One answered phone call launched Brian Truman into multifamily real estate—and built a career powered by relationships, not transactions.

In this episode of RealDealChat, Brian Truman shares the unlikely origin story that launched his multifamily career just weeks after getting his real estate license—starting with a Saturday night phone call, a last-minute 1031 exchange, and a connection that changed everything.

Brian breaks down why commercial real estate is a relationship business, how a small group of repeat clients can create massive leverage, and what he’s seeing right now in multifamily markets—from emerging tertiary cities to distressed assets, seller carrybacks, and creative financing.

We also dig into imposter syndrome, building a trusted network fast, spotting real opportunities in uncertain markets, and why answering your phone still matters more than any tech stack.

📞 Connect with Brian directly:

Call or text: 615-260-2121

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If this episode helped you rethink networking and deal flow, share it with one investor friend—and learn more at https://realdealcrew.com

Keywords: multifamily real estate, commercial real estate broker, Brian Truman, multifamily investing, relationship based sales, 1031 exchange investing, emerging real estate markets, seller financing multifamily, creative real estate finance, commercial real estate networking, investor relationships, real estate deal flow, RealDealChat podcast

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you know, the other thing I tell our agents, I said, you know, you don't, you don't need

more money.

2

You need more people.

3

Cause the people are the ones that have the money.

4

So you just need to meet, you know, and get rooms with people that think bigger than you

do.

5

That's where you're going to, you know, meet the folks.

6

I said,

7

you own real estate, really, if you have seven to 10 real good clients that buy on a

regular basis, you really don't need a whole lot more to make a real good living in

8

commercial real estate.

9

Brian Truman joins me here today and believe it or not, he's gonna direct you to his cell

phone.

10

So give him a call or maybe even send him a text at 615-260-2121 because one of the things

that makes him stand out is the fact that he actually answers his phone.

11

So maybe you wanna give that a test.

12

Hey Brian, how's it going?

13

I'm I'm I'm not not not not not not not I'm not I'm not I'm not I'm not I'm I'm not not

not sure.

14

I'm not I'm I'm I'm not sure.

15

not I'm not sure.

16

Yeah, I have been uh making sure that when I walk into the church, for example, I power

off the phone.

17

Yeah, yeah, that's, that's good.

18

Well, let's start with I kind of warned you we're going to start with your origin story a

little bit but kind of a truncated version of that.

19

How did you find your way into this?

20

I appreciate the question because it's question I get all the time and when I tell them

the origin story they're like wow that's very very interesting.

21

Very interesting how you got into it.

22

uh So I do basically

23

all day long, every day is help people buy and sell multifamily.

24

So buyers and sellers, uh existing multifamily do help a little bit on developers find

land to build them.

25

But how I got into multifamily is it uh was, so it would be almost 10 years ago.

26

uh

27

Probably about another well couple months from now will be in December and it was it was

28

and I are going out to dinner 630 a night and my phone rings

29

And this is before I had the reputation of always answering it, but it was a 310 area

code.

30

And I had known from my days before I got into real estate of traveling all 50 states that

310 was LA.

31

So.

32

And normally I didn't answer my phone at that time of night and on a Saturday and on the

way to dinner.

33

But I went ahead and answered it.

34

And it was a gentleman who said, hey, you don't know me.

35

I've got your number from a residential agent.

36

He said that you do commercial and I'm in a real pickle bind and I want to see if you can

help me.

37

And I said, so what is your bind?

38

He said, well, I have until midnight tonight to identify my three properties for my 1031

exchange.

39

And I was like, yeah, you are in a bind 630 at night and you haven't tell midnight.

40

I said, I was like, well, what are you looking for?

41

And he said, well, I just sold some properties in LA.

42

I want to buy in Nashville and I need to have some, you know, need to get some properties

43

And I said, well,

44

then give me about 15 minutes, let me call you back.

45

So I called the gentleman that I'd went through real estate school with who had had the

conversation that I was gonna be doing commercial.

46

And he had told me that his stepfather had five multifamily properties.

47

And I said to him, well, is he interested in selling any of them or entertain offers or

anything?

48

He said, well,

49

Give me 15 minutes.

50

Let me call you back.

51

So, so he called me back within like five minutes and said, yeah, he has three of them.

52

And I said, well, can you send me or text me the, the property name, the address, all of

that information, and then I can pass them along.

53

he, fair enough.

54

He did that.

55

I called the guy back and said, said, Hey, you, uh, you're lucky day.

56

And, I'm going to send you and text you properties.

57

you to give your intermediary.

58

The crazy part of the story was that that was oh Christmas.

59

We put offers in on all three of them.

60

And he came out right after New Year's to come and look at the property.

61

And I said, OK.

62

I said, well, hey, I'll just come pick you up at the airport as well, since you're flying

in from California.

63

And he said, OK.

64

He said, well, you'll need to come to the private airport because I don't fly commercial.

65

I was like, oh, OK.

66

So then I was like, well, who am I really dealing with, right?

67

Who is this and so sure enough wouldn't pick him up and watch him his wife nanny when

they're Video photographers all that kind of stuff Well come to find out he was Grant

68

Cardone's right-hand man and Grant was the one that had recommended that he buy in in

Tennessee because grand own stuff here and and uh so

69

That's how I kind of got started in there into multifamily.

70

This gentleman puts on an event every year in California.

71

And so right after we went under contract and we closed on him, his vent was coming up and

he invited us to come out to the event.

72

And he kind of told his rags to riches story and then told about and grant was our grant

and Elena Cardone that were speaking.

73

And so then he told his story and how he bought some stuff in Nashville.

74

And he told this story right before we were to break for lunch.

75

And soon as lunch hit, there was like 1,500 people there.

76

And he said, yeah, my Nashville realtor is actually here.

77

He's like, Brian, can you stand up?

78

So he had me stand up.

79

And then we broke for lunch.

80

And that's the closest I've ever known what it'd be like to be famous.

81

Because then I got mobbed by people from all directions.

82

Because boy, if Grant and this guy invested in Nashville, then I

83

We need to be there.

84

And so I spent the next hour and a half during lunch break just standing there talking to

people.

85

And I came back with uh hundreds of names of buyers.

86

So that's how I got started.

87

Never had to worry about having enough buyers.

88

And so that's kind of the origin story of how I got into doing nothing but multifamily.

89

Well, that's quite the kickoff or quite the story.

90

mean, most people only dream of falling into that situation and you manage to manage that

in the first go.

91

Yeah, the first, the first really basically six weeks of having my license.

92

yeah, whatever you want to call it, extremely fortunate, blessed, lucky, whatever term you

want to use.

93

Yeah.

94

Yeah, I was that.

95

Well, he had been on Facebook, saw an agent and...

96

called this, you know, reached out this Facebook, on Facebook to this agent and said, hey,

I'm looking for commercial.

97

see you do residential, anybody you recommend.

98

And I just happened to know that agent as well.

99

And so he was like, yeah, I know somebody.

100

So he gave him my name and phone number and that's how he just called me out of the blue.

101

So, so lucky I answered my phone.

102

Yeah, I guess that's why you give out your phone call.

103

If it worked early on, why not keep going with it?

104

Yeah, yeah, yeah.

105

yeah, so it was, it was interesting.

106

I mean, I still, still work with that guy today and he's, he's introduced me to, you know,

there's the same, you know, basically the way to the many is through the one.

107

That one individual has introduced me to so many people, not only investors, but, you

know.

108

some of the largest national speakers in the country.

109

So early on then, I would imagine you were kind of thrown into this situation.

110

Did you combat any kind of like imposter syndrome or anything like that as like, you had

to have been thinking, what the hell am I, what's going on here?

111

You're exactly correct.

112

Absolutely.

113

oh

114

Absolutely, because I only had my license like six weeks, right?

115

So I mean it was it was jumping in to the deep end with both feet and now I did have My my

wife is a commercial broker as well and so when I got my license and decided it's because

116

I had just sold a business and it was like, okay What do I do now?

117

Right?

118

And so she said hey, why don't you come and work for come and work with me in real estate?

119

Right.

120

So so at least I had somebody that had some experience to to lean on and say but but her

especially wasn't multifamily and that isn't really what she had done much of although

121

Although before becoming a broker she was an appraiser Commercial real estate appraiser so

she had appraised multifamily but as far as doing the buy and sell stuff she hadn't but

122

least I could rely on her to

123

to quickly get me up to speed.

124

So you're right, there was some of that, because it was, I couldn't say, yeah, I've sold,

I've sold $100 million worth of multifamily or all this.

125

I couldn't say any of that.

126

But thank goodness the guy believed in me enough and...

127

I came across well enough to like I knew what I was doing to uh get started.

128

And so I was drinking from the fire hose and I was reading and listened in to every

podcast and everything I could to gain knowledge.

129

Well, well, outside of scrambling and finding that first deal for that person, what were

some of the other hurdles you had to work through to just get?

130

Yeah, I'm sure there had to have been some growing pains.

131

I mean, especially that fast.

132

yeah, because as you know, real estate is a team sport, right?

133

So I had to quickly kind of understand all the lending when it came to this.

134

Agency lenders, know who they were, what their requirements were, if they're going to go

conventional, get some of those in my tool belt as well.

135

Find a good attorney or two, look at property managers, kind of vet them for my clients.

136

so you know I had a lot of that to go through CPAs you know so to basically you know build

a team of people to you know like now when somebody calls you know I'll give them I'll

137

give them three or four lenders and all my lenders they know that when I give out

138

lenders to my clients, they know that they're gonna be one of like three or four, right?

139

They know they're gonna have to compete for the business.

140

And it's the same with property managers.

141

I'll usually give them a couple and let them visit with them to see how they match up and

basically say, hey, this is what I wanna do with the property and interview them to find

142

out whether the way they go about managing a property is in line with

143

what they want to do with the property, right?

144

So, you know, and so I'll give them a, you know, a couple of attorneys names, CPAs, things

like that.

145

I'll give them a whole list of, uh you know, for them to have a team, especially if

they're from out of state.

146

It sounds like you really had to spend a lot of time, especially initially building that

network fast.

147

But I mean, it's so crazy that with the amount of technology that's coming out these days,

mean, we still, it's so relationship reliant when it comes to any of this type of work.

148

You know, and that is, man, that is, that's key, Jack.

149

What you just hit on is, you know, this is a relationship business.

150

There's, I joke because, so, you know, I have a brokerage of.

151

15 agents and You know, that's one of the biggest things I teach them is real estate is a

relationship game.

152

It's not transactional and you can't be transactional So yeah, I had to go about you

building relationships you know that the the thing I can say today is that many of the

153

clients that Started working with me, know nine ten years ago are still with me today

Right.

154

I mean they've been you know, very loyal but you know, I know

155

A lot of them, I know their families, I know their kids, I know a lot about them just

because of what you just mentioned.

156

It's a relationship game.

157

You gotta be relational, not be transactional, because the clients can tell if you're just

in it for a transaction.

158

uh I tell our agents, too many commercial agents have what I call commission breath.

159

to get the deal done, to get a commission.

160

They don't really care about a relationship.

161

the way to stay in this business a long time and outlast others and to be top of mind is

to build those relationships.

162

You know, and I'm probably stealing this from somebody, it reminds me of that.

163

think somebody says, uh, you're just one relationship away from, you know, it, it, it,

it's, it, it's pretty crazy how important any, like, look at the series of events with

164

your origin story.

165

I mean, the, it, it's, it's just unheard of.

166

Yeah.

167

And that, you know, that, like I mentioned earlier, the crazy thing is, is that that one

individuals introduced us to, you know, many, so many different people.

168

Right.

169

And, you know, the other thing I tell our agents, I said, you know, you don't, you don't

need more money.

170

You need more people.

171

Cause the people are the ones that have the money.

172

So you just need to meet, you know, and get rooms with people that think bigger than you

do.

173

That's where you're going to, you know, meet the folks.

174

I said,

175

you own real estate, really, if you have seven to 10 real good clients that buy on a

regular basis, you really don't need a whole lot more to make a real good living in

176

commercial real estate.

177

Well, if you want Brian to help you with your multifamily transaction, especially in his

178

And if you found some value in what we're talking about so far, this show only grows if

you share it with an investor friend.

179

So consider doing that.

180

If you're watching us on YouTube, give us a like and subscribe.

181

So

182

With everything going on, especially regarding the economy right now, Brian, I would

imagine a lot of people are going to ask you what's working.

183

Are you seeing deals to be had?

184

it like a lot of people sitting on their powder?

185

What's going on?

186

Yeah, uh all of that.

187

Yes, there are deals to be had.

188

uh I tell people look in some of the tertiary markets, because that's where you can find

deals.

189

is in some of those, I do have some people who are like, well, I won't buy in any city

that doesn't have a Starbucks, right?

190

And I'm like, okay, that's fine.

191

But there's a lot of cities out there that I feel like are the emerging markets is more of

what I call them.

192

So they're markets that are very much emerging.

193

And that's where you can find the deals and you can know that you buy that deal now.

194

know a few years down the road two three four years you know what you I mean I'll use an

example there's some of the guys I worked with early on you know like nine years ago I

195

tried to get them to buy in Chattanooga Tennessee right and when you could buy stuff at

like 40 and 45 a door right and now it's over a hundred

196

there.

197

You know, and I kept telling them then, you know, if, you buy now within four years, I

guarantee you that this will be probably 80 a door.

198

Right.

199

And sure enough, I was, I was correct.

200

And, know, if you talk to them today, they'll say, yeah, I should listen to Brian.

201

Now, you know, there are other markets out there that are, you know, are emerging markets.

202

And that's where I try to get people to look at is some of those.

203

Um, I kind of go.

204

a step beyond a lot of other brokers, Jack, in the fact that in some of those, what I feel

like are emerging markets, I will go and visit with the economic development directors in

205

those areas and say, hey, tell me what's coming, right?

206

What's happening?

207

What's going on in the city?

208

What's going on in the county?

209

What businesses are coming into town?

210

All of that, the city, kind of where's the direction.

211

So I find out as much as I can.

212

And that's how I can tell whether they're really going to be a good emerging market.

213

And then I will recommend to clients look at some of these areas.

214

em It's too expensive in Nashville, in the core.

215

But to answer your other question, uh yeah, uh there's a lot of dry powder sitting on the

sidelines that people are looking to start deploying.

216

And we've really seen the...

217

Probably January through March, there was a lot of activity.

218

March through July, it really kind of slowed down.

219

And now July on, it's really picked up again now.

220

And I think, to your point, think, yeah, you had the new administration that came in, you

had people trying to figure out, where...

221

Where might we stabilize a little bit with tariffs and everything else going on?

222

uh And that seems to now...

223

come July, August really kind of ironed itself out a little bit or enough to people are

comfortable and jumping back in again.

224

The rate cut didn't hurt even though 10 year treasure went up right after that.

225

But the six weeks or so before that, it dropped 50 basis points too.

226

so.

227

uh

228

There's a lot of activity right now, I guess I would say.

229

em And then I think it'll be interesting to see what happens em with this administration

on privatizing, if they privatize Fannie and Freddie, right?

230

We have affiliation with the group that does a lot of distressed assets.

231

em

232

And they said that Fanny and Freddie is looking to really get a lot of stuff off their

books because of the fact that it might be privatized.

233

And so they don't want to have that if the administration takes it out and does an IPO of

something, then do they want to have that stuff on the books?

234

And we've done five BOVs in just the last three or four weeks for Fannie on properties

that they've taken back.

235

So I think there's gonna be some distress assets available ah and I think you're gonna see

a lot more of that in the next eight months.

236

oh

237

You know, and I was gonna ask you about this too.

238

And it could be just my my market.

239

But right now is probably the most I've seen when it comes to multifamilies or commercial

properties, where I'm seeing it in the offer from the brokerages, carry backs and some

240

creative finance things being proposed by the sellers.

241

Are you seeing that type of thing too?

242

It just seems to be a bit of a trend that I'm not from I haven't seen before.

243

Yeah, the last couple of years.

244

I've been a big proponent of when you submit an offer to submit options, different options

for uh pricing and financing, absolutely.

245

When interest rates started going crazy the last couple years, it's like, okay, have an

option A, B, and a C, right?

246

Option A may be, okay, we're gonna do all financing and do a spreadsheet.

247

Excel spreadsheet, you you can have a page that says, know, hey, we're offering A and B

and a C pricing wise, but then you have a spreadsheet that goes through and says, okay, on

248

option A, you know, this is how this be financed, you know, when we close, this is what

you're going to make, you know, option B may be a combination of some financing and some

249

seller carry back.

250

And then option C is mostly all carry back, right?

251

And it's showing what they'll make at the end, which on the seller carry back, they're

gonna make more than they would on option A.

252

But it's really...

253

it's really painting the picture so they can see those numbers and what they would look

like.

254

you know, there are, we've had sellers that have taken, you know, those different options,

you know, from there, but I have never been opposed, uh especially, you know, if I'm

255

representing the seller.

256

I will ask the seller, are you willing to accept any owner financing or do any owner

financing, anything like that?

257

And even if they tell me no, if...

258

If a agent that is looking to buy calls me and said, will your peer person look at it

owner financing?

259

I'm like, he, he has said he won't, but if you submit it, you know, I'll, I'll show it to

him, right?

260

I'll present it to him.

261

And I've had a couple where they've sent those in.

262

And even though my seller said, no, I won't take it.

263

They've, they picked one of the other options to have, have owner financing.

264

Right?

265

And so, and then if I'm representing um a buyer, um I always recommend to them to have

options on their offers.

266

uh

267

Sure.

268

But you know, it's kind of interesting is that you know, I we buy and sell we buy a lot of

distress single family homes.

269

But it actually seems like you know, the few times we've done multifamily

270

The sellers are usually, it seems more open to it or they're just maybe they're just

familiar with it and it's the audience.

271

It's something that seems to be easier to accomplish in the multifamily space than it is.

272

Yeah, we had to get over some of that because before the interest rates went up, um really

took off and went up.

273

you know, that owner financing, you would never dream of seeing any kind of owner

financing.

274

You know, I mean, this was the days where, you you had to put, you know, the money you

put, the earnest money you put down went hard immediately, right?

275

I mean, you know, which, you know, was just, you know, when people were, were...

276

oh

277

what I thought over paying for some of their properties and that's why some of it's

getting bought back is because they bought on way too thin of margins and they bought when

278

interest rates were 3 % on a bridge loan and thinking that in three years they're gonna

roll that over into 3 % permanent debt.

279

That didn't happen, right?

280

So that's why it's being taken back right now.

281

you know, in 2024, I would say three fourths of the properties we sold in 2024 were what I

would call partnership divorces.

282

But that partnership divorce got stressed so much because of how they bought the property.

283

Right?

284

You know, and that's why a bunch of it's getting taken back.

285

Yeah, it is one of those unfortunate situations there, we're partnerships.

286

It's one of those things.

287

And I'm sure my audience is tired of me saying it.

288

You either start with an awkward conversation or it will end with one.

289

And uh I think there was a lot of over-leveraging.

290

In fact, we're seeing

291

you know, it's not multifamily, but we're seeing a lot of commercial and retail space

still empty that were built like during COVID.

292

And I'm just not sure if we're going to see any some of this to bounce back the way it was

anyway.

293

Yeah, office is the, or here in Nashville office is still struggling a little bit, but,

but it's coming back retail here.

294

Um, you know, the, the vacancy rate on retail in the Nashville area is 2%.

295

You know, and in commercial world, anything for or under is like basically like zero.

296

So when we have people approach us about wanting to find a retail or retail space, all

that stuff, I mean, it's, it's very difficult to find.

297

But everybody thought in COVID retail was dead, right?

298

They didn't think they'd ever come back.

299

But here in this area, it's come back like gangbusters.

300

And uh office is now starting to come back as some of the bigger companies are really

forcing people to come back to the office.

301

you know, like Amazon has really put their foot down about coming to the office.

302

so, you know, so they had, they built two, it's called Nashville Yards and it's mainly.

303

mainly has uh occupied by Amazon.

304

And they had a whole building that was pretty much sat empty the last couple of years, but

now they put their foot down.

305

They're starting to fill that up with people that have to come back to the office now if

they want to stay employed.

306

uh

307

Well, I'm sure, you know, especially a business such as yours, like, you know, it's it's

so heavy on networking, there is likely a lot of value to be had with everybody working

308

together the collaboration.

309

It's it's hard to accomplish that in remote settings.

310

Yeah.

311

Yeah.

312

Yeah.

313

And that's what companies are finding out.

314

That's what they found out.

315

And they're like, okay.

316

And, you know, they're just, they're exactly what you said.

317

You know, the collaboration, working together, they're on teams.

318

They seem to get more accomplished being back together.

319

business, what was your first hire?

320

uh A admin.

321

Yeah, so the interesting thing, so when I started, I went and got my license, because my

wife was like, well, hey, you got to have something to do now that you sold your business.

322

Why don't you just come and hang out with me and do something?

323

So I went and got my license not knowing whether I was going to do commercial or

residential, right?

324

I was like, okay, well, you know, why not?

325

Let's give this a try.

326

so uh when I got my license, then I just started calling all the people in my phone, you

know, to tell them, hey, I'm doing commercial real estate.

327

Well,

328

I started generating so many people that were like, hey, would love to buy this industrial

building for oh our business or this or that.

329

And then my wife was like, now hold it.

330

I'm not going to be working for you.

331

Come on now.

332

you

333

So we just started generating some business that I was like, well, it sounds like we need

to get an admin.

334

so, so that was our, that was our first hire.

335

And then we had so much business coming in the door that I just said to her, was like, you

know, I built this business before like this, you know, I was like, I think we can build a

336

team again and, you know, in real estate.

337

that's kind of.

338

what we did as, and we're not one of those companies that, there's so many real estate

companies, especially in residential that they want to see if they can hurry and get to 50

339

or whatever agents or what.

340

For us, it's, we've only hired as we have needed to hire.

341

Although we probably,

342

We probably get a one to two calls a week of people wanting to come to work for us.

343

And the biggest reason is is because we're probably the only commercial brokerage here in

Nashville that offers training for commercial.

344

Yeah, so we provide.

345

You know, we provide training on Mondays, Wednesdays and that for all of our agents,

because we don't want to put them out there kind of like I was with no training.

346

figured it out, but we want to get them out there where they're well trained and continue

to train.

347

um

348

Yeah, that's, and you know, the other thing you're talking about too, back to the office,

all that.

349

We had a totally different mindset during COVID too, in that we, a lot of our competitors

and the bigger brokerages here in town were like, nobody's in the office, nobody's looking

350

to buy, nobody's looking to sell.

351

So we're gonna work on our website or we're gonna do something else or whatever.

352

During that.

353

During COVID, I think we were out of the office maybe a week, and that was it.

354

uh Tennessee, thank goodness, Nashville, they were more welcoming on that.

355

But during that time, we just took market share.

356

So we went out and helped people buy stuff, sold stuff, while everybody else was just

sitting trying to figure out what was gonna happen.

357

Hmm.

358

A good strategy.

359

Yeah.

360

frame to uh really take market share and grow.

361

I've got to ask what was the other business that you sold before getting into this?

362

ah I had a

363

I had a business brokerage company that I had started from scratch.

364

I was in corporate America doing government contracting for like 23 years.

365

When I got out of that, I started a business brokerage company.

366

That was in 2011.

367

By 2016, I had somebody approach me and say, I'd like to buy your book of business.

368

I told them my business is always for sale for the right price.

369

So in about six months, yeah, in about six months, they got to the right price and I sold

it and signed a non-compete, you know, three year non-compete and that's when I needed

370

something to do and that's when I went into real estate.

371

And as a side note, uh

372

When the three year non-compete was up, we started the business brokerage company back up.

373

So we have it today as well.

374

Just different name.

375

Yeah, I would imagine that there would be some crossover there.

376

Some of the skills you learn from the one is probably applicable now.

377

Yeah, it is because probably 30 % of the businesses we sell have real estate attached, you

know, with it, right?

378

And so, yeah, it's all congruent.

379

also run a commercial property management company as well.

380

So I didn't let any grass grow under my feet.

381

got busy here.

382

But, you know, but it's obviously, you know, if we manage a commercial property, who's

going to know more about it than we do, right?

383

So when they get ready to sell it.

384

so all of that, it's all got real estate associated with it.

385

It's all congruent.

386

So, yeah.

387

Well, Brian, this has just been such a great conversation.

388

Before we dive into the rapid fire and close out this episode, is there anything we should

have hit on?

389

Uh, no, think that's, that's a, that's a lot of, that's a lot for people to take away, but

yeah, I'm happy to, happy to help any, anybody, any of your listeners with any real estate

390

in Tennessee, Kentucky, you know, Alabama, kind of the three states we really work a lot

in, Northern Georgia.

391

anybody looking for a good broker who's relational and they'll answer their phone.

392

My phone's ready.

393

Well, let's test that out.

394

Give him a call directly at 615-260-2121.

395

I'm going to put that in the show notes as well.

396

Really appreciate your time here, Brian.

397

If you're ready, we'll jump into the rapid fire and close out this episode.

398

What lie do real estate investors often tell themselves?

399

What lie do they tell themselves?

400

The lie they tell themselves is uh they all want value add.

401

And then they don't.

402

they buy it and then they go, this is what value add means.

403

Then the second property they ask us for is something that's stabilized, which is what

they should have asked for before.

404

But anyway.

405

If you could go back in time and give your younger self one piece of advice, what would it

be?

406

A younger self would be to buy real estate early and often.

407

Unfortunately, I got started a little later than others and these young people that are in

their 20s that are doing it, they make me jealous.

408

Yeah.

409

My daughter is rather young and she's already eyeing her first one.

410

it's it's kind of.

411

is awesome.

412

So do you have a book recommendation or what are you reading right now?

413

ah I am reading uh Chris Voss's It Never Split the Difference.

414

I just finished The Power of One More by Ed Milett.

415

Great book.

416

And then finally, what single process or tool have you implemented that has had the

biggest time saving impact?

417

uh Wow, that's a great question.

418

uh

419

taking control of my time.

420

So time blocking, absolute time blocking and self care is part of that time blocking.

421

Meaning I don't take a meeting before 9 a.m.

422

ever.

423

Now.

424

I used to.

425

Because from five to nine is my time.

426

My time to read books, my time to...

427

read something spiritually, time to exercise, my time to do all that.

428

But unless you give him a phone call.

429

his number again is 615-260-2121.

430

Really appreciate your time, Brian.

431

It was great to meet you.

432

And you're welcome back anytime.

433

hope you'll...

434

I look forward to another conversation.

435

listened to number of your episodes.

436

You do a great job.

437

So I appreciate you having me on.

438

Thank you.

439

appreciate it.