CW 559 - Showcasing Client Portfolios and Heartfelt Thank You's and Congratulations with Sara

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Welcome to the Creating wealth show with Jason Hartman. You're about to learn a new slant on investing, some exciting techniques and fresh new approaches to the world's most historically proven asset class that will enable you to create more wealth and freedom than you ever thought possible. Jason is a genuine, self made multimillionaire who's actually been there and done it. He's a successful investor, lender, developer and entrepreneur who's owned properties in 11 states, had hundreds of tenants, and been involved in thousands of real estate transactions. This program will help you follow in Jason's footsteps on the road to your Financial Independence Day. You really can do it. And now, here's your host, Jason Hartman with the complete solution for real estate investors.

Welcome to the Creating wealth show. This is your host, Jason Hartman with you for episode559. 559. Thank you so much for joining us today. And I've got Sarah here with me. You've heard her on the show many times before and we thought today that for part of the show we, we would, instead of doing a little talking behind your back, we would talk to you directly because we're always talking about you because we care and we love you. And that's our clients and listeners too, of course, but mostly clients because we're more engaged with clients than listeners because we're talking to clients constantly. So we thought we'd just, you know, go through some kind of like common issues, questions, goals that clients have when they're building a real estate portfolio and creating passive income, or as I always like to make the disclaimer, semi passive income. You know me, I don't believe in passive investments. I don't think they exist. Now don't get me wrong, I believe, I would believe in them if they existed. I just don't think they actually exist. I guess you would say I'm a passive investment atheist. I'm a non believer because I think you got to pay attention to everything out there. If you know anything you put your money into even the bank. Ask the Cypriots, you know, that's what they call them. Those people in Cyprus that had all this money in the bank that lost a bunch of it during what they call the haircut. So that's a very important thing and that's what's going on out there. No such thing as a passive investment even in the bank. And Sarah, what do you say to that?

Do you agree Oh, I definitely agree. We've got some great ones, but, you know, each of them have their little intricate problems and some are good at, you know, some things and others are good at other things, and it's nobody's perfect. So I guess that's just life though, right?

Yes, everything requires attention and management, but income, property doesn't require terribly much attention and management. And as we're going to see today, as we're talking about some of our clients, instead of talking behind your back, we're talking about you on the show. Don't worry, we won't identify you directly, so don't worry about that. You can still maintain your anonymity. But as we're talking about that, you know, the most common goal, Sarah, of investors, when they come to you now, you know, generically, everybody would say, well, I want to make a profit or I want to make money or I want to get a high return on my investment, but really the goal is the freedom. I mean, people just, they've got their good corporate jobs, they've got their business, and it generates a good living, but again, it requires a massive amount of attention. Right?

Yeah, absolutely. And you know what I'm really noticing with our clients is they're really attacking these big portfolios of properties. I mean, the guidelines, the Fannie, Fannie guidelines have loosened up a little bit, but now we're seeing these big portfolio lenders come in, as you've heard us talk about, and allow investors to go beyond those 10 properties is what they've been waiting for.

Yeah. So what Sarah's talking about is of course, those agency loans where the government makes the secondary market with Fannie Mae and Freddie Mac and the 10 loan per person limit. So, you know, single person, 10 loans, married couple, potentially 20 loans, 10 loans each if they can both qualify separately for the properties. But now, I mean, and this, this is why I had this idea for an episode is that I was, you know, I was going through and looking at some of the accounting and I just see all of these clients just repeat, repeat, repeat. And it's the same people that are just buying and building some pretty decent sized portfolios. Congratulations to all of you listening. I mean, you know, there's so many names I couldn't even mention, but Bill, Jesse, gosh, there's just a lot of them. And we'll, we'll kind of dive down on some of them. I mean, you're just, you're just building some nice nest eggs for yourself. Wow. I mean, I, I applaud you. Yay. Clapping. We should have some sound effects like a clapping. That would be really cool if we were actually professional. We would have some audience applause noise. You know, I have that in my house actually. You know, when I walk around and do things, it claps for me. I'm joking, of course.

Well, I finally got my emoji apps. My 12 year old daughter finally downloaded that emoji app. Do you know what that is? With a thumbs up and the happy face?

No, no, no. You don't even need emoji anymore. It's built into your iPhone and it's on Facebook. Why do you don't even need.

You need it on your keyboard.

Yeah, she's probably got this super emoji app.

Yeah, yeah, we need the emojis that clap and make noise.

Okay, so listeners, here's your emoji. You've got a big smiley face and a big thank you. I don't think there's an emoji for thank you and then a big applause because really, I mean, you know, as I'm seeing the closings here and looking at who's buying the product, I mean, you're building some good sized portfolios. So congratulations, Sarah. Talk in front of their back a little bit and not behind their back. Tell us about some of these clients and what's going on recently here, recent purchases, closings, whatever.

Yeah, so my most recent communication was last week. I got an email from a client and he said, I finally took the plunge and fired my boss. He's got a home based business that kind of blew up for him and he's been using a lot of that capital to now invest in properties. He started with one or two and kind of snowballed. And so now he's really diving in and investing with his family. And that's Russ. So congrats to Russ.

Yeah, Russ, I'm seeing your name a lot here, so congratulations to you. Good job. Good job.

Yeah. And I'm trying to get Ross to come join us on the podcast, but he's just so busy with all of this right now.

Well, wait, Ross or Russ? You said Ross.

I said Russ. Did I say Ross?

Oh, sorry, I thought you said Ross. Well, I'm thinking of my friend Ross that actually owes me a phone call. So I, maybe I did that with my mind playing tricks on me there, but I don't know, listeners, what did she say? Did she shoot herself in the shoe? See, Sarah, that's how we know how long people have been listening. Because only the secret group of longtime listeners get that reference. Of shooting yourself in the shoe.

Yeah, I can't wait till we all just forget about that.

Okay, I'm gonna bring the rest of you up to speed here for just a quick. Sarah has this funny, charming way of taking famous old sayings and tweaking them a little bit. Not intentionally, just by accident. And they come out so funny. On one episode, she goes, I don't want clients to shoot themselves in the shoe. And I said, sarah, it's shoot yourself in the foot. That's the saying. And so anyway, that was, you know, a bunch of listeners emailed us and saying, oh, ha ha, Sarah, don't shoot yourself in the shoe. And I thought it was a female thing because you're always thinking about cool shoes and stuff, but I don't know.

All right, all right, back to the show.

You got any more funny sayings for us there?

I don't, but I'm sure you'll catch me in one pretty soon here.

And by the way, if you're tuning in for the first time, just so you know, we usually don't have all this fluff and silliness. Sarah and I are just kind of a little fried here. It's toward the end of the day when we're recording this, and it has been insanely busy lately. So I think. I think Sarah maybe we're getting a little punchy. Usually the episodes are quite on target, on topic and a little serious. This one's almost like a morning show where people are just kind of giggling and being kind of silly. But anyway, so Kathy's been buying a lot of properties lately. Yeah, Kathy from California. Hi, Kathy.

Hi, Kathy. And she just registered for our Jason Hartman University live event in San Diego. By the time our listeners hear this.

I'm sure it'll be right beforehand. Yeah, they can still come.

Yeah, so that's going to be an awesome event. So she'll be there. And then, let's see, we've got Jesse, who just closed on a portfolio of about nine properties, I believe it was in Memphis. So congratulations to Jesse.

Yay, Jesse. But Jesse was bought buying stuff before that. I mean, Jesse's been building quite a portfolio, right?

She is. And she's starting to, you know, she's been investing with us for a while, and so she started to get into that over diversification of markets. And so now I think she's kind of consolidating a little bit. You know, she's really diving into having to manage her managers. And so she's wanting to not downsize her portfolio. But Just downsize in terms of location.

Yeah. And then that, by the way, is, you know, a problem that I had myself. And you know, one of the mistakes I made in building my portfolio is that I over diversified. You know, one of my commandments is thou shalt diversify. And I totally agree with that. But what that means is three to five markets, okay? Not 10 markets, okay. Not 12 markets. That's just too many. It's too many different people to deal with and you know, cities to understand. So, you know, consolidating to three to five markets is a great choice. I firmly agree with that. But you don't want to be in one or two, you want to be in at least three.

Well, and I want to just touch on that and kind of explain how that happens. So, you know, a lot of times a listener will call in and they'll say, oh, you know, I want to invest and you know, I want to buy a couple of properties and get my feet wet.

See, Sarah, you got that saying, right? That is the saying. What were you going to say? I want to get my head wet.

I don't know.

I want to dip my legs in the water.

You know, we're having a heat wave here in SoCal. It's like 100 degrees today, so I'm super hot. I've had a headache all day. So yes, I would love to just dive into any pool of water right now.

Well, you'd like to do more than get your feet wet then, right?

Yes, I would, I would. But what I was going to say is, so a listener will call in and they'll say, okay, want to invest? And I'll ask them, well, you know, how much money would you like to invest and what is your time horizon for getting started? You know, give me an idea of your six month goal and your five year plan. And a lot of them won't open up to me at first just because it's a new relationship. They don't know us. They're getting to know us. They'll start with one or two and then they'll start to get comfortable and they'll go into another market without ever verbalizing their goal to me. Now I'm working a little bit harder on getting clients to open up and they really are, so that I can advise them, look, if you're going to buy 20 properties, I'm not going to do two here and two here and two here. Let's really come up with a better plan, you know, to simplify this for you. And so that's Kind of. I think maybe what happened with Jesse was. I don't think she knew she was gonna buy all these properties at first. She kind of got started and, you know.

Well, yeah, I absolutely must say that this becomes addictive. You know, usually when we talk about addictions, that is not a good thing. Right. But there are a few good addictions. Collecting income properties is a very nice addiction. Exercising is a good addiction. Listening to Jason Hartman's podcast is a great addiction. That's like the best one you can have. Okay, so. But yeah, you know, it really does. You know, once you get going with this stuff, it. It's like you want to buy the whole world. I remember when I looked at that map of where I owned properties and where my little mini real estate empire was all over the country. And again, I was over diversified. But I tell you, it was certainly cool to just, you know, see that. The point is, though, if you're in three to five markets now, you want to start doubling down. Because, number one, one of the great things is you have some feedback on that market. You know what the market is like, you know what the local market specialist is like, you know, how well you like their operation and get along with them and like the way they do things. And so in those strong places, double down and get more properties. So you're in, you know, ideally no more than five markets.

Yeah, I totally agree. And actually, you know, one of the ways I'm advising clients is, you know, look, if you're planning to do this, you know, big portfolio within two years, focus on one or two markets at a time and do all your properties there first. You know, I don't want to say one, you know, but probably start with two markets and acquire in those two markets, because what happens, and I think kind of what happened with Jessie and a lot of our clients is a new market will come up and they'll get really excited about that, and so they'll jump into that market. And then maybe a year goes by and they haven't doubled down yet. And all of a sudden, a year or two years, that market doesn't make sense anymore. Some of those markets can change quickly, right?

In other words, they get frothy. Just so the listeners know, what we're saying when it doesn't make sense anymore is that they. The market gets a little frothy, and it becomes more of a hybrid market than linear market. And the rents, you know, they escalate much more slowly than the prices do. So you get in that situation where that cash flow that you got when you started in that market. You just can't achieve it anymore. You can't get those kind of numbers anymore. So. Very important thing.

Yeah, yeah. So, you know, in other words, maybe they, they waited too long to double down and in the mean meantime, they had, you know, opened up two or three other markets. Now they have two here, two there. They've got two and four markets. And maybe they can't move on in that market because it's changed. If, you know, you're wanting to deploy a certain amount of capital, just communicate that to us so we can help you structure these portfolios. Jason, as you said to me the other day, I have this kind of algorithm I use in recommending markets and market specialists. And I know where the inventory is hot, where we're getting a lot of properties, where maybe the management is better than other markets, where we're getting the best communication. And there's all these things that play into us recommending markets. Of course, numbers and location is the most important thing, but there's so much more to it in terms of the teams and communication with our market specialist.

So this deserves a pause because this deserves some real attention for a moment. Okay, Sarah, look, I have said many times we would rather recommend a B market with an A team than an A market with a B team any day, because the, the characteristics of the market that, you know, look at that is definitely important. There's no question about it. But more important than that are the characteristics of the team with which you'll be working. And I can tell you that we've had this happen to us. And Sarah, I'm not going to mention the name, but you'll remember one client who lives in Orange county, who we both know this client had purchased several properties from us. And then in one of the areas where we really didn't have a good local market specialist at the time, because, you know, we're, we're area agnostic and we're local market specialist agnostic, too. If, if, if a team is working well for us in the beginning and then they start to get, you know, look, I'll give you an old Napoleon quote. It's a great quote, by the way, and here it goes. You want to write this one down, listeners? It's a good one. Here we go. I'll repeat it twice. Napoleon said, the most dangerous moment comes with victory. The most dangerous moment comes with victory. And he said that because the human nature is we always get complacent. Maybe we get cocky, maybe we get, you know, Too confident or entitled. And that's what happens with some local market specialist. We will refer a bunch of business to them, they make a bunch of money and then they become complacent and they're just not as good as they used to be. You know, they kind of take the relationship for granted and we don't want that. And so we'll, we'll stop recommending as much business or if they're really bad, we'll fire them. Which, you know, we've only had to do, you know, a handful of times over the years. So this particular client that I'm talking about, you know, started buying some properties on his own in this, in this market that I'm referring to and it didn't go so well because they have no leverage, you know, on a one off deal or you know, if you go and you find someone yourself and you buy three properties from them, I mean they're not going to treat that relationship as any big deal. We bring, we aggregate through, through quantity to that local market specialist so we can really get their attention and get some good service from them and some good deals for our clients. So talk a little bit, Sarah, about some of those issues. Of course, the market, the numbers, does the market make sense? Is it a good place? Is there in migration, job growth, you know, good rent to value ratios, all of these other factors. What's the age of the inventory? What's the rental market like? There's just like a zillion little factors. Okay, but the, I want to call them the soft factors. Okay. The things I just mentioned were the hard factors. Okay, the sort of more data driven, empirical things. But the soft factors, like personalities, like, you know, if we have a client that's really, you know, high strung and a local market specialist who does a good job, but they're kind of laid back or vice versa. Maybe the local market specialist is really hard, high strung and the client is really laid back. Or, you know, that's just an example I can think of off the top of my head. I mean, what, what do you do when placing that local market specialist and that client, you know, deciding who to introduce to who and especially in markets where we like the market. But maybe we have three different local market specialists in there that we can choose from. Which one does the client get and why? Talk about that a little bit.

Well, so first of all, I've mentioned before I'm an investment therapist. Right. Which by the way, let's give a shout out to Gabe. Right.

Gabriel, thank you. That was so cool.

He sent a shirt that said investment therapist. And that was awesome. So we love that.

That was awesome. Thank you, Gabe.

But just recently I'm also realizing I'm a matchmaker, right? So I'm a matchmaker between the investor and the local market specialist. And you were right on point when you said, and look, if you have somebody that is high touch, meaning they need constant communication, they're detail oriented, you got to make sure to put them in touch with the person who can deliver on that more often than not. Not everybody can deliver on that. It seems like a simple thing to return a call and return emails quickly and send photos, but some are better at it than others. And so we were definitely partnering up the investors with the right fit for their communication style.

And someone listening who hasn't invested with us or hasn't invested at all might be thinking they work at a corporate job and it's a well run company and things get done and people communicate. But in this world, this is a world of mom and and pop businesses, it's very fragmented. Real estate school is super easy to pass, unfortunately, I think it should be a lot harder. But you know, look at one of the hardest tests in the country, for example. Actually, now that we're talking about that, the bar exam. Okay, the bar exam. And Then the Series 7 securities license to sell stocks and bonds. Right. I mean, those tests are much harder than the real estate exam. And there's a lot of idiots doing that stuff too. Okay. So everything is fragmented, really. You know, it's, it's not like you're working with IBM. Okay. You know, it's just, it's just not like that anymore in today's world. So. So yeah, I agree. You know, you got to embrace the fragmentation. That's what keeps Goldman Sachs out of our business. Because they don't want to deal with these little moms and pops and they can't work their way around that. But it preserves the opportunity for the small investor, which is a wonderful thing.

Yeah, so I agree. And our clients are doing great because of all the teachings you do on your podcast. They're really learning how to manage their managers. And we have a few clients that are starting to self manage their properties. But for somebody that works a full time job and doesn't have a lot of time on their hands, we certainly take a lot of the guesswork out of it for them. And this can be done alongside your full time job or your full time soccer mom program. I happen to have both, so it can certainly be done.

Okay, so Any other clients you want to mention? Kind of like what they're doing? Toby, Mark. There are just so many, Tina. I mean, I'm looking at your list here, Chris, Kevin, I mean last, just, just last month. By the way, Sarah, you did, I think, what, 47 transactions, is that correct?

I don't know, maybe. Yeah. Last month was busy. Last month was busy. Yeah. So you mentioned Toby from Hawaii. And she's another client that we started working with years ago. And she, you know, she sent me, I don't know, a few months back and she had kind of a challenging year. About a year ago, I would say last year and the year before she had some vacant units and so we were communicating on that. And then a few months ago she said, you're not going to believe it, all my units are leased. And so that was really exciting. And so then, you know, she started acquiring again and she. We actually talked yesterday or the day before and she says, wow, when I close this next portfolio, I'm going to have 19 properties.

Fantastic. Congratulations, Toby. That's awesome. 19 properties, good.

So congrats. And she, she is busy. She. She works full time. She's a mom. She is always, I think anytime she and I talk to each other, we're both in the car, you know, so she's super busy, but she's made the time to, to acquire a pretty good portfolio.

Good stuff, good stuff. You know, Anoop and Carlos and boy, there's just Damon. I mean, you know, Steve, of course, Rich. I just wish I could say full names so it would, you know, be easier to communicate about it. But you know, there's just a lot of people who. I just see these repeat names over and over again that are just stocking up on property. Wow, I'm getting a little envious of our own clients here. Like I need to be buying more stuff.

You should. I can help you find some properties if you like.

I bet you can. But you know me, what a difficult client I am, Sarah. You wouldn't want me.

Yeah, you're pretty difficult.

No, I'm not. I'm easy.

I gotta put you with our top notch market specialist. Yeah. How about one more shout out? How about Andy and Stacy? They're from the Southern California area and they're young. They're a young couple. I want to say early 30s, late 20s maybe. I think they're younger than me. I don't know. Anyways, they just closed on about five properties, I think all in Memphis too. And that was their second shot. I mean, they were acquiring properties About a year and a half ago, they'd been out to meet the masters and they're doing great. I love to see the young kids.

Kids.

Doing this at an early age is awesome.

Yeah, that really is good. Wherever you are. Most people have that same thing that reluctant investors lament that I many times share. And I'll try to be sure to share that again in San Diego. But I hesitate to make a list of all the deals I've missed. And that type of mentality, the shoulda, coulda, woulda, and the. And that, you know, look at. The only moment any of us have control of ever is now. And it's gone. And now. And it's gone. And so if you haven't started or if you haven't done much yet in terms of building your income, property portfolio, just keep going. Just buy some more properties and start today. Wherever you are is where you have to start. We can't start 10 years ago. It just doesn't happen. So you gotta start today and just grow your portfolio from there. So. Absolutely. Good stuff. So any other clients you wanna mention? I just think people love to hear their client stories, if you have any unique parts of them.

Oh, you mentioned. I think you mentioned, like, the whole list. I don't know. I mean, Damon, he's doing great.

Tell us about Damon.

Damon, he's been a client for a while as well. I mean, he just got started with the land contracts as well as Bill.

Oh, yeah, Bill's been doing a lot of land contracts, by the way. And. And by the way, just to explain that to the listeners, again, we ran that as a flashback Friday recently. And we also ran that episode, and I think January or December, originally. I know it was sort of a quick turnaround for a flashback Friday, but that local market specialist will be at our San Diego event. So we wanted to refresh your memory on the land contracts he presented at our Meet the Masters event last January. And, you know, people are buying paper through our network, not just properties. They're buying the paper on the properties too, right?

Yeah. And I think that's a good fit for people who want to use some of their IRA funds to invest. I think, you know, that's a good source. And then we've got. You mentioned Rich. He's on the East Coast. Rich is my buddy. He's like one of our nicest clients. And all of our clients are awesome. They're all nice. But Rich, like, every time we email, he's like, oh, thank you so much. And it makes my day. He's like, so gracious, you know, for our help. And it's funny because he's, like, the nicest guy, right? But then he told me the other day, he's like, man, I really don't trust anybody, You know, but he's. He's doing really good, too. He's. He's got a nice little portfolio. And, yeah, he's been great. So.

Yeah, good to hear. Good to hear. I think. I think you're gonna get some people. People mad at you that you singled him out as the nicest. Now everybody's gonna try and win the nicest award.

I like flowers, Starbucks.

Oh, shut up. You should be sending them flowers and Starbucks. Don't say that.

I'm just kidding. I'm just kidding. He doesn't send me any gifts. I promise.

Sarah, don't shoot yourself in the shoe.

I won't. I won't.

Yeah. And in the past, you know, over the years, and. And many of them have been on the show, so we kind of tried to mention some clients that haven't been on the show. And of course, if you're listening to this and you'd like to be on or you've been on before, we'd love to have you. We love hearing your story and your case studies. I think it's super valuable to our other clients, you know, whether it be Philip or David or any of the people. We've had so many over the years that have come come on the show. You know, Neil is always participating in the monthly member calls, so I'm very grateful for that. You know, it's. It's just always nice to have clients on the show, and we really, really appreciate that.

Yes. And please come out to our events. If we haven't met you in person. I love meeting our clients in person. I mean, it just. It just. I don't know, it's. When. When you're working with somebody and you've met them, it's just a different feel. I can't explain it, but I love meeting our clients in person, and I hope to see several of them at our upcoming event here. Again, I'm sure there will still be a few seats left by the time you hear this.

Yeah, we're recording this episode a little bit early, by the way, so we're kind of ahead in our production. But, yeah, our San Diego event is coming up fast. Okay. And join us for that. Go to jason hartman.com and register. That's Jason Hartman University Live is the name of the event. JHU Live, just on the jasonhartman.com website. You can register in the events section. We'd love to see you there. We've also got our Venture alliance event just slightly over a month away. Newport, Rhode island, that is just going to be fantastic. I've been working with Oliver, one of our investment counselors who's helping out plan that event, and boy, that's just going to be phenomenal. I. I can hardly wait. What a. What a fantastic event. We've got a great speaker that is 98% confirmed coming to that event and he lives in New York City, will be coming up to Newport, Rhode island to present the ins and outs of the hard money and private lending business. You know, many of our clients do that as well. And then you can buy the paper, buy the notes, and a discount the land contracts. We'll be presenting that at the San Diego event. So just a lot of good stuff. And we really just appreciate our clients so much and we're having a banner year. I mean, business is nothing short of phenomenal. So we thank you all so much for your business and your continued support. We offer lifetime rental coordination to help you with your properties. If you have a problem years in the future from when you bought the property, just let us know. We're always happy to help you just continue to earn your business. So thank you very much for that. And Sarah, any other thoughts in closing, let's wrap this up.

No, I mean, we covered a lot. Thank you so much for having me on the show. And until next time.

Yep, we'll see as many of you as possible at the event. One more thing I'll just say about our live events. Come out and meet us. Come out and meet our clients. So many of our clients repeat these events and they come over and over again. Now this event, JHU Live, is a totally new event. So that really will be different than our Creating wealth boot camp, then our Meet the Masters, then our property tours. It's different than that. So that's a new event. Okay, so we got something new going on, which is exciting, but you get to meet our clients and talk to them and hear about their experiences and learn from them and then also learn from us. So just make it a point to come see us in person, live somewhere in the country maybe once a year. I think that that would be a really good goal to do that once a year. So we're always sort of in touch with you and can see you in person. Okay, so thanks so much. Jason Hartman.com is the website and also for a discount on the San Diego event. Just write a review on itunes and send a Screenshot to reviewsjason hartman.com that's reviews with an S. It's plural. Reviewsjason hartman.com Send me that screenshot of your review and I will send you back a promo code for a 30% discount. We'll look forward to seeing you there, or maybe even at our Venture alliance event at the end of September. Happy investing everyone, and thanks for listening.

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To be able to sit back and collect checks every month. Just like a banker. Jason's Creating Wealth Encyclopedia series is for you. This show is produced by the heart Hartman Media Co. All rights reserved. For distribution or publication rights and media interviews, please visit www.hartmanmedia.com or email mediaartmanmedia.com Nothing on this show should be considered specific personal or professional advice, please consult an appropriate tax, legal, real estate or business professional for individualized advice. Opinions of Guests are their own and the host is acting on behalf of Platinum Properties Investor Network, Inc. Exclusively.