Financial Freedom with Real Estate Investing

Do you have what it takes to be an entrepreneur? If you’re in the early stages of building a multifamily syndication business, Gino Wickman wants to leverage his 30 years of experience to help you determine what kind of enterprise is right for you and accelerate your path to success. Gino is the creator of the Entrepreneurial Operating System, the practical method for helping businesses achieve greatness used by 100K companies worldwide. He is also the bestselling author of Traction: Get a Grip on Your Business and Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business, among many other groundbreaking books on entrepreneurship. Today, Gino is devoting his time and energy to Entrepreneurial Leap, a new book and online platform designed to help entrepreneurs-in-the-making find clarity and create a customized roadmap for their startup. On this episode of Apartment Building Investing, Gino joins cohost Garrett Lynch and I to share the experience that inspired his work with entrepreneurs, explaining how he defines ‘true entrepreneurship’ and what characteristics successful business owners share. He walks us through the most common mistakes entrepreneurs make, offering advice on knowing what you want, hiring the right people and firing the wrong ones. Listen in for insight on whether or not you’re a ‘partner person’ and get Gino’s eight tips for increasing your chances of success as an aspiring entrepreneur. Key Takeaways What inspired Gino’s work with entrepreneurs Turned around struggling family business at 25 Discovered knack for helping entrepreneurs What makes EOS such a successful system Simple and time tested on 50 clients over 5 years Frees entrepreneur to take business to next level Why Gino wrote his new book Entrepreneurial Leap Help aspiring entrepreneurs build better startup Teach what he needed most at start of journey How Gino defines true entrepreneurship Build business with lots of people (vs. freelance) Only 4% of population has what it takes The 6 essential traits of a true entrepreneur Visionary Passionate Problem-solver Driven Risk-taker Responsible The 8 critical mistakes entrepreneurs make Not having vision Hiring wrong people Not spending time with people Not knowing customer Not charging enough Not staying true to core Not knowing numbers Not crystalizing roles/responsibilities Gino’s advice on hiring the right people Hire based on core values + skill set Be slow to hire, quick to fire The 8 disciplines for increasing your chances of success Clarify vision Decide if ‘partner person’ Bigger problem = more success Get feedback early and often First plan will not be final plan Work hard (really hard) Take criticism with grain of salt See it every night Gino’s insight on the two types of ‘partner people’ Equal partners Give equity but maintain controlling interest Connect with Gino Wickman Entrepreneurial Leap Entrepreneurial Leap: Do You Have What It Takes to Become an Entrepreneur? by Gino Wickman Resources Learn More About Michael’s Mentoring Program Join the Nighthawk Equity Investor Club Garrett at Nighthawk Equity Traction: Get a Grip on Your Business by Gino Wickman Entrepreneurial Operating System for Business Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business by Gino Wickman Entrepreneurial Leap: Do You Have What It Takes to Become an Entrepreneur? by Gino Wickman Entrepreneurs’ Organization Gino’s Entrepreneur Assessment Books by Napoleon Hill Books by Dale Carnegie Books by Jim Collins Podcast Show Notes  Michael’s Website  Michael on Facebook  Michael on Instagram  Michael on YouTube  Apartment Investor Network Facebook Group 

What is the key to scaling a real estate investing business? Growing your investor database? Raising more and more capital for deals? Putting together and training a capable team? Yes, all of those things are absolutely necessary. And they all require that you build out systems. Systems that allow the business to run on its own. Jorge Abreu is the Cofounder and CEO of Elevate Commercial Investment Group, a Dallas real estate firm focused on the acquisition of value-add multifamily assets. In his 15-year career, Jorge has flipped 200-plus houses, wholesaled another 100 properties and done $8M in ground-up construction. Since his introduction to multifamily four years ago, Jorge has built a portfolio of 1,700 units worth $125M. On this episode of Apartment Building Investing, Jorge joins cohost Garrett Lynch and I to share the challenges of scaling a single family investing business and discuss what inspired his transition to apartment buildings. He weighs in on the value of networking (online and in-person) to forge new partnerships and build a solid team. Listen in for insight on building systems to grow your business and learn why Jorge recommends skipping single family and getting right into multifamily investing! Key Takeaways What inspired Jorge’s interest in real estate Research of successful individuals Entrepreneurial role models in family The challenges of scaling a single family business Difficult to find reliable contractor for flips Creating systems to delegate work How Jorge started over in Dallas after 2008 Network every day, go to every event Build team and find partnerships The value of finding a good partnership Division of roles affords time freedom One partner as visionary, one as executor The benefits of multifamily investing Build generational wealth Branch out into other companies How Jorge attracts and retains team members Make sure everyone happy Check in re: expectations When to bring property management in house Implement own systems (control) More appropriate with scale Why Jorge runs his own construction company Helped scale single family business Confident taking on any heavy lift Jorge’s insight on raising capital for multifamily Invest passively to get feel for business Market to build database of investors What Jorge does to market his syndications Build platform, daily posts on social Funnel with email marketing follow up How Jorge manages his investor lists Speak to new investors asap Strategic messaging to match goals What’s next for Jorge and the Elevate team Explore new partnerships Fine tune system for evaluating deals What Jorge would tell his younger self Build out systems early on Go straight to large multifamily Connect with Jorge Abreu Elevate Commercial Investment Group Email jorge@elevatecig.com Resources Join the Nighthawk Equity Investor Club Learn More About Michael’s Mentoring Program Garrett at Nighthawk Equity National Real Estate Investors Association Traction: Get a Grip on Your Business by Gino Wickman ActiveCampaign Deal Maker Live The Deal Maker’s Mastermind  Podcast Show Notes  Michael’s Website Michael on Facebook Michael on Instagram Michael on YouTube Apartment Investor Network Facebook Group

What is the best way to approach the conversation with potential multifamily investors? How do you communicate the benefits of investing in apartment buildings over other asset classes and assure them that their money is safe with you—even if you’re new to the space? David Kamara is the Founder and Managing Director of Cape Sierra Capital, a multifamily syndication firm out of Ann Arbor, Michigan. He has 15 years of investing experience in the real estate space, getting his start with a portfolio of residential single family and duplex units before transitioning to apartment buildings and townhome communities. Today, David owns 200-plus units and serves as a mentor on the Michael Blank team. On this episode of Apartment Building Investing, David joins cohost Drew Whitson and I to explain how he coaches his mentoring students to approach the conversation with potential investors, describing how multifamily isn’t subject to the same risks as single family rentals. He weighs in on what helps aspiring syndicators believe in their ability to succeed, exploring how knowledge helps us visualize what’s possible but action is key in making it real. Listen in for David’s insight on getting your priorities straight and learn how underwriting to cashflow makes multifamily a good investment no matter what’s going on in the world. Key Takeaways What David’s been up to since his last appearance Find competitive deals with good return for investors Develop personal cashflow formula (free eBook) Share knowledge through platform, mentoring What helps aspiring multifamily investors believe it’s possible Knowledge (i.e.: understanding of loans, taxes) Personality open to learning new things How COVID changed the way David talks to investors Proactive in reaching out to investors Open about potential for no distributions How COVID has impacted David’s underwriting Assume minimal rent increases for next 3 years Take on longer, fixed-rate debt (HUD loans) Prepare investors for longer hold periods David’s advice around market timing Don’t worry about things can’t control Plan for same cap rate at sale, focus on cashflow Choose markets with job diversity How David coaches his students on talking to investors Explain cash-on-cash return and appreciation In control of both factors with multifamily Why David invested in the Platform Builder Incubator Eventually run out of investors as business scales Attract high-income earners, serve more people Accelerate growth (program tailored to syndicators) David’s plan to produce content consistently Write blogs on common questions Considering podcast as medium David’s advice for aspiring multifamily syndicators You have to start (buy something) Prioritize what’s important in life Hustle to find deals Connect with David Kamara Cape Sierra Capital David’s Free eBook: Personal Cashflow Formula Resources Learn More About Michael’s Mentoring Program  Register for Michael’s Platform Builder Incubator Join the Nighthawk Equity Investor Club David Karmara on Apartment Building Investing EP182 HUD Loans HubSpot Michael’s Health Crisis on Apartment Building Investing EP230 LoopNet Realtor.com Podcast Show Notes Michael’s Website Michael on Facebook Michael on Instagram Michael on YouTube Apartment Investor Network Facebook Group

A lot of would-be multifamily syndicators get stuck, sometimes out of fear and sometimes because they want to plan every step of the process before they dive in. But that’s not how entrepreneurship works! In fact, the most successful real estate investors are the ones who are willing to put themselves out there and learn by doing—taking consistent, imperfect action.   Matt Brawner is Managing Partner at Minnesota Capital Management and Northwoods Servicing, a real estate investing firm and property management company based in Coon Rapids, Minnesota. Matt and his partners have achieved considerable success turning their $5K investments into a portfolio worth more than $20M, but his greatest passion is teaching. To that end, Matt now serves as a mentor with the Michael Blank organization.  On this episode of Apartment Building Investing, Matt joins cohost Drew Whitson and I to explain how he got into real estate, discussing how he formed a successful partnership with five other investors and what inspired their transition from townhomes to multifamily properties. He introduces us to the idea of setting up debt funds to raise capital and shares the pros and cons of having your own property management company. Listen in for Matt’s insight on scaling a multifamily business and learn how YOU can get unstuck and get into ACTION to become a successful real estate syndicator!  Key Takeaways What inspired Matt to become a mentor  Career = function of faith Help others achieve time freedom How Matt got into real estate  Realized no influence on stock market Local opportunity to rent townhomes What makes for a good partnership  Communicate well (100% honesty) Equal share of financial burden Matt’s transition from townhomes to multifamily  Local operator had deal but needed capital Matt’s team had money to invest Why Matt’s team had set up debt funds  Needed capital to scale business Attracts investors who want certainty Matt’s top lessons learned in real estate investing  Get into multifamily much sooner All properties not created equal The benefits of having a property management company  Own more of value chain Insight into local deals Matt’s advice on property management for new investors  Use third party when getting started Allows to scale quicker, more efficiently The traits of a successful multifamily syndicator  Willing to learn by doing Willing to wade into unknown Matt’s insight on underwriting post-COVID  Focus on forced appreciation Add value to drive incremental revenue What aspiring investors get stuck on  Fear Desire to plan out everything in advance The challenges Matt faces in scaling his business  Find landlord-friendly markets Intentional networking to find deals Connect with Matt Brawner Matt on LinkedIn  Email matt@nwsproperties.com   Resources Learn More About Michael’s Mentoring Program Download Michael’s Free Report—What’s the Best Investment: The Stock Market or Real Estate?  Traction: Get a Grip on Your Business by Gino Wickman  National Multifamily Housing Council  GigaFi Corey Peterson   Podcast Show Notes Michael’s Website Michael on Facebook Michael on Instagram Michael on YouTube Apartment Investor Network Facebook Group

So, you’ve got some experience in single family rentals. And you KNOW that multifamily investing would help you achieve financial freedom on an accelerated timeline. But you just don’t BELIEVE that you can do it. What can you do to overcome that hurdle and develop the confidence to take on your first deal? Jeremy LeMere is the Principal at Star Capital Management Group, an equity real estate investment firm based in DePere, Wisconsin. He began his investing career over a decade ago, rehabbing single family and duplex properties. Since then, he has grown his personal portfolio to include multifamily, self-storage and commercial assets. Jeremy recently quit his corporate engineering job to pursue real estate full time, and he also serves as a mentor with the Michael Blank organization. On this episode of Apartment Building Investing, Jeremy joins me to explain how seeing his net worth drop during the Great Recession inspired his interest in real estate. He walks us through his early investments in single family homes and duplexes, discussing why he made the shift to multifamily to replace his W-2 income much faster. Listen in for Jeremy’s insight on raising capital with an online platform and learn how YOU can leverage mentorship to overcome limiting beliefs and invest in your first multifamily deal! Key Takeaways What inspired Jeremy’s interest in real estate Committed to saving and investing as much as possible Net worth cut in half, 401(k) collapsed in recession Jeremy’s initial real estate investing strategy Bought and operated duplexes in local area Denied loan on third property Build portfolio of SFH with BRRRR method How Jeremy funded his investments without bank loans Liquidate stocks, use 401(k) and savings Work with credit union Start flipping SFH and reinvesting profit What inspired Jeremy’s shift to multifamily Passed over for promotion at corporate job Changed goal from replace income at 55 to 45 How Jeremy got started with multifamily Join Michael Blank mentoring program Develop can-be-done mindset The timeline on Jeremy’s first multifamily deal Started mentoring program in January 2018 Identified asset with value to unlock by March Acquired few months later (at asking price) Took from 82% to 98% occupancy in 3 months The opportunities Jeremy identified in his first deal Value-add and increase rents as units turn Address vacancy gap (comps 100% occupancy) Jeremy’s approach to quitting his corporate job Gradually empower team to take over duties Last day of work = non-event How Jeremy’s life is different as a full-time investor Free up time to enjoy lake house with family Able to help others as career coach, mentor Jeremy’s decision to add self-storage to his portfolio Local opportunity for 2 sites with 300 units Closed on 7/3, increase in occupancy already How Jeremy raised money for the self-storage opportunity Needed $500K (2/3 from outside investors) Partner on funding side of wholesaling, flips Why Jeremy is building a platform to raise capital Weakness in self-promotion and marketing Use automation to attract new investors What Jeremy is working on right now Look for next big syndication deal Build out platform with content Connect with Jeremy LeMere Star Capital Management Group Resources Learn More About Michael’s Mentoring Program Register for Michael’s Platform Builders Incubator The Miracle Equation: The Two Decisions That Move Your Biggest Goals from Possible, to Probably, to Inevitable by Hal Elrod The 4-Hour Work Week: Escape 9-5, Live Anywhere, and Join the New Rich by Timothy Ferriss REIA Podcast Show Notes Michael’s Website Michael on Facebook Michael on Instagram Michael on YouTube Apartment Investor Network Facebook Group

How do you land your first syndication deal without a track record in multifamily? Well, it all starts with networking. Networking with brokers. Networking with potential investors. Networking with other multifamily operators. And if you can get plugged a real estate investing community, you can leverage the knowledge and experience of investors who’ve been where you want to go and fast-track your success! Barry Flavin is a mentor with the Michael Blank organization and Managing Partner at New Mission Capital, a multifamily investment firm out of Detroit, Michigan. He got his start in real estate eight years ago, building a portfolio of 30 single family rentals before making the shift to multifamily. Barry has a background in software sales and spent six years working as an air traffic controller before discovering real estate, and today, he owns 387 units, leveraging his expertise in investor relations to grow the business. On this episode of Apartment Building Investing, Barry joins cohost Drew Whitson and I to explain how an air traffic controller ends up in real estate, walking us through his transition from building a portfolio of single family rentals to raising capital for large multifamily deals. He discusses the advantages of focusing his investments in a single market, describing how he found his partner, Josh, and what they do to secure consistent deal flow. Listen in for Barry’s insight on avoiding expensive mistakes with 1:1 mentoring and find out how YOU can accelerate your success through the Michael Blank community. Key Takeaways What inspired Barry’s interest real estate Looking to supplement government pension Desire to travel in retirement Barry’s initial real estate investing strategy Fix up and sell personal residences BRRRR method (build SFH rental portfolio) How Josh funded his early real estate investments Start with own cash, retirement accounts Borrow from private lenders and refinance properties How Barry and Josh structure their partnership Josh finds and underwrites deals + operates portfolio Barry’s focus on investor relationships, raising capital How Barry raised $2.8M for his first 144-unit deal Lot of phone calls, emails, coffees and dinners Scrambling after few weeks but fell into place Barry’s advice on making a capital raise less stressful Touchpoints 1, 2 and 3 while still looking for deal Show potential investors sample deal package How Barry benefits from focusing on the Detroit market Knowledge of best neighborhoods to invest Track record + broker relationships = deal flow Barry’s advice for aspiring investors without a track record Network with brokers and investors Add value to partner (borrow their reputation) The #1 thing new syndicators need to do to be successful Deep dive into online content to learn language Get plugged into community Barry’s insight on having in-house property management Can outsource in beginning, interview for best fit Consider in-house team as business scales How Barry thinks about adding to his team Weakness around building funnel for new investors May hire admin to streamline marketing strategy Barry’s take on goal setting for multifamily Don’t have set number of units Consistently do GOOD deals (minimum of 2/year) Barry’s advice to his younger self Learn to use money as tool much sooner Accelerate real estate with 1:1 coaching program Barry’s advice for aspiring multifamily investors Be coachable and follow through Don’t get stuck in analysis paralysis Learn from every deal (even if don’t go through) Don’t listen to naysayers Connect with Barry Flavin New Mission Capital Email barry@newmissioncapital.com Barry on LinkedIn Resources Learn More About Michael’s Mentoring Program Syndicated Deal Analyzer CDC Moratorium on Evictions Josh Sterling on Apartment Building Investing EP091 Sample Deal Package Josh Gozlan on Apartment Building Investing EP078 Deal Maker’s Mastermind Garrett Lynch on Apartment Building Investing EP231 Podcast Show Notes Michael’s Website Michael on Facebook Michael on Instagram Michael on YouTube Apartment Investor Network Facebook Group

Wish you could attract an audience of engaged, eager investors like we do at Nighthawk Equity? Have you thought about building a thought leadership platform but rejected the idea because you’re not a writer or a techie? Or because you don’t like the way you look or sound on camera? Are you ready to get over those false beliefs and scale your capital raise in a matter of months? Patricia Sweeney is the Marketing Automation Consultant behind Ideally Media Group, a firm that helps entrepreneurs and business owners implement content marketing systems to attract more of the right clients and significantly increase their revenue. With 10-plus years of experience in online marketing, Patricia has been the secret weapon behind some of the biggest names in the digital marketing space. She is also part of the Michael Blank team, working hands-on with the students in our Platform Builders program. On this episode of Apartment Building Investing, Patricia joins me to discuss the limiting beliefs that stop syndicators from building an online thought leadership platform. She explains why you DO have time and why you CAN justify the investment, describing how our students are attracting new investors—sometimes even before the program is over! Listen in for Patricia’s insight on avoiding the biggest mistakes syndicators make in building a platform and learn how YOU can scale your capital raise through our Platform Builder Incubator. Key Takeaways The advantages we have around platform building in 2020 EASY to get message to many through social media Tech never more powerful or easier to use Outsource tasks to highly qualified global VAs What limiting beliefs stop syndicators from building a platform I’m not a techie or a writer I don’t have the time I can save money by doing it myself I can’t justify the investment Why you DO have time to build a thought leadership platform Delegate/automate production and distribution Don’t have to become digital marketing expert Why you aren’t really saving money by doing it yourself Time = precious resource, better spent finding deals Focus on what drives business forward (raise capital) Why you CAN justify the investment in building a platform Leverage content marketing to attract more investors Reinvest 20% of revenue and SCALE UP capital raise The biggest mistakes syndicators make in building a platform Thinking you only need a website Not having a lead magnet Not communicating with your list Trying to do everything at once Striving for perfection My advice on avoiding overwhelm in building a platform Build core platform as foundation Layer on one lead gen program at a time Connect with Patricia Sweeney Ideally Media Resources Register for Michael’s Live Webinar on 10/28 Register for Michael’s Platform Builder Incubator Join the Nighthawk Equity Investor Club Download Michael’s Free Report—What’s the Best Investment: The Stock Market or Real Estate? What Is a Platform & Why Should You Build One? on ABI EP235 Upwork Fiverr Podcast Show Notes Michael’s Website Michael on Facebook Michael on Instagram Michael on YouTube Apartment Investor Network Facebook Group

Time is precious. Are you spending your days doing what you love with the people you love? What if multifamily real estate could help you do just that? What if you could achieve financial freedom fast—regardless of your current financial situation? Megan Lamke is Managing Partner at Megan Lamke Real Estate, a firm that helps driven women turn their grit into true financial growth. She built a network of real estate investors working for Wells Fargo Home Mortgage, and once she and her husband, Darik, had paid off their personal debt ($535K in under 5 years!), they started investing passively in multifamily syndications. Megan quit her corporate job to pursue active investing full-time in April of 2019, and today, the Lamkes have a portfolio of 1,491 units valued at $344M.  On this episode of Apartment Building Investing, Megan joins me to explain why she took a W-2 job after college (despite wanting to become a real estate entrepreneur) and what she and Darik did to live below their means and pay off their debt so fast. She describes what she did to find a good operator as a passive investor and how she leveraged her sales and marketing background to transition to active investing. Listen in for Megan’s insight on how to raise capital at scale with a platform and learn how YOU can achieve financial freedom and spend time doing what you love! Key Takeaways When Megan started thinking about real estate Parents struggled financially, read Rich Dad Poor Dad at age 10 Entrepreneurship and business clubs in high school and college Why Megan took a W-2 job after college Needed to pay off student loan debt before leave Rat Race Learned sales skills, got to work with real estate investors What Megan and her husband did to live below their means Sold luxury cars, bought cars for cash House hacked 6BR (rented to rugby teammates) Side hustle as sales and marketing consultant How Megan and her husband got on the same page financially Financial literacy class as part of premarital counseling Set goal to pay off debt, achieve financial freedom How Megan’s strategy shifted once she was out of debt Sold 6BR house to invest passively in multifamily syndications Goal to replace corporate salary as quickly as possible Megan’s advice on finding a good multifamily operator Look at track record, online reviews, lawsuits and marketing efforts Ask questions re: where properties located, how managed, etc. What Megan’s last day of work was like Surreal (like leaving the Matrix) Culmination of goal that started in fifth grade How Megan’s life is different now that she’s a full-time investor Control own time (decide when to work) Spend more time with daughter, volunteering What active investing looks like for Megan Use SDA to underwrite 10 deals/day (300 in 2019) Leverage background in sales and marketing to build out platform What Megan has done to scale her capital raise efforts Done-for-you tech stack to automate lead gen, booking calls 30 to 37 calls with prospective investors every week What Megan is doing to attract prospective investors to her platform Create content (social media, videos, blog and weekly webinar) Sponsor real estate events, promote lead magnet on podcasts How Megan describes her ideal investor Successful career woman age 40-55, primary breadwinner Gritty and knows how to get stuff done How the automation works to turn interested prospects into investors Receive automated email with free download Follow up with drip marketing campaign to encourage call How much capital Megan has raised through her online platform $18M raise to close on $49M apartment building In process of closing on $18M 503(c) How raising capital looks different now that Megan has a platform Don’t have to call each investor, track follow-up manually One centralized management tool that automatically follows up Connect with Megan Lamke Megan Lamke Real Estate Megan’s No-Nonsense Women’s Guide to Investing Megan on Facebook Megan on Instagram Megan on LinkedIn Resources Register for Michael’s Platform Builder Incubator Join the Nighthawk Equity Investor Club Rich Dad Poor Dad by Robert T. Kiyosaki Business Professionals of America DECA Dave Ramsey Robert Kiyosaki Financial Freedom with Real Estate Investing: The Blueprint to Quitting Your Job with Real Estate—Even without Experience or Cash by Michael Blank The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM) by Hal Elrod Michael’s Syndicated Deal Analyzer Trello Investor Deal Room Podcast Show Notes Michael’s Website Michael on Facebook Michael on Instagram Michael on YouTube Apartment Investor Network Facebook Group

What is the secret to growing a multimillion-dollar multifamily syndication business? The strategy that has worked for my team, allowing us to raise MILLIONS in just a few days, starts with building an online thought leadership platform. On this episode of Apartment Building Investing, I’m walking you through the three pillars of platform building for multifamily syndicators. I explain WHO should consider building a platform and WHY it’s so valuable, describing how it helps us find more investors, do more deals and scale the business. I discuss how to attract your ideal investor and then serve them with valuable content, ultimately turning your audience into raving fans who want to invest with you. Listen in for insight on reinvesting a portion of your revenue to grow a multimillion-dollar syndication business and learn how a thought leadership platform can help you 10X your capital raise in just 18 to 24 months! Key Takeaways Who should consider building a platform to raise money for syndications You’ve raised at least $500K but need more investors You’re looking to 10X your capital raise capacity You want to raise millions quickly and effortlessly What a platform allows you to do as a multifamily syndicator Automatically attract ideal investors Do more deals, create more revenue Reinvest in platform to attract more investors Educate audience on real estate syndications The 3 pillars of platform building for multifamily syndicators Attract right audience Develop raving fans Scale your business Pillar #1: Attracting the Right Audience Identify ideal client avatar (investor) Capture leads with free lead magnet Pillar #2: Developing Raving Fans SERVE with content + LEAD to action Promote message to grow email list Pillar #3: Scaling Your Business Make compelling offer that generates revenue Reinvest portion of revenue (continue growth) The ROI on building a platform to raise money for syndications For every 32 leads, one ends up investing $70K Each new investor generates $2,100 in acquisition fees Reinvesting 25% will 10X capital raise in 18-24 months Resources Register for Michael’s Platform Builder Incubator Join the Nighthawk Equity Investor Club Podcast Show Notes Michael’s Website Michael on Facebook Michael on Instagram Michael on YouTube Apartment Investor Network Facebook Group

Yes, an education in business or finance is a good foundation for a real estate investor. But spending time with an experienced syndicator and watching a deal happen firsthand is more valuable than any degree. So, how do you find a mentor and convince them you’re worth their time? Josh Gorokhovsky is the Managing Principal at Telos Properties, a real estate investing firm that focuses on 2- to 4-unit new construction, build-to-rent projects in Los Angeles. After graduating from USC in 2015, he interned for LA Properties under company principal Scott Rosenfeld. Since founding Telos in 2017, Josh has placed more than $7M in equity for investors and managed $20M worth of real estate transactions. On this episode of Apartment Building Investing, Josh joins cohost Drew Whitson and I to explain how he broke into real estate at the age of 21, describing the persistence it took to get an informal internship with his mentor. He gets real about the 900 hours he dedicated to finding his first deal and why he niched down to the new construction, build-to-rent model. Listen in to understand what gave Josh the confidence to go solo at 23 and get his advice on working for free early on to build the network and experience you need to succeed! Key Takeaways How Josh got into real estate Inspired by Kiyosaki’s Rich Dad Poor Dad Introduced to mentor by family friend Josh’s initial strategy for breaking into the industry Find someone doing what he wanted to do Put in time to understand fundamentals How Josh’s sales background prepared him for real estate Learn to deal with rejection, build backbone Build routines and systems to follow up How Josh got in the door with his mentor Persistence (call regularly to ask for internship) Dedication to finding deal after 9-to-5 Josh’s transition from tech sales to real estate Spent year working for hard money lender Cushion of income while learning real estate What gave Josh the confidence to go solo Moved back in with parents Mentor willing to teach Josh’s first deal Lead from mailer dropped in neighborhood Piece of equity in single family rehab project Josh’s first solo deal Ground-up duplex development (less risky) Family friend was first private investor How Josh has scaled up his business Use leverage of previous project to go to next Continue cold calling, reaching out to agents What Josh is working on today 8 development projects in the works 6 units under management How Josh navigated the times when he was down on himself Positive self-talk, innate belief in self Encouragement of mentor Josh’s advice for aspiring real estate investors Get ‘master’s degree’ with mentor Get taste of everything, then determine niche Provide value to everyone you work with Connect with Josh Gorokhovsky Telos Properties Telos on Facebook Telos on Instagram Josh on Instagram Josh on LinkedIn Email josh@telosproperties.com Resources Learn More About Michael’s Mentoring Program Join the Nighthawk Equity Investor Club Rich Dad Poor Dad by Robert T. Kiyosaki Gary Vaynerchuk David Goggins Cutco Sales Training Podcast Show Notes Michael’s Website Michael on Facebook Michael on Instagram Michael on YouTube Apartment Investor Network Facebook Group