Income Hacker with Ryan G. Wright

The easiest way for a fix & flipper to cut down on their time to find new deals is to improve their sales skills! Getting better at persuasion means talking to fewer property owners, which means less work & time to find your next deal. Today, let’s talk about some of the main objections you’ll run into when working with a seller, and how to handle them.

• The most common objections I have gotten over the years
• The fastest way to overcome them easily
• Understand the benefits of selling to an investor

They say that with a stronger vision comes greater success and that our pain is one of our biggest forces for motivation… if you’ve ever been in a tough situation financially or find yourself having just lost everything, there are a few things you can learn from our latest podcast guest, Seth Ferguson. Seth lost it all and is on a comeback tour with the purpose of growing a billion dollars of assets under management to show his son, leading through example, what is possible to achieve with the right mindset.

Seth Ferguson is an 11-year real estate veteran. He is the host of a cable TV real estate show, the host of a real estate investing podcast, and had his first book, Sell For More, published in 2018. As the President of ALBA Capital Group, he partners with investors to acquire and improve multifamily properties in key growth markets.

In this episode, we’ll learn why our lack of understanding about how money works cripple us, why the education system won’t teach your kids financial principles, and why having a strong WHY? is key to make our goals happen. We’ll dive deep into growing your personal net worth, real estate syndication and why it’s not as hard as you think, how other people can pay for your toys and real-estate expenses. So, if you’ve ever dreamed of creating infinite returns then tune in, then go out and do your first deal!

“The people who set their goal small, so set a goal of 3 million dollars, they hit it. The people who set their goal of 500 million, they hit it. So, don’t sell yourself short. I’d rather you set a big goal and fall a little bit short than set a small one that you know is safe.” - Seth Ferguson 

Podcast summary:

02:26 - How he got involved in real estate from the brokerage side, and why commissions as a real estate agent will only get you so far.

04:31 - Moving away from the fear of buying your own product and becoming your own best customer.

06:08 - Thinking twice before quitting your day job to become a real estate agent and knowing your WHY? Before investing.

10:28 - Seth’s first income hack: banking on appreciation and refinancing your property in order to purchase a second one.

12:33 - Speculation, looking for up and coming areas, and understanding your markets

14:58 - Infinite returns, broken down for a seven-year-old.

16:41 - Delaying gratification and starting investing sooner. 

18:11 - Let your tenant pay for your expenses and paying toys with passive income.

20:34 - Balancing the pressure versus the sacrifice

22:54 - Understanding the difference between good debt and bad debt and using leverage.

30:41 - Making a comeback after losing everything and why experience is your biggest asset.

37:13 - Transitioning from single-family to multifamily investing, and how do apartment complexes or syndication deals happen. 

45:44 - On family and legacy: The education system is not apt to teach financial principles to our children and taking that responsibility on your own shoulders.

Connect with Seth

Sell For More by Seth Ferguson
Seth's website
ALBA Capital Group
Email Seth Ferguson
Purchase To Profits Podcast

Episode Resources

The Millionaire Real Estate Investor by Gary Keller

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Many of us want to get things going in our lives but are afraid to make the first step. What most of us are unaware of, is that even the most successful people out there feel that same crippling fear from time to time. Our latest guest in the Income Hacker podcast, Dustin Brohm, is certain that the compounding interest of not doing anything is very disruptive and has a negative effect. Tune in, take one thing you learn from this episode, and start taking some action!

Dustin is a real estate agent from Salt Lake City, and a true marketer at heart, who managed to get things going financially after struggling at the beginning of his career. He discovered that by launching an online course, he could profit from a steady income made “while he was sleeping”. As the host of the Massive Agent Podcast and Industry Connected, and via coaching and speaking, Dustin has helped hundreds of real estate agents and mortgage loan officers to get more business through lead generation.

In this episode, he shares the importance of educating yourself before investing and how a few hundred dollars of Facebook advertising a month can have a huge impact on your business. He’ll show us how to focus on our goals and avoid getting distracted, and why sometimes it is simply better and cheaper to get help from an expert.

“My goal is to help agents to whether that storm by focusing on building a personal brand, by being known in a local area as a local celebrity sort to speak [...] the personal brand is the solution to all of that because it’s hard for Zillow or anyone to win at a local level.” - Dustin Brohm

Podcast summary:

04:26 - Getting paid recurrently by launching your own coaching program and online course.

11:50 - ‘When the student is ready, the teacher appears’, and the value of educating yourself.

15:29 - The opportunity cost of waiting to do things and why you need to start moving.

19:23 - Being aware of your goals and what you’re trying to achieve to avoid distractions.

24:58 - Facebook Advertising and how to apply it as a real estate agent.

30:25 - Using Instagram stories to target people and attract their attention.

35:15 - How advertising in social media is NOT a “magic bullet”, yet it is the most powerful platform for online advertising.

38:28 - Why marketing is essential and why referrals will only get you so far.

43:16 - Teaching kids entrepreneurship and getting your kids to read Rich Dad Poor Dad from the age of 9!

46:15 - His WHY? Helping as many people as possible so they can avoid making the same mistakes he’s made.

Connect with Dustin

Massive Agent Podcast

Massive Agent Society

Episode Resources

Rich Dad Poor Dad by Robert T. Kiyosaki

The Slight Edge by Jeff Olson

Can’t Hurt Me by David Gauggings (Audible)

Over app

Canva.com

Jon has a plan. He wants to make a difference in this world. He’s devoted years of his life to help those in need where he lives. Unfortunately, all dreams, even the most selfless ones, need funding to operate. After circling around the real estate industry for years, Jon’s back at it again, with the intent to make some money as well as position himself to make an impact in his community for decades to come.

Of course, no goal is ever complete without its struggles. There’s no doubt that the process of contacting sellers takes its toll on many investors, including Jon. Thankfully, Ryan knows some ways to ease that stress. Additionally, Jon has a mountain of resources right under his nose that he hasn’t taken full advantage of yet, all in Investor’s Edge. In today’s episode, Ryan’s going to show Jon what’s under the hood with Investor’s Edge instead of just the fancy paint job.

The world is in need of more people like Jon who want to give back to the communities they live in and are willing to put in the work to make it happen. Specifically, Jon runs his own non-profit, helping children with fractured backgrounds express themselves through performance art. After hearing his story, you can’t help but want to see Jon succeed. The question is “How is real estate going to get him there?”

This week’s Coach’s Corner is packed with tons of tips on some of the leading real estate investment strategies, specifically the BRRR method and financing options with good and bad credit. Here are some of the other topics you’ll hear about in today’s episode:

• The multitude of ways to contact owners.
• Building a list of contacts.
• The concept of “skin in the game.”
• Why credit matters for BRRR.
• The “1% Rule”

“If your credit is not great...I really recommend you start working on some credit repair. The cost you have to pay to do something like that, you’ll more than save in points and interest when you’re doing deals.”

—Ryan G. Wright

Podcast Summary:

0:00 - Podcast Introduction

1:10 - Learning about Jon and how he got to this point in his life.

6:49 - What drives Jon to get more out of his life. What is his “why?”

10:40 - The obstacles in Jon’s way and how he is going to overcome them.

12:21 - Skip tracing: the underrated tool of the savvy investor.

14:33 - All the things you can do with Investor’s Edge within minutes.

15:27 - Jon’s unfortunate experience with knocking on doors.

16:59 - Ryan’s alternative to speaking to owners directly: voice broadcasting.

17:42 - Building a master list using hyper-targeted Investor’s Edge filters.

20:31 - Putting your own “skin in the game” to minimize lender risk.

22:00 - Combining different forms of financing to land “base hits” instead of looking only for “home runs.”

22:44 - The impact of your credit score and how credit repair can make a huge difference in the long run.

23:58 - Diving into the BRRR strategy and seeing if it’s a smart tactic for Jon’s situation.

29:31 - Jon talks about how today’s coaching has opened his eyes.

31:12 - Which would I rather spend to find properties, my time or my money?

31:46 - Target marketing vs broadcast marketing.

32:48 - Using the “1% Rule” to gauge future returns on a rental property.

33:34 - The ethics of setting and raising rents in blue-collar areas.

36:05 - Big picture strategies and wrapping up with Jon.

Do you really want to dominate your real estate market? Some of us need a bigger push to get our ideas to walk the right way, and today, we are gonna learn how to income hack your way into real estate from one of the fastest starts in real estate history! That’s right, our today’s guest name is Dan Lesniak. Dan generated over $22 million dollars in transaction volume the first year of his real estate career, and since then, he’s been going HyperLocal HyperFast, just like his company and the best-selling book he wrote back in 2017. 

Dan Lesniak began his real estate career in 2011, and since then, he has quickly become one of the top-producing real estate agents in the country, helping hundreds of buyers and sellers complete over $250 million in sales. He utilizes his unique experiences and backgrounds to create programs for clients that reverse the risk in real estate. Dan is also the founder of The Orange Line Living Team, to help clients make the entire spectrum of the real estate process as seamless as possible.

In this episode, we will find out how did Dan make 800K on his very first deal by using builders and doing highest use and best use of the property. We’ll deep dive into how to work with borrowers and builders the right way, structuring plans so no money down or credit is involved in your deals, and learn how Lesniak has helped over 1,800 buyers and sellers in the last five years of his real estate career. 

“Sometimes people can kind of get short-sighted and get transactional instead of relationship-based…  and realize the first transaction you do with someone might only represent 1/100th or 1/1000th of the potential of what could happen from there.” - Dan Lesniak

Podcast summary:

02:33 - Dan’s HyperFast real estate agent training platform. 

04:08 - Dan’s first flip in 2013 and how he subdivided a big plot of land into 4 homes. 

06:11 - A neat little hack to buy a property, move into it, fix it up, and sell it 2 years later tax-free. 

09:48 - How to structure a deal with no money down or credit and why networking is essential.

13:38 - How to powerhouse your real estate operation with referral marketing and meetup groups.

19:35 - How to find builders and financial investors, sell projects to them and nurture those relationships.

22:04 - Dan’s first income hack: reselling tickets and the magic of buying something and selling at a higher price.

23:23 - The power of side-hustles and building multiple streams of income.

27:56 - Walking away from deals when they turn south and moving forward.

35:14 - The compound effect of long-term relationships, looking for opportunities outside the box and the power of online marketing.

Connect with Dan

HyperFast Agent Sales Summit

Get 100 FREE HyperFast Agent tips

The HyperLocal HyperFast Real Estate Agent by Daniel James Lesniak

Follow Dan on Instagram 

Follow Dan on Twitter

Follow Dan on Facebook 

Episode Resources

Breakthrough Advertising By Eugene M. Schwartz

InShot app