Real Talk with Leigh Brown

Latest Episodes:

234 - "Making Money the Old-Fashioned Way" with Rod Khleif Jan 28, 2021

Show notes

Whorehouses and cocaine smuggling? What's going on behind these closed doors? Rod Khleif, an entrepreneur, real estate investor, mentor, and community philanthropist has had some crazy tenants in the past, to say the least. Listen in to hear Rod share how he built—then re-built—his real estate empire, how mindset plays a role in success, and how he teaches others everything he has learned.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting https://leighbrown.com. If you're tired of doing real estate alone, enroll in Leigh Brown University and be sure to use your special "CSIRE" discount code at checkout for $10 off your subscription.

Time Stamped Show Notes:

00:50 - Introducing Rod, an entrepreneur, real estate investor, multiple business owner, author, mentor, and community philanthropist who lives in Sarasota, FL
- 01:20 - He is the host of the Lifetime CashFlow through Real Estate Investing podcast
- 02:05 - He immigrated to the U.S. from the Netherlands when he was 6 and got into real estate in college; he was a broker at 18 and did very well
- 03:00 - He thought he was a "Real Estate God"...then he lost everything in 2008; he learned that it was all about mindset and rebuilt to where he is today
05:00 - On mindset and psychology
- 05:10 - He hosted a goalsetting workshop to help people get out of their comfort zone to get what they want
- 06:30 - The risks are almost always worth the reward
07:00 - Rod's mom
- 07:10 - She was an investor and used her babysitting money; they struggled but she held it together
08:00 - On teaching
- 08:10 - He's been teaching for 3 years and his students are doing very well; he loves what he does
09:05 - Rod's CSIRE story
- 09:07 - He had a house in Denver and there was a picture of it in the newspaper; the headline was "Making Money the Old-Fashioned Way"
- 09:40 - The guy living there had turned it into a whorehouse
- 10:15 - In Florida, he had a house on a canal; he got a call and found out the DEA had discovered tons of cocaine that had been transported to the house
- 11:10 - The tenant of the house had a 800+ credit score; the furniture was brand new and the maintenance people who took it out probably still have it in their homes
14:40 - He started a podcast about 3 years ago; he hit a million downloads, wrote a book, and now sells out educational events
- 15:50 - He can reach many more people with his coaching and podcast than anything he could've done one-on-one
- 16:20 - He doesn't have many haters and hasn't had any complaints; he did get hate for this YouTube video where he predicts a 2021 crash
18:15 - 2021 predictions in the multi-family space
- 18:20 - Eviction moratoriums aren't doing anything for landlords
- 19:15 - He is astounded by fake news; he finds that what is happening is very sad
- 21:10 - People need a place to live so it'll do better than other kinds of real estate
- 21:30 - He expects that they'll still take a hit; real estate goes in cycles
22:20 - Tip for agents or brokers: Capitalize on investment opportunities and build cash flow
22:35 - How to connect with Rod: Text "Multifamily" or "Rod" to 41411 and join his two-day $97 boot camp

3 Key Points

Get out of your comfort zone to get what you want.
Love what you do!
Real estate goes in cycles.

233 - COVID Era Commercial Real Estate with Michael Brown Jan 21, 2021

Show notes

What the real deal with commercial real estate in this COVID era? Michael Brown, the founder of Red Fox Capital and Red Fox Wealth, is a commercial real estate investor and developer who's on the show to give us the inside scoop. Listen in to hear Michael's predictions about the future of commercial real estate, how he learned the secrets about investing (then published them!), and how Amazon and data centers are impacting industrial space. Michael has a free gift for all you listeners, so be sure to tune in and hear how to claim it!

Time Stamped Show Notes:

00:50 - Introducing Michael, the founder of Red Fox Capital and Red Fox Wealth
- 01:05 - They are a commercial real estate investment and development company as well as a full-service wealth management company
- 02:15 - He learned the inside by working at Merrill Lynch for a couple of years; he couldn't talk about real estate because it wasn't a product
- 03:35 - REITs (Real Estate Investment Trust) operate like stocks, they fluctuate with the stock market
- 04:15 - He wrote a book called The Real Perspective: Secret Investments Your Financial Advisor Won't Tell You About and published it
- 04:30 - They now talk to clients about private investments and created integrated portfolio management to control private investments that they can offer clients
05:45 - Commercial real estate
- 06:55 - The things that Amazon can't control are going to be good for commercial real estate investing; dry cleaners, nail salons, etc.
- 07:20 - He's also looking at Dollar General stores; they keep cost and prices in line with cheap building costs and prefabricated solutions
- 09:00 - Predictions for business districts: D.C. is protected because of government money but NYC is losing tenants every day
- 10:10 - There might need to be tax incentives to get people back into cities; there are also mixed-use solutions that are possible
11:30 - Opportunity zones: Tax incentives in areas that have been challenged
- 12:15 - They have not fully engaged in opportunity zones
14:05 - Michael's CSIRE story
- 14:20 - He got into heavy industrial real estate; he drove into an ugly area, got a new listing, and never thought he'd sell it
- 15:15 - They sold it to an investment group and that group made another $2 Million; he never knew the opportunity was there
- 16:30 - He started working the industrial market and had a blast; Amazon has taken over and is pushing industrial users out of their areas
- 16:55 - Ecommerce is really making an impact on industrial space; they need space and will go anywhere
- 17:35 - Data centers are also taking over
18:15 - Michael's take on the 1031 Tax-Free Exchange
- 18:30 - We are in the lowest tax bracket this country will see in a long time
- 18:50 - There are two options for the country: Stop spending or raise taxes
- 19:05 - There's a short time frame to find another property and many clients get hasty and make more than a 15% capital gains tax mistake on the property
- 19:30 - He wants people to take a step back to make sure the 1031 is their best option
20:10 - The best way to reach Michael (and get your free copy of his book!): email him at mikebrown1757@gmail.com
20:45 - Visit his company websites at www.redfoxcapital.co and www.redfoxwealth.com

232 - Conflict Resolution with a 300-Pound Gorilla with Micah Harr Jan 14, 2021

Show notes

What do you do when an angry 300-pound muscle-man screams at you to get out of your car? If you want to live to see tomorrow, you don't. Micah Harr, a REALTOR® in Columbus, Ohio, is big on continuing education. Listen in to hear how Micah's conflict resolution class skills came in handy and what he does to ensure his clients get the best and safest real estate experience.

Time Stamped Show Notes:

01:00 - Introducing Micah, a REALTOR® since 2005 in Columbus, OH
01:25 - On education
- 01:30 - In Columbus, 30 hours of ongoing education for 3 years are required; education is what separates agents
- 02:30 - He takes classes on negotiation, conflict resolution, and branding, to name a few
- 02:50 - Micah's education allows him to serve his clients at the best level and he is happy to support others who want to learn more, too
04:25 - Micah's CSIRE story
- 05:25 - He was walking down the street with another agent; he went between two cars and the guy driving screamed and cussed at him
- 06:00 - He and the other agent pulled into a cul-de-sac and the guy reversed and blocked them in
- 06:10 - The guy was about 300 pounds of muscle and asked him to get out of the car; he didn't get out and the guy continued ranting and screaming
- 06:50 - He didn't get out of the car and just waited until the guy eventually left
07:25 - Micah's thought process
- 07:30 - It was a no-win situation; he tried to use the de-escalation strategies he learned in class and didn't engage
- 09:15 - He went back to work and kept going
10:30 - REALTORS® need to be safe and ask questions so they know who they are dealing with
11:00 - He pays attention to the situations he is in; he's always careful
11:30 - How to get in touch with Micah: go to www.micahharr.com

3 Key Points

Stay calm.
Knowledge is power.
Ask your REALTOR® what they do to maintain safety.

231 - Flippin Fun with Lauri Rottmayer Jan 07, 2021

Show notes

There's nothing like making a flippin' hedgehog friend in Flippin, Arkansas! Lauri Rottmayer, a new REALTOR® on the scene in Flippin, Arkansas, has been all over the world and is now bringing that experience to her real estate career in rural America. From buzzards to hedgehogs, land deals to saferooms, listen in to hear how Lauri's learning everything she needs to know to succeed in Flippin real estate.

Time Stamped Show Notes:

01:00 - Introducing Lauri, a real estate agent since August 4th, 2020; before that she worked at the board office as an Association Executive and in marketing
01:45 - She wanted to do big things so she became a REALTOR®
03:20 - She chose her brokerage because it's the one she used herself
- 04:00 - They've been around the world and are happy to be in rural America; the people in her office know the local area inside and out
05:15 - On getting to be a REALTOR®
- 05:20 - Her dad was a REALTOR® and she wanted to be one as a kid
- 06:00 - She's able to use all the skills and knowledge that she has in real estate; she also loves people and loves "making the match"
06:55 - Lauri's CSIRE story
- 07:10 - She was previewing office properties and looking for a bigger home; they looked at a home structure with a lake
- 08:00 - There was a baby buzzard in the home structure that hissed at her when she came up the stairs
09:15 - A mistake new REALTORS® make; they don't preview product
10:35 - Her most fulfilling moment in real estate so far
- 10:40 - She's getting comfortable with contracts and sold a house to someone who has never seen it in person
- 12:50 - The property is magical and she's confident the buyer will love it
14:20 - House previews and spiders
- 14:45 - Saferooms may be increasing over time
15:40 - Lauri's future plans
- 15:45 - She shows a lot of property and has learned about land; she thinks she's going to get a production award and is close to the bronze level
- 16:30 - Her goal is to be the top seller in her area
- 17:15 - She's still actively learning and growing
17:20 - How to reach Lauri: email lauri@davenportrealtyar.com find her on social media under her name, Lauri Rottmayer, and check out her YouTube channel

3 Key Points

Being a REALTOR® is a gift.
REALTORS® are matchmakers.
Keep learning!

230 - "Don't Expect Perfect, Expect Real" with Kevin Hultgren Dec 31, 2020

Show notes

It's very important to take down your open house signs at the end of the day. Why? Just ask Kevin Hultgren, an agent for Real Estate One in Southgate, Michigan. Listen in to hear Kevin share what happened, what he learned, and what consumers can do to get the best agent for the job in this crazy market.

Time Stamped Show Notes:

01:30 - Introducing Kevin, an agent for Real Estate One in Southgate, Michigan; they are the largest broker in the state of Michigan
02:45 - The real estate supply and demand; it's crazy and exciting right now, but you need a professional to get an offer accepted
04:10 - Kevin's CSIRE story
- 04:20 - They had an open house; he left the sign out afterward and it was up all week
- 04:35 - The following Saturday, someone walked in through the seller's front door as he was getting out of the shower; Kevin was mortified and embarrassed
06:50 - The lessons
- 07:15 - The listing agent smoothed things over for him before he even knew about it
- 07:40 - Now he has a checklist and makes sure he has all the materials he needs
- 09:25 - Respect the seller's space if you're touring their home
10:05 - Tips for consumers
- 10:10 - Ask your agent what they use for a checklist and to manage details
- 11:00 - Don't expect perfect, expect real
- 11:35 - Know that you are working with a human; choose a professional who knows what they are doing
12:45 - State programs for first time home buyers
- 13:05 - Private and public support for first-time buyers is a great thing; he recently helped a 22-year-old client buy his first home
15:05 - How to reach Kevin: email kevingetsresults247@gmail.com or call (734)642-8635

3 Key Points

Don't forget to take the "Open House" signs down!
Respect that someone still lives there if you're touring a house.
Keep track of the details.

229 - It all started with a flood...with Jeffrey Brogger Dec 24, 2020

Show notes

Flood insurance for the house on the hill? You got that right! Jeffrey Brogger, a real estate investor and marketer, shares the story of when flood insurance really saved the day. Listen in to hear Jeffrey's top investing tips, why he believes strongly in coaching, and what he did to expand his network—and learn what book changed the game.

Time Stamped Show Notes:

01:30 - Introducing Jeffrey, a real estate investor in Huntington Beach, CA
01:45 - Jeffrey's CSIRE story
- 01:50 - He read Rich Dad Poor Dad in high school
- 02:15 - He inherited property in high school; it was a ranch home with avocado groves around it
- 03:00 - A pipe burst under the floorboards; there were 3 feet of water under the home and they had to empty the house
- 03:40 - Luckily, they had flood insurance; his sisters helped him redo the home from the bottom to the top
04:45 - The lessons
- 04:50 - Sometimes investors forget about the maintenance and emergency costs that come with a property
- 05:05 - The crawlspace under the house is what got flooded; it's all developed around that house now
- 06:22 - Any house can get flooded, it's not just for homes near a river; insurance matters on investment properties
07:10 - Why they kept the property instead of selling it
- 07:30 - He was an advocate for keeping it; they made it work and had good tenants
08:40 - Investment tips: Have a clear vision and never overleverage yourself
- 09:15 - Jeff maxes out at an 80% loan-to-value for a single-family home; everyone's numbers are different and based on a variety of factors
- 11:25 - He's gun shy and considers himself conservative when it comes to real estate investing
- 11:50 - Jeff predicts that some correction is bound to happen
12:25 - Investing in things you understand and always pay for coaching
15:05 - Read and keep learning; education doesn't stop after school
15:35 - The best education he has received
- 16:05 - Local investment club meetings
- 16:50 - Everyone is looking for the deal; the money and everything else is actually easier to find
- 17:15 - He learned to provide value and build valuable relationships; he wasn't looking just to take
18:15 - QR code technology pre-COVID
- 19:15 - A photo with a small QR code would send people your contact card automatically or subscribe them to your FB business page for follow-ups
- 19:40 - People loved the technology and are still using it today
20:20 - What's next for Jeff
- 20:25 - He's getting his real estate license
22:00 - How to reach Jeff: LinkedIn

3 Key Points

Read Rich Dad Poor Dad by Robert Kiyosaki and make your kids read it!
A correction is coming, so get ready.
Invest in things you understand and get coached by an expert!

228 - Investing in Mobile Home Parks with Jefferson Lilly Dec 17, 2020

Show notes

What do you do when a tornado's on the horizon? You crack open a cold one and watch it, of course! Jefferson Lilly, the founder and managing partner of Park Avenue Partners and host of the Mobile Home Park Investor's podcast, shares his mobile home park manager's surprising tornado response. Listen in to hear how Jefferson got into mobile home park investing, why he runs all his purchases by his advisory board first, and a lesson he learned about government operations - and learn why he believes he's in the best niche in real estate.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you're tired of doing real estate alone, enroll in Leigh Brown University and be sure to use your special "CSIRE" discount code at checkout for $10 off your subscription.

Time Stamped Show Notes:

01:30 - Introducing Jefferson
03:50 - Jefferson's story: He got into the business 13 years ago and looked into mobile home parks
- 04:50 - He believes it is the best niche; every city and county outlawed new construction of mobile home parks, which affects the supply curve
- 05:15 - The supply curve is shrinking 1% a year and demand is increasing 1%; almost all tenants own their own homes, so it's only the land that they have to worry about
- 06:15 - The economics make sense; he bought 33 mobile home parks and has 5 others under contract
06:35 - The biggest challenge and his evaluation model
- 07:10 - He is independent thinker; once he was at a cocktail party fundraiser and a woman scoffed and walked away when he told her what he does
- 09:25 - He put together an advisory board of people who own trailer parks; he runs deals past them before he buys
10:20 - How he got his group of advisors
- 10:30 - He put himself out there and told people what he did; he started getting linked up with other people
- 10:54 - He found people online, too
11:05 - His most impactful lesson
- 11:15 - You can't trust the government; his first park had a sewage lagoon, the local government said it was built to code but it wasn't
- 12:45 - He paid about $500,000 to bring lagoons back up to code; now he doesn't buy properties on private utilities
14:00 - They focus on buying mobile home parks; they rent-to-own some trailers; they don't want to have a boneyard of parts and don't have the bandwidth
15:20 - He's a principle, not an agent; his podcast is called the Mobile Home Park Investor's podcast
15:35 - Jefferson's CSIRE story
- 15:40 - He has a park in Tornado Alley in Oaklahoma; he asked his manager there what they do when a tornado comes
- 16:17 - He said, "We watch them" and explained when they aren't a concern
- 17:00 - A couple of weeks later, he got an email with the subject line "Park Destruction" and he thought they had gotten hit
- 17:20 - It was to fix a broken lock to a well house that kids had broken for $30
18:30 - On tech and the mobile home industry
- 18:40 - They don't take cash and applications are done online; they're trying to be automated
- 19:00 - They use Rent Manager software, work with on-site managers for on-the-ground work, use box.com, and have regional managers, too
- 20:40 - His role is to raise capital and find deals
21:00 - A tidbit for the audience
- 21:05 - Get an unofficial advisory board; learn from the experience of others who have been there, done that
22:05 - Get in touch with Jefferson at Park Avenue Partners

3 Key Points

Be wary of judgy people.
Get an advisory board.
Focus on what you are best at and outsource/automate the rest.

227 - Landlords Have Hearts Too with Dave Holman Dec 10, 2020

Show notes

Landlords have hearts, too. Dave Holman, an investor and author, tells the story of when he checked in on an elderly tenant who was set on never moving to make sure he was alright. Listen in to hear what happened, why he got into real estate in the first place, and why real estate is really a service profession - and hear about Dave's books on coffee, cyberwar, and climate change.

00:20 - Introducing Dave Homan, an entrepreneur and investor
05:30 - Building management is just as, if not more important than the price you bought it for
- 05:43 - Learn about tax abatement; great management is about being surrounded by professionals who know what they're doing
06:40 - What he invests in
- 07:05 - He has helped his family in Bolivia buy property there; Dave's investments are in Maine and he can see the improvements in real life
08:50 - Dave's CSIRE story
- 09:15 - They have an older tenant in a building they own; he didn't want to move and didn't have family
- 10:00 - A neighbor called and said he had fallen; they called the sheriff to get them out for a health check
- 10:55 - He arrived as the sheriff was leaving; the sheriff said the man wasn't there and it turns out he was in the hospital but still didn't want to move
- 11:45 - Landlords aren't evil people; they care about people and want to make money, too
14:10 - Why he got into real estate
- 14:25 - He realized he could help other people and teach others how to invest, too; real estate is a service profession
13:55 - Dave's books Coffee Smuggler and Cyber Fire
20:05 - How to get in touch with Dave: (207) 517-5700 or go to his website at www.holmanhomes.com or email dave@holmanhomes.com

3 Key Points

You make money when you manage.
Look at the property for cash flow and humanity.
Real estate is a service profession.

226 - ADUs: How to Pivot & Increase YOUR Space! with Paul Dashevsky Dec 03, 2020

Show notes

Curious about what it takes to have an ACU - Accessory Dwelling Unit - right in your own backyard? Paul Dashevsky, partner and co-founder of GreatBuildz.com, works with clients who want to build an ACU for all kinds of reasons, from office space to rental unit. Listen in to hear how people are increasing their income (and their property value!) with ACUs and learn why it's so important to make sure you work with the best, pre-screened, and pre-vetted contractors to reduce unexpected costs and unnecessary headaches.

Time Stamped Show Notes:

00:20 - Introducing Paul Dashevsky and today's topic: ADUs (Accessory Dwelling Units)
- 00:55 - We have an inventory crisis and a lack of affordable housing; ADUs are a solution
01:10 - Paul is partner and co-founder of GreatBuildz.com; where they match homeowners with the best, pre-screened, pre-vetted contractors
- 02:15 - 50%+ of the calls they get are for ADUs
- 02:55 - Even Kanye West has trouble getting a contractor to get things done
03:30 - On ADUs
- 03:45 - They work primarily in California where the laws on ADUs have really changed
- 03:53 - ADUs are a small home/unit in your backyard; in CA it can be up to 1,200 square feet
- 04:50 - It can be used as a living space for aging parents, a home for older children, detached office space, for rental income, or to live in to rent out the main house
06:45 - Zoning and regulation
- 07:05 - It's specific to town, county, city, state; go the the city planning department or talk to a local architect and find out the rules
08:45 - The biggest benefit of having ADU; income, increased property value
09:50 - The biggest issue; people not wanting to be in a dense environment, privacy
11:05 - ADU costs: It's more expensive in CA and costs more to build small than big
- 12:10 - You still need all the appliances
12:35 - People's biggest fear: the expense, the 6-month process, the "nightmare remodel"; you have to make sure you have a good contractor
13:30 - Why clients go to GreatBuildz.com; they want factory-built ADUs down to custom built ones but it's important to consider all the costs both ways
- 14:35 - Sometimes the pre-fabricated quoted price doesn't include craning, site work, running utilities, etc; make sure to double check
15:20 - On neighborhood issues
- 15:35 - Laws passed in CA in 2020 that HOAs and CCNRs couldn't restrict building ADUs
17:35 - Paul's CSIRE story
- 18:05 - When he was flipping homes, they bought REOs and short-sales; a couple times they'd walk into a house and the family pet would be left behind
- 19:15 - One October, a contractor tore off the roof of a house and canceled the next day when he was supposed to put the new one back on
- 19:40 - That weekend, it rains on his house that doesn't have a roof; thousands of dollars and headaches later, they're 99% done
- 20:19 - Then the water heater leaks and they have to do it all over again; that's his "house with two floods" story
20:50 - How to reach Paul: email paul@greatbuildz.com, visit www.GreatBuildz.com, and check out the blog there for resources and education

3 Key Points

ADUs bring new inventory to the market.
ADUs can increase income and property value.
Professionals are responsible and transparent.

225 - The Stress is Real as an Agent with Christy Gessler Nov 26, 2020

Show notes

Christy Gessler, the Broker/Owner of the Freedom 512 Real Estate Group, an independent brokerage in Central Texas, knows how agents can sometimes internalize their client's emotions. Listen in to hear how to navigate tough times in a healthy way, why it's so important to have good friends in your corner, and why true connection is key to success in all areas of life.

Time Stamped Show Notes:

00:55 - Introducing Christy, a REALTOR® in central Texas for 15 years
- 01:20 - She was a cop before working in real estate; she started as a real estate assistant and was a local franchise owner of The Big Red company
- 02:30 - She opened her own real estate brokerage and has been doing it for 2 years and has 14 agents
04:00 - Christy's CSIRE story
- 04:20 - After being out of rehab for 2 weeks, she ran into a friend who suggested she get into real estate
- 05:25 - She has more fun now and has grown into a leadership role; she believes awareness of the stress and struggle in the industry is important
- 06:30 - People have a lot of emotional burdens, especially right now
07:17 - Her experience with rehab
- 07:35 - At a NAR conference in Chicago, she fell down the steps outside a bar; a day later, a friend took her to the hospital
- 08:40 - After the conference, she realized that she didn't want the life she was leading; at the time of recording, she's 1,000 days sober
- 09:45 - Her eating, body, and emotions have changed a lot since she's been sober
10:30 - The reactions she gets when she's open about her past and challenges
- 10:32 - People wonder if she wants to be social or go to Happy Hours; she can be around booze and still be happy and social
- 11:10 - People have reached out to her asking for guidance on how to get on the journey, too
13:00 - On The Dependent Agent podcast; the goal is to spur conversation and connection
- 14:40 - People can seek dependencies in times of stress and uncertainty; alcohol sales are skyrocketing through the pandemic
16:20 - How to contact Christy: https://www.512freedom.com/ or email her at christygessler@gmail.com

3 Key Points

Agents sometimes internalize their client's stresses and struggles.
Watch out for each other.
Self-care is #1.

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