In this episode of the Collective Genius Podcast, host Leanne Barnes sits down with Casey Ryan—born and raised in Las Vegas, engineering grad, and one of the most operationally disciplined investors in the CG community. Casey's story starts where a lot of great ones do: grinding without a roadmap. From flipping Jeep Cherokees in college to running 110-plus house flips a year on a brutal split with a two-person team, Casey learned the hard way what high volume without high margin actually costs. But the pivot changed everything. When Casey went out on his own in 2018 and built a direct-to-seller operation from scratch—starting with a legal pad and a million text messages a month—he engineered something most investors never crack: a lean, automated, highly profitable business doing 200-plus transactions a year with a team of 12. This episode is a deep dive into how he did it, how AI is turbocharging what's already working, and why margin has always mattered more to Casey than volume. Timeline Summary [1:51] – Welcome and intro to Casey Ryan, Las Vegas investor and CG member [2:51] – Current business model: 70% wholesaling, 30% fix and flip, direct to seller since 2018 [4:02] – Born and raised in Vegas, engineering degree, and the brother-in-law who opened the door [5:34] – Flipping Jeep Cherokees in college: the buy box mentality before real estate [9:05] – Riding along to properties, learning acquisitions for free, and committing to finish school [11:11] – Graduating in 2015, jumping ship on engineering, and deploying $15M with a two-person team [12:07] – 75 flips the first year, managing contractors, materials, and acquisitions solo [13:47] – The ugly math: a 25/75 investor split leaving Casey with roughly 5% per deal [17:39] – The 2018 split from his partner and why Casey chose direct-to-seller out of respect [19:44] – Starting from zero: SMS marketing, ring-less voicemails, a legal pad, and two VAs [20:41] – Over 100 direct-to-seller deals in year one of going out on his own [22:12] – Why flippers make great wholesalers: deadly accurate underwriting from razor-thin margins [23:27] – When the legal pad became a CRM and how automation started with efficiency, not ego [25:25] – Why Casey chose lean over large and what 12 people can actually accomplish [28:11] – Practical AI in the business: call analysis, lead scoring, and data enrichment [29:25] – The cron job that monitors 10,000+ leads and surfaces the ones worth calling today [30:47] – AI calling, live transfers, and the goal of keeping reps talking to people all day [33:43] – How Casey found CG, what a mastermind even was, and why he applied anyway [35:41] – What CG actually gives you that local meetups never could [37:13] – $80,000 in referral fees from CG members and the personal advice that shaped his family [40:22] – AI in 2026: extreme leverage, rapid growth, and why this revolution is right up Casey's alley [41:29] – Personal highlight: traveling with his wife Casey and their three daughters under five 5 Key Takeaways Margin Over Volume, Always – Casey ran 100-plus flips a year taking home roughly 5% per deal. The lesson stuck: a lean, high-margin business beats a bloated, high-volume one every time. Master One Channel Before You Add Another – Casey scaled SMS to the breaking point before layering in the next lead source. Discipline in sequencing is what separates efficient operators from overwhelmed ones. Your Engineering Brain Is a Superpower – Whether it's a custom CRM, automated follow-up sequences, or AI lead scoring, systems built by people who think in systems compound over time in ways hiring never will. AI's Real Value Is Surfacing the Right Lead at the Right Time – Call summaries are nice. But a cron job scanning 10,000 leads for changed circumstances and routing the hottest ones to your reps? That makes money. A Team of 12 Can Do What Most Think Requires 30 – With the right automations, the right people, and a relentless focus on margin, Casey runs 200-plus transactions a year and can disappear for two weeks without the business skipping a beat. Links & Resources ExploreCG.com – Learn more about the Collective Genius community If Casey's story lit something up for you—whether it's the lean team model, the direct-to-seller pivot, or the AI applications you haven't tried yet—share this episode with an investor who's been told they need to hire their way to scale. And if you want to be in the room with operators like Casey, head to ExploreCG.com to learn more and apply.
In this CG Live episode recorded at our Q1 event in Dallas, Texas, I sit down with CG Premier member Andrew Jobe, a Houston-based real estate investor doing over 100 deals a year alongside his partner J.R. Reid. Andrew presented on one of the most costly — and most overlooked — parts of the real estate investing business: what happens after you get the contract signed. We dig into how unmet seller expectations quietly drive up fallout rates, why the acquisitions manager's job doesn't end at the signed contract, and how Andrew's team uses credibility packs and structured communication touchpoints to keep deals alive. Andrew also breaks down the installment sale strategy his team learned right here at Collective Genius — a two-closing process that puts cash in the seller's hands immediately, removes the problem from their life, and dramatically reduces the chances they walk away before closing. If fallout is eating into your revenue and team morale, this episode is packed with practical systems you can implement right away. Timeline Summary [0:22] – Live from Dallas at the CG Q1 Premier and CEO event [0:42] – Introducing Andrew Jobe: Houston-based investor, 100+ deals per year [1:10] – The four pain points driving this event: leads, appointments, contracts, and closing [2:11] – Houston is a competitive market — and fallout is a real problem even for high-volume operators [2:32] – When Andrew knew fallout was an issue: team morale started showing the cracks [3:16] – The real cost of fallout: wasted effort across acquisitions, TCs, and disposition [4:20] – Root cause number one: unmet expectations from sellers who heard "we close in a week" [5:03] – What sellers are thinking when they sign — and why weeks of title work blindsides them [5:47] – The fix: training the acquisitions team to walk sellers through every next step before leaving the appointment [6:43] – Transitioning the seller relationship from Act manager to TC within 24 hours [7:35] – Why sellers need information repeated — they've never done this before, you do it every day [7:59] – Credibility packs: the written leave-behind that sets expectations even after you've said it five times [8:40] – What goes in a credibility pack: next steps, contact info, and a visual flowchart of the process [9:22] – Owning the gap no matter how many times you've communicated — live in the seller's reality [10:04] – Signing the contract is not the end of the deal — it's just the beginning [10:55] – The installment sale strategy: what it is and where Andrew's team learned it [11:14] – How the two-closing process works: inserting into chain of title and giving a cash down payment upfront [11:54] – Two problems solved at once: cash in the seller's pocket and the problem property off their plate [12:36] – How the Act team, TC, and Dispo team work together to identify a good installment candidate [13:46] – When to use it: real cash needs, moving costs, deposits — solving the seller's immediate problem [14:51] – Risk awareness: always run a pencil search and verify the seller actually owns the property [15:32] – The risk of solving problems too well: sellers who no longer feel urgency to close [16:13] – How inserting into chain of title protects your investment before the final close [16:37] – Four risk mitigation steps: pencil search, quick title search, full closing packet, and third-party notary [17:40] – Why you must use a third-party notary — never someone on your payroll — for these closings [18:50] – Documents, disclosures, and promissory notes: building a closing packet that protects everyone [19:35] – Houston context: massive market, massive competition — this strategy is another tool in the belt [20:26] – Why Andrew comes to every CG event focused on leadership development, not just tactics [21:13] – The keynote takeaway: sometimes you might be the virus in your own business [22:38] – Process without governance is incomplete — you need a mechanism to audit whether the process is actually being followed [23:41] – Being terrified to look at the data — and why you have to anyway [24:23] – The difference between having a great process and having a complete process [25:04] – People don't want to be taught — they want to be reminded, and they want to be held accountable [25:35] – Get rid of anyone who doesn't want accountability — they're hiding something [25:53] – Even Steph Curry has a shooting coach: everyone needs someone pushing them to their highest level Key Takeaways Fallout Starts With Unmet Expectations Sellers hear "we close fast" and build an expectation around it. If your acquisitions team doesn't walk them through every next step before leaving the appointment, the gap between what they expected and what they experience will cost you the deal. The Acquisitions Manager's Job Doesn't End at the Signature Handing off to the TC without properly transitioning the relationship and resetting expectations is one of the fastest ways to lose a contract you worked hard to get. Credibility Packs Reduce Fallout Passively A written leave-behind with next steps, contact info, and a process flowchart does the communication work for you long after you've left the appointment — even when the seller forgets everything you said. The Installment Sale Is a Fallout Prevention Tool By inserting yourself into the chain of title and giving the seller cash upfront, you remove their urgency to walk away while solving their real problem immediately. It's not just a creative financing strategy — it's a retention strategy. A Process Without Governance Isn't Complete You can have the best systems in the world, but if you're not auditing whether your team is actually following them, you don't have a complete process. Accountability isn't optional — it's what holds everything together. Links & Resources Follow Andrew on Facebook and Instagram: @jobe (search "Jobe") Quick Title Search: Pro Title USA — https://www.protitleusa.com Explore CG Membership: https://www.explorecg.com Closing Remark If this episode gave you new ways to protect your contracts and serve your sellers better, take a moment to rate, follow, and review the Collective Genius Podcast. And if you're ready to be in a room with operators like Andrew, visit https://www.explorecg.com and apply today.
In this episode of the Collective Genius Podcast, host Leanne Barnes sits down with Josh Stech—Stanford-educated entrepreneur, CG founding member, and one of the most prolific builders in the real estate investing space. Josh's journey reads like a masterclass in spotting white space: from fixing and flipping in Las Vegas, to co-founding Lending Home and scaling it to over 15% national market share and a $1 billion valuation, to building ventures that help everyday investors access the same wealth-building tools that changed his family's trajectory. This episode goes well beyond business biography. Josh unpacks the strategic thinking behind every major pivot—why he left Lending Home at its peak, how the SoFi business model shaped his thinking, why focus is the most underrated growth lever, and how AI is about to reshape real estate in ways most investors aren't prepared for. He also shares two ventures—Just Be the Bank and Access Insiders—that open the door to private lending and early-stage investing for anyone ready to level up. Timeline Summary [0:46] – Welcome and intro to Josh Stech, founding CG member and entrepreneur [3:08] – How a CG meeting 15 years ago led to the first private loan that changed Josh's family's trajectory [4:20] – Stanford, economics, and why Josh chose flipping over private equity right out of school [6:09] – From 220 flips to 1,000+ loans in three years: recognizing a superpower in capital raising [7:22] – The lending landscape in 2013: a massively fragmented market with no dominant player [10:11] – The honors thesis on the subprime crisis that pointed Josh toward real estate investing [12:08] – Lending Home: bootstrapped vs. venture capital and what it felt like to build a unicorn [13:42] – The Mike Cagney / SoFi model that inspired Josh to think about serving one customer broadly [17:49] – The real cost of expanding your surface area: complexity compounds faster than revenue [28:05] – The biggest opportunity in real estate right now: folding AI into your business [29:09] – Why smaller brands are about to disappear from AI search results—and what to do about it [29:31] – AI for inside sales, voice models, and inspection tech: what Josh is testing right now [31:37] – Just Be the Bank: the two-and-a-half-day course teaching private lending from scratch [33:04] – Access Insiders: the alternative investment club doing early-stage venture deals [35:24] – The passive income continuum: flipping → rentals → lending → lending funds [37:26] – Foreclosure reality check: why the risk most people fear almost never happens [39:14] – What Josh is most excited about heading into 2026—and it's not business 5 Key Takeaways Find Your Leverage, Then Follow It – Josh pivoted from flipping to lending the moment he realized raising capital was his superpower. Knowing where you have unfair advantage changes everything. Serve One Customer Broadly, Not One Product to Everyone – The SoFi model: find the right customer and surround them with everything they need over time. Focus Is a Feature, Not a Limitation – Lending Home grew to $800M months after Josh left—largely because they stayed in their lane. Expanding surface area multiplies complexity, not just revenue. AI Is the Biggest Opportunity in Real Estate Right Now – From dominating LLM search results to voice-based sales and AI-powered inspections, the window to get ahead is open—but closing fast. Private Lending Is the Most Scalable Path to Passive Income – One borrower can generate 100 loans. The underwriting bar is lower, foreclosure rates are under 1%, and the checks just come in. Links & Resources Just Be the Bank – Two-and-a-half-day private lending course + book (Amazon #1 bestseller): justbethebank.com/genius (exclusive resource page for CG podcast listeners) Access Insiders – Alternative investment and early-stage venture club (run with Josh's father) ExploreCG.com – Learn more about the Collective Genius community If Josh's story sparked something for you—whether it's the lending path, the AI opportunity, or just the reminder that there's always a bigger game to play—share this episode with someone who's ready to think at a different level. And if you want to be in the room with builders like Josh, head to ExploreCG.com to learn more and apply.
In this CG Live episode recorded at our Q1 event in Dallas, Texas, I sit down with CG Premier member Ryan Weimer — a Boise, Idaho-based real estate investor who signed 200 deals in 2025 and then discovered he lost nearly 1,000 more. His main stage presentation stopped the room, and for good reason: the data he brought was something most investors are too afraid to look at. Ryan walks through exactly how his team uncovered 998 missed deals in a single year — all sitting in their own CRM — and what it revealed about their hiring, their lead management, and their leadership. We dig into how he reframed that painful number as an opportunity for his team, why attacking your database beats spending more on marketing, and how the shift from sales company to data company is now changing the way they hire, manage, and grow. If you've ever wondered how much money is sitting untouched in your CRM, this episode will wake you up. Timeline Summary [0:23] – Live from Dallas at the CG Q1 Premier and CEO event [0:50] – Introducing Ryan Weimer and the presentation that stopped the room [1:07] – How Ryan came into this meeting knowing the data — and still got slapped by it again [1:51] – The market shift: recalibrating from the Boise boom years to doing the real work [2:15] – The number: 998 missed deals in 2025 in a market of just over a million people [2:34] – Context: 200 signed deals, nearly 1,000 lost — five times more missed than won [3:21] – Why this means you don't need a second market — you need to mine what you already have [3:44] – Their CRM only represents 2% of all housing units in Idaho — the pie is enormous [4:31] – How AI and property sales tracking made it possible to identify every missed deal [5:09] – Breaking down the 998: off-market sales they had in their CRM, both inbound and outbound leads [6:00] – Nearly half of the 998 were sitting in the "new" bucket — never contacted beyond initial reach [7:20] – Four pain points every investor is facing: leads, appointments, conversions, and closing [8:40] – Calculating the real cost: $39M in lost revenue and $5M in missed team commissions [9:32] – Two major realizations: drastically under-hired and a total failure of leadership [9:52] – Lead managers had no consistent system for attacking the database — all different answers [10:09] – "People need to be reminded more than they need to be taught" [10:56] – How Ryan took ownership before pointing fingers at the team [11:34] – Reframing missed deals as opportunity: showing the team what's in it for them [12:13] – The shift in team buy-in: from chasing visionary optimism to trusting the data [13:03] – Breaking through the $5M ceiling and building a culture around visible opportunity [14:08] – The real fix isn't more marketing spend — it's better sales ops [14:46] – Why pressing the easy button on marketing digs a deeper hole in profitability [15:11] – How attacking your CRM can take a 3X ROAS to a 5X without spending another dollar [15:30] – Being afraid to look at the skeletons in your CRM — and why you have to anyway [16:10] – Most contracts aren't one-call closes — only about 3 out of 10 are signed on the first appointment [17:35] – The transition: from real estate marketing company to real estate data company [17:56] – What a great CRM makes possible: hiring data-minded operators like Tory to run the numbers full-time [18:19] – Using AI to let the cream rise to the top of a large database and identify who's most likely to sell [19:03] – How the data changes your recruiting pitch — and why top sales talent leans in when they hear it [19:59] – The cycle every growing investor needs: sales, marketing, data — in that order [21:00] – How data removes the blame game between sales and marketing and creates real accountability [21:45] – Sales contests as a 0-to-1 tool for boosting sales ops without overhauling your CRM [22:09] – Using missed deal data to coach high-performing but hard-to-manage acquisitions reps [23:25] – Leadership has to shift from yelling to coaching — especially with today's workforce [25:06] – 2026 update: 108 missed deals in 9 weeks, on pace to cut annual losses by 37% [25:27] – It's not about being perfect — incremental improvement in this industry means millions Key Takeaways The Opportunity Is Already in Your CRM Ryan's team had 998 missed deals sitting in their own database. Before spending more on marketing, audit what you already have — the gold is there. Under-Hiring Is a Silent Revenue Killer One of the biggest contributors to missed deals was simply not having enough people to follow up. If your lead volume outpaces your headcount, you're leaving money on the table daily. Leadership Failure Shows Up in the Data When your lead managers all describe their day differently, that's not a training problem — it's a leadership problem. Systems and reminders matter more than one-time training. Frame Missed Deals as Opportunity, Not Failure Ryan didn't go to his team and say "we lost 1,000 deals." He showed them $5M in missed commissions and asked what they were going to do about it. That framing changes everything. Data Transforms How You Hire and Lead When you can show a recruit exactly how many people you helped, how much opportunity exists, and where the gaps are — the best candidates lean in. Data turns recruiting into a competitive advantage. Links & Resources Follow Ryan on Instagram: @realryanweimer Explore CG Membership: https://www.explorecg.com Closing Remark If this episode made you want to open your CRM and start auditing what's been sitting there, take a moment to rate, follow, and review the Collective Genius Podcast. And if you're ready to be in a room with operators like Ryan, visit https://www.explorecg.com and apply today.
In this episode of the Collective Genius Podcast, host Leanne Barnes sits down with leadership coach and longtime CG collaborator Annie Yatch—founder of Northstar Leadership—for a conversation that goes well beyond the typical real estate investing playbook. Annie brings a uniquely powerful background: a counterterrorism master's from Georgetown, work with the Defense Intelligence Agency, and years spent backward-engineering the leadership systems of Navy SEAL teams to apply them to entrepreneurial businesses. What Annie found after working with thousands of entrepreneurs is that the biggest obstacle to scaling isn't leads, marketing, or even hiring—it's leadership gaps. In this episode, she walks through all five, with a deep dive into the delegation gap and a practical five-step framework any entrepreneur can start using immediately. From trauma patterns that quietly cap your revenue to the nervous system habits that keep you in grind mode, this episode is a masterclass in the inner work that makes outer scale possible. Timeline Summary [1:30] – Welcome and intro to Annie Yatch and Northstar Leadership [4:20] – Annie's two focus areas: leader development and couples in business [6:48] – Overview of the five leadership gaps every entrepreneur needs to address [7:49] – Gap 1: The delegation gap and why quick handoffs fail [8:53] – Gap 2: The feedback gap and why criticism kills team motivation [9:19] – Gap 3: The planning gap and why entrepreneurs don't contingency plan with their teams [10:03] – Gap 4: The nervous system gap and how grind culture destroys decision-making [12:28] – Gap 5: The trauma gap and how your 7-year-old self may be running your business [14:38] – How Annie's framework was born from working with Navy SEAL teams [16:26] – Why the entrepreneur's own trauma pattern derails even well-trained teams [19:07] – The five-step delegation framework: an overview [20:02] – Annie's story: 120 guests, five trash bags in the lobby, and the lesson it taught her [21:29] – Step 1: Awareness — why it has to be personal to the individual, not the company [25:05] – Step 2: Standard of performance — your common sense is actually your genius [29:49] – Step 3: Power to act — walking your team through contingency planning in advance [31:30] – Step 4: Personal commitment — getting an explicit yes with a deadline attached [37:44] – Step 5: Feedback and requests for support — asking what's missing before they get stuck [41:42] – Why "people problems" are usually delegation and management problems in disguise [44:17] – Can someone who's "not good at delegation" actually learn it? Annie's answer [47:48] – The story of a client who couldn't break $2M for five years—and why [52:42] – Marriage in Millions and the Authority Shift: Annie's core programs [54:00] – Final advice: slow down to speed up, and build your business from your ideal day first 5 Key Takeaways Your Common Sense Is Your Genius – Anything that feels obvious to you as an entrepreneur must be spoken, documented, and trained. Your team cannot meet a standard they've never been shown. Delegation Is a Five-Step Process, Not a Handoff – Awareness, standard of performance, power to act, personal commitment, and feedback. Skip any step and you're setting your team up to fail. The Trauma Gap Is Real—and It Has a Revenue Ceiling – Unresolved personal history quietly caps how much you can earn and lead. Many entrepreneurs can't break $2–3M until this is addressed. Your Nervous System Affects Your Leadership – If you feel guilty resting, can't sleep, or can't stop grinding, your nervous system is dysregulated—and it's affecting how you show up for your team. Slow Down to Speed Up – Build your business from your ideal day, not the other way around. The most successful entrepreneurs protect time for thinking, planning, and vision—before they can afford to. Links & Resources Northstar Leadership / Reinvention XO – Annie's full resource hub: reinventionxo.com Marriage in Millions – Program for couples in real estate and business together The Authority Shift – Group program for breaking through subconscious wealth barriers Annie on Instagram: @reinvention.xo.annie (DMs open and responded to) ExploreCG.com – Learn more about the Collective Genius community If this episode opened your eyes to the leadership gaps that might be quietly holding your business back, share it with a fellow entrepreneur—real estate or otherwise. These lessons apply across every industry. And if you're ready to be in the room with leaders like Annie, head over to ExploreCG.com to learn more and apply.
In this CG Live episode recorded at our Q1 event in Dallas, Texas, I sit down with CG Premier member Shadi Tamimi, a Central Florida-based real estate investor doing roughly 100 deals a year through wholesaling and flipping. Shadi recently presented in one of our breakout rooms on a topic that doesn't get nearly enough attention — fallout rate — and shares what he uncovered when his team went looking for the real source of the problem. We dig into the gaps between acquisitions and disposition that quietly killed deals, why celebrating a signed contract too early is one of the most dangerous habits a team can have, and how a mindset shift around serving the seller — not chasing the contract — transformed his close rates. Shadi also opens up about his own challenges on stage, including his early learnings with television advertising, and shares one of the most memorable seller stories you'll hear this year. If you're losing deals after the contract is signed and not sure why, this episode is for you. Timeline Summary [0:23] – Live from Dallas at the CG Q1 Premier and CEO event [0:48] – Introducing Shadi Tamimi: Orlando-based investor, ~100 deals per year [1:06] – Business breakdown: 75% wholesaling/novations, 25% flips [1:38] – How Shadi started virtual across multiple metros and tightened his market focus [2:36] – Why he pivoted to Ocala and manufactured homes as an affordability play [3:24] – The four pain points driving this event: leads, appointments, contracts, and fallout [4:40] – What Shadi presented on: reducing fallout rate and getting contracts to the closing table [5:20] – Fallout was above 50% — and the team was blaming the wrong people [6:04] – The real gaps: seller expectations not set properly on novation deals [6:23] – The fix: adding a flowchart and required initials on DocuSign disclosures [7:14] – Why transparency matters: sellers sell a home once or twice; we do this every day [7:59] – The second gap: contract quality and how they were measuring the wrong win [8:25] – Celebrating signed contracts before they close — why that's like celebrating in the first quarter [8:48] – Tracking contract quality by acquisitions rep and coaching to trends before they become problems [9:31] – The mindset shift: stop telling your team to "get a contract" — tell them to serve the seller [10:10] – How that one phrase change produced results within the same week [10:41] – Core values in action: empathy, intention, and serving others first [11:08] – Elevating the whole industry by focusing on true service over the transaction [12:08] – How every team member — especially lead managers — is impacting far more people than they realize [13:40] – Shadi's most memorable seller story: a cancer patient, a $40,000 offer, and a text six months later [15:33] – How Shadi came to CG with his own challenges and the power of showing vulnerability on stage [16:10] – Being open about what went wrong and helping others avoid the same mistakes [16:47] – Shadi's challenge on stage: getting feedback on television advertising [17:13] – Key takeaway from the room: creative is the most important variable in TV, not the spend [17:54] – The value of learning from someone who just went through what you're about to try [18:22] – The three-legged stool of inbound marketing: direct mail, PPC, and television [19:04] – Pat Martin's TV journey: three months of doubt before it became their highest-converting channel [19:29] – Why a conversation with someone who just figured it out is worth more than any course [20:27] – What CG has meant to Shadi since joining in early 2024 [21:03] – Feeling lost and alone before finding a community built on giving, not selling [21:32] – How CG and the people in this room have impacted his business tenfold Key Takeaways Don't Celebrate the Contract — Celebrate the Close Signing a contract is step one, not the finish line. Tracking quality over quantity at the contract stage is what actually drives revenue. Fallout Starts Way Before Disposition Most fallout issues trace back to gaps in acquisitions — unclear seller expectations, poor disclosure, or weak contract quality. Fix it upstream before it becomes disposition's problem. Serve the Seller and the Contract Will Follow When your acquisitions team focuses on solving the seller's problem instead of chasing a signature, close rates go up. The mindset shift is simple, and the results are immediate. Vulnerability on Stage Pays Off Sharing what went wrong is more valuable than showing off what went right. Multiple people in Shadi's breakout said they were in the exact same position — and walked away with a roadmap. The Room Is the Shortcut Whether it's TV advertising or any other new channel, finding someone who just went through it — and can share what not to do — is worth more than months of trial and error. Links & Resources Follow Shadi on Instagram: @shadi.tamimi Email Shadi: shadi@offercharm.com Explore CG Membership: https://www.explorecg.com Closing Remark If this episode challenged how you think about fallout, seller service, and what it actually means to close a deal, take a moment to rate, follow, and review the Collective Genius Podcast. And if you're ready to be in a room with operators like Shadi, visit https://www.explorecg.com and apply today.
In this episode of the Collective Genius Podcast, I sit down with Ryan Haywood—longtime CG member, real estate investor, and author of From Commission to Capital—for one of the most personal and relatable conversations we've had on this show. Ryan shares how he went from managing Foot Locker stores and running a collections call center to closing 115 wholesale deals in his very first year of real estate, all out of Saint Joseph, Missouri. But this isn't just a story about scaling up. It's about scaling right. Ryan opens up about the moment he realized chasing bigger numbers was pulling him away from the life he actually wanted—and how he made the hard decision to step back, hire a CEO, and build a business that finally matched his why. From building a rental portfolio to doing strategic flips with a two-person team, Ryan's story is a reminder that success looks different for everyone—and finding your version of it is the whole point. Timeline Summary [1:30] – Welcome and intro to Ryan Haywood from Saint Joseph, Missouri [3:30] – The common thread among real estate investors: the drive to build something [4:10] – Where Ryan's business stands today: wholesaling, rentals, and flips with a lean team [6:25] – Why you can't reach true clarity without a deeply defined "why" [8:47] – How CG first heard about Ryan through David Leko and Deal Machine [10:05] – Ryan's pre-real estate career: Foot Locker, collections call centers, and fiber optic sales [12:14] – The moment corporate paycheck manipulation pushed him toward entrepreneurship [15:04] – Walking away from the W-2 world with a baby on the way and no roadmap [15:58] – Halloween 2019: Megan finds a Facebook post about wholesaling and everything changes [17:01] – Max Maxwell's 30-day wholesaling challenge and Ryan's first deal in 14 days [18:11] – First month doing seven deals; six close at a live event and change his life [19:38] – Hitting 115 deals in year one and starting to feel alone at the top [20:02] – The dark, lonely feeling that led Ryan to finally take the call with CG [21:19] – Ryan's skepticism about joining a mastermind and Megan closing the deal [23:57] – Anxiety walking into his first CG event—and deciding to do a magic trick [26:52] – Going first in the presentations, killing it, and Ren Bartlett texting mid-talk [29:08] – Why even introverted entrepreneurs find their tribe inside CG [29:29] – Conversations about scaling into new markets and the pressure to go bigger [30:39] – The turning point: realizing scale was costing him the life he built the business for [32:09] – Stepping back, building a rental portfolio, and finding the right rhythm [33:38] – Finding CEO Clint through CG and the transformation that followed [37:05] – Using a lean, high-trust team to free up time for bigger opportunities [40:14] – Why Ryan wrote From Commission to Capital and what it's really about [44:20] – Where to find the book and how to follow Ryan 5 Key Takeaways Know Your Why Before You Scale – Ryan's biggest pivot came from realizing the business had outgrown the life he actually wanted. A clearly defined why is the only thing that keeps you anchored. Scaling Back Can Be the Smartest Move – Doing fewer deals with a smaller team isn't failure. For Ryan, it was the path to profitability, presence, and peace of mind. The Right Hire Changes Everything – Bringing on CEO Clint gave Ryan the ability to step back from day-to-day operations without the business missing a beat. Build a Portfolio While You Wholesale – The CG community pushed Ryan to buy deals instead of just flipping them. That rental portfolio became the foundation for long-term financial freedom. Community Accelerates Clarity – Ryan credits Collective Genius not just for deal strategies, but for helping him see when to push and when to pull back. Links & Resources From Commission to Capital by Ryan Haywood – Available on Amazon (look for the green shoe on the cover) Deal Machine Podcast – Co-hosted with David Leko, available on YouTube and all podcast platforms (500+ episodes) Ryan on Instagram: @RJHaywood13 Heritage Home Investments: @heritage_home_investments on Instagram ExploreCG.com – Learn more about the Collective Genius community If Ryan's story resonated with you—whether you're grinding toward your first deal or rethinking what the business you've built is actually for—be sure to follow, rate, and review the Collective Genius Podcast. And pass it along to someone who needs a reminder that building the right business matters more than building the biggest one.
In this CG Live episode recorded at our Q1 event in Dallas, Texas, I sit down with longtime CG member and Top Female Founders Inc 500 honoree Stephanie Betters — a real estate investor, operator, and founder of Left Main CRM. Stephanie shares what she's observed across two-plus days of facilitation and main stage sessions, including the consistent theme emerging from top operators: deep operational efficiency is the new competitive edge. We dig into why the cowboys and cowgirls who thrived in 2020 and 2021 are now scrambling to catch up, and why the operators doing well today are the ones who planted seeds in every department — not just sales and marketing. Stephanie breaks down her practical framework for auditing your business from the inside out, starting closest to the revenue event and working backwards. If you're sitting on a database full of gold you're not mining, this episode will change how you look at your business. Timeline Summary [0:23] – Live from Dallas at the CG Q1 event at the J.W. Marriott Arts District [0:47] – Welcoming Stephanie Betters back to the podcast [1:07] – Stephanie's name was mentioned on almost every episode recorded at this event [2:29] – Stephanie's background: investing since 2007, running a business since 2014 [2:46] – Her investment company: wholesaling, fix and flips, new construction, and multifamily [3:27] – The evolution of Left Main CRM and how it grew out of solving her own problems [4:11] – Salesforce partnership and going live as a platform in January 2020 [5:02] – The personal reward of helping small businesses double their revenue [5:41] – Pat Martin and Cobra going from $4M to $10M in one year [6:02] – Stephanie wins Top Female Founders Inc 500 — a global recognition [7:01] – Stephanie's role as a facilitator and the shift since the market changed in Q1 of 2022 [7:41] – The pain points operators must focus on: leads, appointments, contracts, and closing [8:12] – The consistent theme from this event: deep operational efficiency [8:41] – How you could "sling deals" in 2020 and cure a lot of evils — and why that's over [9:23] – What actually worked: operators who planted seeds in every department [9:49] – Why the lone COO surrounded by deal-slingers was an impossible setup [10:35] – Ryan Wymer's vulnerable moment: 200 deals in Boise but afraid to look at the data [11:02] – The audit mindset and why real estate keeps cycling back to the same fundamentals [11:21] – Ryan's shift from "marketing and sales company" to "data company first" [12:03] – How much gold is sitting in existing databases operators are ignoring [12:44] – Pat and Coburn: auditing every department and going to the next level [13:02] – Where to start if you're at zero: begin closest to the revenue event and work backwards [13:45] – The revenue event defined: owning or selling the asset [13:58] – Start with appointments, not new leads — most offers are only accepted 15–20% of the time [14:17] – The 80% who didn't accept your offer: how to follow up and serve them better [14:56] – Then move to: appointments not attended, leads not qualified, and finally new lead sources [15:12] – Why working backwards from revenue makes money faster than launching new marketing [16:21] – Auditing fallout and dropout rates — start there before new spend [16:38] – Motivating your team by showing them the commissions they missed [16:58] – Joseph and Eric's presentation: deals that sold for less than what your team offered [17:19] – Why data removes subjectivity and lets you coach to real outcomes [17:54] – How to get this data if you don't have a robust CRM yet [18:32] – Stephanie's simple advice: if you're not good at this, hire someone who is [19:02] – How to pull sold data: list providers, CSV files, or tools built into Left Main [20:00] – That hire will pay for themselves tenfold — you're already spending on marketing [20:19] – Stop reflexively spending more; get more from the dollars you already have [20:38] – Your revenue upside could be 5x your current revenue, not just your marketing spend [21:00] – Losing less is a bigger bucket than what you're currently winning [21:22] – The market is bigger than you think — you don't need seven new markets [22:03] – What Pat and Ryan showed their teams: the pie is not as small as you think [22:45] – Showing your team the missed commissions: what's in it for them [23:07] – Turning missed acquisitions into $1–2M more in team earnings [23:29] – What Stephanie is most excited about for the rest of 2026 [23:47] – Members who survived now have better operational focus — and the market is starting to help [24:12] – The personal and professional impact of the CG community on Stephanie's businesses [24:30] – The theme of this entire meeting: do better instead of do new [24:51] – Closing thoughts: manufacture success through operational efficiency, no matter the market Key Takeaways Start Closest to the Revenue Event Don't launch new marketing before you've audited the people you've already talked to. Work backwards from closing to appointments to leads — that's where the fastest money is hiding. Your Database Is Full of Gold You're Not Mining Most operators have thousands of leads they paid for and never fully followed up on. Getting more from what you have will outperform new spend almost every time. Data Removes Subjectivity — and Makes You a Better Leader When you can show your team what they missed in real numbers, coaching becomes factual instead of emotional. That's where real accountability and motivation live. Hire for What You're Bad At If auditing data makes your head spin, find someone who loves it. That hire will pay for themselves tenfold by maximizing the marketing dollars you're already spending. Operational Efficiency Is the New Competitive Edge The operators thriving right now aren't necessarily outspending anyone — they're out-operating. Do better, not more. Links & Resources Explore CG Membership: https://www.explorecg.com Left Main CRM: https://www.leftmainrei.com Closing Remark If this episode gave you a new way to look at what's already inside your business, take a moment to rate, follow, and review the Collective Genius Podcast. And if you're ready to be in the room with operators like Stephanie, visit https://www.explorecg.com and apply today.
In this episode of the Collective Genius Podcast, I sit down with Bryan Sekine—CEO and co-founder of Fox and Owl Marketing, a specialized SEO agency built exclusively for real estate investors. Bryan's path to becoming one of the go-to experts for organic search in this industry is one of the most unconventional stories we've had on the show: it starts with sushi knives in Oklahoma City and ends with helping investors across the country dominate their local search results. We dig into how Bryan taught himself SEO to market his own sushi business, landed a corporate gig with Venmo before most people had heard of it, and eventually found his way into the real estate investor world through Carrot. But more than the backstory, this episode is packed with practical insight on why SEO is the most overlooked leg of the real estate investor marketing stool—and what it takes to build organic authority in a world being reshaped by AI. Timeline Summary [1:52] – Introducing Bryan Sekine and Fox and Owl Marketing [3:41] – The story behind the name: the fox, the owl, and the night work ethic [6:05] – What Bryan wanted to be growing up: creative roots and an artist family [7:47] – Walking into a sushi restaurant and landing a job with no experience [8:59] – How a customer sparked the idea for private sushi classes and catering [9:55] – Teaching himself to build a website and discovering keyword research [11:29] – Studying the competition and producing a #1 YouTube video for "How to Make a California Roll" [13:47] – Getting flown to New York by a little startup called Venmo [15:51] – Venmo's "seed funding": equipment, knives, and a full catering kit [18:36] – COVID kills the events business—pivoting to web design [20:09] – Getting SEO-certified and doubling an agency's revenue in 90 days [21:35] – Discovering Carrot and entering the real estate investor world [22:36] – Rising to SEO strategy lead at Carrot and building demand for his services [23;36] – Going all-in on Fox and Owl Marketing two and a half years ago [25:03] – Why SEO is the most underrated leg of the investor marketing stool [28:29] – Overcoming the "it takes too long" objection and reframing SEO as an investment [30:12] – How SEO costs decrease over time while PPC, TV, and direct mail don't [33:14] – How AI is reshaping the search funnel—and what smart agencies are doing about it [35:24] – Why conversion-focused content beats informational content in the AI era [39:02] – Structured data: the prerequisite to showing up on ChatGPT, Claude, and Perplexity [40:06] – The homepage video strategy: simple, two minutes, iPhone-ready [42:08] – Final thoughts and how to connect with Bryan 5 Key Takeaways SEO Is the Leg of the Stool Everyone Ignores – PPC gets the attention, but organic search captures roughly half of all clicks. Real estate investors running paid campaigns without SEO are missing a massive portion of their market. Content That Compounds Is Better Than Content That Converts Once – Bryan's sushi website taught him early that content keeps working long after you stop paying for it. The same principle applies to investor websites—organic rankings are an appreciating asset. AI Didn't Kill SEO—It Refined It – The rise of AI-generated answers in search has cleared out low-value informational content. The opportunity now lives in conversion-focused content that reaches motivated sellers already in the decision phase. Structured Data Is the New Foundation – To show up on ChatGPT, Claude, and Perplexity, investors need schema markup that clearly tells AI engines what they do, who they serve, and where they operate. Most sites don't have it done right. Authority Is Built Over Time—Start Yesterday – SEO takes 6–9 months to gain real traction. The investors who will dominate organic search in the next two years are the ones planting the seeds today. Links & Resources ExploreCG.com – Learn more about the Collective Genius community Fox and Owl Marketing – Bryan's SEO agency for real estate investors Connect with Bryan Sekine: Website: foxandowlmarketing.com Email: bryan@foxandowlmarketing.com Bryan's story is a reminder that the skills that make you dangerous in one arena—content creation, audience-building, online visibility—translate directly into real estate. Whether you're just getting started with SEO or wondering if your current agency really understands the investor space, this episode gives you a clear framework for thinking about organic search as a long-term competitive advantage. If you enjoyed this episode, make sure to follow, rate, review, and share the Collective Genius Podcast with someone who's ready to stop leaving half their market on the table.
In this CG Live episode from our Premier and CEO event in Dallas, Texas, I sit down with longtime CG member Gino Palomba, a high-performing operator who built a seven-figure real estate business while still in college—and is now running it remotely from Italy. Gino shares how his entrepreneurial roots, relentless drive, and willingness to adapt have allowed him to scale through both the easy markets and the challenging ones. We dive into his Gold Standard presentation on practical AI—not theory, but real, usable systems that help turn ideas into execution instantly. Gino breaks down how he's using AI to capture, prioritize, and deploy ideas into his business without losing momentum, plus how his team is evolving from virtual to in-person sales. If you're a visionary struggling to implement faster, this episode is packed with tactical insights you can apply immediately. Timeline Summary [0:00] – Live from Dallas at the CG Premier and CEO event [2:20] – Gino's business: 85–100 deals per year and a 15-person team [2:56] – Building a seven-figure business while still in college [3:36] – Early entrepreneurial influence from his father [4:09] – Discovering real estate through YouTube and taking action [5:33] – Navigating the shift from "easy" markets to tougher conditions [6:08] – Pivoting strategies and selling more deals on the MLS [7:21] – The real challenge: building and leading a strong team [8:00] – Introduction to his Gold Standard: practical AI for operators [9:05] – The problem: losing ideas or failing to execute them [10:06] – Using AI to capture ideas and build execution plans instantly [10:58] – Categorizing tasks by urgency and importance [12:00] – Automating task management and calendar integration [12:55] – From idea to execution in minutes instead of weeks [14:49] – Real example: launching a retail/MLS division from existing leads [16:19] – Turning unused leads into a new revenue stream [17:16] – Leveraging community to refine and scale ideas faster [19:33] – Transitioning from virtual to in-person sales for better results [20:12] – Living in Italy while running a U.S.-based business Key Takeaways Ideas Are Useless Without Execution: Capturing and organizing ideas is only step one—building a system to execute quickly is where the real value lies.: AI Can Be Practical Right Now You don't need futuristic tools—simple AI workflows can immediately improve speed, clarity, and team execution. Your Team Unlocks Scale: The real growth comes from developing people, creating systems, and stepping into leadership. Links & Resources Explore CG Membership: https://www.explorecg.com Closing Remark If this episode got you thinking about how to move faster, lead better, and actually execute on your ideas, take a moment to rate, follow, and review the Collective Genius Podcast. And if you're ready to be in a room with operators like Gino, visit https://www.explorecg.com and apply today.
In this episode of the Collective Genius Podcast, I sit down with Toronto-based investor Aaron Moore—one of the few operators running a true high-level wholesaling business in Canada. And here's the twist: he's doing it without the data advantages most U.S. investors rely on. We break down how Aaron built and scaled his business in a market where list stacking doesn't exist, competition is limited, and marketing requires a completely different approach. But what really stands out is his focus on culture, leadership, and impact. From building a giving fund that directly helps sellers in crisis to creating a team-first environment that drives retention and growth, this episode is about more than just deals—it's about building a business that actually matters. Timeline Summary [0:00] – Operating in Toronto: wholesaling, flipping, and marketing without data [4:30] – The biggest difference between U.S. and Canadian markets [7:00] – Getting started through rentals and transitioning into investing full-time [9:00] – Outgrowing local mentors and learning from U.S. operators [10:30] – Building a real team starting in 2018 [12:30] – The evolution from solo operator to scalable business [14:00] – Discovering Collective Genius and leveling up operations [16:30] – Aaron's core values: kindness, problem-solving, and integrity [19:00] – Creating a company charter and strengthening culture [21:00] – Launching a giving fund to support team members and sellers [23:30] – Real story: helping a homeowner in crisis with no heat in winter [29:30] – What's working now: speed to lead and answering every call live [32:30] – Why Bing Ads are an underrated, high-ROI channel [35:30] – Transitioning into a leadership role and developing future leaders 5 Key Takeaways You Don't Need Perfect Data to Win – Aaron built a high-level business through marketing, not list stacking. Speed Is a Competitive Advantage – Answering the phone and moving fast wins deals others miss. Culture Drives Retention – A strong mission and values system create a team people want to stay on. Give More Than You Take – Building a business around impact creates long-term fulfillment and trust. Evolve Your Role as You Scale – The next level isn't doing more deals—it's building and leading leaders. Links & Resources ExploreCG.com – Learn more about the Collective Genius community House Deals GTA – Aaron's investment platform for deals in Ontario Connect with Aaron Moore: Facebook – Aaron Moore Aaron's story is proof that constraints don't limit you—they force you to get better. Whether it's no data, a tougher market, or slower growth early on, the operators who win are the ones who adapt, stay consistent, and build something bigger than themselves. If you enjoyed this episode, make sure to follow, rate, review, and share the Collective Genius Podcast with someone who wants to build a business that performs—and makes a real impact.
In this CG Live episode from our Select and Elevate event in Sarasota, Florida, I sit down with Dan Francis, a Quad Cities operator who has quietly built a powerful, service-first real estate business by focusing on solutions—not just transactions. From his background as a chiropractor to running a multi-exit real estate operation, Dan shares how his journey has been shaped by humility, learning, and stepping into leadership. We dive into his "Gold Standard" presentation on dispositions and what it took to remove himself from the role to scale the business. Dan breaks down how hiring the right dispositions leader unlocked growth, why focusing on serving sellers drives everything, and how building a strong buyers network—especially rental buyers—creates consistency. This episode is about evolution: from doing everything yourself to becoming a true business leader who builds people and systems. Timeline Summary [0:00] – Live from Sarasota at the CG Select and Elevate event [1:15] – Dan's business in the Quad Cities and his seller-first approach [2:03] – From chiropractor to real estate investor—how it all started [4:20] – Discovering CG and realizing how much he didn't know [5:00] – The turning point: stepping into acquisitions and needing a dispo leader [6:12] – Hiring a dispositions manager to unlock scale [6:55] – What to look for: hunger, experience, and alignment with culture [7:42] – Influences from CG members like Rhen Bartlett and others [8:24] – Structuring the dispo role: half-day prospecting, half-day appointments [9:04] – Creating competition with buyers and targeting multiple offers per deal [9:55] – The most valuable buyers: rental and buy-and-hold investors [10:38] – Why verifying buyers matters—"buyers are liars too" [11:43] – Tools and strategies: InvestorBase, MLS, and skip tracing [12:44] – Expanding reach while still serving sellers effectively [13:07] – Doubling production and what's next for scaling in 2026 [13:42] – Focusing on leadership, growth, and multiplying himself as an operator [14:34] – The importance of becoming the best version of yourself as a leader Key Takeaways Sales Solve Everything: When Dan leaned into acquisitions and built a strong dispositions function, the entire business unlocked. Hire for Hunger and Fit: The right person in dispositions isn't just skilled—they're driven, aligned with your culture, and committed to winning. Build a Real Buyers Network: Consistent deal flow comes from serious buyers—especially rental and buy-and-hold investors who perform. Links & Resources Explore CG Membership: https://www.explorecg.com Closing Remark If Dan's journey challenged you to step into leadership and build systems that scale beyond you, take a moment to rate, follow, and review the Collective Genius Podcast. And if you're ready to grow alongside operators like Dan, visit https://www.explorecg.com and apply today.
In this episode of the Collective Genius Podcast, I sit down with Columbus-based operator Sean Grabow—one of the most positive, relationship-driven entrepreneurs in our community. Sean's story is anything but conventional. From traveling the world and taking massive, imperfect action… to building a business doing nearly 300 deals a year, this conversation is all about betting on yourself and figuring it out along the way. We break down how Sean scaled in one of the most competitive markets in the country, why he stayed hyper-focused on wholesaling early, and how building the right team unlocked both growth and freedom. We also dive into his second business—leveraging virtual assistants out of Egypt—and how culture, leadership, and systems allow him to operate at a high level while still living life on his terms. Timeline Summary [0:00] – Sean's business: Columbus market, wholesale, flips, rentals, and a VA company [4:00] – A lifelong passion for travel and global experiences [6:30] – Discovering real estate at 32 and diving into BiggerPockets [8:30] – Moving to Columbus with no network and figuring it out from scratch [10:30] – Building relationships and networking to create opportunity [12:00] – Why focusing only on wholesaling early accelerated growth [14:30] – Scaling from 100 deals to nearly 300 in a competitive market [15:00] – The key: knowing strengths and delegating weaknesses [16:30] – Launching a VA company in Egypt through an existing relationship [18:30] – Why Egyptian VAs excel in sales and lead management [21:00] – Building culture and growth paths for virtual team members [26:00] – What's working now: dedicated marketing team and improved dispo process [30:00] – Expanding into a second market (Cincinnati) with proven systems [31:30] – 2026 focus: less change, more execution 5 Key Takeaways Take Massive Imperfect Action – You don't need the perfect plan to get started—you need momentum. Focus First, Expand Later – Sean built his foundation through wholesaling before adding complexity. Play to Your Strengths – Double down on what you're great at and delegate everything else. People Unlock Scale – The right team—and the right culture—create both growth and freedom. Execution > Innovation – After building systems, the real win comes from consistent execution. Links & Resources ExploreCG.com – Learn more about the Collective Genius community REZ VA – Virtual assistant services for real estate investors: rez-va.com Connect with Sean Grabow: Instagram / Facebook / LinkedIn – Sean Grabow Sean's story is proof that you don't need a perfect roadmap—you need the willingness to take action, build relationships, and stay focused long enough to win. If you enjoyed this episode, make sure to follow, rate, review, and share the Collective Genius Podcast with someone who's ready to scale their business—and still live life along the way.
In this CG Live episode from our Select and Elevate event in Sarasota, Florida, I sit down with Candy Osborne, who just delivered a powerful "Gold Standard" presentation on marketing. Operating out of New England with her company IPRS Cash, Candy walks through what it actually takes to build a marketing machine that drives consistent, profitable deal flow after nearly a decade in the business. We dive into the evolution of her marketing strategy—from failing by expanding too wide, to dialing in a clearly defined market, to making data-driven decisions rooted in net profit. Candy also breaks down why most operators neglect marketing leadership, how to properly manage vendors, and why having a dedicated marketing person is one of the most important (and overlooked) hires you can make. This episode is a must-listen for anyone serious about building a scalable, efficient marketing engine. Timeline Summary [0:00] – Introducing Candy Osborne and her Gold Standard marketing presentation [1:21] – Overview of IPRS Cash and operating across New Hampshire, Massachusetts, and Maine [2:42] – How long it took to build her 10-step marketing framework [3:30] – Tracking net profit and building data dependencies over time [3:50] – The mistake of going too wide—and why narrowing the market changed everything [4:51] – Operational breakdowns from expanding too far geographically [5:52] – Less than 4% of deals came from outside their core market [6:10] – Why data-driven decisions separate top operators from the rest [7:17] – The most important takeaway: hiring a dedicated marketing person [7:58] – Why most real estate businesses ignore marketing leadership [8:53] – Treating your company as a sales and marketing organization first [9:25] – Managing vendors and avoiding "shiny object" distractions [10:03] – Shifting vendor conversations to net profit and ROAS [10:59] – Cutting underperforming vendors and making tough decisions [11:45] – Treating vendors like employees with performance standards [12:37] – The balance between in-house team and external partners [13:20] – First impressions of CG Select: hungry, curious, and engaged operators [14:18] – Building internal dashboards and centralizing data [15:06] – Looking ahead to 2026: scaling, leadership, and stepping out of day-to-day marketing Key Takeaways Marketing Deserves a Seat at the Leadership Table: If you don't have someone owning and driving marketing, you're limiting your entire business. Go Deep, Not Wide: Expanding too quickly into new markets can break operations—focus on dominating your core market first. Manage Vendors Like Employees: If they're not producing results tied to net profit, they shouldn't be on your team. Links & Resources Explore CG Membership: https://www.explorecg.com Closing Remark If this episode challenged how you think about marketing, leadership, and scaling your business, take a moment to rate, follow, and review the Collective Genius Podcast. And if you're ready to build alongside operators like Candy, visit https://www.explorecg.com and apply today.
In this episode of the Collective Genius Podcast, I sit down with Augusta-based operator Paul Myers—one of the most intentional and values-driven entrepreneurs in our community. Paul's journey is anything but typical. From 13 years in corporate sales to building a real estate business rooted in stewardship, relationships, and faith, this conversation goes far beyond just deals and dollars. We unpack how Paul built a powerful referral engine without relying solely on paid marketing, why understanding your financials is the foundation of everything, and how surrounding yourself with the right people can accelerate your growth. But more importantly, Paul opens up about navigating two open-heart surgeries while launching his business—and the mindset, faith, and perspective that carried him through. This episode is about building a business that actually means something. Timeline Summary [0:00] – Paul's market: Augusta, GA and North Augusta, SC [5:30] – From corporate sales to full-time real estate investor in 2020 [7:00] – Building wealth early through rentals during the recession [9:30] – Early struggles: hiring, turnover, and marketing hesitation [11:00] – Creating a personal "board of advisors" with local business owners [13:30] – The wake-up call: mastering financials and true business stewardship [18:30] – Building a referral engine through real estate agents [21:00] – The "agent blitz" strategy: calls, texts, emails, and social touchpoints [22:30] – Scaling a monthly newsletter to 2,000+ agents with high engagement [24:30] – Building a dominant brand through Google reviews (800+ and counting) [27:00] – Making it easy for sellers to leave reviews through simple systems [31:30] – The power of relationships vs. just increasing marketing spend [32:00] – Facing two open-heart surgeries while launching the business [39:30] – Faith, resilience, and finding purpose through adversity [45:00] – New vision: building local business partnerships and SEO backlinks [48:30] – Leveraging networking groups to create long-term deal flow 5 Key Takeaways Financials Are the Foundation – If you don't understand your numbers, your business will eventually break. Period. Relationships Create Free Deals – Agent referrals and local connections can drive massive revenue without marketing spend. Brand Compounds Over Time – Google reviews, consistency, and reputation turn you into the trusted name in your market. Get in the Right Rooms – Whether it's a board of advisors or a mastermind, proximity to experience accelerates growth. Perspective Changes Everything – Business challenges feel different when you've faced real life adversity. Links & Resources ExploreCG.com – Learn more about the Collective Genius community Connect with Paul Myers: Email – paul@myershousebuyers.com Instagram – @therealpaulmyers Facebook – Paul Myers Paul's story is a reminder that success isn't just about building a bigger business—it's about building a better life, stronger relationships, and a deeper sense of purpose along the way. If you enjoyed this episode, make sure to follow, rate, review, and share the Collective Genius Podcast with someone who wants to grow not just as an operator—but as a person.
In this CG Live episode from our Select and Elevate event in Sarasota, Florida, I sit down with JT Von Lintig, a New York-based investor running a high-performing operation remotely in Huntsville, Alabama. After stepping off stage from presenting his Gold Standard for a Relationship Manager, JT breaks down how his team built a scalable, virtual acquisitions channel by focusing on relationships—not just transactions. We dive into how a difficult 2025 market forced operational changes, why hiring the right person mattered more than hiring the "right resume," and how failure early on with this role actually led to better systems, training, and long-term growth. If you're trying to scale virtually, improve your deal flow, or build a team that creates consistent opportunities, this episode is packed with real-world execution. Timeline Summary [0:00] – Live from Sarasota with JT Von Lintig after his gold standard presentation [1:07] – Operating from New York while investing in Huntsville, Alabama [1:32] – Business model breakdown: fix and flip, wholetail, and strategic renovations [2:19] – The 2025 shift: longer days on market and increased competition [2:58] – Competing with new construction and upgrading product quality [3:19] – Why small design upgrades created a big sales advantage [4:32] – Introducing the Relationship Manager role and why it matters [5:30] – Learning from CG members and building a plan to implement [6:33] – The first challenge: 45 offers, 0 deals [7:21] – Fixing the problem: better sales process, qualification, and training [8:19] – Building psychological safety and encouraging team feedback [9:11] – Turning early failure into a scalable system [10:35] – Why implementation—not information—is the real advantage [11:19] – Projecting $800K+ in revenue from one role [12:06] – Hiring the right person: emotional IQ over experience [13:08] – Why a former car salesman was the perfect fit [14:13] – The importance of follow-up and persistence in hiring [16:26] – Key takeaway: there is no ceiling—only the next level [17:12] – Closing the gap between current performance and gold standard [18:00] – Holding vendors accountable like employees [19:23] – Why weekly vendor check-ins outperform monthly reviews [20:46] – Looking ahead: transitioning into commercial real estate Key Takeaways Implementation Beats Information: The biggest advantage isn't what you learn—it's what you actually execute and refine over time. Hire for Emotional Intelligence, Not Just Experience: The right person can outperform the "perfect resume" if they can build relationships and handle rejection. Failure Is Part of the System: Early setbacks (like 45 offers with no deals) are often the signal needed to build better processes and training. Links & Resources Explore CG Membership: https://www.explorecg.com Closing Remark If this episode showed you what's possible with the right systems, people, and mindset, take a moment to rate, follow, and review the Collective Genius Podcast. And if you're ready to scale your business with operators like JT, visit https://www.explorecg.com and apply today.
In this episode of the Collective Genius Podcast, I sit down with longtime CG member Jacob Mullins—one of the most positive, high-energy operators in our community. Jacob's been in the game for nearly 20 years, and his story is anything but linear. From getting wiped out in the 2008 crash to rebuilding through property management, wholesaling, flipping, and new construction, this is a masterclass in resilience and longevity. We talk about what it really takes to survive multiple market cycles, why relationships inside the right rooms can literally change (or save) your life, and how Jacob continues to evolve—now scaling new construction while maintaining a diversified real estate business. If you want to build something that lasts—not just something that works right now—this episode is for you. Timeline Summary [0:00] – Jacob's current model: wholesale, flips, new construction, and rentals [4:00] – Moving from Myrtle Beach to Greensboro for family and opportunity [6:00] – Why family is his true "why" behind the business [9:30] – Getting started in real estate through his uncle's company [10:45] – Losing everything in the 2008 crash [11:30] – Building a property management business to survive [12:30] – Hustling deals through auctions, Craigslist, and direct outreach [14:30] – The real value of relationships inside Collective Genius [16:00] – How a CG connection helped save his life through a medical diagnosis [21:00] – Expanding into North Carolina and identifying new opportunities [25:30] – Why consistency beats every marketing strategy [28:30] – What's working now: TV, PPC, and staying consistent [29:30] – Market shift: adjusting comps and buying better deals [30:30] – New construction as the most scalable model he's added [32:00] – Leveraging relationships to shortcut the learning curve [33:30] – Building wealth through long-term holds and diversification 5 Key Takeaways Longevity Wins – Surviving multiple market cycles is what separates real operators from short-term players. Relationships Are Everything – The right network can change your business—and even your life. Consistency Beats Tactics – Every marketing channel works if you commit long enough. Adapt or Get Left Behind – What worked last year may not work today—adjust your buying and expectations. Add Scalable Models – New construction opened a new level of growth without replacing his core business. Links & Resources ExploreCG.com – Learn more about the Collective Genius community Connect with Jacob: Instagram – @JCM29577 Facebook – Jacob Mullins Jacob's story is proof that this business isn't about quick wins—it's about staying in the game long enough to win big. Through every market shift, every setback, and every opportunity, he's continued to adapt, grow, and build something that lasts. If you enjoyed this episode, make sure to follow, rate, review, and share the Collective Genius Podcast with someone who's serious about building a long-term real estate business.
In this CG Live episode from our Select and Elevate event in Sarasota, Florida, I sit down with Rhen Bartlett, a seasoned operator who just presented his Gold Standard for acquisitions on the main stage. Rhen shares how years of trial, error, and exposure to high-level operators inside CG helped him refine a repeatable, people-first acquisitions system that drives consistent results. We dive into what "gold standard" really means—not just in process, but in how you treat sellers and your team. From making offers 100% of the time to structuring acquisition reps' schedules for maximum performance, Rhen breaks down the small but powerful decisions that separate average operators from elite ones. This episode is a masterclass in balancing performance, empathy, and operational discipline in today's market. Timeline Summary [0:00] – Introducing Rhen Bartlett and his Gold Standard acquisitions presentation [2:02] – The origin of "gold standard" thinking from Jeff Hoffman's CG keynote [2:44] – Why people—not systems—are the true foundation of great businesses [3:31] – The importance of giving your team the tools to succeed [4:59] – How exposure to high-level operators inside CG raised Rhen's standards [6:29] – Defining your standard as a business owner [6:51] – Rhen's core standard: kindness and excellence in every interaction [7:35] – Choosing integrity over profit in seller conversations [8:47] – The game-changing shift: making offers 100% of the time [9:46] – Why failing to make offers kills your ability to close deals [10:42] – Overcoming fear of "lowballing" and setting proper expectations [12:13] – Real-world results from implementing consistent offer-making [14:24] – Why 10 appointments per week is the ceiling for most acquisition reps [15:07] – The hidden cost of overloading your sales team's calendar [15:32] – The importance of follow-up—40% of deals come from it [16:34] – Why rushing appointments kills trust and opportunity [18:18] – Understanding the emotional weight behind seller decisions [20:15] – Why caring more creates long-term business success [21:12] – What excites Rhen most: impact, growth, and building people Key Takeaways Make the Offer Every Time: If you don't make an offer, you eliminate any chance of doing a deal—consistency here is a massive unlock. Kindness and Excellence Win Long-Term: Treating sellers with respect—even when it costs you money—builds trust, referrals, and a stronger brand. Don't Overload Your Sales Team: More appointments doesn't mean more deals. Balanced schedules create better conversations and stronger follow-up. Links & Resources Explore CG Membership: https://www.explorecg.com Closing Remark If this episode challenged the way you think about acquisitions, leadership, and serving sellers, take a moment to rate, follow, and review the Collective Genius Podcast. And if you're ready to be in the room with operators like Rhen, head to https://www.explorecg.com and apply today.
In this episode of the Collective Genius Podcast, I sit down with Virginia Beach investor Tyler Vinsand to talk about what it really takes to build a real estate business from the ground up—and then transform it into a team-driven machine that runs without you. Tyler shares his unconventional origin story: a CPA-trained auditor who stumbled into real estate through a casual conversation, quit a prestigious Big Four accounting job, and launched his business the very week the NBA shut down for COVID. We dig into Tyler's evolution from wholesaling 100+ deals before keeping a single one, to scaling fix-and-flip operations in Hampton Roads, to now building the systems and leadership philosophy that are driving record months. From putting employees' goals before his own to laser-focusing on one market, this conversation is full of hard-won lessons for any operator ready to stop grinding and start building. Timeline Summary: [0:00] – Tyler's business overview: Hampton Roads, Virginia and the evolution from wholesaling to fix-and-flip [3:30] – How finding the right contractor organically led to a fix-and-flip pivot [5:30] – Why sourcing deals first was a deliberate strategy to build every relationship he needed [8:00] – Growing up with a traditional mindset: good grades, good job, retire at 65 [9:00] – Discovering real estate investing in grad school while pursuing a CPA license [10:15] – The obsession: 4am mornings, lunch break studying, and podcasts on the commute [11:00] – Quitting his Big Four job and the loneliness of the entrepreneurial leap [13:30] – Working for an 18-year-old fraternity pledge and eating a big slice of humble pie [16:00] – Launching his business the week COVID shut down the NBA [17:30] – Two months without a signed contract—and the shooter's mindset that kept him going [19:30] – One year of wholesaling before keeping anything; building relationships and cash first [20:00] – Getting into creative financing and picking up rentals via seller finance and subject-to [21:00] – Expanding into Little Rock, Arkansas and accidentally picking up three mobile home parks [23:00] – Why rentals became a distraction and the decision to wind everything down [25:00] – The long-term play: commercial real estate over single families for bigger impact [27:00] – When to pay Uncle Sam vs. when to buy assets: the tax strategy conversation [28:00] – Joining CG in 2022 and discovering how much he didn't know [29:00] – The mindset shift that unlocked growth: putting employees' goals ahead of his own [30:00] – Team wins: a TC making $100K for the first time, a wedding funded, a college paid for [33:00] – Enough is never enough: how the team drives company goals more than Tyler does [34:00] – Becoming a better leader as the #1 lever for business growth [35:00] – Following Eric Brewer's leadership model and joining a monthly leadership program [38:30] – Extreme Ownership by Jocko Willink as a go-to book and why it fights his natural instincts [39:00] – 2026 excitement: relaunching the wholesaling arm and opening a dispositions department [40:30] – Why Hampton Roads operators win: elite seller relations and conversion rates [42:00] – What CG has meant: shattering limiting beliefs and finding a tribe of virtual friends [44:00] – How having a daughter forced the "who, not how" mindset and made the business better 5 Key Takeaways Source Deals First – Tyler wholesaled 100+ deals before keeping anything. Mastering deal flow earns you every relationship and opportunity that follows. Put Employees First – The moment Tyler tied company goals to his team's personal goals, his business exploded. Developing people is the highest-leverage thing a growing operator can do. Focus Beats Expansion – Selling off Arkansas properties and mobile home parks to go all-in on Hampton Roads wasn't a retreat—it was the move that unlocked real scale. Humble Beginnings Build Character – Working for an 18-year-old, launching during COVID, grinding through two months with zero contracts: adversity creates the resilience you'll draw on for years. Leadership is the Business – Business growth plateaued until Tyler invested in becoming a better leader. Following mentors like Eric Brewer and reading Extreme Ownership changed the trajectory of his company. Links & Resources ExploreCG.com – Learn more about the Collective Genius community Connect with Tyler on Instagram: @homebuyer.tyler If this episode resonated with you, make sure to follow, rate, review, and share the Collective Genius Podcast with another operator who's serious about building a real, scalable real estate business.
In this CG Live episode from our Select and Elevate event, I sit down with Jessie Lang, a rising operator who has quickly built momentum inside the Collective Genius community. Jessie shares the journey of stepping into leadership, scaling operations, and learning how to build a business that can grow beyond a single operator. We talk about what it really looks like to level up inside a room full of elite investors—from the mindset shifts required to play bigger to the systems and accountability that drive real results. Jessie also opens up about lessons learned from presenting at CG, the importance of surrounding yourself with the right people, and why being in the room accelerates growth faster than trying to figure it all out alone. If you're building a real estate business and wondering what the next level requires—from leadership to operations—this episode offers an honest look at the process of scaling up and stepping into bigger opportunities. Timeline Summary [0:00] – Live from the CG Select and Elevate event [1:08] – Introducing Jessie Lang and stepping onto the CG stage [2:05] – Jessie's journey into real estate investing [3:01] – Lessons learned from being in the CG community [4:14] – Why the right room accelerates growth [5:27] – The importance of building systems and operations early [6:19] – Leadership challenges when scaling a real estate business [7:11] – Surrounding yourself with people who push you to grow [8:16] – Key takeaways from presenting at CG [9:24] – Learning from other operators and implementing quickly [10:31] – How accountability drives better results [11:45] – Jessie's focus moving forward and scaling the business [12:30] – Advice for investors looking to level up in the industry Key Takeaways The Right Room Accelerates Growth: Being around high-level operators pushes you to think bigger and move faster. Systems Enable Scale: Building processes early makes growth sustainable and repeatable. Leadership Is the Next Level: Scaling a business requires shifting from operator to leader. Links & Resources Explore CG Membership: https://www.explorecg.com Closing Remark If Jessie's story inspired you to take the next step in your real estate business, make sure to rate, follow, and review the Collective Genius Podcast. And if you want to surround yourself with operators who are scaling at the highest level, visit https://www.explorecg.com and apply to join the community.