Principles for Building a Successful Brand and Database

To profit in real estate you must attract the right opportunities and do the right things. 

Too many investors put all their focus on how to do deals … but they neglect the HOW of attracting people and opportunities. 

Business has proven principles for building a brand people like and trust … and for building a database full of the active and prospective sources of deals, capital, and services you need to succeed. 

Today, we’re visiting with a world-class marketing genius to discuss how to build a profitable brand and network. 

In this episode of The Real Estate Guys™ show, hear from:

• Your successful host, Robert Helms
• His unprincipled co-host, Russell Gray
• Marketing legend, Kyle Wilson

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Building your brand and your network

Why is it that some real estate investors are so much more successful than others? It boils down to habits of success. 

The good news is that these are learnable skills … and we’ve got a great guest who is going to share some awesome ideas about how YOU can connect the dots to get your message out there. 

How do you market? How do you brand? How do you build a reputation? How do you work through other people?

Where a lot of real estate investors fail is they think success is about the transaction. They think it’s about the numbers. They think it’s about due diligence. 

Those things are important, but in any business, none of that matters if you aren’t building your brand and building your network. 

How people know you … how they think about you … how they feel about you … determines whether or not they move closer to your circle and bring you opportunities. 

Those relationships are the key to having a great business … which we know is just as true for real estate investing as it is for any other venture. 

Tactics vs. principles

Our guest today has an amazing background. He’s probably the best-known guy in the personal development world that you’ve never heard of. 

Kyle Wilson has more than 10 number one Amazon bestseller books and has been business partners with the legendary Jim Rohn for … but before that he owned a service station in Vernon, Texas. 

“I grew up in a small town, never went to college, and eventually owned this service station, but at age 26 I moved to Dallas looking for a new opportunity,” Kyle says. 

Kyle went to a seminar and ended up working for the speaker selling tickets to events. He then struck out on his own hosting events, which is how he met Jim Rohn. In 1993, they went into business together. 

The key is that Kyle was marketing before there were modern marketing tools … like the internet. 

Today, people think that marketing means they have to be online … but marketing principles have been constant for decades. 

For example, what’s easier … a referral or a cold call? Obviously, a referral is better. 

Kyle says he thinks of marketing as a wheel … you’re the hub, and each spoke is one of your different products or services. You want to get people on the wheel and take them around. 

It’s the mentality of hunting versus farming. You can try to hunt people down for a one-time opportunity, or you can try to grow and nurture lasting relationships for many opportunities in the future. 

The first big principle is having a great product. Second is having great service. Third, is being consistent and relational over a period of time. 

“People confuse tactics with principles, and so they put all their money and effort into tactics and ignore the principle side. But if you have a great product and great service and connect with people over and over, you’re going to watch your business compound,” Kyle says. 

In real estate, people who churn through clients aren’t really interested in taking care of people long term … but if you are watching masterful agents, they keep in touch and do so much better. 

Strategies for success

One strategy anyone can use is to create platforms where you can make connections … things like podcasts, seminars, email lists, and more. 

“I think the way you take responsibility for your own business is that once you get a customer, you want to keep them, and you want to communicate with them,” Kyle says. 

Remember, it takes people time to engage. 

We have people show up at our own events who just found our podcast two weeks ago … and we have people who have been listening for eight years and just decided to take the plunge. 

You want to get those people on your platform. Get them on your list so you can talk with them and interact with them. What you communicate to them is the biggest thing in your control. 

“My ultimate goal is to get someone’s contact information so I can follow up. If you lose track of people, that’s throwing money away,” Kyle says. 

There are certain things on your “marketing wheel” that are designed to bring people to you. 

That could be a newsletter. It could be that you send out cool articles from other people. It could be a podcast like ours, or it could be that you’re doing a YouTube video once a week. 

Whatever it is, you’re sharing something. 

You don’t have to share with the mind to sell a specific product. Instead, simply think about creating value for these people. 

Once you have built an audience and are sharing with that audience, then you can periodically give them the opportunity to say yes to something … but you’re not having to constantly sell. 

If you build an audience, then you can attract talented thought leaders. They need an audience to talk to … and they might want to do business with you. 

For more on principles that build a successful brand and database … listen to the full episode!

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More From The Real Estate Guys™…

• Sign up for The Real Estate Guys™ Free Newsletter
• Check out all the great free info in our Special Reports library.
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• Stay connected with The Real Estate Guys™ on Facebook,  and our Feedback page.

The Real Estate Guys™ radio show and podcast provides real estate investing news, education, training, and resources to help real estate investors succeed.

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Delaware Statutory Trusts — A Powerful Tool for 1031 Tax Savings

Real estate investors LOVE the 1031 tax-deferred exchange. 

But when you want to exchange your equity into a partnership so you can get into bigger, better deals in new markets with professional management … a 1031 comes up a little short. 

A great solution? Delaware Statutory Trusts. 

Even though they have been around for years, many investors don’t know about this powerful investment tool. That’s why we are talking with a syndicator who knows how to use this strategy to keep your equity compounding. 

In this episode of The Real Estate Guys™ show, hear from:

• Your powerful and trustworthy host, Robert Helms
• His tool of a co-host, Russell Gray
• Delaware Statutory Trust organizer, Paul Moore

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Building on the 1031 exchange

One of the things we have to manage as real estate investors is our tax liability. We want to pay as little tax as possible, but we also want every tax advantage we can get today. 

Today, we’re going to talk about a relatively unknown technique that’ll help you preserve tax and make more money. 

There is a strategy behind how and when you change assets. If you sell a rental house after five years, you’re going to do something with the proceeds. 

In this episode, we’re talking about a structure that doesn’t get talked about enough, because it allows people some really great benefits. 

As always, we are not tax professionals. We don’t give advice … but we will share some ideas and information. 

One of the great tools we have to repurpose and reposition wealth is a 1031 tax deferred exchange. 

People talk about this strategy as a way for an individual investor to avoid tax … but it has been more difficult for syndicators. 

How do you implement this strategy in a group investment? 

Solving that problem has been really difficult … but there have been some new innovations in terms of the way people are using some of the structures available. 

What is a Delaware Statutory Trust?

Paul Moore from Wellings Capital is a syndicator who specializes in some great asset classes … but he has also helped unlock the key to a new chapter of 1031 investing. 

“The 1031 exchange is great. When the 2017 tax law came out, we were all concerned that maybe they were going to take it away, and they did for almost everybody except real estate investors,” Paul says. 

As real estate investors, we are really fortunate that we were able to keep the 1031 exchange. It gives us great leverage and the ability to compound tax deferred. 

And … you could even swap till you drop and never pay capital gains or recapture tax. 

But even with all the advantages of a 1031 exchange … it’s really hard if you want to go from an active manager to a passive manager. 

Paul says over the last three or four years he has had many people call him with 1031 exchange money that his funds couldn’t help. 

They were frustrated and his team was too. 

The last thing any investors want is to see other investors give up and pay taxes or invest in something that they might not have otherwise just to avoid taxes. 

So, Paul started looking into the Delaware Statutory Trust … an ownership model in which a legal entity allows people to buy fractional interest in a property and even diversify among several DSTs. 

This takes away the time pressure, the negotiation, and the management hassle of the 1031 exchange. 

It also gives direct ownership … which means that the replacement property is going to flow the tax deferrals to the individual investor. 

Now let’s be clear … it’s a Delaware trust … but the property doesn’t have to be in Delaware, and the person doesn’t have to be in Delaware. 

The beneficiaries are actually the people who buy the fractional interest, but the professional manager who runs it takes on all the hassle. 

A DST also allows the 1031 exchange investor to get a stabilized, predictable return. 

Another benefit is the ability to slowly transition your portfolio over time into bigger and bigger projects under the watchful eye of professional management. 

In a nutshell, the Delaware Statutory Trust allows people the same benefits of a 1031 exchange … but rather than investing in a specific property, you’re investing alongside other folks. 

One big downside to the 1031 that does carry over to the DST is the debt rule. 

If you’re investing $100K and you have 40% debt and 60% equity, you have to have that same percentage in the new investment. 

If you don’t, you just pay tax on the part that’s out of whack. But you still have to pay some tax. 

Types of properties for a DST

The return and the income model for the investor will depend on the property itself. 

What are the range of types of properties that make sense for Delaware Statutory Trust operators to consider?

For a long time, the most popular properties for DSTs have been things like triple net leases … a long-term lease that delivers predictable income. 

But now, DST providers have also gone into multifamily. There are self-storage DSTs. There are even mobile home park DSTs. 

The important thing is to have a stable, predictable, passive income. If the property isn’t generating something that’s predictable and stable, it will throw off the DSTs. 

But, that’s why investors can expect a set return. 

For more on 1031 exchange and Delaware Statutory Trusts … listen in to the full episode!

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More From The Real Estate Guys™…

• Sign up for The Real Estate Guys™ Free Newsletter
• Check out all the great free info in our Special Reports library.
• Don’t miss an episode of The Real Estate Guys™ radio show. Subscribe on iTunes or Android or YouTube!
• Stay connected with The Real Estate Guys™ on Facebook,  and our Feedback page.

The Real Estate Guys™ radio show and podcast provides real estate investing news, education, training, and resources to help real estate investors succeed.

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Podcast: Principles for Building a Successful Brand and Database

Build-to-Rent Residential in Central Florida – Affordable and New

Many people ask us what the best way is to get started in long distance landlording.

THE ANSWER … buy an affordable, brand new property in one of the best markets in the country. 

We’re taking a deeper look into how one innovative developer is building new residential properties especially for investors like YOU. 

In this episode of The Real Estate Guys™ show, hear from:

• Your good as new host, Robert Helms
• His very affordable co-host, Russell Gray
• Veteran Central Florida real estate broker, Jean Gillen
• Build-to-Rent real estate developer, Wagner Nolasco

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Sunny Central Florida

All real estate markets are not created equal. With the current COVID-19 crisis, there are markets that have weathered the storm pretty well while others are in complete disarray. 

The thing is … people and money and business don’t just go away. They do, however, move around. The key is to see where they are going. 

When you can see that, you see that there is going to be an opportunity on the opposite side of a problem. 

Today, we’re taking a look at a market that’s cheap, cheerful, and affordable … Central Florida. 

As more people are realizing that they can work from anywhere, they are asking themselves where they would like to live. 

Central Florida has great weather, sunshine, and things to do. It has been one of our favorite markets for many years … and it’s not really one market. 

It’s a huge area with multiple exciting markets within it. 

Today we’re learning why it is that Central Florida continues to do well in spite of COVID-19 from two people who really know this market well … Jean Gillen and Wagner Nolasco. 

People want cheap and cheerful

Jean Gillen has been in this business for a long time as a realtor … and her specialty is helping investors. 

As a realtor, Jean understands that the investment market is kind of unique. She knows what investors are looking for and what they need to make a great deal happen. 

“The biggest thing we have found out through this pandemic is that one of the places a lot of people want to move to is Florida,” Jean says. “We’re cheap, and we’re cheerful.”

For example, someone moving from California and buying a $200,000 house is getting a home that is equivalent to a $1.5 million house on the West Coast. 

If you look at a Central Florida parking lot and take a look at the license plates, you can see where folks are moving from … Illinois, New York, Arkansas, Missouri. 

Central Florida has tons of new jobs in growing industries like space and tech … with over 400 new employers on the “space coast.”

And don’t forget about those lovely retirement communities and the fact that there is no state income tax. 

One thing that is important for investors to know and remember is that only 60% of the land in Florida is built on. 

Jean and her team target homes on infill lots at about a quarter of an acre with amenities and neighbors already in place. 

But what about hurricanes?

“We do not worry so much about hurricanes. We do have hurricanes, but we are able to prepare. And, with 2020 construction, the homes really can withstand a lot,” Jean says. 

In Florida, investors will want to purchase a cement block house. The facade can be different, but the cement block structure means you’re ready to weather any storm … and the resell value will be higher. 

Standards for 2020 construction reduce the amount of insurance you have to have on your home. The average insurance for a $215,000 home is about $49 a month. 

Why brand new?

A couple of years ago, Jean introduced us to Wagner Nolasco. Wagner is a home builder who has teamed up with Jean to provide the type of housing that is in demand for investors today. 

They’re building single family homes … ground up construction, brand new … but literally in the path of progress and growth in these Central Floridian communities. 

There are many advantages to an investor buying a brand new house. 

“I’ve done over 400 turnkey properties in my career, and from that experience, I tell my friends that are doctors and investors, ‘You can put a brand new heart into a person, but you can’t guarantee that the arteries are going to be unobstructed,’” Wagner says. 

When you buy a 40 or 50 year old house and fix it up, there are always going to be more problems down the line. 

When you buy brand new construction, you can safely bet that your capital expenditure is going to be minimal over the next several years.

Florida has one of the toughest building construction codes in the country … concrete block construction, brand new hip roofing, energy efficient air conditioning, windows that can withstand 140 mph winds, tile floors throughout, and the like. 

“It’s more bang for your buck,” Wagner says. 

Together Jean and Wagner have re-engineered what the typical individual moving to Central Florida will be looking to pay for housing and determined what they can build brand new to offer a win for both investor and tenant. 

By building the same model house on infill lots in various communities, their team can buy in volume and lower costs while creating a better product than a turnkey property. 

And, 80% of tenants that rent a new house will stay for three or more years. Less turnover means more money in your pocket, fewer repairs, and better quality tenants. 

To learn more about investing in brand new construction in Central Florida … listen to the full episode!

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More From The Real Estate Guys™…

• Sign up for The Real Estate Guys™ Free Newsletter
• Check out all the great free info in our Special Reports library.
• Don’t miss an episode of The Real Estate Guys™ radio show. Subscribe on iTunes or Android or YouTube!
• Stay connected with The Real Estate Guys™ on Facebook,  and our Feedback page.

The Real Estate Guys™ radio show and podcast provides real estate investing news, education, training, and resources to help real estate investors succeed.

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Podcast: Delaware Statutory Trusts – A Powerful Tool for 1031 Tax Savings

Building a Successful Real Estate Portfolio as an Active or Passive Investor

Some investors LOVE the nitty gritty … they’re down in the dirt doing deals and building portfolios for themselves and others. 

Then there are investors that LOVE reaping the benefits of real estate but don’t want to get their hands dirty. 

It doesn’t mean they are less passionate … or have to be less successful. It just means that maybe they’re too busy with their day job, running a business, or enjoying the passive benefits of their investments. 

Today, we’re talking about different approaches to building successful real estate portfolios. 

In this episode of The Real Estate Guys™ show, hear from:

• Your hyperactive host, Robert Helms
• His passive co-host, Russell Gray
• Regular contributors and super-successful investors, Dave Zook and Brad Sumrok

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Building portfolios passively

One of the best ways to learn about investing is by talking to investors who have been there and done that. 

Today we’re going to hear great stories from successful investors as we discuss building a successful real estate portfolio … as either an active or passive investor. 

There are two primary ways to invest. 

You can invest actively … be the one out there finding markets, dealing with agents, talking to lenders, qualifying for loans, and putting deals together. 

Or, you can invest passively … working instead to find great partners, great syndicators, great real estate people and mortgage teams and letting them do the work. 

If you’ve listened to us before, you know that we are big fans of this syndication approach.

Whether you are investing through somebody else or in your own account, you are responsible for building and developing your own portfolio. 

The thing is, most of us aren’t trained. We don’t do portfolio management professionally. We’re just trying to figure out how to do real estate deals. 

One of the neat things about being a real estate syndicator is that you can pivot when the market changes. 

We’re fortunate to know people who have put together big portfolio services and have a perspective that we think is valuable for everybody out there to hear. 

Real assets, passive investments

The gentleman we are speaking with is one of the top commercial real estate brokers in Memphis, Tennessee … Dave Zook. 

Like so many people who get into the apartment niche, he ran out of his own money and started to think about syndication. He began raising capital … and had big success. 

In five short years, he has raised nearly $200 million. And now he helps other people work toward the same outcomes … and the essence of being a syndicator is helping other people. 

But it wasn’t always that way. 

“I had specifically made up my mind that I wasn’t going to be a real estate investor,” Dave says. “But, then with some of my businesses I got to the point where I was paying around a half a million dollars a year in tax.”

Dave says that he realized that real estate could be a source of cash flow … a great way to build wealth … AND a real tax protection vehicle. That’s what drew him in. 

There are a variety of ways that investors can invest. Dave and his team focus on real assets. Though he started in multifamily, there are many other ways to get involved. 

One example is self-storage space. 

“I was looking for an asset class that I knew typically does very well during some kind of recession,” Dave says. 

Like all asset classes, Dave did his homework and found a team of experts who were comfortable and successful in the space to partner with. 

Self-storage is a great option for syndication because it is difficult to invest individually. Most of these facilities are large and require a significant amount of cash to start … but the payoff is great. 

Another asset Dave has passively invested in is ATMs. Not every ATM is owned and operated by a bank.

“There are a lot of independent ATMs out there. It’s a big range, and it is very profitable,” Dave says. 

The point … syndication isn’t just about real estate. It can be put into play for a variety of asset classes. 

Types of passive investors

So, what type of investor invests alongside a person like Dave who is out there making deals happen?

Dave says, for the most part, the individuals he works with are small business owners … neck deep in running their own businesses and very, very busy. 

These people don’t have a lot of time to be out researching different asset classes, but they still want a good return on the capital that they are putting out into the market. 

There are also a decent amount of high-paid professionals … doctors, lawyers, surgeons, dentists, and the like … who are looking to find deals where they can offset ordinary income. 

Generally speaking though, the classic passive investor is somebody that has more money than time. 

They could go out and look for their own deals, but they’re busy doing whatever it is that allows them to have the money to put into the deals. 

That’s why syndication is so appealing to them. 

Get ready for AIMNATCON

Our second guest is the apartment king … Brad Sumrok … here to remind all you investors out there that AIMNATCON … the Apartment Investor Mastery National Conference … is coming up. 

“Today, people’s lives have been disrupted and yet the apartment business goes on,” Brad says. 

This year, the conference is 100% virtual … so people from all over the world can participate from the safety of their own homes. 

This event brings together some of the best teachers, speakers, and investors on the planet. 

For more about AIMNATCON and building your portfolio through passive investing … listen to the full episode!

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More From The Real Estate Guys™…

• Sign up for The Real Estate Guys™ Free Newsletter
• Check out all the great free info in our Special Reports library.
• Don’t miss an episode of The Real Estate Guys™ radio show. Subscribe on iTunes or Android or YouTube!
• Stay connected with The Real Estate Guys™ on Facebook,  and our Feedback page.

The Real Estate Guys™ radio show and podcast provides real estate investing news, education, training, and resources to help real estate investors succeed.

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Love the show?  Tell the world!  When you promote the show, you help us attract more great guests for your listening pleasure!

Podcast: Build-to-Rent Residential in Central Florida – Affordable and New

Boots-on-the-Ground Market Insights: Belize

Boots-on-the-Ground Market Insights: Belize

September 2020

 

From Ambergris Caye to Placencia … we hear about all Belize has to offer for investors, retirees and even those seeking a different pace of life.

Belize has long been a popular retirement destination for Americans, Canadians and Europeans looking to enjoy great weather and a peaceful lifestyle for considerably less than what they might pay in other markets. Another great aspect is that Belize does not have income or property taxes, making it an ideal escape for those who want to live in or simply invest in paradise … especially during an era of overcrowded cities and creeping taxation. 

For investors interested in owning foreign real estate, Belize can be considered a buyers market. Whether it be for residential, commercial or rental properties … opportunities are available. Robert Helms, Host of The Real Estate Guys™  Radio Show, talks with David Kafka about the current state of the market in Belize and what investors can expect when (and even before) the borders open. 

Hearing all about: 

• Retirement Opportunities
• Cost of Living
• Financing Options
• Reduced Sale Prices
• Eviction Rates

And MUCH more!

Simply fill out the form below to access this edition of Boots-on-the-Ground Market Insights: Belize … 

First Name * Last Name * Email * Phone Comments   WATCH NOW

Growing Pandemic-Proof Profits for the Long Term

We’re living in uncertain times … and that always sends investors out in search of stability. 

Bonds usually fit the bill … but now the currency wealth is denominated in is being called into question … and investors are looking to get even more REAL. 

Today we’re exploring how to invest in the real power of Mother Nature to preserve, grow, and pass on wealth. 

In this episode of The Real Estate Guys™ show, hear from:

• Your pandemic-proof host, Robert Helms
• His anemic co-host, Russell Gray
• Agricultural hardwood investing expert, Rachel Jensen

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Investing in hardwood

The pandemic has changed the demand, the structure, the appreciation, the cash flow, and even the tax benefits of real estate … but not everywhere. 

Today, we’re going to talk about a real estate investment that has been virtually untouched by the pandemic. 

No matter what political party is in office, no matter what crazy things happen around the world … it just performs. And that’s pretty rare. 

Agriculture is the oldest use of real estate that there is. Before people even had houses, they were working the land. 

The really unique angle of agriculture is that it tends to be less affected by many market factors. What we’re talking about today hasn’t really been … or can be … hit by COVID-19. 

It’s a product that everybody needs, and it has been used for hundreds and hundreds and hundreds of years. 

There is far more demand than there is supply … which is a pretty good recipe. 

We’re talking about hardwood. 

A proven commodity 

Hardwood is a proven commodity that is useful no matter what the economy is doing. So much of the world shut down in March … but the trees kept growing. 

They don’t pay attention to news or social media … they just keep growing and growing. Hardwood can take from 3 to 60 years to produce depending on the type of wood. 

There are a variety of woods available. It’s not all the same. 

There are woods that are standard industrial material. There are specialty woods. There are trendy woods that fall in and out of favor in design … so many niches, just like real estate. 

Another unique angle of this investment is that it doesn’t pay dividends this quarter. This is a long-term game much like many real estate investments. 

It’s not an immediate cash flow game. You have to be patient and let it happen over time. 

This is something you invest in during, say, your 30s or 40s and plan to reap the harvest in your 50s, 60s, or 70s. 

And, once you harvest trees … guess what you can do again? Replant!

This can be what we call a “legacy investment.” It’s a one-time investment that could go on and pay for a long, long time. 

The challenge with agriculture is that it’s a hard game to play on a small scale. It’s difficult to go out and buy two acres of land and have a productive farm. 

It’s hard to go out and buy a single grove of trees and be able to have the ability and efficiency to harvest and reap the benefit. 

But there are ways around this challenge. 

Money does grow on trees

Rachel Jensen is a hardwood investing expert. She says that over the past few months, investors have started looking closely at their portfolios and thinking about what they want to accomplish in the long term. 

“I challenge everyone to think generationally,” Rachel says. “When you own timber, you are doing it for you, for your kids, for your grandkids, and for many more generations.”

This is a tactic and a model that some of the ultra-wealthy have used for a very long time. 

You keep this asset in your portfolio … and the trees grow. 

It’s very different from the traditional real estate model. You’re not going to get a monthly rental income check … but trees will be some of the best tenants that you’ll ever have. 

Investing in hardwood provides diversification to your investment portfolio in terms of time and location. 

In this case, money does grow on trees. 

Teak, specifically, is often referred to as the gold of the timber market. 

There is a very, very low supply and a very high demand for teak. 

The two countries that are the biggest importers of teak are India and China. When you look at the projected populations of these two countries by 2100, these two are predicted to be the most populous. 

So, there is a good chance that demand will continue. 

There is such high demand for teak because of its remarkable qualities. It is a very, very hard wood. It’s extremely durable. 

After three years of growing, teak becomes resistant to fire, rot, termites, bugs … anything that you may consider to be an agricultural risk. 

Teak is used to build a lot of boats, in outdoor furniture, and in high-end construction. 

This isn’t a new wood by any means. Teak was used to build the deck chairs and some of the decking on the Titanic … chairs still intact when researchers found the wreckage after years and years underwater. 

People who care about value and longevity are going to buy teak products … and keep buying teak products … because they know that those products are going to last a very long time. 

Teak has a 25-year harvest cycle. You’ll still see some income from the thinning conducted at years 12, 18, and 20. Then, the bulk comes at the year 25 harvest. 

Then, you replant … and do it again!

It’s important to have a partner who knows how to care for hardwood. Rachel and her team take care of the entire process for investors, working with a professional management team onsite that knows teak. 

They have various farms in Nicaragua and Panama. 

A newborn tree parcel starts at around $7,000. You can also look into purchasing older “teenage” parcels that are 15, 18, and 20 years old. Those parcels start around $17,000. 

“What we want folks to realize is that you don’t need to be a mega-millionaire and own thousands and thousands of hectares,” Rachel says. “Start small. We’ll help you with payment schedules and financing options.”

To learn more about teak and hardwood investing … listen to the full episode!

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