By now, everyone on the planet is familiar with the software engineer’s term GIGO, or “garbage in, garbage out”. It’s a way of saying that you can’t get good results with programming. And, unfortunately, our business is VERY susceptible to GIGO. Let’s look, for instance, at a “wholesale” deal I was recently sent: “Great rental...

As many of you know, I’ve been traveling the Ohio/Kentucky/Indiana area over the past few weeks talking about the ways in which the real estate market will change in the next 18 months or so and about the best strategies for grabbing that opportunity when it arises. On Tuesday night, I’m going to summarize what...

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...