\n<\/p>\n
Building a real estate portfolio<\/strong><\/a> in 2023<\/strong> isn\u2019t as easy as it used to be. Without the free-flowing deal flow of the past decade, real estate investors need to try more intelligent strategies<\/strong> to snag properties that can help them reach <\/strong>financial freedom<\/strong><\/a>. To help them hit their goals, expert investors David Greene and Rob Abasolo have been coaching a small group of real estate mentees on their journey to build a robust property portfolio. Over the past three episodes, we\u2019ve seen them build their buy boxes<\/strong>, decide on markets<\/strong>, formulate offers<\/strong>, and level up their investor skills. At the end of this ninety-day journey, our mentees have made some profound revelations.<\/p>\n We start with Philip<\/strong>, who\u2019s been struggling to find a worthwhile campground <\/strong>to get under contract. He\u2019s been able to wrangle in a deal<\/strong>, but it comes with \u201chairy\u201d circumstances that could allow him more bargaining power when negotiating with the seller<\/strong>. Next, Wendy <\/strong>is back on her hunt for a house hack<\/strong>. After viewing potential properties in the Las Vegas area, she\u2019s had to pivot her investing strategy<\/strong> to tackle something that comes with lower costs. And finally, Danny <\/strong>joins us to talk about two \u201coffensive\u201d offers he made and the \u201cpickle jar\u201d method <\/strong>that investors should know about before negotiating with a seller.<\/p>\n All of the mentees have made MASSIVE strides in their real estate investing journeys<\/strong>, but what comes next is entirely up to them. Stick around to hear how they got ahead of the game, what made the most significant difference in their property searches, and how they\u2019re gearing up to tackle even bigger deals throughout 2023<\/strong>!<\/p>\n David: Rob: David: Rob: David: Philip: David: Philip: Rob: David: Rob: Philip: David: Philip: David: Philip: David: Rob: David: Rob: David: Rob: David: Philip: David: Philip: David: Philip: David: Philip: David: Philip: David: Philip: David: Rob: Philip: Rob: Philip: David: Wendy: Rob: Wendy: Rob: David: Wendy: David: Wendy: David: Rob: Wendy: Rob: Wendy: Rob: Wendy: Rob: Wendy: Rob: Wendy: David: Wendy: David: Wendy: Rob: Danny: Rob: Danny: David: Rob: David: Rob: David: Rob: Danny: Rob: Danny: Rob: David: Danny: David: Rob: Wendy: Rob: David: Philip: David: Philip: Rob: Philip: Rob: Danny: David: Danny: Rob: Danny: Rob: Wendy: Rob: Philip: Rob: Philip: Rob: Philip: Rob: David: Rob: David: \u00a0<\/p>\n<\/div>\n Help us reach new listeners on iTunes by leaving us a rating and review! It takes just 30 seconds and instructions can be found here<\/a>. Thanks! We really appreciate it!<\/p>\n Interested in learning more about today\u2019s sponsors or becoming a BiggerPockets partner yourself? Check out our\u00a0<\/em>sponsor page<\/em><\/a>!<\/em><\/p>\n Note By BiggerPockets:<\/b> These are opinions written by the author and do not necessarily represent the opinions of BiggerPockets.<\/p>\n
This is the BiggerPockets Podcast show 738.
Never be discouraged by a lack of results. Only get discouraged when there is a lack of progress or pattern recognition. You may take the wrong path nine times, hit a dead end, come back, but now you know the wrong nine paths. And then the next path you take will be the right one and you\u2019ll have advantage over everybody else. Some people get lucky and they hit the right path on the first try, and then they assume this is how real estate investing works. And then they take the next nine paths for all the wrong ones and they lose a lot of money because they made those mistakes. So as long as you are recognizing patterns in what you did, like you said, this is not the right realtor, this is not the right type of property, this might not be the right market, you are making progress, okay? Don\u2019t just measure how many deals you close as the only result that you\u2019re measuring.
What\u2019s going on everyone? This is David Greene, your host of the BiggerPockets Real Estate podcast. You already know this. We\u2019re the biggest, the best, the baddest real estate podcast in the world with the two most handsome co-hosts in this space as well. This is me and Rob Abasolo bringing the heat today with our last episode with our three mentees. In today\u2019s show, we are going over Philip, Wendy, and Danny\u2019s Journeys. Their stories give you an update on where they are in their real estate investing journey, what\u2019s gone well, what hasn\u2019t gone well, and what they\u2019re going to be doing in the future. It\u2019s a very nice bow to put on this journey that we\u2019ve had. Rob, are you sitting with a little tear over there?<\/p>\n
I am. A little proud dad tear over here because I feel like they\u2019ve all just had really massive wins. It\u2019s like I\u2019m nostalgic, right? Because it does remind me of when I was getting into real estate and what it was like to have those few big wins at the beginning of your journey that really lit the fire for what would eventually become my real estate portfolio and everything. So it\u2019s cool to see this at the beginning of their journeys and just how much progress you can make in 90 days.<\/p>\n
Yes, the wonderful bipolar cocktail that is real estate, equal parts, fascinating wonder and crippling anxiety rolled into one stiff drink. And in today\u2019s show, we have all of that and more. You\u2019re going to hear about deals that were put into contract and what they can do moving forward, backup plans do backup plans, things that started off and did not go well, and how we\u2019re backing up and coming up with the new plan, and ways personal growth happened and market conditions have changed and our mentees have pivoted and adapted to them.
Before we get into the show, today\u2019s quick tip, what is your next 90 days going to look like? Look, if you give yourself an entire year to get something done, it usually doesn\u2019t get done. But if you break your year into 90 days and you set a hard and fast timeline regarding what you are going to do during that time, things can change. We like to use the acronym GPA, goals, planning, and action. Have you set goals? Have you come up with a plan? And have you taken action on that? Don\u2019t waste a year. Ask what your next 90 days are going to look like.
All right, Rob, anything you\u2019d like to get in before we get to our first mentee?<\/p>\n
Yeah, just stick around into the very end so we can get a nice little sendoff of our little baby birds going off into the world of real estate and so you can find out the perhaps the best domain name I have ever purchased ever. It is such a great domain name and I talk about it at the very end of the episode.<\/p>\n
I was going to say the same. That one simple hack can make people billions. All right, let\u2019s get to it.
Philip, last time we talked, you were working on how to negotiate a timeline that works for you when you have a counter offer, as well as getting the details about all the regulations and the code rules where you\u2019re hoping to develop land. So walk us through your update.<\/p>\n
Yeah. So since we talked, I got a 22 acre property under contract that\u2019s within my zone that will work for the retreat center. We\u2019re really stoked. And just to make it as difficult as possible, there\u2019s all sorts of hair on the deal. There\u2019s a bunch of manufactured homes that are unpermitted, there\u2019s certain access issues. But we\u2019ve spoken with a number of folks that have expertise in zoning and also due diligence. And so far, they all seem like things that we can move through and that there\u2019s a solution for still making this\u2026 This property could still be the right one. A huge part has honestly been reaching out to and talking to a bunch of people that are way smarter than me That\u2019s essentially where I\u2019m at.<\/p>\n
Can you share some of the deets, as Rob would say?<\/p>\n
Yeah. So shout out to some of the advice you gave me a while ago. So it was listed for 1.3. And for me, the property was in really poor condition, a ton of junk. We\u2019re budgeting for cleanup and demo potentially of some of the structures on there. And so my initial offer was at 715,000, which in the classic style I was told to take a hike. And then two weeks later I submitted another offer at 775,000 and then they came back 950,000 and we\u2019re under contract right now for 850,000.<\/p>\n
Whoa.<\/p>\n
Wooh.<\/p>\n
Dude, first of all, congratulations. The way you said that when you were explaining this was very nonchalant. It\u2019s kind of a big deal. You\u2019re under contract on the property. Regardless of some of the hair that that\u2019s in the offer right now and in the deal, I think it\u2019s really cool, man, because I got to imagine you feel pretty good to at least lock something up. Regardless of how it turns out, at least you\u2019re in your first accepted offer and you\u2019re ready to rock.<\/p>\n
Yeah, no, I\u2019m beyond stoked and a lot of the community that has been really supportive of this process, it\u2019s like I\u2019m the one that\u2019s sort of leading the charge, but I definitely don\u2019t feel like I\u2019m doing it alone, which is really firing me up a lot about this project.<\/p>\n
All right. I have some actual practical questions, but before I get to those, I want to ask you a riddle. Are you ready?<\/p>\n
Yeah.<\/p>\n
What do you call an offer on a deal that has a lot of hair in it?<\/p>\n
What do you call an offer on a deal that\u2026 A hairy deal?<\/p>\n
That\u2019s not bad. Actually, that\u2019s a good guess. Anyone else want to guess?<\/p>\n
An escrow? You\u2019re in escrow?<\/p>\n
Actually, this came from our producer Eric.<\/p>\n
Oh, I got it. Okay. An offur, but F-U-R.<\/p>\n
That would be good too. We were actually going with something more specific to you, Rob. It\u2019s a coiffeur.<\/p>\n
A coiffeur. Also very good. I\u2019ll take that.<\/p>\n
So this coiffeur was accepted. Congratulations on that, Philip.<\/p>\n
Yeah.<\/p>\n
Now, I do want to ask you, when you say hair, can you give me a couple of what it is that concerns you about this deal so maybe we can give you some advice going forward?<\/p>\n
Yeah, so the one that\u2019s the most present with me right now is that I was on my phone with my agent this morning and it turns out that the tenants that are on the property, the seller has not told them that he is under contract and he\u2019s not told them that they\u2019re selling. So we\u2019ve been assured that he\u2019s going to be having that conversation in the next couple days or at the latest by March 1st. But I\u2019m extending my timeline because now I don\u2019t really know what the deal is going to be with the tenants moving out. And then also, there\u2019s three manufactured homes on the property, I haven\u2019t seen the inside of them. Our business plan works with even just demoing them out and putting completely new stuff in there. But it\u2019s definitely of concern to me like, what\u2019s the status of these and are they usable?<\/p>\n
All right, here\u2019s the advice I\u2019m going to give you moving forward. This is good for everyone to hear. Buyers make decisions on a certain path that we walk, okay? So we tend to go through a deal making a step and then evaluate a step and then evaluate. It\u2019s kind of walking a path up a hill, right? You see something you don\u2019t like, you either stop walking or you go back and say, \u201cI don\u2019t want the deal.\u201d It\u2019s not the same process for a seller. And you can easily make the stake when you\u2019re a buyer of trying to look at the deal from the seller\u2019s eyes and projecting your eyes onto theirs. Sellers, it\u2019s more like falling down a cliff in a sense. They have a belay that stops how far the fall could go. Then that becomes a new baseline. They put a new belay in and then they might drop further. So originally they had a purchase price of what was it listed at? 950,000 was it?<\/p>\n
Well, it was listed at 1.3.<\/p>\n
Okay. So they had a ceiling of 1.3. Or maybe I shouldn\u2019t say a ceiling. A floor. This is what I will accept. As time went by and they emotionally were worn down by no one buying the house, they would slowly accept, \u201cMaybe I\u2019ll get 1.2. Maybe I\u2019ll be 1.1. Maybe it\u2019ll be a million.\u201d If you had written the offer at a million when they first put it on at 1.3, it would\u2019ve been a hard no because their ceiling hadn\u2019t dropped that far. But emotionally, that starts to change as time passes and it\u2019s a terrible experience as a seller because you\u2019re marinating in your own anxiety. It\u2019s horrible. That\u2019s what gets sellers to drop the price. So it got all the way down to where their ceiling hit 850,000, which they never thought they would do, but they got to a point of pain, okay? That is now the new floor. And it could go further down. I don\u2019t want you to think that it can\u2019t go further.
As new information is introduced, that comes with fear. So if you go to inspection reports and it\u2019s like, \u201cOh, these three mobile homes are terrible. We need to do all this work to fix them up,\u201d or I\u2019m trying to remember what the other thing you said that concerned you. You remember what it was? The tenant\u2019s not leaving, right?<\/p>\n
Yeah. Yeah.<\/p>\n
\u201cOh man, we might have to pay for an eviction. That\u2019s going to cost 100 grand,\u201d right? Whatever it is that you can give them information and say, \u201cWell, we\u2019re at 850,000, but it\u2019s going to cost me 100 grand to fix this, I need a price reduction of 50 grand and another 25 grand off of closing costs or something to make up for this,\u201d they\u2019re now seeing that like that\u2019s $25,000 more than what would\u2019ve accepted at 750,000. All right? So I just want everybody listening to understand. As you go through the deal, sellers are just having these big drops, okay? It\u2019s not like a buyer that\u2019s sort of taking a bunch of little tiny steps moving forward. And understanding that will give you an advantage when it comes time to renegotiate.<\/p>\n
Yeah, I got similar advice because I was on the phone with my agent how to approach some of these issues this morning. We had a road guy going to the property that also does demo last week. He\u2019s going to be getting me a bid tomorrow or in the next two days. It\u2019s going to be at least probably 100 grand for the cleanup and the demo. And yeah, I decided I\u2019m not going to say anything to the seller about concessions or anything until I have that bid in hand.<\/p>\n
There you go.<\/p>\n
That\u2019s my next step.<\/p>\n
Give that first, create the fear. Now that there\u2019s fear, maybe you take some time, make them wonder are you going to back out or are you going to stick with it? Let that anxiety do its thing, then come with your approach.<\/p>\n
Yeah. Yeah, and I think for everyone listening at home, this is a really good example of remembering that there are multiple finish lines to get to the end of a deal. You get your offer accepted and it sounds like you\u2019re in a really great position here, Philip, but that\u2019s just the first finish line. The negotiation isn\u2019t over. The negotiation happens throughout the entire deal until you\u2019re literally at the closing table signing. So with all that said, it sounds like you got really good advice from David here. But Philip, I\u2019m curious for you, what homework or next steps would you assign yourself moving forward on this particular deal?<\/p>\n
Yeah, I think one of the things that\u2019s made me feel so confident in how I\u2019m moving forward honestly has been networking with other professionals. A huge benefit of being on the podcast, I\u2019ve talked to so many incredible people. I actually have a meeting scheduled with somebody that their entire business model is that they help people with due diligence on land. We\u2019re meeting on Monday. I have a foundation guide that\u2019s going to see the property in the next couple days. All of these people have so much more knowledge in their area than I do. And really, I only feel confident moving forward as much as I do because they\u2019re on my team. So yeah, just keep networking and keep getting advice from people that are smarter than me.<\/p>\n
Great. That\u2019s great. And I also will say that the due diligence people that you talked about, it might be expensive, but I promise the cost of that is worth. Its weight in gold because they will help you so much. They\u2019ll help you get through the process a lot faster than you could yourself.<\/p>\n
Awesome.<\/p>\n
All right. Thank you for that, Philip. Appreciate your update.
Wendy, last time we talked you had decided to house hack your Vegas property. Walk us through where we are with that.<\/p>\n
Great. So I feel like I\u2019ve gone two steps forward, one step back sometimes. And perhaps I\u2019m not the only one that this happens to in real estate. I\u2019m actually headed to Vegas tomorrow and I\u2019m meeting with my realtor and I\u2019m going to drive around town and we\u2019re going to see a bunch of properties and we\u2019re going to put the nail on the head as to what exactly is the criteria that we\u2019re looking for. But what I started to realize was there\u2019s a lot of beautiful houses in Vegas that are available for $500,000, even $450,000. But as I crunched the numbers and crunched the numbers, I really couldn\u2019t make it work as a long-term rental, which is my backup plan. And then I saw this thing where it said, \u201cThis house is going to rent for $2,300.\u201d Well, it was for sale for 500,000 and I thought, \u201cWait a minute, I\u2019m doing this all wrong. Why would I even buy a house to begin with? Maybe I should just rent a house and then re-rent it out if I want to do it that way.\u201d
So I\u2019ve had to kind of pivot, if you will, a little bit to just figure out what\u2019s really the criteria that makes a good investment for me. Living in the property, I could maybe break even, maybe make $400 or $500 a month extra, but I\u2019m like, how much more time and effort am I spending to make that happen? And so I really just had to sit back and say, \u201cWhat do I really want to do here and what\u2019s my time worth?\u201d And kind of figure out that model. So I\u2019ve kind of scaled down the size of properties I\u2019m looking for to maybe just buy an investment property there and put somebody in it and not house hack it. So I\u2019m a little bit in a spin right now to be perfectly honest. I thought I was going down one path and I\u2019m just midspin, unfortunately.<\/p>\n
Well, you may not be making the progress that you want to, but I do believe that you\u2019re working through this the right way. You\u2019re asking important questions. Because a lot of the times, people in your position, they\u2019re so desperate to get in the deal that they\u2019ll buy a bad deal. They won\u2019t get in a good deal. And in some capacities, I think people will always figure out how to make it work. But I do think it\u2019s a very smart thing to be cautious, right? If the numbers haven\u2019t worked in any of the simulations or any of the modeling that you\u2019ve put out there, then it\u2019s probably a wise idea to reconsider it.
And then also evaluating your time and assigning a worth to that, I think that\u2019s perfectly viable too. I still think you probably have other options. I mean, I know renting a home probably wasn\u2019t super ideal, but that is a form of house hacking. I\u2019ve known plenty of people that have rented a space and then they rented the other two rooms to completely subsidize their rent and then they didn\u2019t pay rent anymore, right? Or they paid a very small amount. But at the end of the day, I think the faster you get out of renting or paying a mortgage, the more money you can save up to actually get into a property that you can probably make the numbers work on.<\/p>\n
Yeah. So I think going forward, what I\u2019m definitely looking at is still I want to use my money that I have and my W2 that I have to buy a primary residence that maybe has an ADU or something else I can Airbnb on the backside. And the question then becomes, where can I do this and have it be a good scenario? Southern California is a challenge. We all know that living here. But I did finally just reach out to somebody here to just say, \u201cHelp me gut check this. Is there any way I could buy something in Long Beach or San Pedro and Airbnb a back unit?\u201d And we\u2019ll see what the numbers come back on that for. But I would do that in Vegas in a heartbeat if I could find that kind of a property there, but it just doesn\u2019t seem to exist.
On the house hacking in one house, I know people do it. I know people share houses, but it just seems even with the midterm rental folks that I talked to with Jesse Vasquez and all of them, their model really works great around a one bedroom condo or a studio apartment or a casita in the back. So if I don\u2019t have that model, I\u2019m just not as confident about going in gangbusters and spending a bunch of money doing it. And I feel frustrated because here we\u2019re leading up to this podcast and everything is going so great and now as we\u2019re like down the road, I\u2019m like, \u201cWait a minute, wait a minute. Am I getting over my skis a little bit?\u201d But I don\u2019t know yet is the answer.<\/p>\n
David, you deal with this a lot, right? Because you are in the Bay Area, and so you\u2019re always trying to help clients that are specifically looking for a property with some kind of rentable or house hackable aspect, right? How often are you finding success on the first, second or third try? Is it pretty common out there? What kind of advice do you think you could give to Wendy here? Because I know you\u2019re sort of the pro at this.<\/p>\n
I think for Wendy, it wasn\u2019t so much that she wasn\u2019t going to find success on the first try. I think either your criteria changed a little bit, Wendy, or you just didn\u2019t factor in some of the criteria in your search. So when you said I wanted as a backup plan to work up as a long-term rental, immediately almost all track housing is going to be out the window if it\u2019s in a growing market. So you\u2019re not going to find 1% rural stuff or something close to that in the single family residential space with one unit to rent track houses that can\u2019t be modified in a hot market. When I say hot market, I just mean a more expensive than average market. Not the Midwest, right? You might be able to find something like that in a market that isn\u2019t experiencing as much growth, where you could buy a property for 210,000, maybe it rents for 1,700 a month. So it could work as a long-term rental, but then you have the option to go short-term rental and actually get more profit.
Most markets where we\u2019re seeing a lot of growth, you can\u2019t just use that traditional long-term rental model almost at all. If you had just said, \u201cI want to buy a long-term rental in Vegas,\u201d I would\u2019ve said don\u2019t. You can only do that with small multi-family. You\u2019re not going to be able to do it with a residential house. So I don\u2019t know that you did something wrong other than we just probably didn\u2019t measure this up well enough before you went into the market that you wanted it to work as a backup also. So I think for you, it\u2019s going to be some clarity, like do I want a short-term rental? Do I want a house act? And then does it also have to be something that as a backup plan would work as a traditional rental? If so, you got to pick a different market. You\u2019re just going to have to go to a lower price point where the price rent ratios are going to work out.
That doesn\u2019t happen as often in our market because people don\u2019t have that backup plan. It needs to be a long-term rental. They\u2019re just going to live in it, right? Like backup plan is, it will be cheaper than if I had to pay rent living somewhere else. And then they sort of put the odds in their favor where they wait until they live in the house for a couple years and then as rent increases, eventually it is something that they can use a long-term rental if that\u2019s what they want to do. Or they buy a house that has more than one unit. That\u2019s the other shortcut, is if you can get a property with two ADUs or a property where you convert the garage and then also have an ADU now, it does work as a long-term rental because you got income coming from more than just the one space. Does that make sense?<\/p>\n
Yeah. You said something really important there. Maybe it\u2019s I\u2019m taking insights from this realtor that I\u2019ve chosen in Vegas and they have a very specific criteria that they will only recommend to their clients, which are in certain areas that are primarily these track homes. Maybe I should not necessarily take their advice and I should go into some of those areas where there are beautiful places that I could do so much more with than these track homes. And so maybe that\u2019s something for me to look at while I\u2019m out there.<\/p>\n
Track homes really do limit your creativity with real estate. And I probably should explain why. When a new home is built within a subdivision and all the neighbors are really close to each other, first off, neighbors don\u2019t love investors. So when you got houses smashed up against each other like most track houses are you\u2019re begging for complaints. There\u2019s also going to be parking issues because everyone\u2019s trying to share the same parking spaces. But more than that, they\u2019re built with a really cool flowing floor plan that works for a family. It is very difficult to create separate units out of that one big structure. It\u2019s what I found. It\u2019s almost impossible because most of them are two-story houses that have a separate entrance into the second story.
Now, when you buy houses that are older, they\u2019re on a hill, maybe they\u2019re 1,100 square feet when they were built in the \u201940s and then in the last 70, 80 years, they\u2019ve added on several times to the house, the way they added on make it very easy to create separate units out of those homes. Track homes tend to be newer because it\u2019s like a new way of building houses. So that\u2019s why we\u2019re saying you\u2019re limited when you\u2019re looking for that. But that is what most agents are going to be used to selling because that\u2019s what most home buyers are wanting. So I don\u2019t know that you made a mistake here. I think you learned something because you took action.<\/p>\n
Understood.<\/p>\n
You probably wouldn\u2019t have got to the point that you would\u2019ve realized, \u201cVegas won\u2019t work if I want to cover my bases with this backup plan\u201d if you hadn\u2019t have taken some steps moving forward. So you walk down the path, you hit the dead end, you\u2019re going to go back, you\u2019re going to find another path arm with the new knowledge. Rob, what say you?<\/p>\n
Yeah, I would say looking back at your 90-day journey, you\u2019ve made a lot of progress. Just because you\u2019re not in a deal does not mean you haven\u2019t progressed, right? We\u2019ve figured out what you don\u2019t want. We\u2019ve figured out what won\u2019t work. We\u2019ve examined your professional path and what you want out of that. And even though you\u2019re not in a deal now, I just feel like you at least have the clarity on, \u201cOkay, this stuff\u2019s not going to work.\u201d Now move that over to the side and continue down a path of figuring out what other markets can work for you. So I don\u2019t want you to feel bad that you\u2019re not in a deal, because I think you\u2019ve gotten a lot more out of this than you probably realize.<\/p>\n
I\u2019m sure. I have gotten a lot out of it. I\u2019ve lost a lot of sleep, but I\u2019ve gotten a lot out of it.<\/p>\n
And that\u2019s how it should be. So with all of that said, Wendy, as you sort of examine where you\u2019re at and you\u2019re moving forward down your path, what next steps or homework would you assign yourself to get you a little bit closer to that full clarity that you\u2019re looking for?<\/p>\n
Yeah. I really think I probably need to do a little bit more networking than I\u2019ve been doing, which of course takes time, but I need to step outside of my Zoom zones and really just go to some more meetups and meet some people and see where people are investing and what\u2019s moving the needle for them today. I feel like I need to increase my access to people like that.<\/p>\n
Yeah Yeah.<\/p>\n
So that\u2019s one thing I definitely want to do.<\/p>\n
I think it\u2019s great. And that\u2019s even something that Philip talked about too, right? He\u2019s like, \u201cI just need to talk to more people that are kind of higher level, a little bit more advanced.\u201d And that has opened up some doors for him too. So I think that\u2019s going to work great for you.<\/p>\n
And I\u2019m going to continue down the mid rental or midterm rental path. I\u2019m going to go to that conference they have in a couple of months. I\u2019m not throwing that baby out with the bathwater. I just got to keep crunching some numbers. I am going to be in Vegas for the next several days and I\u2019m going to look there while I\u2019m there and just see if there\u2019s something I can find or an angle that works. Maybe not necessarily a property, but narrow down my criteria so I\u2019m not just crunching numbers for four hours every night and saying no to every deal that comes past.<\/p>\n
Awesome. Well, I think you\u2019re taking action. You\u2019re going down to the Mid-Term Rental conference. You\u2019re in Vegas right now looking at properties. You\u2019re talking to people that can help you on this journey. So I think you\u2019re going to get a lot of that out of that too. We\u2019re going to be following along, and I just wanted to thank you for your time and for taking this journey with us as well.<\/p>\n
Absolutely. It\u2019s been awesome.<\/p>\n
Last piece of advice for you, Wendy, before we go on to Danny. Never be discouraged by a lack of results. Only get discouraged when there is a lack of progress or pattern recognition, okay? You never know when you\u2019re going to hit that finish line that Rob talked about. You may take the wrong path nine times, hit a dead end, come back, but now you know the wrong nine paths, and then the next path you take will be the right one, and you\u2019ll have an advantage over everybody else.
Some people get lucky and they hit the right path on the first try, and then they assume this is how real estate investing works. And then they take the next nine paths for all the wrong ones, and they lose a lot of money because they made those mistakes. So as long as you are recognizing patterns in what you did, like you said, \u201cThis is not the right realtor, this is not the right type of property, this might not be the right market,\u201d you are making progress, okay?<\/p>\n
Mm-hmm.<\/p>\n
Don\u2019t just measure how many deals you close as the only result that you\u2019re measuring.<\/p>\n
All right. Good advice.<\/p>\n
Awesome. Okay, Danny Zabata. Zapata.<\/p>\n
Zapata.<\/p>\n
Last time we talked, you were about to make some aggressive offers on some multi-family buildings and maybe even following my strategy of making some offensive offers that might just get you a no right out the gate. Walk us through some of the updates on your end.<\/p>\n
Yeah. So I did wind up making some offensive offers because honestly what I\u2019m looking out there, that\u2019s what works for me. So I kind of approached this from what\u2019s the price that I needed to be at in order to do this deal versus how do I get to the seller\u2019s asking price, because I think that\u2019s kind of a mindset that I\u2019ve had early on. So I made two offers. One\u2019s an eight-plex in North Oak Park. It\u2019s been sitting for several months. It was listed for 1.9 million. I offered 1.05 million, which is a very aggressive offer. But they did respond it. It wasn\u2019t an outre known necessarily, but they did kind of come back with their limits. So they said, \u201cWe can\u2019t take anything under 1.7 million. The sellers looking to get into the next property, and that\u2019s what they need. So that\u2019s kind of where we\u2019re at there. We\u2019ll let it sit for a little bit longer.\u201d It has been sitting for a while and continue that conversation.
Another property that I put an offer in was a 12-plex in Southland Park area of Sacramento. That one\u2019s a little newer listing. Started listing in the beginning in January for 2.9 million. Offered a less offensive offer of 2.25 million, but they seem to be more offended than the previous offer. So they were just like, \u201cHey, we\u2019re not even going to look at your offer. We haven\u2019t been responding to anything under list. Basically, go away.\u201d But I still plan to follow up on there and kind of follow the progress because that one in particular, I like the area the most out of the two. I feel like it has the most long-term potential and just have a nice stable asset. So yeah, that\u2019s kind of where I\u2019m at, and just continuing to follow up every couple weeks and looking for more opportunities to make offers.<\/p>\n
All right. So a couple things to highlight here. I have this analogy that I call the pickle jar that I tell a lot of our clients. You know how sometimes you\u2019ll be trying really hard to open a pickle jar and you can\u2019t get it, and then the next person tries, it pops right off? What do we always say when that happens?<\/p>\n
\u201cOh, I loosened it for you.\u201d<\/p>\n
I loosened it for you. Exactly. \u201cYou\u2019re not stronger than me.\u201d A lot of the times I will step in and I\u2019ll get a deal at a really good price, but I don\u2019t know how many Danny Zapatas came before me and loosened that pickle jar. So they wanted 2 million, you wrote it at a million. They start thinking in their head, \u201cMaybe it\u2019s not worth 2 million. I\u2019d be lucky if I could get 1.3.\u201d And then I come in with 1.32 and they\u2019re like, \u201cYeah, I\u2019ll take it.\u201d And I\u2019m like, \u201cWell, I\u2019m such a great investor, I got a great deal.\u201d But I don\u2019t know everything that happened before I walked into that scenario, right? So the moral of the story here is you want to get the pickle from your own labors. You want to follow up with these people every so often so someone else doesn\u2019t step in and steal your pickle, right? You\u2019re grabbing the marks on your hand and your forearms are all swollen even wrestling with this pickle jar. You don\u2019t want someone to come in and take it. So don\u2019t forget to keep following up.
As the sellers are wrestling with their anxiety as rates are going up and their property isn\u2019t selling, and doom and gloom is starting to happen more and more on the news, you never know when they\u2019re going to hit that point where they might say, \u201cHey, you know what? This other opportunity passed us up. We\u2019re going to make so much money on it. If we lose money on this one, that\u2019s okay because I need to move the equity from this one to this one.\u201d<\/p>\n
That\u2019s going to be a good Instagram reel right there. I already know it.<\/p>\n
Protect your pickle.<\/p>\n
Protect your pickle. But it\u2019s very true. I mean, I think in real estate it is all timing, right? And so you could be the one that capitalizes on the timing if you keep following up. But David\u2019s totally right, man. You could have offended them. They\u2019re going to get offended five more times. And if you\u2019re not following up consistently, someone else is going to come and offend them less and that\u2019s the offer that\u2019s going to get accepted. So you definitely want to make sure that you\u2019re checking in and saying like, \u201cHey, I know this deal didn\u2019t work before. I know this offer didn\u2019t work before. I\u2019m curious, what have you been hearing? Is there a way to make this deal work? I\u2019d love this property still and I\u2019d love to talk about this a little bit more with you.\u201d So I think getting in there, talking to them.
But Danny, I got to say, man, I think it feels from just the first episode, it feels like you hit your groove, man. You found it. You just seem a lot more confident kind of talking through this. So I am wanting to know when you put these offer in, what did it feel like? Was it scary? Was it a relief? Was it a relief to hear a no? How was that all for you during that process?<\/p>\n
Yeah, I think you called me out correctly in the last episode about having to make that first offer and kind of rip that bandaid off. It still felt really challenging to go and do it. I did hesitate a little bit, but I kind of had you sitting on my shoulder, talking in my ear, \u201cYou got to make that first offer.\u201d So it felt liberating and just kind of really good to get that out there. I think along with utilizing David\u2019s advice around just generally talking to more people and being more comfortable, I think putting those two things together have kind of resulted in what you see today. So yeah, I do like it. Once you make those first offer or second offer, it does feel like it\u2019s starting to snowball and just getting more comfortable doing that.<\/p>\n
Yeah. So looking ahead, as you kind of walk down your path here, I know we\u2019re at the 90 days, but what homework and what next steps would you assign yourself as you kind of go on to your next 90 days?<\/p>\n
Yeah. So go\u2026 90 days flies really fast, by the way. But the homework, key is to keep making those offers and keep the momentum going. Additionally, I\u2019m finding as I\u2019m collecting more data over the months, there isn\u2019t a lot ton of properties that fit this buy box, this 10 to 20 multi-family buy box. So now I\u2019m thinking as I\u2019m kind of churning through the existing inventory, what else do I need to do next? So I think about two things. I think are there ways to create more opportunities, things that are not necessarily listed, things that I learned from the single family and the small multifamily world where you couldn\u2019t go bird dogging or talking to people that have properties that may not be up for sale now and just continuing having conversations with them and seeing where there\u2019s opportunities to go and put offers in or say, \u201cHey, are you looking to sell? If you\u2019re ever looking to sell, give me a call\u201d?
And then the other part of it is being realistic and reevaluating that buy box every once in a while. So as I mentioned, there\u2019s a limited set of properties out there today. So is that pool big enough to continue down this path or should I extend that box a little bit? In the beginning, I think the first episode, Rob, you had talked about you kind of pushed on me, \u201cIs this really where you want to be? Have you thought about other things?\u201d So I am not necessarily changing my buy box, but I feel like I\u2019m open to expanding a little bit more. So instead of that one 10 to 20 unit, are there opportunities for a couple of eight-plexes? Are there different ways that I can look at it and make that similar numbers or similar goals work, just kind of approaching it from a different way.<\/p>\n
That\u2019s good, man. The more you open that buy box, the more of those opportunities will start falling in you up. Things that you probably had in front of you the whole time that now you\u2019re just like, \u201cOoh, that actually seems like a cooler deal than I remember.\u201d I think that kind of stuff will start coming across your desk more. David, what about you? You got any final words here to send Danny off on his next 90 days, if you will?<\/p>\n
You know, as I\u2019m listening to you talk about your struggle, it\u2019s a very common one where you have set personal goals, okay? \u201cI want this many properties by this much time with this much cash flow and I\u2019m willing to do the work to get there.\u201d What I realized as you were talking is oftentimes real estate does not line up with our personal goals. What the market\u2019s doing can sometimes be working against you. So imagine that you\u2019re in a river and there\u2019s no current at all. You got to swim really hard to get where you want to go. Well, sometimes the current goes with you and it makes it much easier. This current of real estate flows with you. It flows fast, it flows slow. And sometimes it flows against you and you\u2019re swimming against the current, which is kind of the case of where we are right now.
You can\u2019t get discouraged when real estate doesn\u2019t line up with all our personal goals. It\u2019s not completely independent like other things would be that we have complete control over maybe our fitness. We control what we put in our mouth, we control how often we work out. You\u2019ve got a situation with real estate where the market\u2019s tough, not a lot of deals are working out, but there\u2019s not much inventory either. So we\u2019re in this stalemate where deals don\u2019t work, but there\u2019s not so much inventory out there the sellers have to drop their price. The current is flowing in your face and you\u2019re having to swim against it. It is not uncommon to bust your butt swimming and become a really good swimmer and think you\u2019re getting nowhere. And then the minute the market shifts and the currents behind you, you\u2019re flying past everyone else, okay? So it is not a linear progression. It comes in these short spurts where you can get a ton of good deals and make a lot of money, and then sometimes longer marathons where you\u2019re not really making as much progress and it can be discouraging.
So don\u2019t get caught up by the people that bought a bunch of houses between 2010 and 2013 and they crushed it and you\u2019re like, \u201cWell, how come I can\u2019t go do that?\u201d It was a different market. And don\u2019t be discouraged when you\u2019re out there networking and analyzing deals and riding low offers and learning about real estate, but you\u2019re not getting anything under contract. You are still getting stronger. You\u2019re improving your ability to swim and it will turn around, but you\u2019re not in control of when that happens. All you\u2019re in control of is the action you take, the attitude that we bring, and the level of commitment that we have. So you kind of have to trust the process over the long term and fight those feelings of like, \u201cWhy am I even trying?\u201d Because Rob can attest, when it turns around, it can turn around so fast.<\/p>\n
Absolutely. You don\u2019t want to be in that zone where you give up too easily. And that\u2019s kind of where I\u2019ve also been thinking about like, \u201cHey, I\u2019ve tried a couple things, should I go shift to something else?\u201d I think there\u2019s a balance there of trying enough or putting in your best effort and making sure that you\u2019re staying consistent and not just giving up and jumping to the next shiny object. And I\u2019m very aware of that.<\/p>\n
Yeah, 100%. Great attitude. All right. Well thank you for that, Danny. Let\u2019s bring the rest of the group back in. If you guys could come back and I\u2019m going to hand it over to Rob.<\/p>\n
All right. So looking back on where you were 90 days ago, would you say that your goals have changed since then? Wendy, I\u2019d like to start with you because I know that you\u2019ve shifted a few times on some of the strategies, but how have your goals changed since the beginning of this journey?<\/p>\n
Right. So one of the goals that I\u2019d outlined initially was around my career and moving more into something real estate oriented. I think I was able to get some clarity through guidance by you guys and just really starting to put to think through it that I\u2019m going to stay in my career doing what I\u2019m doing as a marketing professional because I know it, I\u2019m good at it, people pay me well to do it. And until I\u2019m at the point where I\u2019m doing something in real estate that a job kind of comes to me, I\u2019m not going to go try to be a loan processor or go try to be a syndicator. If something works in what I\u2019m doing, whether I\u2019m doing short-term rentals for myself and then I decide to take that on, that would be the better career path for me that I could get into it that way. But in the meantime, kind of stay on the sidelines.
But all that being said, as David said I think in week two, it\u2019s like it\u2019s really tough out there to just be a real estate investor. You\u2019re going to run out of money at some point. So what\u2019s my next move there? Considering I\u2019ve got nine houses that are turnkey now, and those bring in some income to me, the next step was to invest some more of my own money or find partners to do something else. And so the goal that I had there was to find a house that I could live in, maybe have an ADU, maybe house hack it. I\u2019ve honed what I want a little bit on that. This is a good time for me in my career and the timing in my life for me to buy something that allows me to do that.
And so my goals haven\u2019t changed, but I think I\u2019ve done a lot of work to hone what that should look like. First, I think we talked about me moving into my Colorado property next year. I could still do that, but I think now\u2019s the time for me to buy something else and turn that into it. So those goals haven\u2019t really changed, but I\u2019ve honed them a lot more just through your tutelage.<\/p>\n
Yeah. Yeah, totally.<\/p>\n
Well, thank you for that, Wendy. Philip, how about you?<\/p>\n
Yeah, I think some of the feedback that you were giving Danny about just following up and not being afraid to submitting an offer that the you\u2019re told is ridiculous or offensive, I think those were things that I had a certain self consciousness about and I just kind of was like, \u201cAll right, I\u2019m going to trust these guys. They have more experience than me.\u201d And it definitely worked in my favor to just put the number that works for me. And if they tell me to go away, fine, but I\u2019m going to come back in a week.
And so yeah, my original goal was to get the retreat center under contract. That\u2019s something that we have right now. And sort of a little different from Wendy, I\u2019m finding so many people that want to help with the vision that I have. And honestly, I\u2019m running out of bandwidth with the number of things that I\u2019m doing with my career and with responsibilities that I have with my family. When this comes out, I\u2019m getting married two weeks after this episode releases. So my bandwidth is super thin and really the most important thing is the retreat center and locking that up in a good way. And yeah, I think just focusing on that is going to really pay dividends.<\/p>\n
What would you say would be your biggest win that you\u2019ve experienced throughout this process?<\/p>\n
Yeah, I mean, the way that my network has been growing has been so cool. I have talked to so many people that have a lot more experience in me, certain people that have capital and they\u2019re interested in investing. But really just feeling confident moving forward with the land and the retreat center that is still\u2026 We haven\u2019t closed yet, so I\u2019m not going to check that off, I\u2019ve completed it or something like that. But it\u2019s going to get done. So I\u2019m really excited about that. I feel great about it.<\/p>\n
Well, it gives you hope, right? I know you said that you\u2019re not through the deal yet, but sometimes hope is a win because at the beginning of all of this, you\u2019re going roadblock against roadblock. You don\u2019t know things, you don\u2019t know how to maneuver it, and it can be very discouraging. But getting something in contract is like, \u201cWow, things are shaping up for me. And even if it doesn\u2019t work this time, at least I have this one win to give me hope for the next time that I go under contract.\u201d So that\u2019s huge, man. Thanks for sharing.<\/p>\n
Thank you.<\/p>\n
Danny, what about you? How has your thinking changed over the last 90 days and what about your actions?<\/p>\n
Yeah, so my thinking has changed. I think I can categorize it as moving from more of a bookworm mindset to more of a networking mindset where I\u2019ve always been somebody to really necessarily analysis-paralysis, but dig deep and learn a as much as I could about things. I felt like in the beginning that kind of limited me to taking action. So just being able to shift from that, constantly sharpen your ax and taking that big swing to finding a balance where, \u201cOkay, I think the ax is sharp enough. Now I need to move on to the next thing. I need to build up this network. I need to talk to more people. I need to go take some action and put those offers in.\u201d I think that mindset is the biggest shift for me.
I guess for my actions, similar to Phillip, these 90 days when you\u2019re adding these kind of goals on top of your daily life and all the things that you have going on, it\u2019s really forced me to prioritize what\u2019s important and figure out ways instead of being crushed under the pressure, figure out ways to make sure I can get these done. How do I get these things done? From our last podcast, making the most of my in-between time, figuring out what are the highest and best value things I can do with my time and what needs to get done, but I don\u2019t necessarily have to do them. So I\u2019ve engaged virtual assistant and leveraging my partners more have really given me the opportunity to open up and spend more time on what I think is the most important things.<\/p>\n
Success is a function of who we become, not just what we do, right? Now, we often say taking action is required to have success, but that\u2019s because taking action improves who you are. And then as who you are improves, success finds you. That\u2019s one of my favorite things I\u2019ve found about your journey here, Danny, is you\u2019ve embraced the fact that parts of you need to improve or parts of you need to change and become more flexible. You have embraced networking. You\u2019re writing offensive offers that you never would\u2019ve wanted to do. You\u2019re putting yourself in these uncomfortable situations knowing that that\u2019s going to help. And it\u2019s not only going to help you with real estate investing, it\u2019s not only going to help you with growing your wealth. Your overall life, your relationships, your friendships, lots of other things benefit when we do step out of that comfort zone and find improvement. So I just want to commend you on taking that step.
Really you, Philip and Wendy, all of you who have come on here and admitted, \u201cI made mistakes, I did things wrong. I looked into something I never thought I would do. I took this action and I didn\u2019t get the result that I was wanting,\u201d but you are closer to becoming the person that as is going to get it. I know for you, Philip, congratulations on your upcoming wedding. This is going to make you a better husband. It\u2019s going to make you a better partner. Hopefully, that\u2019s going to rub off on your partner and they\u2019re going to want to sort of jump in line with it and do things that are outside of their comfort zone, get more focused. Like Danny was just saying, focus on where time can be better spent. All of us become better versions of ourselves when we commit to this process. So I\u2019m proud of all you guys.<\/p>\n
Thank you very much. This has been a lifelong dream mark. I can\u2019t say a lifelong. I can\u2019t literally say lifelong, but kind of when I started this journey, being on BiggerPockets was one of those goals that I thought was several years away. So thank you very much.<\/p>\n
Awesome, man. Well, thank you guys. We really do appreciate all the vulnerability and just checking in with us and staying to it and actually coming back with homework and the assignments that you completed. You get out what you put into this kind of thing, right? I\u2019ve seen so much of what y\u2019all have put into this, so I\u2019m excited to see and keep up with y\u2019all over the next 90 days and see how things change. If people want to learn more about you, if they want to get in touch, if they want to find you online, where can people get in touch and follow along with your journey? Danny, I\u2019ll start with you.<\/p>\n
So Instagram, I just started Investor on Fire Instagram account and posting a few things there. I\u2019m learning. As I\u2019m going through this process, I want to start uploading more reels and kind of putting more of that out there.<\/p>\n
Awesome, man. Investor on Fire on Instagram. Wendy, what about you?<\/p>\n
I\u2019m wendysc_invests on Instagram. You can also find me on LinkedIn at Wendy St. Clair. A lot of people have found me there. I\u2019m not as active on Instagram as so many other people are in the world of real estate, but I\u2019m going to try to get a little bit better at it. wendysc_invests.<\/p>\n
Okay, awesome. And Philip, what about you, man?<\/p>\n
Yeah. So on Instagram and LinkedIn, I\u2019m the_educated_investor. I have a podcast called The Educated Investor where I interview incredible people in the real estate and entrepreneurs and find out how they did it. And I have a website, educatedinvest.com where I have all my podcasts and all the good stuff.<\/p>\n
Okay, awesome man. Educated_. Give us the Instagram handle one more time.<\/p>\n
[inaudible 00:44:57] too complicated. The_Educated_investor with underscores in between them.<\/p>\n
Okay, cool.<\/p>\n
You can see a picture of my shining face.<\/p>\n
Great. And then David, what about you man? Where can people learn more about you?<\/p>\n
You can go to the_agent_BiggerPockets_flipper_buyandhold_mediumtermrental_bald_wealth builder. Just kidding. No, you can just go to my website. It\u2019s just been remade, davidgreene24.com. You can see all the stuff I got going on. And then if you want to follow me on YouTube or any of the social media stuff, I\u2019m @davidgreene24. It\u2019s kind of the opposite of Philip. At least his handle makes sense, you know what it is. You see mine, you\u2019re like, \u201cWhat is DavidGreene24? Is this a diner that he owns? Does he think he\u2019s Kobe Bryant? Is he saying that he works 24 hours a day?\u201d It\u2019s very confusing and frankly, I don\u2019t blame people for being confused. Rob, how about you?<\/p>\n
You can find me over at www.If this was a good episode and it inspired you to take action, please consider leaving us a five star review on the Apple Podcasts platform or wherever else you download your podcasts.com. I know it\u2019s really long, but everything else was taken. So yeah, if this inspired you to take action and get started or optimize or scale your real estate journey, leave us a five star review and thank our awesome guest mentees here in the review.<\/p>\n
Absolutely. Thanks again to all of you for doing this. And thank you listeners for following along on the journey. We hope you\u2019ve been inspired, that you\u2019ve learned something. And please reach out to all of our guests and just tell them thank you for being transparent and vulnerable and signing up for this. It\u2019s not always easy or fun to be in the spotlight, but they are willing to do it because we care about all of you and trying to give you best experience and the best show possible that we can. This is David Greene for Rob www.abasolo signing off.<\/p>\n