Shifting markets are the dread of every agent and investor. How can we prepare for a changing market? Is it wise to continue to work by ourselves? What should we do about rental properties? In this episode, Paul Campbell talks about what agents and investors can do to survive and thrive during hard times.
One way to level out the playing field is to work with a team. Teams generally have more resources, more support, and generate more leads. -Paul Campbell
Being a single agent in a market that is already showing signs of slowing down is difficult, especially when we compete against big companies. At times, it’s wiser to leverage the tools and the systems of others instead of trying to reinvent the wheel on our own.
We don’t have to chase down the market. We just need a good understanding of how the market shift is going to impact us and what the downward trajectory looks like.
Our clients need us the most when the market isn’t doing well. During hard times, our skills will be shown.
At the beginning of the episode, we talked about why being a single agent only makes our work harder and how it doesn’t always make sense profit wise either. We also talked about why our expertise and support becomes more necessary during a downturn.
Next we covered:
Why it’s wise to discontinue rental properties during market shifts
Why it’s vital for our business to work our way up in commercial bank financing
How a tax team can save you money and headaches
During a shifting market, the best way to survive is to put your ego aside and join a team. Teams usually have more resources, more support, and better systems to help you thrive. Plus, you won’t have to do everything by yourself. As a single agent, you keep the entire commission but you also have to wear different hats and spend a large amount of your time.
For many business owners, it can be easy to overlook the importance of sharing knowledge, systems, and processes throughout their team. What are the risks we expose ourselves to when we only have systems in our heads? What happens when our best employees leave, and how do we make their success repeatable? In this episode, Rhen Bartlett talks about how systems can free a business from having to rely on its best people, and he shares some insight on what works and what doesn’t.
You can’t get systemized, repeatable results from something in your head. -Rhen Bartlett
There are two types of business owners: the artist and the operator. The artist is usually the one with the vision and ideas, but without an operator, an artist can’t get much done.
When a top employee leaves, it can put a company in danger if key information and processes were known only by that person.
Having documented systems allows a business to track what gets done, how it gets done, and what the results are.
In the beginning of the episode, we talked about the two types of business owners and how they complement each other. We also talked about how systems can make our lives easier when some of our best people decide to leave and we have to make new hires.
We also covered:
How giving feedback and room to grow keeps the turnover rate low
Why it’s important to track progress and give our workers targets to reach and bonuses for performance
How documenting the systems we use can make the coaching process easier
We can’t run a successful business without documenting and sharing our knowledge and systems. If we skip this step, it will be much harder for new hires to get up to speed, and they’ll have to start their own systems from scratch—which costs time and money. Another advantage that systems bring is predictability. They make it easy to measure and find out where the problems are.
Rhen Bartlett is the Chief Operating Officer at Irby Homebuyers, LLC. He manages day-to-day company operations, as well as sales training, process implementation, marketing & advertising campaigns, and finances. For more information go to: http://www.irbyllc.com/
Healthy investing businesses make most of their money during periods of crisis when everyone else is struggling. What strategies can we use to withstand market lows? In what properties should we look to invest? And how can we attract the attention of brokers? In this episode, Michael Young speaks about his journey as a real estate investor and how he built wealth using a few simple steps.
Managing small properties isn’t a long-term strategy. Aim high from the beginning, and hire a property manager so you can focus on what you know best.
The best time to make money is when there is turbulence in the market, and other people don't have the resources to make a move. That’s why you need enough capital reserves.
It doesn't matter what happens with the market in the moment. There will always be lows and highs, but if we find a good property, you should buy it no matter what the state of the market looks like.
In the beginning, we talked about the importance of having multiple streams of income and leaving the managing of properties to a manager so we can have more time to find good deals. Next, we talked about the importance of networking and what it takes for a broker to take an interest in you.
We also covered:
What kind of return in percentages the properties your buy should have
Why debt is not a bad thing and how can you use it to your advantage
Why buying hard assets is better than using the money for a savings account
Michael Young is the founder of Princeton Pacific Properties. They provide excellent client service, in-depth knowledge of the ever changing California Real Estate market, and the experience of thousands of completed transactions. Go toprincetonpacificproperties.com for more information or email firstname.lastname@example.org.
Real estate investing is getting increasingly harder as the prices of property go up and fewer people are looking to buy in certain areas. As a beginner in investing, what type of neighborhoods should you avoid? What’s the best way to find deals even in highly competitive areas? Should you look for smaller or bigger properties? In this episode, Mark Ainley shares how he sold over 400 homes and manages over 750 rental units.
Go where other people don’t want to go. You can make money there. -Mark Ainley
Don’t go investing first in C and D class neighborhoods. There is money to be made in those areas as well, but there are also challenges that beginners aren’t ready to face, such as security issues when the property is vacant.
Markets shift, so always have an exit plan in place.
Smaller homes are easier to renovate, and you can easily estimate how much it costs to make the repairs. Plus, medium to small homes are easier to flip as well.
At the beginning of the episode we talked about what neighborhoods you should avoid when starting out as well as the importance of having an exit plan. Next, Mark Ainley shared his experience with trying to do all the marketing himself and what he does now to find deals.
We also covered:
The state of the MLS nationwide
The importance of networking with wholesalers
Why searching for homes yourself is not worth the financial investment
As a real estate investor, the biggest challenge at the moment is acquisition. Fortunately, you don’t have to spend money on marketing to attract deals. There are other people who already do this for a living and they are looking for buyers like you as well. The market is flooded with signs and ads. Let others do the heavy lifting for you, and when they do have a deal, give them the answer in 24 hours and keep your word. Give them reasons to always come back to you when they find something worth flipping or renting out.
It can be easy for a lot of people to develop a fear around money and investing when they don’t know much about it. Why is it so important to overcome this fear of money? Why is getting into real estate investing a lot easier than people think? What is a “financial freedom number”, and how is it the crux of success? On this episode, Clayton Morris shares his unique journey to becoming an investor, along with the practices and mindsets that made success inevitable.
Most people just want to blindly get into real estate, and they don’t have any focus on what their numbers are. -Clayton Morris
Buy where there’s American based jobs, where the infrastructure is not going to China, and where there’s hospital systems and distribution centers.
Borrowing from your IRA is a great strategy. You’re paying yourself back as the bank, and you can put more money back into it than the federal government allows.
A lot of warehouses and commercial buildings are being turned into distribution centers. More people are investing in residential spaces in those areas.
You either have money, a deal or access to people.
At the start of the show, Clayton shared how he got started in investment properties, and how he overcame not feeling worthy of money. Next, we talked about the best criteria for buying investment properties and the power of having a financial freedom number. We also talked about the importance of aligning all your financial processes with your wealth building in mind.
We also discussed:
How to find off-market deals
The shift towards a market of warehouses and distribution centers
There’s so much money out there, but people are limited by their thoughts around money. The truth is, there are so many different tools in the tool chest and you even have access to them as a beginner in the industry. If you have a really good deal, it would be crazy for you not to find someone to finance it. The key thing is having a big why because that will determine your actions. Remember, you have to feel worthy of wealth and that will make it manifest. Figure out your compass first and then take action on it.
Clayton is a real estate investor, and founder of Morris Invest. He’shelped hundreds of people buy their first rental property and we've renovated thousands of homes and filled them with happy tenants. Go to morrisinvest.com for more info or listen to the podcast https://morrisinvest.com/podcast/.
Real estate investing is perhaps one of the most profitable forms of investing, but it has its challenges as well. How well do you know the legislation in the area you want to buy a property? What’s the most important step towards shifting away from the business and getting more time with family and friends? What role does technology play in investing? On this episode, Sharad Mehta shares his story of how he built a business with over 600 deals in 6 years while starting from scratch.
I could have the best systems in the world-- but if I don’t have the right people, nothing will get done. -Sharad Mehta
Before you start investing in real estate, make sure the laws favor you, and that you won’t have any issues evacuating a troublesome tenant.
When buying a property, don’t think about the value it will have if you sell it. Consider the value it will have if you have a steady stream of income from a tenant.
The most important element of the business is the people you’re working with. When you have people who you trust on your side, you don’t have to be constantly involved in the process if you have the right systems in place.
Don’t shy away from using technology to communicate with your contractors. You don’t need to be face-to-face all the time to build a good business relationship.
In the beginning of the the episode, we talk about how advantageous it is to invest in real estate because you get a bigger cut. We also discussed the importance of researching the laws of the state you will buy property in.
Investors have several options to raise money for bigger investments. What is syndication, and why does it work so well? How do you determine which out of state market is right to invest in when you don’t live there? How can you find out if a market has the resilience to remain stable during a recession? On this episode, investor Andrew Cushman shares how he raises money through syndication and explains the details of the process.
Don’t wait to buy real estate. Buy real estate, and wait. -Andrew Cushman
Syndication is basically pooling together people’s money so that you can share in a benefit that you otherwise wouldn’t be able to generate or receive separately.
It’s tough to raise money if you’re unsure about how long you’re going to hold a property. You must have a specific plan.
Look for economic drivers in the market that are recession-insulated. This could be universities, military, or medical centers.
At the start of the show, we talked about why it’s so important to consider the laws of an out-of-state market as much as you consider the yield. Next, we talked about syndication and how it can be used to raise money for large scale property investments. We also covered how to determine if a market will make it through the recession.
We also discussed:
How to determine where your first out-of-state property will be
Why you have to give your investors a timeline
Why vacation markets become risky during a downturn
If you can, buy a property that cashflows well and hold onto it for a while. This is especially true in multi-family properties. As long as you can cashflow, you can pretty much ride out anything. If you hold that real estate long enough, it will pay itself off. Invest with a plan, and you will come out well.
Being the star of the team is easy when market demand is booming. But what about when the market slows down? What can you do differently when the competition is getting fiercer and the demand is at its lowest? On this episode, Don Costa shares his experience on how he lost his first business, and what he did differently to thrive with his second-- even in a low-demand market.
Everything is based on analyzed ROI, which means everything is based on time. -Don Costa
Systems help you continue selling, even when the market is not in your favor.
Don’t hire solely on experience, as most of the real estate knowledge is 100% teachable. Seek what can’t be taught-- loyalty and drive.
Follow-up systems are a vital part of the marketing machine, but make sure you test a new tool before you invest all of your money in it.
When you’re in doubt about the real value of a property at the moment, test it by putting it out there with different prices.
At the start of the show, we talked about how selling is easy when the market is favorable. We also talked about what makes a business pass the test of time: preparation and systems to get you through the big lows. We also discussed the CRMs to use, how to manage cold calling and what to do when you’re working in several markets.
Don also shared:
What type of people should be on your team
What influences the highs and the lows in the real estate market
How to reinvent your business after failing
Create a marketing machine where each lead is nurtured, and new tactics are always tested before you invest money in them. Make sure you have a system in place where there is always something to do and your team doesn’t have to spend time trying to find out what they should do next.
Don Costa started his real estate journey in 2003. But due to the crash, he lost everything. In 2012, he reinvented himself, this time starting a company that now sells over 100 houses per year. Today, he is also the host of the Flip Talk podcast where he shares his real estate experience and knowledge with his audience.
A third of the people in the country are in markets where they can’t cashflow right now. Why is it smart to consider investing out-of-state? What are the mindsets and limiting beliefs people that make it hard for people to do this? What criteria should you look for in your those properties? On this episode, investor and author, David Green shares on finding opportunities in markets where you have the advantage, and why out-of-state investing is not as risky as you might think.
When you’re investing out of state, it forces you to run your business like a business. -Tom Cafarella
If you’re collecting 1% of the property’s value every single month, you are very likely to cashflow.
There are 3 types of distress - market distress, personal distress and property distress.
The are four people you need if you ever want to invest: a deal finder/wholesaler, property manager, contractor and lender.
You don’t have to fly in and see the homes each time. There are people you can hire to do it cheaper and better than you would.
At the start of the show, we talked about the opportunities that are available in other markets, and how David found his first opportunity. Next, we talked about the mistakes people make when they try to do all the work themselves, and why you need to think like a CEO. We also discussed the four core roles you need to have to invest. We also discussed how to adjust your strategy to your strengths.
David also shared on:
The problem with multi-family properties
The markets he looks for deals in
3 types of distressed properties
A lot of people put off investing because they think it’s too late or that their local markets won’t allow them to cashflow. Actually, there’s a lot more opportunity out there than you might think. It’s the very initial get-your-foot-in-the-door phase that stops most people from investing out-of-state. Hire people who have the knowledge and skills you need. You’re not saving money by trying to do it all yourself. You’re actually wasting it when you have to step into a role you know nothing about. If you can think like a CEO, rather than a worker bee, and find people whose interests align with yours, you will succeed.
David is a real estate investor/agent/author/entrepreneur/police officer in the CA SF Bay Area. David's goal is to achieve total financial independence through real estate and to help as many others do so as possible. Go tohttp://greeneincome.com/ for more information.
A lot of real estate investors struggle when they try to scale their sales process. What causes this? How should they go about finding the right people for their team? What is the difference between sales in the listing process and sales in the investment process? On this episode, we are joined by investor and coach, John Martinez who shares how to get more out of your sales.
Investment sales are more complex. You need to be consultative, and build a tremendous amount of value other than money. - Tom Cafarella
Most investors start off as a one-man-show, and their sales systems fall apart when they have to scale and hire more people.
Only about 3-5% of salespeople on the market actually have what it takes to be good at the job.
Listing a property is more transactional, while investing requires you to provide a tremendous amount of value.
At the start of the show, we talked about the one piece most investors struggle to put in place in their business, and how a lot of sales processes fall apart when a business starts to scale. We also talked about why it’s so important to relieve pressure during a sales call, and described “sales DNA”. Towards the end, we discussed the importance of a constant recruiting process.
We also discussed:
Listing vs. Investing
Using assessments to determine who should work in sales
Why a lot of people keep poor salespeople for too long
High impact sales pieces
When you start as a one-man-show or one-woman-show in investing, your sales process is in your head. When you have to scale it and teach it to other people, the process can fall apart. A lot of agents struggle to transition from selling on the listing side to selling on the investment side because they don’t realize they have to be more consultative and build value apart from money. To overcome this, you really have to hold their hand through the process and show them it isn’t just about the check.
John Martinez is a real estate investor, sales training expert and the founder of Midwest Revenue Group. Go to midwestrev.com for more information.
Featuring in-depth masterminds with real estate investors, top real estate agents and experts on wealth building and lead generation. With each episode you’ll build a toolbox of strategies to generate deals on demand by finding motivated seller leads and giving them out-of-the-box options to reach their goals while putting more money in your pocket.