Ep #104: How to Successfully Invest in Multifamily Apartments and Avoid Costly Mistakes – with Marty Cleckler


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Our guest for this week’s show is Mulitfamily expert and founder of the National Apartment Investor Group, Marty Cleckler. Marty has experience is all facets of multifamily investing and currently holds positions as a commercial appraiser who specialty lies in multifamily, a licensed real estate broker who’s core focus is apartment buildings, and last but not least as an active multifamily investor who has acted as a lead sponsor on numerous multifamily syndications.

Here’s What You’ll Learn

  • How Marty got his start in the real estate business as an appraiser and broker before moving on to becoming an active investor.
  • How he ended up with 22 partners on his first multifamily deal and why he vowed to never have that many investors involved in one single deal ever again.
  • His experience with outsourcing the management of his multifamily property during a massive rehab project and why he ultimately decided to bring it back in house and do it himself until the rehab was complete and the property stabilized.
  • Why it’s usually the smallest of investors that cause the biggest problems and headaches during a syndication project.
  • The huge opportunity that exists from the huge flood of millennials and baby boomers as it pertains to rental housing, specifically multifamily.
  • The reasons that Marty suggests that buying in in-fill type markets is a much better play than purchasing apartments in markets where there is still large amounts of room for developers to build new apartments.
  • The reasons to never shop by cap rate and why it really only pertains to the exit of a property.
  • Why loopnet is considered the graveyard for commercial deals.
  • Why building a database of properties within your desired your market or markets and getting to know those owners is by far the best way to find the best opportunities.
  • And much more

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Ep #105: Discover the Power of the Self-Directed IRA and How to Use Them to Fund Your Next Deal – with Kaaren Hall


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Our guest for this week’s show is Self-Directed IRA expert and founder of the uDirect IRA, Kaaren Hall.

Kaaren has helped hundreds of people self-direct their retirement savings. In today’s show she will explain how to use IRA dollars to fund your Real Estate deals. She’ll cover the do’s and don’ts and go over the process step-by-step and tell you how you can tap into the $5 Trillion pool of retirement funds that exist in the US. Kaaren is one of the top experts in this field which means you definitely don’t want to miss a second of our talk together.

Kaaren is also going to offer a free gift at the end of the show which is a free copy of her book “The self-directed IRA handbook”. And this isn’t some ebook or digital download, Kaaren will physically send you a copy in the mail, but you’ll need to listen all the way to the end in order to get the instructions on how to redeem this incredibly generous offer.

Here’s What You’ll Learn

  • How Kaaren got her start in this industry.
  • How Kaaren was able to build a thriving business during the financial meltdown of 2007-2008 and how self-directed IRA’s played a critical role in Real Estate funding’s during that time period when banks weren’t lending.
  • The basics of investing in real estate using your self-directed IRA as well as the pro’s and con’s on using a self-directed IRA
  • How to find IRA investors to fund your next deal.
  • Learn the details on what’s considered a prohibited transaction and why this is important to you.
  • What a checkbook self-directed IRA is and when it makes sense to utilize this strategy.
  • And much more

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Ep #106: How to Build a Cash Flow Machine by Investing in Raw Land – with Seth Williams


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Our guest for this week’s show is raw land investment expert and founder of the popular Real Estate Investment website REtipster.com, Seth Williams.

In today’s show we’re going to be speaking with Seth about his part-time investment business and how he has created multiple streams of income by buying and selling raw land. If you’ve been a loyal listener to our show for the past few years then you’ve probably heard me previously talk about this niche of raw land investing. Our company even went as far as testing this particular niche to see if it might prove to be a potential new revenue stream for our existing investment business.

I think the most existing part about this niche is the fact that someone could essentially get started and buy their first deal for as low as a few hundred bucks. I personally feel that this niche offers a great opportunity for the beginning investor who has limited money and resources to get started in a “not so competitive” niche and start making some passive income streams which they can bank roll and hopefully later parlay into bigger deals. This is also a great niche for those looking for alternative ways to create additional streams of income and some phenomenal returns.

Whether you’re a new or seasoned investor I’m positive that you’ll get a ton of value from our interview together.

Here’s What You’ll Learn

  • How Seth got his start as a Raw Land investor while working a full-time job.
  • How he found a unique niche by marketing directly to tax delinquent land owners.
  • The reasons I feel that this type of investing is a great way for new investors to get started with very little working capital and use it as a stepping stone to get into bigger commercial deals.
  • The process of obtaining a tax delinquent property owner list from the county and how to properly scrub it.
  • How he was able to streamline his lead generation process by utilizing a strategic recorded message and website.
  • What the due diligence process looks like on a raw piece of land.
  • How to properly come up with an estimated value for a vacant piece of land.
  • What his direct mail process consists of when mailing to land owners.
  • And much more

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Ep #107: How Being a Contrarian Investor and Betting Against the Masses has Proven to be a Successful Real Estate Model for Today’s Guest – with Mark Mascia


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Our guest for this week’s show is Commercial Real Estate Investment Expert and CEO of New York City based Mascia Development, Mark Mascia

In today’s show we’re going to be speaking with Mark about how he got his start in the Commercial Real Estate industry by working with some of the nations most reputable investment and development firms immediately following college and how in a very short number of years has parlayed that invaluable experience into running his own highly successful Investment firm.

Mark and I have a candid conversation about the lessons he’s learned along the way, including the struggles he’s encountered as he’s traveled the path to building his multi-million dollar Real Estate portfolio.

Here’s What You’ll Learn

  • The reasons he and his firm focus on asset types that are considered “out of the current property real estate cycle” even though it’s contrary to what the rest of the market is doing.
  • Learn about the struggles that Mark and his team faced by opening their investment firm in 2008 right in the middle of one of our countries biggest financial meltdowns and how they were able to push through.
  • Why Mark and his team ultimately decided to expand their reach outside of the Manhattan market and no longer limit themselves to geographical boundaries.
  • What the formation of Mark’s original team at Mascia development comprised of in the beginning and how it’s changed over the years as they’ve grown.
  • Learn about the Markets that Mark is actively working in today and why he and his team chose these particular markets.
  • What his take is on the current real estate climate and what inning he feels we’re in with our current real estate cycle.
  • The multiple different methods his firm uses to find opportunistic deals even in todays heated real estate climate.
  • Why he feels that it’s best to work with banks you have a relationship with and have done deals with rather than shopping for banks solely by rate and terms.
  • The reasons that Mark feels very strong about focusing on an actual business model and not a specific deal and what this means for you.
  • And much more

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Ep #108: Understanding Commercial Master Lease Agreements and why Commercial is Better than Residential When it Comes to Real Estate Investing – with Peter Harris

headshotOur guest for this week’s show is Commercial Real Estate Investment Expert, Peter Harris.

In today’s show we’re going to be speaking with Peter about how he got his start as a Commercial Real Estate investor after leaving his full-time job as an engineer and how he was able to replace his full-time income in a short 4 years. Peter’s commercial asset of choice is multi-family apartments and so we’ll dive deep into why he prefers apartments and the processes and systems he’s used to build his portfolio of cash flowing rental properties.

Here’s What You’ll Learn

  • How Peter transitioned from being an engineer into a full-time Real Estate investor and the reasons he chose commercial and not residential as his primary focus.
  • The various creative financing methods that Peters uses when purchasing his commercial projects.
  • How to determine seller motivations and how to best capitalize on them by creating win-win deal structures.
  • When it makes sense to use a lease purchase agreement instead of actually purchasing the property today.
  • What a WAR report is and how Peter uses this within his business.
  • The process Peter goes through when seeking out a property management company for his multifamily properties.
  • The one marketing method that is bringing Peter and his students a majority of his deals.
  • Why arrogance has no place in the commercial real estate field and how to avoid this “all too common” trap.
  • And much more

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Ep #109: How to Create High-Quality Deal Flow by Implementing a Laser Focused Direct Marketing Campaign – with Eric Stark

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Our guest for this week’s show is Real Estate Investment and Direct Marketing Expert, Eric Stark.

Today’s discussion with Eric is an exciting one, and I say that because I wasn’t completely sure what to expect as I didn’t know too much about Eric prior to the call other than he was a very successful investor whose primary focus was residential properties, so I thought. And being that our show is primarily focused on Commercial I wasn’t sure exactly how our conversation would go, but boy am I glad we did the call together, because not only is Eric a brilliant businessman and marketer, but he also has a portfolio of multifamily and commercial properties which means he is the exact type of guest we look to bring on the show.

I personally walked away from this interview with Eric with multiple golden nuggets which we’ll be immediately implementing into our business and I’m positive you’ll find the same value as I did, and then some.

Here’s What You’ll Learn

  • How Eric got his start as a residential wholesaler back in 2008 during the financial crisis and how leveraged that down market to grow his real estate business at a very rapid rate.
  • How he’s combated a highly competitive marketplace by implementing an aggressive direct mail strategy, which has proven very successful in creating a steady stream of deal flow to his business.
  • The reasons he recommends sending a highly personalized direct mail letter to a very small list versus a generic form letter to a massive list and how this one strategy has continued to bring incredible results for his business.
  • How successfully negotiate and strike a deal with an owner who is not money motivated and whose property isn’t even for sale.
  • What a “top 100 list” is and why Eric suggests every investor needs to create this list for themselves.
  • The custom website tool that Eric includes on all of his mailers which offers free education to the property owners regarding the benefits of seller financing. He’ll share the url so you can check it out for yourself
  • How he uses a pre-recorded message to warm up cold leads and also offer an easy way for property owners to get more information about Eric’s business without having to speak to a live person.
  • The letter he sends to surrounding property owners once he’s purchased a property within the same neighborhood and how this one method alone has resulted in multiple additional acquisitions for Eric and his group.
  • How Eric was able to turn a disgruntled property owner who was sick and tired of receiving his direct mail into a friendship that has brought him multiple investment opportunities, capital for deals, not to mention a mentor who had 50+ years of experience in the industry and who has become an invaluable resource to Eric and his team.
  • Why Eric loves the Detroit market and the reasons he says that you should add it to your list of “cities to consider investing in”.
  • The important role a mentor played in Eric’s overall success and why he feels that a good mentor is critical to your success in this business.
  • The one Dr. Seuss book that Eric suggests will change your life and is one of the best business books he’s ever read.
  • And much more

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  • Eric Stark

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Ep #110: How to Successful Convince a Seller to Owner Finance the Sale of a Property

Kevin Bupp headshotIn today’s show I’m going to discuss the benefits of using seller financing when buying or selling a property, but more importantly, we’re going to discuss how to successfully educate and persuade the owner of a property to consider this type of sale. If you don’t know how to effectively communicate the benefits to a seller then it’s highly unlikely that an owner will consider holding financing for you during a sale.

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Ep #111: From Limousine Driver to Nationally Recognized Real Estate Developer Whose Work and Vision Helped Revitalize an Entire City

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Our guest for this week’s show is Commercial Real Estate Developer and Investor, Dick Anagnost.

In today’s discussion with Dick, we’re going to discuss how he’s gone from Limousine owner/operator to being the president and CEO of a highly successful full service commercial real estate firm located in Manchester, NH. Dick has become an expert at re-positioning old rundown historic buildings and re-purposing them for uses that meet the needs of today’s businesses and consumers. Dick’s progressive vision and unconventional thinking was the main driving force, which brought downtown Manchester back to its former glory.

My time spent with Dick was both inspiring and motivating as it shows that hard and work and perseverance truly does win at the end of the day. And it doesn’t matter if you’re just starting out or are already an experienced real estate investor, I’m positive that you’ll thoroughly enjoy and gain a ton of value from our discussion together.

Here’s What You’ll Learn

  • How Dick got his start in the limousine business and how this business was the catalyst to his foray into the commercial real estate industry.
  • How the lack of a mentor caused many unnecessary mistakes during his start in the industry, which is why he strongly suggests that all new investors/developers find a mentor when getting started.
  • The process of unconventional thinking and forward vision that Dick and his team use to identify historical repositioning opportunities.
  • How Dick was able to persuade the city of Manchester to provide the necessary financing for a few of his first redevelopment projects.
  • How to perform a feasibility study on a historical redevelopment project to understand the overall viability of a potential project.
  • Why being a developer is one of the most risky endeavors a real estate investor can embark on, but can also be one of the most rewarding.
  • Understanding the capital stack that is involved when using federal government funds for these historical repositioning.
  • The reasons why Dick feels that real estate developers are a dying breed and why this shortage represents an opportunity for the younger generation.
  • Tips and strategies that Dick would give a new aspiring developer who is seeking an experienced mentor to help guide them down this path.
  • How not keeping up with current trends and the changing needs of the consumer can often mean certain death to a real estate developer.
  • And much more

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Ep #112: Learn How To Create “REAL” Passive Cash Flow by Investing in Parking Lots – with John Roy

John Roy JNL Parking ProfileOur guest for this week’s show is Commercial Real Estate and Parking Lot Expert, John Roy

In today’s discussion with John, we’re going to discuss the little known niche of parking lot investing. John is one of the foremost experts in the industry and spends time on both the investment side by personally owning parking lots as well as running a full service brokerage that solely specializes in parking lot sales

My time spent with John was very enlightening, as I knew little to nothing about the parking business prior to our call together. If you’re like me, then you’re always open to learning about new investment methods that can provide you diversification and long-term cash flow and wealth creation. Well, you’re in luck because that’s exactly what you’re going to learn about in today’s show.

Here’s What You’ll Learn

  • How John got his start in the parking lot business and how purchasing a few dilapidated homes near the Notre Dame football stadium has spawned into a full blown multi-million dollar business for him.
  • What the air rights of a property are and why these can typically be much more valuable than keeping the parking lot as an ordinary income property.
  • The step-by-step process of getting into parking lot investments.
  • Why parking lots make for low maintenance investments in comparison to other commercial investments like apartments, office, retail, etc.
  • The value-add components to look for when seeking out a parking lot investment.
  • How to properly underwrite a parking lot investment when there are no financials available which is a quite common scenario when dealing with small-scale parking lot owners/operators.
  • How automation is changing the parking lot industry and how these changes are having a positive impact on the industry as a whole.
  • What type of financing is available on parking lots and how to obtain bank financing even when you’re buying a parking lot that doesn’t have accurate financial statements available.
  • How to utilize out-of-the-box strategies to find opportunities, even in today’s competitive environment.
  • And much more

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How to Land Your First Multifamily Deal by Making Just 1 Phone Call Per Day

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This week I’m going to share with you a case-study from a fellow podcast listener who after setting a goal to purchase his first apartment complex within 6 months was able to successfully close on a 38 unit property in Kansas City. He achieved this by following a simple process of making just one cold call per day to different property owners within his target markets who owned buildings within the size parameters he wanted to acquire. Tune in to hear the exact system he used.

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  • Your truly

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