Coldwell Banker Realty’s Anna Fine joins ‘Power Lunch’ to discuss the rebounding of the San Jose real estate market, the relationship between the stock market and its buyers, and more.

OpenAI, the creators of the generative AI ChatGPT announced on X this week that two new features have been added to the program.

Firstly, ChatGPT is no longer limited to data before September 2021. It can now surf the internet to provide users with up-to-date results.

This function is currently only open to Plus and Enterprise (paid subscription) users but will be rolled out for all users soon.

Secondly, over the next couple of weeks, ChatGPT Plus users can present images and speak to the program. The program will be able to talk back.

Whilst OpenAI has suggested using these features to help plan a vacation or settle a dinner table debate, this latest evolution is a game changer for small business owners and entrepreneurs.

What Does This Mean For Entrepreneurs?

The browsing function can be used for;

• Researching current SEO keywords. ChatGPT can then write blogs to help a business increase its search engine rankings.
• Asking specific questions about consumers to help with the latest market research.
• Gaining current insights on industry regulations and compliance requirements.
• Generating content for websites and social media that is more in tune with current trends and industry information.

The see, hear and speak functions can be used for;

• Analyzing or simplifying graphs to help with understanding data for both leaders and other members of staff.
• Creative ideation with the program that doesn’t rely on the written word and therefore will expand possibilities. For some, speaking and listening is more effective than reading and writing.
• More accessible planning, research and content generation.
• Practical problem solving. For example, a manufacturer could take an image of a technical issue on a machine and as well as upload this image, could describe the issue. ChatGPT can then help advise,

Whilst these features promise more efficiency and organization, it’s important to be mindful of misinformation that could be embedded in the results from ChatGPT.

However, it is undeniable that tech-minded entrepreneurs will gain leverage in the world of business because of these updates.

Dave:
Hey everyone, welcome to On The Market. I’m your host Dave Meyer. Joined today by Kathy, James and Henry. Henry, you probably have the most exciting story, so tell everyone where you are right now.

Henry:
Yeah, I’m in Maui. I’m here for work though. It’s not a fun trip. I’m going to work extremely hard while I’m here.

Kathy:
I’m not sure I believe you or not. It’s not a fun trip.

Henry:
I’ll work one day during the trip.

Dave:
Out of how many though?

Henry:
Well, I mean, I mean out of 10, but still it’s going to be work.

Dave:
Yeah, still a write-off, right? If you work one out of 10 days.

Henry:
The IRS has entered the chat. No, I am only writing off what is absolutely necessary. Dave Meyer, I will not be in excess with my write-offs. Tax guy listening.

Dave:
Well, I was going to say have fun, but I guess don’t have any fun and work very hard on your trip to Maui.
James, you’re clearly not on a boat. Where are you?

James:
I’m out in Hilton Head, South Carolina checking out houses. Completely awesome. A little bit blown away by how nice it is.

Dave:
Are you moving?

James:
Don’t know yet. Well, you know what, Dave? I’m constantly on the move, so I don’t know. I can’t ever settle.

Henry:
I have seen you and or heard of you looking to buy a house in three parts of the country in the last six months. I literally was there when you were looking at houses in Phoenix and now you’re in South Carolina. Before it was, where was it, Wilmington? I mean everybody needs James Dainard problems. I’m serious. This is my theme for the entire show.

James:
Itchy fingers.

Dave:
Henry, how nice do you think the houses are each place is?

Henry:
Oh, I saw one of the ones in Phoenix and it was a house, is a gross understatement. That was more like a compound slash castle. I didn’t want to go inside. I felt like if I walk in the door, I just had to pay a thousand dollars. I don’t know to what? I just felt like I needed to put it somewhere in the house.

Dave:
It was just a cover at James’s house to enter.

James:
Well, I highly recommend people check Hilton Head out. It’s a beautiful, beautiful place.

Dave:
Kathy, you seem at home, but your house is so nice you don’t have to leave.

Kathy:
I’m home. I’m so happy to be home. I love it.

Dave:
All right, well I’m glad to hear it. All right, well we have a great show for everyone today. We’re going to be talking about deals that all three of you are actually doing in today’s market. Everyone knows that this has been a challenging and confusing year, but deals are out there for sure and Henry, Kathy and James are going to share with you some of the deals that they are working on right now.
Before we get into that, we are going to test your knowledge with a game that uncovers how much you know about home buyers right now. And I think this is a really good data set for us to look at because at least, I don’t know if you guys encounter these people, but everyone’s like, “Who can afford to buy a house right now in this market?” Or, “Who’s actually still participating in this market?” And today we are going to see how well you actually know the answer to that.
All right, what is the average age of a home seller? Henry, let’s start with you.

Henry:
Oh, average age of a home seller. I’m going to go 37.

Dave:
Okay. James?

James:
I sell a lot of houses, so I’m going to go my age 40. Maybe, I’m hoping I can, I’m bringing the median into there. So 40 is what I’m going with.

Dave:
All right, Kathy?

Kathy:
I’ll say 42 because they’ve got more kids and they need more space.

Dave:
Well, despite this being a trick question, because there are actually no home sellers this year, they did give us an answer, which was 60. 60.

James:
What?

Dave:
Boomers are selling.

Kathy:
Oh, wow.

Dave:
Yeah. 60 is the median age of home sellers. That’s crazy. Wow.

Henry:
Because they can sell the home they bought for $20,000 for 486 million?

Dave:
Yes, exactly. Yeah, it’s just pure profit. All right, for our last question, this is an interesting one. Where did most home buyers find their home purchase? So how did they identify the home that they wanted to buy? And I should mention all of this comes from NAR, all of this data. So some answers just so you know, are like the internet, through an agent, a yard sign. What is the most common way to find a home these days?

Kathy:
Internet.

Dave:
All right, James?

James:
I mean, it’s got to be the internet. Everybody is addicted to Redfin and Zillow, so I feel pretty confident it’s going to be that.

Dave:
Absolutely. Henry?

Henry:
You have to be right. Yeah, it can’t be anything else.

Dave:
All right. You are correct. I had to give you guys an easy one. Kailyn, give me an option of a couple.

Kathy:
Thank you.

Dave:
And I just picked the one that I knew none of you could get wrong. Well, thank you as always for playing. We are now going to take a break and then move on to our conversation about the deals that you all are doing.
Welcome back to On The Market. We are going to now talk about deals that everyone is doing right now. Henry, I’d love to start with you. Tell me a little bit about a project of interest that you’re working on right now.

Henry:
Well, first and foremost, I love doing these shows because we’re often telling people, “You need to be investing no matter the market.” And so we actually get to show that we’re actually doing this, and so, one that’s great.
Two, I really appreciate you, Dave, for letting me go first because my deals always seem so humbling in front of these multimillion dollar deals that these other people do, and so thank you for not putting my tiny deal behind James or Kathy’s multi-million dollar operation. It makes me feel so much better.

Dave:
You’re welcome.

Henry:
Yeah, man. I like being the small town guy and so the deal I’m presenting is a flip deal, it’s a single family flip. We are purchasing it for $200,000. The renovation budget is somewhere between 15 and 25 depending on what we decided to do with it. I think we landed somewhere right around 20,000 on the renovation and it is selling for 310,000 right now.
What I like about this deal for this market, is the market is telling us right now, that you’re going to get paid for doing flips because houses are still valued very high and people still are trying to get or wanting to get those 2022 numbers, and in some cases they are. And so with interest rates being so high, it’s difficult to cashflow some of these single family deals.
It’s much easier, or I should say it’s much less difficult to cashflow multifamily deals, but when you’ve got a single family deal, it’s hard to make that a rental. Sometimes it’s even hard to make it a short-term rental and make the cashflow make sense with the high interest rates. And so this is a great deal for this market for a couple of reasons.
One, it is a light renovation, meaning it’s less than $40,000. It’s cosmetic. We’re putting paint on the walls, we’re updating the flooring, granite countertops, putting a backsplash in. We’re only updating one of the bathroom showers, the other one is fine the way it is. It’s in a working class neighborhood where a lot of people need to and want to live. And so I know there’s demand there to live in that neighborhood. There’s schools around it. It’s close to the interstate so you can get anywhere fairly quickly, but because it’s a light renovation, that means two things.
One, I can get the job done fairly quickly. And two, it saves me a ton of money because interest rates are high and the cost of money is high. And so the less time I can hold something, the better for me. And so doing a hundred thousand dollars renovation, sure you can get to bigger profits that way, but you’re going to eat up a lot of your profits and holding costs, when you’re doing those big renovations.
And so this one, I can turn it around fairly quickly. We’re selling it for 310 and so we should net somewhere between 60 and $70,000 for doing $25,000 worth of work. I’ll do those all day long, so doesn’t make sense to hold this one. I couldn’t rent it for what I’ll be all in for, but I’m fairly confident in being able to sell it because of the location and it’s going to save me money on the renovation time.

James:
Lipstick flip. I love that deal. And that’s a huge, I mean it doesn’t matter the size of the deals, it’s about what is your annualized return in the cash on cash. That is a great deal.
Henry, how are you leveraging that deal too? Are you A, do you need a loan? B… I like the loan to value on that for sure, but how are you, how much cash are you going to have in that deal? 60 grand on a cosmetic deal is a great, I mean that’s a great hit, especially in that market.
In our metro markets, we can’t get those returns on cosmetic deals at that price point. If we’re buying a cosmetic deal, 200 grand in, we’re going to be a 15% return, maybe 25, 30% with leverage. But it’s in and out really quick. So what kind of leverage are you stacking on that and what’s your going to be, your annualized return?

Henry:
Yeah. We use a private money on this one. 11% interest, interest only payments. I put $5,000 down to buy the deal and they’re covering purchase and renovation. So I’m five grand out of pocket in order for me to turn around and sell this thing in 90 days, well probably close to 120 days.

Kathy:
I wanted to piggyback on what James said, and that is the size of the deal doesn’t matter. I do mean when we do bigger deals and when I explain mine, you’ll know what I’m talking about. There’s more staff you need, so there’s more overhead and in the end it may turn out that your deals are making more. So keep that in mind.

James:
Anytime you can hit 13X on your money in a short run of window, that’s a home run.

Kathy:
Yeah. That’s a home run.

Henry:
Yeah. No, I love deals like this and I think people need to be more open to looking for deals like this. I think what happens with new investors is they do too much, right? Somebody might see this deal and try to spend 50, 60 grand on the renovation because they want to tear all the kitchen cabinets out and put new kitchen cabinets in.
They want to tear down a wall and redesign the kitchen and relocate it, right? They see what’s happening on flip shows on TV and they think that that’s what you need to do to sell a house. We didn’t tear any walls out in this house. We didn’t tear out the kitchen cabinets. We just took the cabinet drops off, put granite in, put new appliances in.
Now, the one value add I wanted to mention that we did in this place for flips, I always look for how can I add value under roof without spending a ton of money. And so for this property, the previous owner converted part of the garage into interior living space, but they didn’t take the time to vent the HVAC into that new room. And so it wasn’t included in the heated and cooled square footage and they didn’t do it right. So the flooring was still sloped, like a garage floor might be sloped.
And so we went into that room, tore up the flooring, leveled out the flooring, and then put new flooring in and then took the HVAC, invented it into that room, and we have it staged as like an office or a game room. And so we were able to now add square footage to that room. So instead of selling this house for 275, 285, we’re selling it for 310 because we added square footage, heated and cooled square footage into that room.

James:
Henry, I know there’s probably no magic formula, but how do you personally decide how much to take on in a project like this? I know you said that you want to do it quickly and get in and get out, but how do you know when enough is enough?

Henry:
Looking at the comps? And so we’ll always look at the comps in the neighborhood to see what’s sold recently and what was done to those comps in order for them to sell. And in this neighborhood, most of the comps were either lightly renovated or not renovated at all, in selling for top dollar. And so we figured if we could do a light renovation, make it stand out above those and not be all in a ton of money, then we would be in a good position. So the best way is you got to look at what your competition is doing.
My agent will typically tell me, he’ll say, “Hey, I’ll sell this one for you for $325,000, but you got to do everything.” And he’ll send me the comp, so I can see what got to do everything means. Or he’ll say, “Hey, you can do a really light renovation here.” And he’ll send me the comp. So we look at everything that’s selling around us to know what we’re going to do.

James:
Yeah. And another thing to also look at, and I love what Henry said is flipping is not art.

Henry:
It’s math.

James:
Some of our clients, they really do enjoy the process. They’re like, “I’m okay making less money, because I want to put this together.” And that’s fine, that’s what you should do as an investor. But what it comes down to is math. What do the comps say? But then also what is your annualized return?
A big mistake a lot of flippers make is they go for the higher profit, but it takes double as long and you can make less profit but make more money because you’re turning your money so fast. And so, one thing I always like to do on the cosmetic is, what’s the annualized return? Small profit is okay, if you’re getting your money in and out really quick.

Dave:
All right, well with that, let’s move on to Kathy because I think she is the opposite of a deal that you get out of quickly. Kathy, tell us what you’re working on.

Kathy:
Well, this is a great market, contrary to what some people think. This is the time that we’re able to find deals again that we couldn’t over the last five years of boom or even longer. I started doing entitlement projects in 2009 when land was super cheap, then land prices went up and they’re still up, but we’re back to doing a deal that I haven’t been able to do for a while, which is entitlement, entitlement only.
So what that means is basically changing the use of land, it has to go through the city and you rezone it and it takes a lot of work. It is a lot of political skill there because you’re dealing with the local city council. And for an entitlement deal like this, you really need to have a good idea of whether the current city council is going to like your plan, and if that council is going to be in power for a while, because if all of a sudden it changes from growth to no growth type politicians, then you’re kind of in a bad way. Which is why builders don’t really like doing the entitlement phase.
A builder generally isn’t going to just go in and buy raw land and go through the entitlement process. So if you can do that for them, it’s really, really lucrative. So to give you an idea, again, this is with my partner that I’ve been working with since 2009. He’s a 45-year veteran builder, really understands this stuff. It’s extremely risky. So I would only do an entitlement deal with somebody like my partner who’s done so many and really knows how to negotiate with city council people.
So basically we are buying farmland in Danville, California, which is right outside, I don’t know, 30 minutes outside of San Francisco. It’s amazing that there’s still farmland, raw land there and it’s right off of Crow Canyon and that’s a popular area. Great schools, really high end area. We have a purchase sale agreement for $6 million and an option payment of basically a down payment of 250,000, but we don’t have to close until 2025.
So these are deals that we’ve done many, many times together, where you just have to put the option payment and then you go through this two-year process of getting the entitlements and then you do a double close at the end.
So we are in contract for the 6 million, we only have to put down the 250,000. The rest of the money goes towards the entitlement process and developing the lots once we get those entitlements. And then we sell the lots, which will be about $14 million.
So it’s a huge return for the investors. It’s a 15% preferred for the investors. We haven’t come out with this yet, we’re still working on some details before we do, but we did something similar just in the town down the street in Dublin where we tied up property for, I think we had to bring in about 1.6 million and we sold it for 20 million. The purchase contract was for 10 million, but we ended up selling it for 20 million to Pulte Homes.
So in this case we already have the builder who wants the lots. They’ve already stated what they’ll pay for those lots, which is 850,000. It’s only 16 lots, but this is a very high end area where $850,000 for a lot is normal, but there aren’t any finished lots for this builder to buy and they don’t like taking the entitlement risk.
So it’s not for everybody, because there is risk, a hundred percent. People have to know there’s risk in this deal, but that risk is really lessened because of the amount of experience we have in the area and in this type of thing.

Dave:
So just so I can summarize, it sounds like you are putting down $250,000 for the right to buy this property for 6 million. How much will it cost on top of that to actually do the work of entitlement?

Kathy:
Yeah. So it’d be about 22 months to entitle it. And we have already spoken to the local board, the supervisors and they want more lots. The cities make money when there’s homes that they could get property taxes on. So depending on who’s on the board and if they’re more pro-growth and no growth, they’ve already agreed they like this, the builder’s already agreed. So it is about 2 million in costs and the land is 6 million and we plan to sell it for 14.

Dave:
Whoo! I like those numbers.

James:
I love entitlement deals. We type a lot of lots in Seattle. You get them on terms and the best thing about entitlements is you’re getting them on terms so you don’t have to bring up the cash.
Now, what Kathy’s doing is a large subdivision, which has a huge hit on it, but your end buyer, that builder will pay you a massive premium, because what builders are doing is they’re all about leverage and moving their cash rapidly. If that builder has to come in and park… How much was the lot again, Kathy?

Kathy:
Oh, it’s 14 lots and we’re paying, it will be 14 lots. We’re paying, no, 17 lots and we’re paying 6 million for the land, but we don’t have to close on it. That’s we’re using the leverage, the power of it’s just an option, so we don’t have to close it for two years.

James:
Yeah. And the reason why builders will pay what they’re paying is because if they sit 6 million down, A, it’s hard to get leverage on raw lots right now, but even if they got 50%, they got to come in with $3 million down. That has to sit there for two years and builders want to keep that money working and that’s also, they need it in their accounts for baking purposes and when they can get extra financing out there.
So the entitlement business is great because you tie up, you do all the hard work and they will pay you the absolute premium when that permit is issued in hand, because they can close and start building tomorrow, which is going to really increase the return.
There’s huge, huge money in the entitlement business. We’ve been selling lots for 10 years and it is one of the best businesses out there because it really just comes down to moving paperwork, working with the city and then running a good feasibility.
Kathy, what kind of feasibility are you guys doing on this? Is it like a 30 or 60-day feasibility? What kind of testing are you doing? What are things that you guys are looking out for?

Kathy:
Most of that’s already been done. We do those reports before we bring this to investors.

Henry:
I like these kinds of deals and I’ve heard of other people doing similar deals and I’ve never really gotten into one, until this year because I’m accidentally doing one.
I actually bought a house on a double lot and the house was a tear down and so we ended up tearing it down and I bought it over a year and a half ago. And so back then interest rates were lower and the cost to build was lower back then. And so I bought it. We spent the money to tear the house down and the plan was to redevelop, to rezone the land, to build multifamily on it. And so we went ahead and did the work to change the entitlement so that we could sell.
We were going to build and develop an 8-unit property on that land. And then prices have changed and it costs more to build now and the interest rates keep going up. And so I don’t have the same return I was expecting. And so I was like, “I wonder if a developer would love to buy this.” Because it’s already set up for them to buy it. We have all the approvals, they just need to buy it and start the work.
And so we list, I paid 30 grand for the house, I spent 10 grand tearing the house down and another 15 grand or so doing the work that needs to be done to the land in order to have it ready for the development. And now we’re selling it to a developer for like 170,000. So I’m doing it on a much smaller scale by accident just because I don’t want to do the project, but now I’m thinking, “How many other houses in this neighborhood can I go snag for 30 grand and do this again?”

Kathy:
Yeah. Yeah. So in response to James’ question, I have it in front of me now that the investigation period, we do that before bringing investors in. So that’s the environmental geotech, the base engineering map, biological investigation, the outreach to the city of Danville because that’s the most important. You’ve got to know who you’re dealing with. It really comes down to the city council. They could, it’s just a small group of people who can approve or deny. So that’s probably one of the biggest.

Dave:
All right, sounds like a great deal, Kathy. Eager to hear how that goes two years from now, but it’ll be very interesting to see how this progresses and thanks for bringing a new type of deal. I don’t think we’ve ever talked about entitlement on this show before.

Kathy:
And land is not cheap today. Prices are going up right now because builders recognize that there’s really a need to bring on new supply. So when you can reach out to an owner who maybe isn’t aware of that yet, and work out a deal like this where you don’t actually have to close with all the funds for a little while, it’s a great opportunity, but that opportunity could be slipping because people are becoming more aware that land prices are going up.

Dave:
All right, James, what do you got cooking?

James:
We’re going to talk about density and maximizing your deal. So we actually bought a fix and flip property in North Seattle about five months ago. We’re currently in permits on it right now, and we paid $460,000 for this property. Originally, what we were going to do is put about 110,000 to 125,000 in and sell it for about 7, 750. And then once we started running the numbers on it, we’re going, “Okay, well the flip’s, okay. We’re going to make 50 or about 60 to $70,000 after all costs are said done.” Henry’s deal sounds way better to me than that.
So it was a lot of work for the money, but we liked that buy price of 460. It’s very, very cheap for the area. But as we were looking at it, what’s happened in the city of Seattle is there’s been a lot of upzoning, a lot of affordable housing and they are maximizing density. They eliminated the single family zoning.
And so what that does, that allowed us, we’re sitting on a 6,800 square foot lot and we have a two bedroom, one back house on the front that’s 740 square feet up top, and then we have 740 square feet in the basement. And according to new zoning, after we started looking at this, we then realized, “Okay, well this might highest and best use, might be to get this thing densified.”
So what we are doing is we’re actually turning the single family house into an ADU, which is kind of weird. It’s an 1800 square foot house that will be an ADU. And then we’re building an 1800 square foot single family house that we’re going to attach this flip property with one single wall at that point and we’re going to have an 1800 square foot house. And then we’re also going to build a detached DADU, so a two bedroom, 2.5 bath, a 1200 square foot property.
So by maximizing this, we went from making 60 to $70,000. Now we have a combined value of 2.45 million from the 700 that we thought it was. We’re going to be able to sell the ADU for about 700,000, the detached DADU for about 750 to 800,000, and the single family will sell for about a million to 1,000,050. So instead of flipping the property over a six to nine month period, now it’s going to take us about 18 months, but the profit potential in this deal is going to be roughly about 390 to $450,000, which is going to be an 82% annualized return on that.
So we went from just doing a simple flip on it to maximizing that the density. And that’s been really important in today’s market because there’s lack of deal flow and if there’s a lack of deal flow, you have to look at how do you maximize that deal in an efficient manner.
And so we really kind of stepped, our original plan was just to flip it and then we took a step back and we’re at the middle of permits. In addition to once permits are issued, we always do that as a check-in point when we’re doing these kind of deals. We might do what Henry did and flip it off to a builder too, because typically builders will pay us about 35% of the combined value on this property, which is going to be about $700,000 for this property. So we might be able to make $250,000 just by selling the permitted site. So it’s a very flexible, dense deal. It takes a little bit longer, but the margins are there.

Kathy:
Love it. You just gave me a great idea for a problem property I have.

Henry:
So talk to us about the funding for something like this, James. So obviously your rehab budget is not a rehab budget. It’s a new construction budget now. And so where does the funding for that come from? How much of your own money do you have to put into doing something like this and how long is it? You said it’s tied up for 18 months?

James:
Yeah. And that’s a great question, Henry. So originally we bought it with hard money and we’re paying 12% interest right now on that. We put $75,000 down when we bought the property. So we put a little bit under 20% down when we bought it, and we’re sitting servicing that debt for the next, it’s be about a total permit time of about nine months on that. So we came in with about $70,000 down and then we have to pay about 3,500 to $4,000 a month during that time.
Once permits are issued, then our local construction lender or a local bank will then issue us 85% of the total project costs. So we only have to bring in 15% of the total bill, which is going to be about 460 plus, about 1.35 mil to build that out. So we come in with 15% of that in addition to, we actually have an interest reserve, so we make no more interest payments for the 12 months at that point.
And so that’s how we get to the 82% annualized cash on cash return because our total down payment on this is going to be about 300 grand and we have potential to make 350 to 400, all said and done.

Henry:
So what you’re saying for people who probably aren’t familiar is that deferred interest means once you start the construction period, you don’t have to make any interest payments, so your carrying costs are lower during that construction period or just whatever you’re paying for your utilities. Is that correct?

James:
Correct. Yeah. The bank basically builds that into the loan to value, so we don’t have to make an interest payment or debt cost that entire time.

Henry:
It’s pretty sweet.

James:
Local banks are the key. You got to get good and value.

Henry:
That’s my jam, man.

James:
Yeah.

Kathy:
I love it. And in California, that is one way you can actually make money because there is legislation where cities really can’t turn down an ADU if you were to put a second unit on your property. Still some do, like the town I’m in, still can’t do it, but it is a really great way to increase density, provide more housing, and increase the value. I love it.

James:
Then you want to make sure wherever you’re looking that they allow you to economize them off. In Seattle, we can actually do a condo overlay. Condo each one of those off and sell them separately. Some cities do not allow that, so you do want to research that. With Seattle, once that passed, it just made sense for us to start really exploring that model.

Henry:
Yeah, man. With the density issues doing ADUs and DADUs are becoming much more easier to do. You still have to deal with a lot of the NIMBY folks sometimes, but I mean, it used to be very difficult to get approvals to do things like this, and so now the approvals are easy. It’s just more about how do you structure the funding to be able to pay for some of these things.

James:
And NIMBY, of course, not in my backyard. Yeah, that is so often the case. But again, in California, they did pass a law that I don’t even think nimbyism will stop an ADU unless you’re in a coastal commission area where they override everything and they don’t want too much density near the ocean for, I don’t know, environmental reasons. But if you’re not near the coast, it’s really hard to block an ADU on your land.
So if in California, if you could do something like that in these high-priced markets where you get a house with a large enough lot, you can definitely increase value that way or just keep the property and have two rentals on one.

Henry:
My other question for you, James, was you had mentioned when you were talking about the deal, you were kind of pricing out each individual structure. Does that mean you’re going to sell each structure separately or are you just saying that each structure is valued at this amount and then we’ll sell the whole thing to one person? Or are you subdividing that land?

James:
We’re condo wise, so we’re selling them separately. If we went to sell it, it actually mathematically wouldn’t make sense to buy that at two point, our combined value around 2.3, the cap rate would be like a five cap. Now, that was working when rates were low and there was a lot of demand for rental property at that time. But in today’s market, we’re pricing them all separately.

Dave:
All right, well it sounds like we got three great deals and great examples of how being creative and knowing your local market extremely well, can lead to excellent deals even during these times with high interest rates and very low inventory.
I think that’s all we got for today. But before we get out of here, where can people follow you guys to learn more about these deals and follow along? Kathy, let’s start with you.

Kathy:
Realwealth.com is where you can find me, my company. And then on Instagram, kathyfettke.

Dave:
Henry?

Henry:
Best place to find me is on Instagram. I’m @thehenrywashington on Instagram.

Dave:
And James?

James:
IG is a good place to find me, @jdainflips or jamesdainard.com.

Dave:
All right, great. Well, thank you all so much for listening. We greatly appreciate it. If you do want to share any deals that you’re doing currently, you can always do that on the BiggerPockets forums. We actually even have an On The Market section there, and we would love to hear about the deals that our listeners are doing. So make sure to check that out. You can go to biggerpockets.com/forums and do just that.
Thanks again for listening, we’ll see you next time.
On The Market is created by me, Dave Meyer and Kailyn Bennett. Produced by Kailyn Bennett, editing by Joel Esparza and Onyx Media. Research by Pooja Jindal, copywriting by Nate Weintraub. And a very special thanks to the entire BiggerPockets team.
The content on the show On The Market are opinions only. All listeners should independently verify data points, opinions, and investment strategies.

Skyler Olsen, Zillow chief economist, joins ‘Fast Money’ to talk sky-high mortgage rates, the real estate market and what’s ahead for the market.

It can be said that no professional is ever truly done learning—even ones with years of experience. This is especially true for marketing professionals, as the interests and behaviors of consumers are constantly changing, meaning the way companies must market to them must change as well. In order to keep up, marketers must continue to hone a number of skills throughout their careers, whether that’s through online courses or continued on-the-job training.

While not every skill or trait should be given the same amount of attention, there are a few that should make the top of your list. Here, the business leaders of Young Entrepreneur Council share nine skills or traits even the best marketing leaders should continue to work on and why.

1. Data Analysis

I believe that, in the age of digital marketing, one skill that even the best marketing leaders should continue to work on is data analysis. This is true because marketing leaders must possess strong data analysis skills to extract valuable insights from customer behavior, market trends and campaign performance. When you have deep data analysis knowledge, you can stay informed and identify the current trends in the market. This is very important for you to be ahead of your competitors and achieve success. – Andrew Munro, AffiliateWP

2. Setting Strategic Agendas

Marketing teams have been and continue to be a cross-collaboration engine for many organizations, supporting and closing the gap between multiple lines of businesses or functions. The most successful marketing leaders are ones who can create a shared vision and have mutual accountability across the executive leadership team. Bringing focus to the brand can guide a strong shared and strategic vision, navigate emerging consumer needs and look to map and own the customer experience across the entire organization. This will enable the marketing team to grow in organizational importance as they partner across key business units. – Ryan Stoner

3. Communication

Always ask yourself: Is this message clear? Do people care? Am I reaching the right people at the right time with the right message and offer? Success in marketing revolves around constantly improving and adjusting your communications tactics while staying true to your core brand values and overall communication strategy. – Andy Karuza, NachoNacho

4. Adaptability

In today’s rapidly changing marketing landscape, staying adaptable is crucial to keep up with evolving trends, technologies and consumer behavior. Adaptable leaders can quickly adjust strategies, embrace new platforms and respond to market shifts, ensuring their marketing efforts remain relevant and effective. This skill enables marketing leaders to stay ahead of the competition, maintain a competitive edge and drive success in an ever-changing business environment. – Kristin Kimberly Marquet, Marquet Media, LLC

5. Empathy

I believe that even the best marketing leaders should continually hone their ability to empathize with and understand the ever-changing needs and desires of their customers. The world evolves, and so do consumers’ preferences. Cultivating deep empathy allows leaders to stay attuned to these shifts, creating more resonant and effective campaigns. At Velvet Caviar, we make this a priority, ensuring our marketing aligns with our audience’s values and needs. This practice keeps us relevant, connected and innovative in our approach, and it’s a skill that never stops adding value. – Michelle Aran, Velvet Caviar

6. Technical Competence

In the rapidly evolving landscape of marketing, gaining technical competence and staying ahead is essential. With the explosive growth of artificial intelligence, the dynamics of marketing have been fundamentally transformed. AI now plays a pivotal role in crafting personalized customer experiences, automating tasks and providing actionable insights. However, leveraging these benefits requires continuous skill development. Marketing leaders must understand AI tools and their applications, stay updated on AI trends and hone data interpretation skills. In short, gaining technical competence in AI is key to staying ahead and driving success in modern marketing. – Duran Inci, Optimum7

7. Conversion Rate Optimization

Since the ultimate goal of any business is driving profits and surviving, the most important skill a leader should have is conversion rate optimization. This refers to the skill of making the right changes to a website, landing page, social media campaign or other spaces to get customers to take action. This action could be to sign up for a newsletter, buy a product, engage on social media or something else. Conversion rate optimization requires a specific mindset and knowledge of marketing psychology. It’s all about making small changes, testing and identifying ways to drive conversions higher. I believe that this is a critical skill that a leader should not stop building and learning about through various sources. – Syed Balkhi, WPBeginner

8. Time Management

Marketers are often pulled in different directions, so the best skill set to continue to work on is time management. It’s key to be able to delegate, understand when to say no, know how to estimate time and schedule deadlines. Those who are most efficient with these can accomplish more tasks and set up better expectations. – Peter Boyd, PaperStreet Web Design

9. Storytelling

Storytelling is a skill that even the best marketing leaders should continuously refine. Why? Because it’s the magical ingredient that sparks a genuine connection with audiences. Think about it: We’ve all been wired to respond to stories since our caveman days. As a marketing leader, you want your audience to identify with your brand’s purpose, values and vision. Moreover, in today’s crowded digital landscape, attention spans are shorter than ever. Attend workshops, read books, analyze successful campaigns and experiment with different narrative techniques. The more you practice, the more you’ll unleash the magic of storytelling in your marketing efforts, forging a powerful connection with your audience that leaves a lasting impression. – Abhijeet Kaldate, Astra WordPress Theme

The Internet of Things (IoT) has evolved from a buzzword to a transformative force that’s reshaping industries across the globe. In this article, we’ll zoom in on five key areas where IoT innovators could thrive.

1. Smart Home Solutions

One of the most accessible and tangible IoT domains is smart home technology. From thermostats that learn your preferences to voice-activated virtual assistants, IoT has revolutionized our homes. Smart home device adoption has surged, with Statista projecting that the number of connected devices in smart homes will reach over 1.6 billion by 2025.

Startups like Nest, now part of Google, have gained remarkable success by offering innovative smart thermostats that not only enhance comfort but also conserve energy. These technologies are in high demand as they offer tangible benefits to consumers, from energy savings to improved security.

That said, home solutions are by far the most obvious IoT market, which makes it one of the most competitive. Because of this, for early-stage companies, it might be a good idea to explore niche, non-obvious device ideas.

Example Business Idea: a device able to track movement within your home and draw heat maps in order to help you with making more practical furniture layout and interior design decisions.

2. Industrial IoT (IIoT) – Manufacturing And Logistics

Industrial IoT (IIoT) is radically altering the landscape of manufacturing and supply chain logistics. By integrating sensors and data analytics into industrial processes, IIoT optimizes operations, minimizes downtime, and bolsters safety measures. McKinsey estimated that IIoT applications could have an economic impact of up to $3.7 trillion annually by 2025.

In this space, companies like Sigfox have risen to prominence by developing low-power, wide-area networks (LPWANs) that facilitate cost-effective, large-scale connectivity for industrial devices. Startups have immense potential in creating specialized IIoT solutions that cater to specific niche industry needs, such as predictive maintenance, real-time monitoring, supply chain optimization, and others.

Example Business Idea: A supply chain visibility platform that provides end-to-end visibility into the supply chain, enabling businesses to track and manage goods in real time.

3. Healthcare IoT

Healthcare IoT is at the forefront of improving patient care and healthcare management. Wearables, remote patient monitoring devices, and IoT-enabled medical equipment are making healthcare more personalized and efficient. According to a report by MarketsandMarkets, the global healthcare IoT market is projected to reach $188 billion by 2026. The demand for innovative healthcare IoT solutions is likely to soar as the population ages and healthcare becomes more digitized.

Healthcare IoT could also have a low barrier to entry as early-stage startups could develop apps that use the improving tech of the already immensely popular smart watches and other wearable devices.

Example Business Idea: offer data analytics tools for healthcare institutions to derive valuable insights from IoT-generated patient data, improving patient care and outcomes.

4. Retail IoT

Retail IoT is revolutionizing the way we shop. With IoT, retailers can offer personalized shopping experiences, optimize inventory management, and streamline supply chains. This technology is not only enhancing customer engagement but also driving operational efficiency. The global IoT in the retail market is predicted to reach $297.44 billion by 2030, according to Grand View Research. Startups in this domain have the opportunity to innovate in areas such as in-store analytics, inventory management, and customer engagement solutions.

Amazon Go, Amazon’s cashierless store concept, is a good example of how IoT can redefine the retail sector.

Example Business Idea: Eye-tracker devices on store shelves could collect and analyze the viewing patterns of customers in order to optimize store layouts.

5. Environmental Monitoring with IoT

IoT is playing a pivotal role in environmental monitoring and conservation. By deploying IoT sensors in natural habitats and urban areas, valuable data on air quality, water quality, and wildlife behavior can be collected. This data aids in early detection of environmental issues and informs conservation efforts.

Startups like Conservation Metrics are using IoT to gather critical data for wildlife conservation. Their solutions enable researchers to better understand and protect endangered species by tracking and analyzing their habitats and behaviors.

The growing concern for the environment and the need for actionable data make this a promising niche for innovative startups. That said, naturally, the growth promise of a particular market is only one of many factors you need to consider when you choose the right niche for your startup project.

Ashley:
This is Real Estate Rookie episode 325.

Sam:
I pictured my retirement, working till I was 60 something, and living off my retirement. And I realized very quickly that that wouldn’t be the case. And so, I kind of had a moment of panic and I realized, “You know what? I think real estate will be a great way to supplement whatever I’m putting aside.” Turnkey provider, pretty much the easiest way to explain is that they flip properties to investors. So, pretty much, they’ll buy a property under market value, they’ll put work into it, and they’ll sell it to an investor who’s looking for a property that pretty much needs no work. It might need a little bit, and you can ask them to do things that come in the inspection. And they usually come with property management included as well.

Ashley:
My name is Ashley Kehr and I’m here with my co-host, Tony J. Robinson.

Tony:
And welcome to the Real Estate Rookie Podcast, where every week, twice a week, we bring you the inspiration, motivation, and stories you need to hear to kickstart your investing journey. And we’ve got a great episode today. We’ve got Samuel Dolciné on the podcast, and Sam actually runs a podcast of his own called the Black Real Estate Dialogue. And as soon as he came on, I could tell that he had a little bit of experience behind the mic because he was just so smooth and he delivered his story so well. And I was like, “Man, this guy’s got a great story.” All right. So, you guys are going to love this conversation with Sam. He’s going to talk about red flags to look out for in potential tenants and how he almost got scammed by someone who wanted to rent his property. You’ll also get to hear Sam talk about red flags in a property, and you’ll hear why he pulled out of two potential deals that he already had under contract.

Ashley:
We start this podcast a little bit differently, talking about Sam’s idea of retirement. So, he actually went and pulled up his portfolio online for his 401(k) and played with the little tools and buttons they have on there to see what he would actually have at retirement. And to say it was not exactly what he wanted might be an understatement. But then, he makes one phone call, and this one phone call gets him his down payment on his first investment property. And one other thing I want to mention about Sam is this whole episode is you are going to learn all of the ways that he analyzed a market and did it so efficiently, and saved himself so much time during that process too.

Tony:
So, before we kick it over to Sam, I just got to give a shout-out to our amazing Rookie audience. And guys, Ash and I mean this from the bottom of our hearts, the Rookie Podcast would be absolutely nothing without our listeners, and we’re so incredibly grateful and thankful for you guys when you take time out of your busy schedules to leave those reviews on Apple Podcasts, wherever it is you’re listening. So, I want to give a shout-out today by someone of the username JRschmitt2012. And JR says, “The best information out there. Thank you for providing so much useful information. I haven’t made the first purchase yet, but I’m in the middle of moving to a new market and I don’t think I would be as confident as I am without this podcast. Keep it coming, guys.”
So, if you are a Rookie listener, if you’re a dedicated Rookie listener, or even a new one, and you found some value in our podcast episodes, please do take just a few minutes out of your day and leave that review. Because the more reviews we get, the more folks we can inspire to start their investing journey as well.

Ashley:
And for today’s social media shadow, it goes to Drew Breneman, D-R-E-W B-R-E-N-E-M-A-N. You can find him on Instagram at his name. And he does a great job of showcasing different real estate strategies and methods. He also has a podcast called the Breneman Blueprint. So, go give him a follow and check out his page.
I love that we do these social media shout-outs now, and it’s not to get the person followers, but it is for you to build your own network of like-minded investors. Being able to learn from them and also watch them grow. You will not believe that the motivation and inspiration and everything that you will learn just from filling your social media feed with actual real estate investors, especially Rookies, and being able to connect with them. Trust me, as entertaining as memes are, this will be way more beneficial to you. Okay, now let’s get into our show and we are going to bring Sam on.
Sam, welcome to the show. Thank you so much for joining us today.

Sam:
It’s an honor, it’s a pleasure to have this opportunity and I’m excited to get into my story, and I really appreciate you two hosting me today.

Ashley:
I want to start this podcast off a little bit different today. And the first question I want to throw at you is, what did you picture for yourself for retirement?

Sam:
Yeah, so initially, I pictured my retirement working till I was 60 something and living off my retirement, my 401(k) primarily. At the time, I didn’t have any visions of owning real estate or using rental income. I just assumed that my putting away however much percentage at work would do the job. And I realized very quickly that that wouldn’t be the case. But initially, that’s what I thought.

Ashley:
So, are you on track now to get that type of retirement? Is what you pictured actually happening to you right now?

Sam:
What I pictured at that time? Absolutely not. I came to a realization at work, at my desk, that what I was saving, projecting out my raises and things of that nature, it wouldn’t last me that long based on the lifestyle that I envisioned living with my family in retirement. And so, I kind of had a moment of panic and I realized, “You know what? I think real estate will be a great way to supplement whatever I’m putting aside from my job or whatever it is I’m doing.” And honestly, I’m glad that I came to that realization because life is a lot more different now than it was five years ago when I came to that realization.

Ashley:
Can you expand on that a little bit more of what that realization was for you, that moment in time?

Sam:
Yeah, so I was at my desk at work, and for whatever reason I decided to go check my retirement account. And they have these calculators where you can project out, all right, if I put away, let’s say 5% and these are the raises I make over the next 30 years, how much will I have? And then, the second step was how much do you want to live off of? So, I put the number in and in less than 10 years the money would’ve been gone. So, I’m like, “You know what? I have to figure something out.” So, I started reading different things. And I’m like, “You know what? Maybe real estate is the way to go.” So, I live in LA, been here about seven years. And I tried to get pre-qualified and I spoke to a mortgage guy and he’s like, “Hey, you might be able to get a condo somewhere, but you can’t get anything right now.”
And so I’m like, “All right, I don’t make enough money. What’s the next thing?” And so, I started looking online, are there other ways people are investing in real estate? And I came across some information about people investing out of state. And I’m like, “Wait a minute. I didn’t know you could invest out of state. I thought you had to live near where your properties are.” And my point of reference was the landlord where we lived at growing up, his house was right next to the building that we lived in, so I figured that’s just what it was. And so I spent about 12 months just learning everything I possibly could. BiggerPockets was very integral in that. Just learning everything I could about investing out of state. And 12 months later, I purchased my first out-of-state property. So, that moment of panic turned into research, and then that research turned into my first out-of-state property 12 months later.

Ashley:
I have to say, what a great moment of panic to create that realization. 12 months down the road, you have your first property.

Tony:
Yeah, I think a lot of new investors, they get stuck in that analysis paralysis, where they never really get to a point where they do pull the trigger. And 12 months turns to 18 months, turns to 24 months, turns to 36 months, turns to decades. So, Sam, this is a question that I always like to ask people because I think it’s super insightful for the listeners, but you have this realization sitting at your desk, realizing the money’s only going to last you a decade. You go on this journey of self-education. At what point did you realize that you were ready to actually take action? Do you remember that moment where it was like, “Okay, this is the moment where I’m actually going to submit that first offer,” or, “This is the moment where I’m signing that first purchase agreement”? How did you know that you were ready to move forward?

Sam:
Love that question. So, the first thing I did when I realized, “All right, I’m going to invest out of state,” the first thing I did was I put my student loans into forbearance, and I was paying hundreds of dollars. So, that helped me save about 6K. And so fast-forward, I’m researching, I’m trying to find markets, and I got introduced to some folks in Dayton, Ohio. And so, I went out for a visit, looked at the market, did market research, they sent me some reports. And I’m like, “All right, I need to speed up this timeline.” So, I get the bright idea to call my retirement plan. I’m like, “Hey, how can I get access to some of this money?” They’re like, “Well, you have a couple options. You can withdraw however much and pay the big tax penalty, or you can borrow up to 50% of the balance.”
And I’m like, “Wait a minute. If I combine what I’ve been saving from not paying student loans, plus what I can borrow from my retirement plan, I’ll have enough for a down payment and I can get into this Dayton market much quicker.” And so, I did that the same summer that I went on that visit because I’m like, “I got to get into the game.” And so, once I had the money, I knew I was ready. And then a couple of months later, a property came on the market that fit my criteria and I just went for it. So, I think, for me, once I had the money, I’m like, “All right, I need to make this thing happen.” But all the while, I was preparing and then that moment came during the summer where I’m like, “Okay, I can add to what I’ve been saving already. Let’s do it.”

Ashley:
Sam, when you decided on this during your analysis, why did you pick Dayton, Ohio?

Sam:
Yeah, so it’s funny. So, I had a Google Doc with just a bunch of markets, most of them in the Midwest or some parts of the South. And I was listening to a podcast and they were like, “If you want to buy turnkey properties, reach out to us. We can introduce you to some folks.” I’m like, “Okay, let me just do this.” So, they introduced me via email to folks from Memphis and then from Dayton, Ohio. The only reference point I had of Dayton, Ohio was sometimes the NCAA tournament basketball was played there, but I didn’t know anything about the city. I didn’t know anyone there. And so, the folks from Memphis didn’t reply, the folks from Dayton did. They sent me information on the market, so just about infrastructure improvements, how much they’re investing in downtown, the percentage of renters, which was 60% renters, 40% owners at the time.
And I took that information, I did my own research just on the market and things that they’re doing to improve the city. And I also noticed that it was situated geographically in a very interesting place. So, Dayton is in between Columbus and Cincinnati. So, Columbus to I think the north and then Cincinnati to the south. And so for me, I’m like, “You know what? There’s enough information here where I think this could be a good splash. Plus it’s not popular.”
When I was on the BiggerPockets forums, there weren’t that many people talking about Dayton, even though a lot of my research was confirming that this is a good market to invest in. And so, once I went out there to visit, I got to see some properties, got to see the city and see all the things I was reading about. I’m like, “You know what? I think this is a good opportunity to make a splash.” I didn’t want to overthink it too much. I’m like, “You know what? I have the connections here. Let’s just make it happen here.” So, those are some of the reasons that I chose Dayton, and it’s paid off very well. It’s a great market and I definitely intend to invest there more.

Ashley:
What a great resource of information of getting the market data presented to you from the turnkey company that has saved you so much analysis right there. And then, you’re just going and verifying the data instead of starting from scratch. So, I think that’s a super useful tool is to someone, especially if you’re using turnkey, is to ask them for the market instead of saying, “Okay, I’m going to analyze these five markets. Do my deep dive. Okay, I’ve picked this one. Now, I’m going to go to the turnkey company and talk to them about the actual property itself. I already know I want that property.” You did an amazing thing and you went and wanted market data from a couple of them, and one got back to you and the data was great, but what a great resource and very efficient.

Tony:
Sam, actually, if you don’t mind, can you define what a turnkey provider is? What does that even mean, turnkey?

Sam:
Yeah. So, a turnkey provider, pretty much the easiest way to explain is that they flip properties to investors. So, pretty much they will buy a property under market value, they’ll put work into it and they’ll sell it to an investor who’s looking for a property that pretty much needs no work. It might need a little bit, and you can ask them to do things that come in the inspection. And they usually come with property management included as well. And so, for my first deal, I’m like, “You know what? Obviously, the downside is that you pay at the market pretty much. However,” I’m like, “this will get me into the game. This will help me to build up my confidence. And then, perhaps on my next deal I can take on a little more work and things of that nature.”
So, for me, it was a good way to get into the game. I, by nature, am very risk averse, which is funny because I’m investing from thousands of miles away. But I’m like, “I need to get into the game. This seems like a relatively safe way to get into the game, just start making some money, build my confidence up, and then I’ll go from there.” So, I’m glad I went that route. I did learn thereafter that I could find turnkey properties on the MLS. But based on what I knew at that time, it made sense. And if I didn’t do that, we probably wouldn’t be sitting here today.

Tony:
Sam, let me ask a follow-up question. First, I appreciate you breaking down the pros and cons of the turnkey approach, because for some people that maybe don’t have the time, desire, or ability to find distressed assets, rehab them, get them placed with a tenant and do all that work, turnkeys do solve a need for a lot of those people. And I’ve met some investors who all they do is turnkey. They’ve got very busy day jobs, they got maybe a high salary, they’ve got a big shovel to dig with in terms of the income they have coming in. So, for them, it’s easy to take that money, dump it into a turnkey property, not have to think about it. But I would love just to get the 30,000 foot view. Like say that Tony and Ashley wanted to invest with the same company or a similar turnkey provider. What’s the step-by-step process? Do I just subscribe to an email list? Is there a Facebook group where they’re posting all their stuff? What does this look like to buy from a turnkey provider?

Sam:
Yeah, so typically, what’ll happen is you’ll reach out to them, share that you’re interested, and they’ll get you on an email list of different properties. They’ll do some back-of-the-envelope math for the cashflow and things of that nature. So, they will get you on an email list. A lot of times they give you the option of coming out and seeing properties in various stages of rehab, which is what I did. So, I got to see some stuff that was fully gutted and some stuff that was halfway done, some stuff that was done, just to get a good sense of their work. And typically, let’s say you find a property that you’re interested in, the price is the price.
So, one of the cons is that there’s not any negotiation, like the price is the price because, of course, they have to make their profit. However, you can get your inspection and have them fix things that need to be fixed. But typically, that’ll be it. And if you decide to go with their property management, what I did was I went with their property management because I wouldn’t have to pay a lease up fee. And for those who don’t know what that is, pretty much a percentage of the first month’s rent is what you typically would pay to a property management company or to a leasing agent.
So, I’m like, “You know what? Let me do that with them. I’ll try it and if they’re not that great, I’ll get rid of them,” which I eventually did, but at the time it made sense. So, that’s typically how the process will work. And then, they’ll just hand you over to their property management and you’ll get the statements of monthly, and they’ll place tenants and things of that nature. When I purchased mine, there was a tenant there in less than a month, so I think it closed on the 15th and a tenant moved in within two weeks. So, they did the tenant placement and things of that nature as well. That tenant was great. She stayed maybe a year or two years, maybe about two years. But that’s typically how it works, high level.

Tony:
Just a quick timeline perspective, from the moment that you said, “Hey, I’m interested,” until you actually closed on that property and owned it, what was the timeframe there?

Sam:
About 30 days. So, it was quick. It was quick. So, I did buy the property-

Tony:
30 days? Holy crap.

Sam:
Yeah, it was super quick. So, I had the financing, the lender I was going to go with and everything ready. The inspection took place. The repairs that I wanted them to do took place. They turned it around pretty quickly. So, we closed in about in about 30 days, which is crazy. So, I went from 30 days before not having any property, finding a property, closing, signing all the stuff. And 30 days later, I was a landlord. So, it was pretty crazy.

Ashley:
Do you think part of the reason you were able to do that so fast was because you felt more comfortable since you visited Dayton? Can you kind of give us your opinion on… First of all, what was the cost to actually go there? Did you fly there? Did you drive there? Did you have to stay overnight and going there? And was it worth it to go and actually be on the ground and visit the area and see their properties? Or do you think that you could have done just as great of a job of picking a property and having it being sight unseen?

Sam:
Love that question. So, I found a lot of value in going out there, and it’s not the easiest place to get to. I had to get a connecting flight, I think in Chicago, and then the next flight down to Dayton from LA. But for me, it was important to visit, because again, you got to think about it. I didn’t know anybody, investing long distance. I was taking a big chance. I didn’t know anybody who was doing that. And so, to me, it was great because I got to almost put my hands on it or check the city out for myself, drive around and see what’s happening around the city. And the person from the company, she drove me all around. I got to check out the city, go to different places. And to your point, as you mentioned earlier, verify a lot of my research.
So, I verified a lot of what they sent me online, but then to see it in person, for me personally, it was great. It was great. And so, I definitely think I could have done it sight unseen. I know a lot of people do. I mean, I haven’t seen the last place I purchased yet. But for me for the first time, it was super important to go out there and see it myself. And I felt good. I felt good after I went there. I’m like, “You know what? I know 100% that this is where I want to be, this is what I want to do.”

Tony:
Sam, if I can ask, you mentioned that the turnkey, even though there were some cons to it, there were some pros as well. Getting that first base hit, building your confidence to be able to do this on your own. So, let me ask, even though you didn’t necessarily find the distressed property, manage the rehab, place the tenant yourself, I’m assuming that you probably still picked up some things along the way that kind of prepared you for that next deal. What were some of those initial lessons you learned on that turnkey property that you feel kind of prepped you for the next one?

Sam:
Yes. So, I think the first thing is to have more confidence. Because I eventually visited that particular property about 14 months later. I was like, “You know what? Let me just come back. Let me see how it’s going. Let me put my eyes on the house, see what it’s like.” And the management company was really acting like I was a nuisance. I was trying to get access to the property. And eventually, my boots on the ground, who I also met on BiggerPockets, she went with me to the house and we just checked in on the tenant. Just like, “Hey, we just want to make sure everything is cool.” And I had been debating letting go of the property manager and self-managing, and that was really confirmation that I should just try it, and if it doesn’t work out, I’ll just find another management company.
So, that’s one thing I learned, just to follow my instincts because my instinct was to move on. But after that visit, I think I sent them a 30-day notice and we parted ways. So, that’s the first thing. And then, the second thing I would say I learned is that I could find turnkey properties on the MLS. So, the next deal, I’m sure we’ll get to that, I found a realtor and we went that way. So, again, I went based on what I knew at that time, and I always tell people, know enough to get to the finish line. You don’t need to know everything. Make your decisions based on what you know.
And so, if I could do it again with what I know now, and obviously hindsight is always 20/20, I would just go with the realtor and you have more negotiating power that way, and there’s just more flexibility in what you can do and pricing and things of that nature. So, I would say those. And then, the last thing I would say is that just to get started, for me it was important to start, even if I made 300 bucks a month, at least I started and I can figure out how to get better deals over time, how to improve things over time, which is what I did. So, I would say those are the things that I learned.

Tony:
Sam, you said something, “Know enough just to get to the finish line.” And I like that saying, and I might even tweak it just a little bit to say, know enough just to take your next step because I think that’s where a lot of Rookies get stuck is that they sometimes do want to see every step straight to the finish line, but you oftentimes don’t really know what you don’t know. And as long as you have the confidence to put that one foot forward, then the next foot forward, that’s how you start to make progress. And it seems, Sam, that that’s kind how you navigated this situation.

Sam:
100%. That’s exactly what I did.

Tony:
So, I want to touch a little bit because you said that you got rid of the turnkey property management, and are you still currently self-managing that property?

Sam:
Yes. Yes.

Tony:
Okay. So, let’s talk about that because you’re in California, Ohio is thousands of miles away. So, how were you remotely managing this property given that you’ve never done it before? What were the steps you had to take to kind of cheat yourself with tools, automations? Just tell us the whole experience of self-managing from multiple states away.

Sam:
Absolutely. So, the first thing I had to do was find a platform to receive the rental payments. So, how the property management works is they just send you the money via ACH, so it’s in your bank account every month. And so, I switched the tenant over to apartments.com, and sent her an email letting her know, “Hey, I’ll actually be managing the property now.” And at that point, I had put her on a six-month lease. She had asked to be on a six-month lease, and that ended early, but I’m sure we’ll get to that. And so, from the logistics standpoint, that was pretty much all I had to do, and just make sure the payments were redirected and the management company sent me her security deposit and what I had in reserve. So, from that perspective, it was pretty seamless, and it was all pretty simple until she left. So, it wasn’t that much I had to do as far as switching her over.

Ashley:
As far as the maintenance request, I’m hoping that since it was turnkey, there wasn’t a ton of maintenance. But did you have almost like a Rolodex of vendors or handyman that maybe the other turnkey providers have used, or how did you handle maintenance requests?

Sam:
I’m glad you asked. I actually did not have a Rolodex. And shortly after I took over, there was an issue with the furnace. And so, I get a text or an email on Sunday night saying, “Hey…” And this is the winter, the middle of the winter in the Midwest. So, she’s like, “Hey, the heat is out and I’m just freaking out.” I’m like, “Oh, my gosh.” So, I start googling just like, “Who can fix a heater?” And I just start calling around, calling around. I finally found somebody to go out to the property on that night and figure the situation out. As a matter of fact, I think they had to come in the morning, so she didn’t have heat that night, but they came the next morning and fixed everything. And so, I did not have a Rolodex of anything at that time. I was really starting from zero. But thankfully, that was the only incident that took place while that particular tenant was there, and she probably stayed another five months after that.

Tony:
Ash, I want to get your insights on this piece too, because when you manage your properties yourself, at least when you first start, you oftentimes don’t have a Rolodex of HVAC, of plumbers, of electricians, of general handyman to do all these things. And you do have to scramble like you did, Sam, like, “Let me just open up Yelp and find as many as I can and see who works.” And that’s been our process too. We self-manage all of our short-term rentals. And I remember the first time we had a big maintenance issue in Joshua Tree that our handyman couldn’t fix. We had to source… I think it was an HVAC issue, similarly. And we had to call a bunch of different people. And the first one that we found, they were able to get it, but we didn’t really like working with them. And then, the next time we had an HVAC issue, we found someone else.
But as these issues kind of continue to pop up in your business, you do start to build your own Rolodex. And now, we’ve got a list of all of our preferred vendors. So, now anytime something happens in our business, our VAs have a list of just who to call, who to text, who to email, et cetera. So, it does kind of build over time. But Ash, I guess I’m just curious for you on the property management side, was it similar for you as you kind of build things out or how did you manage the whole vendor piece?

Ashley:
Even today there’s different towns where a contractor will say like, “Oh, I don’t go that far,” or something like that. And then, you do have to find somebody else to fill that special skillset. Right now, my biggest tool is referrals from other investors or even just other contractors, just anybody that would use a maintenance person. My mom is actually great on Facebook. She’s in all the neighborhood Facebook groups and she’ll just send me a screenshot and be like, “Oh, this person recommended this person in this town to build their deck,” or whatever it may be. But we have the same thing. We use monday.com, and we keep just a list of people.
Anytime that my one business partner, Daryl, he sees a truck, a van, anybody driving or we’ll go and get coffee and they have the big tack board with business cards, he will take pictures of that and then he will put it into our list of different vendors. A lot of these we’ve never even used, but we have them there in case we need to. And yes, it is cold calling them. Those types of people we don’t have any referral for, but at least sometimes it gives us a starting point as to who to contact. But I think another great way, if you don’t know anybody that’s investing is going into the BiggerPockets forums, going on to the neighborhood Facebook groups and ask in there, “I’m looking for a plumber in the area. Does anyone have a recommendation?” And you will get a ton of people just listing, listing, listing. One thing I would watch for is make sure it’s not only the wife of the plumber that’s making the recommendation, that it’s actually somebody that used their services.

Tony:
Yeah. Well, I guess let’s lead into this next piece because you hinted at it a little bit, Sam, but I’m curious, what was really the journey of that tenant turnover? So, after that first tenant leaves, what does that look like? What do you do next?

Sam:
To be honest, that was the toughest experience that I’ve had, and I’ll explain why. So, pretty much what happened was the tenant ran into some financial issues and she asked if she could end her lease early. And I’m like, “You know what? Cool, she’s paid on time, fine. Just make sure the place is clean.” And I didn’t charge her a fee or anything. 30 days later she left. And so my boots on the ground, who I mentioned before, her name is Courtney, shout out to Courtney. I met her on BiggerPockets and she’s like my aunt in the Midwest, she’s great. And so, she did the checkout process with the tenant, just made sure the place was in good condition, got the keys and everything. And she said, “Sam, there is a smell here. It smells like the dogs have been doing their business inside.”
And at the time, there was carpet. And in the lease, the tenant was supposed to shampoo and wash the carpet, which they did, but there was a stench. And so, I was talking to an investor friend of mine, he’s like, “The first thing you want to do, rip that carpet up, get some vinyl plank flooring.” I’m like, “Okay, fine.” And of course, I had to paint the place. And I found somebody on Facebook inside of one of the Dayton investor groups who is a handy woman, she sent me some pictures of her work. She says she can paint. I’m like, “Cool, you can paint.” And so, the first mistake I made was, like I said, I have boots on the ground. She’s an investor there. She’s awesome. I didn’t leverage her enough.
So, the handy woman, she was sending me pictures of different rooms painted and things of that nature. And at the very end when she said the job was complete, I had the boots on the ground go there and she’s like, “Hey, Sam. She missed this wall. She missed this room.” And what I should have done is had her going throughout the week. She could simply have gone on her way back from work to verify all the information that was being shared with me. And the next thing was the flooring. So, I had to rip the carpet up. And I was talking to her, she’s like, “Oh, I could do this too.” And I’m like, “All right, cool. Let’s do it.” So, we had an agreement on what I would pay her. I bought the materials, I paid her for the labor once the job was done. That took forever because I was not utilizing my boots on the ground. And it seems so obvious, but for whatever reason, I just wasn’t doing it.
I don’t know if it was pride, or maybe being too timid, or whatever the case is. And eventually, she got that done and a couple other things, but the process took over a month. And quite honestly, it should have just taken a few weeks. And so, that period of time while there was a vacancy was very difficult and stressful because I wasn’t managing the person doing the work properly and wasn’t using my resources I had to get the job done quicker. So, eventually, we got it done and rent in the area went up like 50%, so that was great. But I fumbled big time just with how I managed that particular contractor.

Ashley:
Did you say the rent went up by 50%?

Sam:
Yes. If I calculated correctly. Let’s test my theory. So, the previous tenant was paying $900 plus $50 pet rent. And the next family that moved in, they were paying $1,395, including pet rent, $1,445. So, they’re paying $1,445. I think that’s 50%. You can check me on that.

Ashley:
Yeah, it’s close enough for me. Yeah, that’s quite a big… That’s awesome. Yeah.

Sam:
Yeah. So, that was crazy. So, that was the light at the end of the tunnel.

Ashley:
Right.

Tony:
It’s actually 52% just to be exact. So, you can [inaudible 00:31:23].

Ashley:
Of course Tony had to do the math. And Tony is so smart, he did that in his head just so you know.

Tony:
Yeah, all in my head.

Sam:
You got a genius on our hands.

Ashley:
I know. So, let’s talk about that portion of it, as to changing that rent. Now, did you go in and did you list the apartment for this after pulling comparables in the area, what other things were listing for? Did you rely on your boots on the ground? What was that process of deciding what to list the unit for?

Sam:
You know what’s funny? I had listed it before everything was complete for like $1,200, and then I took it down after a week. And I’m like, “You know what? Let me actually make sure this person finishes everything and everything is good to go. It’s cleaned out and everything.” And I looked on the market. So, what I typically do is either look on Zillow or Redfin, look at homes for rent in the zip code that are three bed, one and a half or two bath. And then, I also go to Rentometer to verify everything. I saw a property, similar square footage, in the area that was like $1,395. I’m like, “Wait a minute, this has to be a joke.” And so, I looked and I’m like, “No, this is actually a real listing.” So, I’m like, “You know what? Let me try and see what I can get at this price.”
And so, I put the price up at $1,395. And the way that I learned to do it… I used to do just individual appointments, which is a huge waste of time. So, what I do now, and what I eventually did was just open houses. “This is the day. This is the time. Come see the property.” That’s it. And so, I’m like, “You know what? Let me see if I can get this much rent.” And so, it was up on the market for maybe three or four weeks and I found the right people, after almost being scammed, and they were down to pay it. And so, I just tested the theory and that’s typically what I do.
I try to go a little bit higher and see what type of results I get. And if I don’t get a lot of traction, I drop the rent a little bit and just see what the inquiries look like. But yeah, I just put it up there and I’m like, “Let’s test it for a few weeks and see if people will bite.” And so, I’ve had the same family in there since 2021, and I’m actually sending them a new lease this year. They’re going to stay there. And they’ve been great tenants.

Ashley:
Sam, you can’t use the word scam and not educate us on how we can not get scammed learning from you.

Sam:
Yeah, I’m happy to share. So, I use apartments.com for the management and also to receive applications. So, whether the leads come from Facebook, which is where most of them come from, they are directed to apartments.com to submit their application. And so, there was this one particular applicant, and I’m looking through the documentation and the IDs and the W2 or W9s, they’re not matching. The names are all different, but they’re all claiming to be one person. And so, I kind of followed up on it, and it was just like a weird vibe. I was trying to verify it and the person was kind of pestering me like, “Hey, I really want to rent this place,” and this, that, and the third. But I’m like, “The information is not matching.” There was a split second there where I almost kind of took the next step. I’m like, “Wait a minute, something’s not right. You know what? No, I can’t move forward with these folks.”
And it’s important to, especially if you’re doing your own tenant placement, just to verify all the information. Even if you got to Google and look online. I go through everything with a fine-tooth comb just to make sure everything I’m looking at is correct. And so, basically the person tried to… I don’t know if they were putting up family members’ information or whatever the case is, but the documentation was not lining up and they were really persistent with me about their desire to rent the property, which was another red flag. So, I’m glad that at that decision point, I’m glad I decided to go in a different direction. But yeah, I mean some people will just try to do that.

Ashley:
Tony, I think we need to do an episode, maybe a Rookie Reply on tenant red flags instead of dating red flags-

Tony:
Or just tenent screening in general, right?

Ashley:
… go through tenant applicant red flags. Yeah. So, Sam, I think maybe this was probably the same in your situation, but a lot of times it’s better to have a longer vacancy than to rush and take a tenant just to fill the unit. So, anyone who’s going through that process right now, really think about that. And it’s better to wait for the right tenant than just to get somebody in there, where you do have that back of mind like, “Oh, I’m kind of taking a risk here. They really don’t meet what I want, but I want to get somebody in there.” And it’s not always the case. It’s not always somebody awful.
I rented in a unit once to somebody who I was iffy about. They just barely met the screening criteria. And they lived there for two years. And when they moved out, the woman cried to me and said, “Thank you so much for taking a chance on us. We just bought our own house for the first time ever,” it was her and her two kids, “and we’re moving there.” So, that’s not always the case, but I think it would be good if we did an episode on red flags. Because there’s a lot of times I’ve looked back and been like, “Man, those red flags were there, but I didn’t see it.”

Tony:
And honestly, the message, Ashley, of patience, I think translates to a lot of different parts of being a real estate investor. Sometimes we get so focused on the money right now that we start to maybe make poor choices. Like I rushed and hired a contractor because my usual guy was like, “Hey, Tony, I can start it in four weeks.” And I was like, “I need someone to start today.” And I ended up having to pay two contractors because the first guy didn’t finish the job the right way. So, there’s a lot of instances. People who maybe pulled the trigger too soon on a deal because like, “Hey, I want a deal today.” Not realizing that a better deal might be right around the corner. So, I think that idea of just patience as a real estate investor is probably something we don’t talk about enough.
But with that, Sam, I want to transition to deal number two, because we got through some of the trials and triumphs of your first deal. But how did that first deal then prepare you for the second deal, and what did that one kind of look like?

Sam:
Yeah, absolutely. So, I actually took a couple of years and sat out, just sat on the sidelines. And in the fall of 2022, my wife was like, “Hey, when are you going to get more properties?” I’m like, “Oh, all right. Well, I guess I should.” And at the time, of course, interest rates were going up. And I consider myself kind of a contrarian thinker, so I’m sure you guys know, people are on the sidelines right now. So, for me, I’m like, “This is the best time to get in. If I can find a deal that will pencil and cashflow regardless of the interest rate, we should buy something.” And so, I started my search. In September 2022, I found an investor-friendly realtor inside of a Facebook group, and I just started looking at deals.

Tony:
Is that also in Dayton, Sam?

Sam:
Also in Dayton. Yep, also in Dayton. And so, I was looking for about six months. I was under contract twice, backed out of those deals, and I finally closed on that next property in February of 2023. But yeah, I bought that next property and the interest rate is about 7% almost, but the cashflow is great. I think it rents for $1,370, the mortgage is $690, so the spread is pretty solid on it. And again, I decided to get in because everybody was going the other direction. So, for me, it’s perhaps less competition and perhaps sellers will be willing to do more and negotiate more. And so, it was a great opportunity and got that rented a couple months after. Had to do a little bit of work on it. But yeah, it is going well. It’s going well so far. And happy to dive a bit deeper into any part of the deal too.

Tony:
Yeah, first I’ll say 7% today, honestly, isn’t all that bad. I mean, I’ve got a short-term rental we just refinanced at like 8.7%, which pains me to say. So, I’d be happy to get 7. But just really quickly, you mentioned that you pulled out of two deals before you closed on this one. Can you just run down, what were the things you saw during that due diligence, or both of those due diligence periods, that made you want to pull out?

Sam:
Absolutely. Absolutely. So, it’s funny, the two deals that didn’t work out actually inspired me to create a pretty expansive walkthrough checklist for things that I missed while walking through my realtor. I usually get on FaceTime and I don’t care if it takes an hour. I have her go through every single thing on the list. But the reason I backed out of those properties is because structural issues, they both had structural issues. So, as my inspector… And I’ve worked with the same inspector since 2019. He’s actually helped me avoid multiple bad properties. And I was actually referred to him through BiggerPockets forum. But he called me on one of them. He’s like, “Hey, Sam, I’ll stop the inspection right now. Just pay me for my time. Do not buy this house.” He’s like, “As I’m going up the stairs, it’s leaning. There’s all type of structural issues in this property. This is not safe for somebody to live in.” And so, that was one of the properties. The other property-

Tony:
Wait, I just want to clarify. You said that the inspector called you and said that?

Sam:
Yeah, he called me. He said, “Hey, Sam, I’m going through this.” He’s like, “Just pay me for my time. I do not recommend buying this house because the structural issues in here are ridiculous.”

Tony:
I’ve never had that happen. Ashley, have you ever had an inspector call you and say, “Don’t buy this”?

Ashley:
No, they usually don’t give their opinion or they tread around it.

Tony:
Yeah, it must’ve been bad for an inspector to say, “Don’t buy this.” That’s crazy.

Sam:
Yeah, I mean, I respect him because of that. Because I mean, hey, if he did the whole inspection, he gets all his money, but I think I paid him a couple hundred bucks. I don’t even think I paid him 50% of what the full cost would’ve been. But he’s like, “Hey, Sam, I know you’re out of state. I don’t want you to get taken advantage of. This is not a good deal.” And on the other property that we backed out of, it also had structural issues, and the inspector recommended that they have a structural engineer go out and verify the findings, what he found. And so, they had someone do that. And I sent the inspector their assessment, and the structural engineer was pretty much like, “It’s fine.”
And I called the inspector, I shared it with him. He was pissed. He’s like, “I can’t understand how somebody who’s licensed could make such an assessment because of X, Y, and Z. It’s very clear that this is a structurally-compromised home.” And he just felt like they were trying to just pass off the problem to somebody else. And so, I ended up backing out of that particular deal too. I mean, there were other things, but the main thing was the structural issues. And I’m like, “I’m not going to buy a property where I have to do all these things because of the structure and something that probably will end up being a money pit.” And in fact, on one of the deals, the seller discounted it by like 20, 25,000 after the inspection, which told me pretty much everything I needed to know. They’re willing to cut the price to pass on such a big problem to somebody else. And so, those two deals didn’t work out, but it led me to the final one, which did work out, thankfully.

Ashley:
And Sam, to clarify, this was an inspection from a third-party service that you hired to do this during your due diligence period. This wasn’t part of your bank financing or funding that they required you to do an inspection at all?

Sam:
Good question. Yeah. So, this was an independent third party, so I’ve used the same guy for four years, but on one of the properties… I’m glad you mentioned the bank financing. The bank let me know like, “Hey, we’re not going to finance this property with this structural issue.” And so, that’s what helped me get out of at least one of those deals, if not both. Just saying, “Hey, the bank is not going to finance this. I’m not moving forward unless you guys fix it,” and they didn’t want to fix it.

Ashley:
Let’s walk through that real quick. So, you must have notified the bank that there was the structural issue because or else they wouldn’t have known anything about your third-party independent inspection, correct?

Sam:
Exactly. Exactly. And I also was trying to find ways to get out.

Ashley:
Yeah, that’s a great strategy. Because in your contract, you must have had a contingency saying that if you did not get bank financing, that you could walk out of the deal.

Sam:
Exactly.

Ashley:
Yeah. And that’s why it’s so great to have these protections in place, and also finding ways to kind of get those protections to work for you. But yeah, that was a great strategy.

Tony:
Can we just expand on that really quick, the contingency piece? And for folks that maybe aren’t super familiar with that. So, when you sign a purchase agreement for real estate, typically there are multiple contingencies found inside of that purchase agreement. It’s going to vary from transaction to transaction. But some of the basic ones that you’ll find are, there’s typically a due diligence period and where you, as the buyer, have your opportunity to do your inspections, to walk the property, to gather additional information that you couldn’t before you submitted your offer. And if you find something that you feel is important, you can then either renegotiate with the seller or you have the ability to walk away if you guys can’t come to an agreement.
So, that’s a big one that folks use. You have your appraisal contingency. So, if the property doesn’t appraise for what you have to under contract for, again, you can try and renegotiate. And if you guys can come to an agreement, then there’s an opportunity to step away as well. Then, you have your financing contingency as well where you can say, “Hey, if I can’t get a bank to give me money to buy this thing, then I have the option to walk away.” Which is why the, quote, unquote, cash buyers oftentimes are able to submit lower offers because there’s more certainty with a deal that’s cash, because it doesn’t have the appraisal contingency or the financing contingency that some of these debt-based offers do. So, I just wanted to clarify that because we were throwing around the word contingency, but just to break it down for folks.

Ashley:
Tony, I just made a note to make that an Instagram Reel. I’ll make sure to tag you because that was [inaudible 00:45:25]. I was like, “That’d be a great Instagram Reel idea.”

Tony:
We get at least one of those per episode.

Ashley:
Yeah. Well, Sam, I’m going to take us to our Rookie request line. And anyone can submit a question to us at biggerpockets.com/reply. And you can enter your question or you can send a DM to Tony or I, or leave it in the Real Estate Rookie Facebook group. So, today’s question is from Molly Alred. “This is a question for out-of-state investors. What tools or methods did you use to determine where to invest? We live in a ridiculously expensive area and would like to invest out of state, in an area without such a high barrier of entry. My husband and I are both from Michigan, but I don’t want to necessarily limit my search only to Michigan. We live in Colorado and are currently house hacking our primary residence.” Well, that’s exciting. Congratulations on the house hack. So, Sam, what would be your advice, or what are some of the tools or methods that you have used to determine where to invest out of state?

Sam:
Absolutely. So, the first thing is narrow down your region. So, I would say look in the Midwest and look in the South just to get started. And the next thing you want to do is what are the major cities? So if you’re looking at Michigan or Ohio, what are the major cities? And then, what are also the cities that are in between? So, what’s outside of Columbus? What’s outside of Cincinnati? Because you may not necessarily be able to afford inside the main city, but a lot of times they’re like, I don’t know if you call them maybe tertiary markets or secondary markets within a particular region, that can give you some more options. So, the third thing you want to do is when you find a couple cities you’re interested in or cities outside of the major cities you’re interested in, what is happening in that market? Is the city investing in itself? Are there employers coming there? Are they improving the infrastructure? Are they putting things in, like bike lanes? Are they putting in new parks or redoing the parks?
And any city that’s investing in itself will always have a website about it or have… They’ll always want to publicize that. So, for example, in Dayton, I think the website is downtowndayton.com or.org. They show every single thing that they’re doing, all the investments that are being made. So, that’s the next thing that you want to do. Then of course, you want to see what are the prices of the homes? If you want to buy a multi-unit or if you want to buy a single family, what are the prices of the homes? Are those within your budget? And then, what are the rents? What is the cashflow that you can get? What’s the estimated cashflow that you can get based on the type of property you want to buy? And so, once you have that information, and if it looks good enough to you, then you want to build your team. You want to get an agent, or a wholesaler, or go direct to seller yourself, and then go from there. But as far as finding the city, those are the four or five things I would say that’ll help you get a good start.

Ashley:
I just Googled it and it is downtowndayton.org too. But yeah, just at a quick glance there’s, “Here’s a blueprint of what we’re doing to our city,” and things like that. Yeah.

Tony:
Sam, what a great breakdown of how to choose a city to invest in. I think just one thing I’d add to that is that typically when people invest in real estate, they’re balancing three different motivations. You have cashflow, you have tax benefits, and you have appreciation. And people will rank those three motivations differently depending on your unique situation. If your big focus is cashflow, then yeah, maybe going to the Midwest is a good play for you. If you want appreciation and tax benefit, then maybe some of the more expensive markets make more sense for you. So, I think before you can even try and whittle down of the 19,000 cities in the United States, which one is the right choice for me? It’s really getting clarity on what are my motivations, what are my goals as a real estate investor? And then, from there, you can start to make some more informed decisions.
And I love listening to people that are smarter than me when it comes to data and economics. And like Dave Meyer, he runs the On The Market podcast, employee of BiggerPockets, wrote the book Real Estate by the Numbers, incredibly smart guy. And there’s tons of blog posts that he’s written on the BiggerPockets blog about different markets that investors should be looking into. He’s done YouTube videos about markets. There’s a lot of content out there about where should you look, that people who are smart, Dave Meyer, have already looked into you to give you a leg up. So, loved your answer, Sam, just wanted to add that for folks as well.

Sam:
Love that.

Tony:
All right. Well, let’s finish things off here with our Rookie Exam, Sam. So, you’ve killed this interview so far, but I’m sure you’ll crash it with the exam well. So, these are the three most important questions you’ll ever be asked in your life. So, Sam, are you ready for the Rookie Exam?

Sam:
I was born ready. Let’s do it.

Tony:
There you go. All right, man. Number one, what’s one actionable thing Rookies should do after listening to your episode?

Sam:
So, if you want to invest out of state, start looking for a market. Tony and I gave a couple tips. Start looking for a market as soon as you finish this episode.

Ashley:
I think that is a great piece of advice. And Sam gave you guys every possible way to actually take action on doing that. Okay. Next, what is one tool, software, app, or system in your business that you use?

Sam:
Apartments.com. It’s free. It’s pretty simple to use. Tenants pay their rent that way, and there’s no checks or anything like that, and it’s pretty seamless. So, that’s one tool that I use that I really like.

Tony:
Gotcha. And then, last question for you, Sam, where do you plan on being in five years?

Sam:
That’s a great question. So, in five years, I definitely want to have picked up a couple more properties. I love real estate. It’s a wonderful thing. And I also realized that I don’t necessarily want 20, 30 doors. I want the fewest number of doors with the highest amount of cashflow, so that’s my goal. And so hopefully, in five years I’m closer and have a handful more properties in my portfolio.

Ashley:
So, Sam, what are you most excited for in retirement? Now, that you have your blueprint to achieve it, because we started the episode out with what you thought retirement was going to be for you, and now that that’s changed and you’re kind of on a different path, what are you excited about most?

Sam:
Yeah, I’m excited to just relax and hang out with my family. Hopefully, my wife and I have some children, and maybe even some grandchildren by then. But I would say I want to use real estate to buy time. I think that’s the most important thing. That’s the most important thing we have. You can’t make more time. So, hopefully, my wife and I can retire earlier through real estate and other ventures. And I’m just looking forward to just enjoying life, doing what we want to do, traveling where we want to travel and living where we want to live. And I think it’s possible through real estate, especially if you look further down the line. I mean, rent’s only going to go up. We’ll pay down debt even more. So, that’s what I’m looking forward to.

Tony:
Awesome, Sam. Well, hey brother, we’re excited to see you go on that journey, man. And hopefully, we’ll get you back here on the Rookie Podcast When you’ve reached that retirement milestone and you can give us the update. But I want to finish things out by shouting out this week’s Rookie Rockstar. And this is actually a name you might remember from episode 297 of the Real Estate Rookie podcast, but it’s Olivia Tati. And Olivia says, “Just went live almost two weeks ago on our first out-of-state long distance real estate investment property, which we used private money to fund.” So, they had someone else fund this entire deal for them. “My best friend and I DIY renovated this property ourselves.” She said, “Two little ladies changing toilets, vanities, electrical receptacles. We had no clue what we were doing, but thankful to the BiggerPockets and Real Estate Rookie community, and the podcast for lighting this fire in us.” So, again, if you guys want to hear Olivia’s full podcast episode, head back to Rookie 297.

Ashley:
Well, Sam, thank you so much for joining us today. Can you let everyone know where they can reach out to you and find out some more information about you?

Sam:
Absolutely. It was a pleasure to be on the platform. Like I said, BiggerPockets was really integral in me getting started and building out my network, and boots on the ground and all those things. So, I just want to say thank you for the opportunity. And if anyone wants to keep up with me, you can find me on Instagram @blackrealestatedialogue. Send me a DM after you listen to this. Let me know what you think and would love to connect. And if I can answer any questions, would love to do that. And happy to come back at any point if I could be of service. So, really appreciate this opportunity, and thank you two for a great interview.

Ashley:
Thank you for listening to this week’s Rookie Podcast. I’m Ashley @wealthfromrentals, and he’s Tony @tonyjrobinson on Instagram, and we will be back on Saturday with a Rookie Reply.

Speaker 4:
(singing)

A judge on Tuesday ruled that Donald Trump and his company are liable for fraud by misstating the true values of multiple real estate properties for years and thus grossly overstating the former president’s net worth by billions of dollars.

Judge Arthur Engoron in his bombshell decision also canceled the New York business certificates of Trump, the Trump Organization, and the other defendants, including two of his sons, in a lawsuit by the state Attorney General’s Office.

The judge said he would appoint an independent receiver to manage the dissolution of the corporate entities whose business certificates he canceled.

It is not clear whether Engoron’s decision means the Trump Organization and related entities will have to completely cease doing business in New York, or whether the companies can be legally reconstituted later.

A spokeswoman for Attorney General Letitia James declined to comment on that question.

But Trump’s lawyer Chris Kise, who called the decision “outrageous,” said it “seeks to nationalize one of the most successful corporate empires in the United States and seize control of private property all while acknowledging there is zero evidence of any default, breach, late payment or any complaint of harm.”

“While the full impact of the decision remains unclear, what is clear is that President Trump and his family will seek all available appellate remedies to rectify this miscarriage of justice,” Kise said.

Engoron’s ruling, which also dismissed Trump’s request to dismiss the case, did not settle six other claims in dispute in the case whose defendants included him, the company and his sons Donald Trump Jr. and Eric Trump, as well as former Trump Organization Chief Financial Officer Allen Weisselberg, company executive Jeff McConney.

Those issues remaining claims will be addressed at a nonjury trial due to begin Monday.

James is seeking $250 million in damages in the case and wants Trump and his two adult sons barred from doing business in the state.

Engoron, in granting partial summary judgment to James on the fraud claim, found that Trump made false and misleading valuations for multiple real estate assets in statements to insurers and banks for years as he sought more favorable terms on insurance coverage and loans.

Because of those misstatements, Trump also inflated his true net worth in annual financial statements by billions of dollars, according to the decision.

“In defendants’ world: rent regulated apartments are worth the same as unregulated apartments; restricted land is worth the same as unrestricted land; restrictions can evaporate into thin air; a disclaimer by one party casting responsibility on another party exonerates the other party’s lies,” Engoron wrote.

“That is a fantasy world, not the real world.”

Engoron also ordered sanctions of $7,500 for five attorneys who represented the Trump defendants for making frivolous and previously rejected arguments in court filings. Kise is among those fined by the judge.

“Today, a judge ruled in our favor and found that Donald Trump and the Trump Organization engaged in years of financial fraud,” James wrote in a post on the X social media site.

“We look forward to presenting the rest of our case at trial,” James added.

Trump, the front-runner for the 2024 Republican presidential nomination, separately faces a total of 91 felony charges in four criminal cases. Two of those cases relate to efforts to reverse his re-election defeat in 2020. Another case involves his retention of classified government documents at his Mar-a-Lago club in Florida, a property that is mentioned in Engoron’s ruling Tuesday.

In the fourth criminal case, Trump is charged with falsifying business records related to a 2016 hush money payment to porn star Stormy Daniels.

He has pleaded not guilty to all of the charges.

Engoron in his ruling wrote that James’ office in its civil fraud suit “has prevailed on liability on its first cause of action … as against all defendants.”

The judge added that if liability for fraud is established under New York law, that statute allows the attorney general to obtain an order enjoining defendants from continuing to do business or “any fraudulent or illegal acts.”

Even after Engoron appointed an independent financial monitor for the Trump Organization last year, “defendants have continued to disseminate false and misleading information while conducting business,” the judge wrote.

“This ongoing flouting of this Court’s prior order, combined with the persistent nature of the false [statements of financial condition] year after year, have demonstrated the necessity of canceling the [defendants’ business] certificates … as the statute provides,” the judge wrote.

Engoron’s 35-page ruling details how Trump fraudulently valued his Mar-a-Lago club in Palm Beach, once by more than 2,000%, Trump Park Avenue and 40 Wall Street in New York City, his Seven Springs property in Westchester County, New York, and his golf course in Aberdeen, Scotland.

“Time and time again, the Court is not comparing one appraisal to another; it is comparing an independent professional appraisal to a pie-in-the-sky dream of concocted potential,” Engoron wrote.

After noting that Trump submitted statements falsely claiming that the Trump Tower apartment in which he resided for decades was nearly three times its actual size, and was worth a whopping $327 million, the judge wrote, “a discrepancy of this order of magnitude, by a real estate developer sizing up his own living space of decades, can only be considered fraud.”

“The documents here clearly contain fraudulent valuations that defendants used in business,” Engoron wrote.

“Defendants respond that: the documents do not say what they say; that there is no such thing as ‘objective’ value; and that, essentially, the Court should not believe its own lying eyes,” the judge noted.

Kise, the Trump attorney, said Engoron’s “outrageous decision is completely disconnected from the facts and governing law.’

“The Court ignored fully the Appellate Division mandate and basic legal, accounting and business principles,” Kise said. “Without even conducting a trial, the Court substituted its own judgment for that of nationally recognized experts from the NYU Stern School of Business and beyond.  More importantly, the Court disregarded the viewpoint of those actually involved in the loan transactions who testified there was nothing misleading, there was no fraud, and the transactions were all highly profitable.”

Another Trump attorney, Alina Habba, in a statement said, “It’s important to remember that the Trump Organization is an American success story and the fact that a judge without trial would say there is no question of fact and issue a decision like this in summary judgement is concerning.”

Habba who was among the attorneys sanctioned by Engoron.

Trump responded to Engoron’s ruling by reposting a statement on social media attacking James and the judge, while doubling down on his claims of having a much higher net worth than what was displayed on the financial statements at the center of the fraud case.

“It is very unfair, and I call for help from the highest Courts in New York State, or the Federal System, to intercede,” Trump wrote in a post on his Truth Social site.

In a tweet Tuesday, Eric Trump, who runs the Trump Organization with Donald Trump Jr., wrote, “In an attempt to destroy my father and kick him out of New York, a Judge just ruled that Mar-a-Lago, in Palm Beach Florida, is only worth approximate ‘$18 Million dollars’ “

“Mar-a-Lago is speculated to be worth [well] over a billion dollars making it arguably the most valuable residential property in the country. It is all so corrupt and coordinated,” Eric wrote.