even new to your current market. That’s where Joe and his team come in. In this podcast, Joe explains his coaching/partnership process, and how he comes alongside the investors he mentors and works with. The entire process is led by Joe and his business partner, Gavin Timms, and focuses on teaching students/joint-venture partners how to successfully use marketing, automation, and delegation to generate a ton of high-quality leads. To put it concisely, Joe is a master at teaching investors (specifically, those interested in wholesaling and/or lease options) how to effectively use systems and research to get the most results in the least amount of time. When working with his students, he utilizes systems such as The Mojo Dialer and Voxer, and even provides virtual assistants to help his students get started on the cold calling process. If you’re serious about wholesaling or lease options, and you have a strong desire to succeed, a partnership with Joe and his team might be an extremely impactful way for you to get started – or, to take your business to the next level.

The former marine I’m interviewing today is so full of gratitude. Sean Terry is grateful for his family. He’s grateful for the opportunity to do real estate deals. And he’s grateful for the freedom he’s earned through real estate investing. Sean has been around the block a time or two, and he’s picked out not just the actions but the attitudes of real estate investors who succeed. If you’re wondering how to make it in real estate, Sean has the answers. First, we explore the attitudes of successful real estate investors. What are their habits? How do they handle challenges? What is it that gets one investor all the leads with the exact same marketing strategy as the other investor who gets no leads? Sean calls this the triangle effect, and he’s seen it in action plenty of times. Next, we talk about the four phases of freedom. About 30% of the attendees at Sean’s events haven’t gotten their first check. They’re still working on phase 1. And after a new investor gets that check, they work their way through phases 2 and 3, quit their full-time job, and build a predictable income. Then in phase 4 they make $100,000 a month. That’s when it’s time to start talking about not just cash flow but cash stick (excess income) and how to turn that cash stick into passive income. Lastly, we explore some of the marketing techniques that are sure to help especially newbie investors to land their first deals. We explain the collection method mentality and give a few on-point resources for finding data on a property, thinking through your marketing strategy, and raising private capital. Be prepared to do some self-reflection after listing to this one. And get ready to take notes—Sean is full of helpful tips and insider how-tos. What’s inside: —Sean explains why he is so grateful to have found freedom in real estate. —Learn the four phases of financial freedom to earn $100,000 a month. —Explore the difference between cash flow and cash stick (excess income). —Pick up some tips on marketing in the current market to achieve cash stick.

Hey guys, I got something really cool I need to tell you about… we’re about to close the doors on a program that I’m doing with a good friend of mine Larry Goins called Small Town Profits. Like I said, it’s about to end, but I’m giving all my podcast listeners the chance to grab this amazing course for the next week only at smalltownprofits.com/secret

Real estate investing expert and YouTube star Max Maxwell is living proof that hard work can really pay off… and it can pay off quickly. Max’s professional journey is certainly unique. In this podcast, he shares how he went from the corporate world to entrepreneurship (creating an app) to being broke and moving back in with his parents at age 30. Now, Max has been investing in real estate for about three years, and he’s found success as a YouTube star – making videos describing his day-to-day tasks and strategies for growing his business. Max started filming videos as a way to hold himself accountable to his business goals. A few videos later, one of his videos went viral. And he’s been creating engaging, informative video content for investors ever since. Max, who now has a team of people to manage his brand, also does a ton of networking and traveling, as he continues to build his multi-million dollar investing business. As he chats with Joe, Max shares some of his marketing strategies and tips for success in a competitive market. Tune in to hear Max’s incredible (but attainable) financial goal that he hopes to achieve by his 40th birthday, in just a few short years.

Today I’m up on my soapbox talking about the one thing you really need to do to succeed in real estate. It’s so easy, but it seems like every new investor I talk to isn’t doing it. That one thing is to make offers. First, I walk through some of the common questions I get from newbie investors—all the hangups that are keeping them from making those offers. And then I explain how to handle those questions in one easy step. And that one step is tied to the #1 rule in real estate. Next, I go through what to do when a lead comes in. It’s pretty straightforward. Then I get real and ask some hard questions about whether you’re meeting your offer-making goals. I also explain how to handle newbie mistakes when making offers. Plus I talk about dealing with the fear of making those mistakes. Guess what—you’re going to make them. So you need to know how to deal with them. Finally, I wrap up with some tips to make offers without any leads and keep your daily offer-making quota. Yes, there really is a way to make an offer without a single lead. So get ready for a rant designed to get you up and moving and making offers—TODAY. What’s inside: —Joe shows how to overcome hurdles to offer-making. —The formula for real estate success isn’t what you think. —You need a daily offer-making goal. —Make offers even when you don’t have leads.

With the real estate market constantly shifting, it’s imperative for real estate investors to switch up their marketing strategies in order to find motivated sellers and the BEST property deals. As inventory increases, home prices stabilize, and the market shifts more toward a buyer’s market, maintaining a full pipeline of property deals is becoming more “do-able” for investors who are staying on top of their marketing. In this podcast, Joe gives you a glimpse inside his marketing tactics, including the many tasks that an inexpensive virtual assistant can complete. But, while these techniques may be simple, they can yield BIG results for investors who are looking for the best property deals. Sticking with one or two marketing tactics that worked well for you in the past is probably not the best solution for your future. As the market changes, your efforts to find motivated sellers should too. Tune in to get started.

Today’s guest is a private money pro. Josh Cantwell has moved seamlessly from single-family properties to managing $32 million in private capital to do commercial deals. Whether you’re just starting out or you’re ready to take the leap into commercial real estate, at some point you’ll want to know just what it takes to level up your investing game. First, Josh and I explore the ideal conditions to get started with commercial deals, including leveraging legislation that impacts private money and reading the ever-changing market. We also talk about why it’s worth making the switch and how to generate more cash flow so you’ve got a regular income. This level of investing involves more risks but also more rewards. And the risks are avoidable. Josh reveals the three key areas he focuses on to keep his business running smoothly—and the red flags that tell him when to walk away from a smoking deal. Lastly, Josh shares some insider tips to help you get into commercial deals while avoiding common pitfalls. If you’re ready for a change and more of a challenge, commercial investing opportunities are out there. So get ready for a fire hose of helpful advice from an investor who’s made it to the big leagues. Give this your full attention and you’re sure to walk away eager and equipped to do your own commercial deal. What’s inside: —Josh explains how he began building long-term wealth with commercial real estate. —Raising private capital is the key to long-term wealth building. —As your business grows, you’ll need some management strategies to keep it running smoothly. —Learn from an insider about how to protect yourself from the bigger risks of bigger deals.

My guest grew up in St. Louis on The Hill, the Italian neighborhood of the city. He now lives in the Dallas area and does some really creative deals. He started doing this in 2011 when the market was emerging from the big recession. Nick’s company buys, fixes and sells. No big deal, right? However, sales are not retail. They finance the home for the seller. They underwrite the buyers, which translates to them becoming the bank. There’s a big need for that because there are more self-employed workers now that have a hard time getting bank financing. Nick estimates that 50% of home buyers need seller financing at this time. That means that there’s a glut of houses listed by retail realtors because 50% of the market’s not even looking at those homes. Why look when you know you can’t get traditional financing? Nick rehabs houses to move-in-ready condition while keeping the homes affordable. A $100,000 house is his sweet spot with a cost basis of 75%. He asks for a down payment of 10% and 9.9% interest. That interest rate sounds high, but it’s allowable. At the $100,000 price point, the monthly payment is approximately the same as the owner would pay for rent. But homeownership gives the buyer tax benefits, the ability to sell the asset and pride of ownership. Nick holds the buyer’s note for a while and then sells them to investors. His personal note on this transaction is at 7 or 8% on $75,000, so there’s the profit. Nick once did a deal in which the seller insisted on getting $100,000 for the house, which was a retail price. Nick paid it, with $10,000 down and $800 a month… no interest. The seller got his asking price, and Nick wrapped the underlying debt into the 30-year note when he resold the house. The buyer paid $975 a month, which more than covered Nick’s $800 monthly note. So Nick paid off the note sooner than its due date. He owes no money on the house himself but is still receiving $975 a month on it. If the owner were to default (which he hasn’t), it’s less of a headache to Nick because he no longer owes on it. Nick’s notes do not vary much from the mortgage paper that a major bank writes. His Dodd-Frank requirement is to prove the buyer has the financial capacity to make the monthly payment. Nick’s willing to loan to people who have an ITIN (International Tax Identification Number) instead of a Social Security Number are self-employed or who don’t have a great credit score. Often a low credit score simply means the borrower operates in a cash economy. The key is to keep the mortgage payment and the rent payment the borrower is used to paying very close to the same amount. Nick finds his deals from sellers pretty easily because he can afford to pay more for the house since he’s financing the deal, which brings in the bulk of his earnings. He buys from the MLS and wholesalers. What’s inside: —Nick’s model adds speed to the sales process, and he profits by that speed (not by gouging). —The model fully complies with Dodd-Frank based on disclosures and buyer qualifications. —In real estate, hitting lots of singles is more profitable and less stressful than searching for home runs. —In 2018, $26 billion dollars was used for seller financing; that’s retail, land, and commercial.

I really believe your mind will be blown by this episode. We’re talking about flipping properties you find on the MLS. That may sound like a no-brainer, but I can just about guarantee you’ve never heard of this strategy before. I have 2 guests, Jack Sternberg and Stacy Kellams, and I have to thank Stacy for encouraging me to have Jack as a guest. Jack and Stacy have been working together for 20 years. They met at a Mastermind. Jack’s done a mind-boggling number of real estate deals. He taught Stacy his system for flipping MLS properties after Stacy signed a nondisclosure agreement. Now Jack’s sharing it with us. Jack’s [very successful] strategy for years was basically taking orders for houses. He did this by interviewing people who came to open houses for properties he’d rehabbed but weren’t interested in the house. Jack would find out what people didn’t like about that house and what they particularly wanted in a house they would buy. He’d then go to FSBOs, find a house that roughly met these descriptions and sell it with owner financing. Jack set up an enrollment-based program for buyers and sellers who agree to certain transaction parameters. Jack gets an agreement from the buyer to pay the appraised value of the house. Then he negotiates with the seller for a lower price than the current one, and, remember, the seller pays the appraised value. Jack owner finances sellers who don’t qualify for a standard loan. Lately, Jack has groomed some local realtors to work with buyers in his program to find a house on the MLS and place it with Jack to owner finance. These buyers, too, have agreed to pay the appraised value. If these people qualify for a standard loan, they get a standard loan. They are still buying the house at its appraised price. When dealing with a realtor, he offers 90¢ on the dollar, which is usually quickly rejected. He can go as high as 97¢ and still make money because his customer has already agreed to purchase the property at the appraised value. And if he carries the financing, he makes still more with the interest. The strategy will work anywhere or at any time, except in a seller’s market. The realtor has to show the houses and stick with the buyer through the closing, which is a standard real estate transaction. Even people with excellent credit scores and plenty of money in the bank come to Jack. Maybe they’re purchasing a 2nd or 3rd home and don’t want to go through a bank for that. Jack prefers working with a realtor on these deals simply because it’s less work for him. He’s going to teach workshops on his program soon. You have to learn the secret sauce from him to make it work. What’s inside: —Guest Jack Sternberg tells about an ingenious program he’s developed for moving FSBOs or MLS homes. —Jack warns that it’s not the easiest transaction and it requires a lot of paperwork, but he loves it. —Jack shares the pitch he makes to realtors to get them and their clients involved. —There’s an Assisted Home Purchase program for people who don’t qualify because of credit.

You may recall that I’ve had a few guests lately who responded to an email I sent asking people who are doing lease options if they would like to be on my podcast. Today’s guest is another investor who got back to me, and he’s done very well with lease options. Rob bought his own home via lease option a while back. He’s had several mega-dollar successes with lease options over time… one that yielded a gross cash flow of $12,000 a month! Rob lives in the mountains of northern Monterey County in California. He’s been doing real estate investing off and on for a while. He used to be a car dealer and worked in real estate on the side. He also had a store that sold wood-burning stoves, solar panels, and other energy-saving products during the Carter administration. The prime rate was 18% at the time, so no real estate opportunities then. He bought his 1st personal home with a 5-year lease option. The owner offered it; it was not something Rob was pursuing. When he bought, he got a 10% interest rate even though the prevailing rate was 12%. Rob was expected to take over renovations the seller had started, which was fine with him. The seller worked with Rob using creative financing and flexible terms. Rob later bought a commercial property with a lease option. It was a car dealership that had been on the market for 2 years, so the sellers were very motivated. He negotiated the deal with a realtor and got terms that were very advantageous to him. Rob leased it to another car dealer who stayed as long as he needed the building. Then Rob sold it for $1M gross to another commercial concern. He later bought a fourplex on lease option that he still owns. He did renovations to it legally without permits to make it match the plan on file with the county. He considers the rent from the fourplex to be his retirement fund. He bought a 5-bedroom home in Los Gatos and lease optioned it to a friend who now owns it. Rob has never been a full-time investor but has made some incredibly lucrative deals over the years. Rob’s advice to you is simple – just do it. You can structure lease options any way that works for you. If one seller doesn’t accept the terms, just look for another one. And there’s always another one. Lease options are the only risk-free, no money down, flexible-term investment Rob’s ever found. Sellers usually don’t even check your credit. So, get out there and just do it. What’s inside: —Guest Rob Gaither has been the seller and the tenant-buyer of several lucrative lease option deals. —Rob doesn’t pursue real estate investing full time but keeps his eyes open for the right properties. —Rob’s advice to you is “just do it”… lease options require no money down and are flexible and risk-free. —Get Joe’s new book, REI Secrets – Daily Nuggets of Real Estate Investing Wisdom.

Hey! You can sign up online to get my new book, REI Secrets–Daily Nuggets of Real Estate Investing Wisdom. It contains short, informative and inspirational articles pulled from some of my ‘In My Car’ podcasts. My guest is Blair Halver who’s known as an outstanding marketer. His favorite part of the process is finding leads, so he decided to start a business to generate leads for other investors. He called it Dealbot. It automated the lead generation process so investors could depend on having a reliable, steady flow of motivated leads. Dealbot has evolved from the original model that did everything for the investor. Now it shows the investor how to get leads and its users get the same or better results. Blair put all his energy into his business and stopped investing for 3 or 4 years. Then he realized the huge opportunity he was missing and jumped back in. His focus had been on wholesaling, but now he does lease options with creative financing. He calls it ‘pretty house’ investing. He does 3 or 4 deals a month working 2 hours a day. He’s automated and delegated his investment business as much as possible. Blair tends to make only one type of offer to each seller. He diagnoses the needs of the seller and fashions an offer to meet them. The answer may not be a lease option. Sometimes it’s a cash offer. When he makes a cash offer, he posts the property to his buyers list. Their reaction tells him whether or not he calculated the right price. If he gets no takers, he renegotiates or walks away. The same is true with tenant buyers on a lease option. Their interest is based on getting what they think is a fair price for a desirable house. Blair prefers to do subject to’s and get the deed, but I prefer sandwich lease options. To me, it’s better to have control of the property without taking ownership. Blair doesn’t want to make repairs on a house he doesn’t own… an ‘agree to disagree’ situation. What’s inside: —Guest, Blair Halver, advises new investors to partner with someone who’s already successful at it. —Blair knows his numbers–he knows he gets 1 lease option deal per 24 leads. —Blair’s markets are Charlotte and Winston-Salem, and North Carolina has a law regarding lease options. —Automate and delegate your investing business as Blair does and the work hours are few.