Many believe that the ability to sell is some kind of magical talent...a gift...a special ability given to only a select few. This couldn't be further from the truth. If you have the discipline to follow a process, then you can sell. But, here's the problem. Everything you "know" about sales is probably wrong. That’s a bold...

Why do some people seem to go from entrepreneurial project to entrepreneurial project, turning everything they touch into gold, while other seem to struggle to build their real estate business despite having all the apparent advantages? It’s not brains: some of the smartest people I know struggle constantly in the financial realm, and some of...

In the past few weeks, I’ve gotten several questions from students about transactional funding that show that this relatively new kind of loan is still widely misunderstood. The transactional funding business, at least as we understand it in the residential real estate business, had its origins in the short sale boom in the middle of...

Years ago, when I was just a wee little newbie, there was a guy who belonged to my local REIA group who always wore a button to the meetings that said YAFTAX. This fellow was one of the big dogs—owned lots of rentals, had been in the group forever, was on the board, all that...

Sure, you can always get positive feedback on your efforts and successes by going to your REIA group, or masterminding with other like-minded entrepreneurs, or by giving yourself a big pat on the back, but when the message at home is, “You can’t do this” or “I don’t want you to do this” or “You...