Are you missing out on your ideal investor because you haven’t clearly defined who they are?

In this episode, Angel Williams and Brian Briscoe discuss the often-overlooked challenge of clearly identifying your investor avatar—your ideal audience. From personal stories about corporate life and the sacrifices made in pursuit of success, to the strategic reasons why clarity around your audience can sharpen your messaging and boost your capital-raising results, this conversation offers both introspective insights and practical advice. Whether you're a real estate investor or building a community-based business, understanding who you’re speaking to can mean the difference between scattered results and steady growth.

[00:01 - 05:15] Who Are You Really Talking To?

• Why understanding your audience (avatar) is vital to business and investment success
• The importance of aligning with people who share your background or pain points
• How being part of your avatar can help build credibility and connection

[05:16 - 10:22] From Corporate to Community

• How leaving the 9-to-5 inspired Brian to build the Tribe of Titans
• The significance of recognizing shared frustrations with time and freedom
• What motivated the shift from investor calls to mentorship-based conversations

[10:23 - 15:09] Narrowing the Niche Without Losing Reach

• Why it’s crucial to make your target small enough to connect but big enough to sustain
• The need to balance specificity with scalability in audience targeting
• How multiple avatars can coexist if each is clearly defined and addressed

[15:10 - 19:30] Learning from Experience: Engineer, Adjunct, or Entrepreneur?

• What past investor interactions reveal about who is drawn to your offer
• How lived experience helps identify underrepresented niches with potential
• The importance of evaluating common traits among current supporters

[19:31 - 23:28] The Psychology of the Passive Investor

• Why many investors don’t even realize alternative options exist
• How lifestyle goals and money mindset influence investment choices
• The need to speak in familiar language and address core emotional drivers

Connect with Brian:

LinkedIn: https://www.linkedin.com/in/brian-briscoe-ut/

Key Quotes:

“If you are part of your own avatar, it's a lot easier because you understand what they go through.” - Brian Briscoe

“Some people want to provide for their families generationally, but they don’t even know where to begin.” - Angel Williams

Visit sponsorcloud.io/contact today and unlock $2,000 of free services exclusively for REI Rocks community members! Get automated syndication and investor relationship management tools to save time and money. Mention your part of the REI Rocks community for exclusive offers. Help make affordable, low-cost education summits possible. Check out Sponsor Cloud today!

Raising capital for real estate deals can seem straightforward—until it isn’t. In this episode, Brian Briscoe of the Tribe of Titans discusses the realities of capital raising. He breaks down the myths surrounding deal quality, network strength, and investor motivation. Brian shares his personal journey from mathematical theory to multifamily investing, emphasizing why trust and relationships matter more than spreadsheets. This candid conversation sheds light on what passive investors are really looking for—and why being good with numbers might not be enough.

[00:01 - 05:45] The “If You Build It” Myth

• Why good deals alone don’t guarantee investor interest.
• The significance of trust in raising capital
• How 506(b) deals limit your reach and increase pressure.

[05:46 - 10:20] What Passive Investors Care About

• Why the team matters more than the pitch deck
• How passive investors evaluate risk based on people, not just projections
• The importance of consistency and character in building investor confidence

[10:21 - 15:14] Behind the Numbers: Sensitivity and Assumptions

• What changing one number in a spreadsheet can do to your returns
• Why experienced investors don’t rely solely on pro formas
• The need to be transparent about assumptions and projections

[15:15 - 20:00] Growing and Nurturing Your Investor Base

• How to develop relationships that convert into long-term investors
• Why investors care more about who is presenting the deal
• The importance of credibility and repetition in capital raising

[20:01 - 25:38] Programs and Practice: Learning to Raise Capital

• How Tribe of Titans equips aspiring capital raisers
• What early mistakes can teach us about investor psychology
• The significance of coaching and peer groups in accelerating your skills

Connect with Brian:

LinkedIn: https://www.linkedin.com/in/brian-briscoe-ut/

Key Quotes:

“Just because the deal's amazing doesn’t mean the money’s going to show up.” - Angel Williams

“Anybody can put numbers on a spreadsheet. What matters is whether I trust that person to deliver.” - Brian Briscoe

Visit sponsorcloud.io/contact today and unlock $2,000 of free services exclusively for REI Rocks community members! Get automated syndication and investor relationship management tools to save time and money. Mention your part of the REI Rocks community for exclusive offers. Help make affordable, low-cost education summits possible. Check out Sponsor Cloud today!

What’s the real cost of not structuring your real estate deals the right way?

In this episode, tax advisor Brandon Hall joins Angel to unpack complex but crucial considerations for structuring real estate investments—especially when working with partners, using retirement accounts, or dealing with late-stage investors. They explore topics like capital contributions, equity dilution, partial asset dispositions, and depreciation allocation, providing real-world examples and practical scenarios. Whether you're an experienced syndicator or a first-time GP, this conversation is packed with insights on how to protect your interests and avoid costly mistakes.

[00:01 - 04:00] Are You Depreciating Three Roofs?

• The significance of understanding partial asset dispositions in real estate
• Why you need to ask your CPA about deducting replaced components
• How ignoring this detail can result in depreciating assets that no longer exist

[04:01 - 08:19] Loan or Equity? Deciding How to Backfill

• The need to evaluate whether capital fronted by a partner should be treated as a loan or ownership stake
• What operating agreements must account for when new money enters the deal
• Why lenders and tax implications should guide this decision

[08:20 - 12:23] Dilution Without Selling Shares

• The mechanics of equity dilution when new investors come into a deal
• What redemption vs. share sale means for taxes and ownership
• Why getting a professional valuation can protect all parties

[12:24 - 16:47] Retirement Accounts and the Depreciation Disconnect

• Why depreciation doesn’t matter the same way in retirement accounts
• How depreciation can be reallocated away from retirement investors
• The importance of “substantial economic effect” in depreciation allocations

[16:47 - 21:44] Avoiding Costly Mistakes in Complex Capital Structures

• When to bring in a lawyer or CPA to adjust your operating agreement
• Why timing and capital amounts affect equity and distribution rights
• The need to keep educating yourself even with professional advisors

Connect with Brandon:

LinkedIn: https://www.linkedin.com/in/brandonhallcpa/

Key Quotes:

“You own your own tax position. You've got to have a basic understanding of the questions to ask.” - Brandon Hall

“Just because I put in more money doesn't mean I get a bigger piece of the pie—it depends on the agreement.” - Brandon Hall

Visit sponsorcloud.io/contact today and unlock $2,000 of free services exclusively for REI Rocks community members! Get automated syndication and investor relationship management tools to save time and money. Mention your part of the REI Rocks community for exclusive offers. Help make affordable, low-cost education summits possible. Check out Sponsor Cloud today!

LEAVE A REVIEW + help someone who wants to explode their business growth by sharing this episode.

What’s the real reason most people can’t qualify for real estate professional tax status? In this episode, Brandon Hall breaks down one of the most misunderstood areas of tax law for real estate investors: Real Estate Professional Status (REPS). He explains what it really takes to meet the IRS requirements, why many investors get it wrong, and how short-term rentals provide a unique workaround to unlock non-passive tax losses. Brandon shares actionable insights about what kinds of hours count, how to keep an audit-proof time log, and the tax-saving power of partial asset dispositions. Whether you’re a full-time employee or a hands-on investor, this episode offers practical takeaways on reducing your tax burden through smart structuring and documentation.

[00:01 - 04:12] Why REPS Isn’t What You Think It Is

• The importance of understanding the IRS’s specific definition of real estate professional status
• Why full-time employees are generally disqualified from REPS—even if they work in real estate
• The significance of your spouse's time if you file jointly and they are more available to qualify

[04:13 - 08:34] What Hours Actually Count Toward REPS

• What kinds of work count toward REPS hours—and which ones don’t
• Why education, travel, and investor-related tasks often don’t qualify
• The importance of maintaining a detailed and credible time log

[08:35 - 12:48] Short-Term Rentals: The REPS Loophole Without the Status

• How short-term rentals avoid the REPS rules entirely under tax code Section 469
• What the “seven-day rule” is and why it matters
• How material participation alone is enough to make short-term rental losses non-passive

[12:49 - 17:00] 3 Tests for Material Participation

• Explanation of the three most common IRS tests for material participation
• Why documentation is key to proving participation, especially with vendors
• Strategies to meet the 500-hour threshold or qualify under the 100-hour rule

[17:01 - 22:25] The Most Overlooked Tax Deduction: Partial Asset Dispositions

• How replacing property components like roofs and appliances can create immediate write-offs
• Why this strategy reduces both current taxes and future depreciation recapture
• How to apply this method consistently for long-term tax savings

Connect with Andy:

LinkedIn: https://www.linkedin.com/in/andymcmullen/

Key Quotes:

“People treat real estate professional status as a tax loophole—but it’s not. It’s a heavily litigated area and the IRS expects solid documentation.” – Brandon Hall

“You don’t have to be a real estate professional to make short-term rental losses non-passive. You just have to materially participate.” – Brandon Hall

Visit sponsorcloud.io/contact today and unlock $2,000 of free services exclusively for REI Rocks community members! Get automated syndication and investor relationship management tools to save time and money. Mention your part of the REI Rocks community for exclusive offers. Help make affordable, low-cost education summits possible. Check out Sponsor Cloud today!

LEAVE A REVIEW + help someone who wants to explode their business growth by sharing this episode.

Are you missing out on thousands in tax savings because your accountant doesn’t speak “real estate”? In this expert-led episode of The Academy Presents: Real Estate Investing Rocks, Angel welcomes CPA and tax strategist Brandon Hall, who specializes in helping real estate investors navigate complex tax rules. Brandon breaks down the passive activity loss rules, explains why depreciation can be a powerful tool for investors, and shares actionable steps to minimize tax burdens legally. Whether you’re investing in short-term rentals, syndications, or large multifamily properties, this episode gives clear, digestible insight into how to use the tax code to your advantage.

[00:01 - 05:00] Setting the Stage: Why Your CPA Might Be Missing the Mark

• Why the right CPA makes a difference for real estate investors
• How Brandon’s firm works with over 800 clients across the U.S
• The importance of asking better questions to your accountant

[05:01 - 09:16] Breaking Down the Passive Activity Rules

• What the 1986 tax law changed for high-income earners
• The two tax buckets: passive and non-passive income
• Why most rental income is treated as passive—unless you qualify otherwise.

[09:17 - 13:33] Depreciation and the Real Value of Tax Losses

• How depreciation shields cash flow from taxation
• Why a paper loss can mean real money saved
• The time value of money and why deferring taxes isn’t always ideal

[13:34 - 18:00] Using Passive Losses

• Three ways to use passive losses now, not later
• Why tracking Form 8582 is non-negotiable
• How a 1031 exchange might not always be the best move

[18:01 - 23:16] The Real Estate Professional Loophole

• How high-income earners eliminate taxes legally
• What it takes to qualify as a real estate professional
• Why this strategy is the ultimate move for serious investors

Connect with Brandon:

LinkedIn: https://www.linkedin.com/in/brandonhallcpa/

Key Quotes:

"My mission in life is to educate all landlords—even if you can't work with us, this information empowers you." — Brandon Hall

"Every time that you buy a rental property, you have predefined tax benefits that are baked into that rental property." — Brandon Hall

Visit sponsorcloud.io/contact today and unlock $2,000 of free services exclusively for REI Rocks community members! Get automated syndication and investor relationship management tools to save time and money. Mention your part of the REI Rocks community for exclusive offers. Help make affordable, low-cost education summits possible. Check out Sponsor Cloud today!

LEAVE A REVIEW + help someone who wants to explode their business growth by sharing this episode.

How does self-doubt affect your ability to lead, and what role does your team play in lifting you through it? In this honest and raw episode, Angel and Andy McMullen reflect on the emotional ups and downs of raising capital, the importance of transparency in leadership, and the mental health challenges that many entrepreneurs silently face. The conversation covers how supportive teammates can shift momentum, why honesty about burnout and setbacks is critical, and what it really takes to keep going when success doesn’t feel like success. This is a conversation about identity, self-worth, and finding strength in community—far from the highlight reels on social media.

[00:01 - 06:44] The Power of a Confident Team

• How the presence of a strong team member can change the tone of capital raising
• Why confidence in your pitch is heard more than the pitch itself
• The significance of turning competition into motivation and momentum

[06:45 - 12:53] When Roles Shift and Reality Hits

• The need to recognize when you’re not in the right role—and why that’s not failure
• How reframing responsibilities can restore purpose and performance
• The importance of self-reflection during stressful periods

[12:54 - 18:29] Leading With Transparency

• Why the need to appear “strong” can hold teams back
• The importance of believing that asking for help is a sign of leadership, not weakness
• What the team must believe about each other for the organization to work well

[18:30 - 24:14] Mental Health and the Myth of the Finish Line

• The significance of acknowledging burnout and depressive cycles in entrepreneurship
• Why hitting goals often doesn’t bring the fulfillment people expect
• How leaders can build space to celebrate and rest consciously

[24:15 - 31:51] Embracing Authenticity and Letting Teams Evolve

• What happens when leaders decide to stop hiding their personal truths
• The need for transparency when team goals start to diverge
• Why letting team members grow elsewhere can still be a win for everyone

Connect with Andy:

LinkedIn: https://www.linkedin.com/in/andymcmullen/

Key Quotes:

“Asking for help makes you strong.” – Angel Williams

“You’re delusional until it works… and then you’re a visionary.” – Andy McMull

Visit sponsorcloud.io/contact today and unlock $2,000 of free services exclusively for REI Rocks community members! Get automated syndication and investor relationship management tools to save time and money. Mention your part of the REI Rocks community for exclusive offers. Help make affordable, low-cost education summits possible. Check out Sponsor Cloud today!

LEAVE A REVIEW + help someone who wants to explode their business growth by sharing this episode.

Can being honest about your discomfort become the most strategic move you make for your team?

In this candid conversation, Angel and Andy McMullen unpack how self-awareness, team dynamics, and transparency can make or break a project. They reflect on the power of recognizing when you’re not the right person for the job—and why that's not a weakness, but a strength. From reshaping team roles to optimizing meetings with the EOS framework, they dive into creating momentum and avoiding bottlenecks. They also explore the role of memory, supplements, and honest communication in leadership and collaboration. Whether you're leading a syndication, a startup, or a small team, this episode will give you a clearer lens on effective teamwork.

[00:01 - 06:48] The Right Seat on the Bus

• The importance of understanding team members’ strengths
• Why discomfort isn’t always a sign of growth—it could be a red flag
• The significance of putting people in roles where they can thrive

[06:49 - 12:26] Meetings That Actually Work

• How the EOS model can structure meetings for better decision-making
• Why tracking progress with “on track/off track” matters
• The need for time-managed discussions to protect productivity

[12:27 - 18:09] Memory, Focus, and Brain Health

• How supplements like PS and Omega-3 are influencing cognitive performance
• The importance of knowing how your memory works
• Why improving recall helps leaders operate more efficiently

[18:10 - 24:54] Self-Awareness and Team Contribution

• The need for honest reflection: growth vs. impediment
• Why selfless leadership can prevent organizational bottlenecks
• The significance of letting go of roles for the greater good

[24:55 - 30:01] Transparency, Trust, and Tough Conversations

• Why open communication can deepen investor trust
• The importance of processing mistakes and miscommunications
• What the “stonecutter’s credo” teaches about persistence and teamwork

Connect with Andy:

LinkedIn: https://www.linkedin.com/in/andymcmullen/

Key Quotes:

“You can almost always connect a breakdown to one person. But if you ask the honest questions, you can fix it.” – Andy McMullen

“Even if something makes you feel good, that doesn’t mean you’re the best person to do it.” – Angel Williams

Visit sponsorcloud.io/contact today and unlock $2,000 of free services exclusively for REI Rocks community members! Get automated syndication and investor relationship management tools to save time and money. Mention your part of the REI Rocks community for exclusive offers. Help make affordable, low-cost education summits possible. Check out Sponsor Cloud today!

LEAVE A REVIEW + help someone who wants to explode their business growth by sharing this episode.

Are you confused about where to start? Join our community and learn more about real estate investing.

What happens when your real estate team is built on friendship but lacks the right mix of skills, and how do you fix it before it breaks everything? In this episode, Angel welcomes real estate investor and developer Andy McMullen for a deep dive into team dynamics, communication, and the reality of partnerships in the multifamily and build-to-rent space. Andy reflects on two decades of lessons learned—from stumbling through his first syndication to building a high-performing team with diverse skill sets. The conversation unpacks what makes partnerships succeed or fail, the importance of identifying your strengths, and how to set up systems that allow teams to pivot when markets shift.

[00:01 - 05:00] From Residential to Syndication: Andy’s Starting Point

• What the transition from brokerage and development to multifamily syndication taught Andy early on
• Why build-to-rent is a growing strategy for families and institutional buyers alike
• The significance of phased development as a risk management tool

[05:01 - 10:24] | Team Troubles and Realignment

• The importance of exit strategies—both for deals and for partnerships
• Why some team “divorces” are about fit, not failure
• How different personality types impact leadership and team performance under pressure

[10:25 - 15:46] | Discovering and Owning Your Superpower

• How Angel and her husband divided roles based on strengths—not assumptions
• The need to understand what truly energizes each team member
• Why knowing your natural talents isn’t just helpful—it’s necessary

[15:47 - 19:30] | When Being the Smartest Person Fails

• Why Andy’s first syndication fell apart—and what he learned from the fallout
• The need for humility and delegation in high-stakes deals
• The importance of building relationships with investors, property managers, and tenants

[19:31 - 00:23:53] Ego, Leadership, and Letting Go

• How Andy redefined leadership by hiring people smarter than him.
• The importance of structure and support roles—from COOs to virtual assistants
• Why scaling means giving up control and embracing feedback

Connect with Andy:

LinkedIn: https://www.linkedin.com/in/andymcmullen/

Key Quotes:

“If you don't know what your superpower is, send two questions to five people. I got back seven responses that all said the same thing—and it changed how I saw myself.” - Angel William

“I wanted to be the smartest guy on the team. Then I realized I was better off surrounding myself with people who were better at everything I wasn’t.” - Andy McMullen

Visit sponsorcloud.io/contact today and unlock $2,000 of free services exclusively for REI Rocks community members! Get automated syndication and investor relationship management tools to save time and money. Mention your part of the REI Rocks community for exclusive offers. Help make affordable, low-cost education summits possible. Check out Sponsor Cloud today!

LEAVE A REVIEW + help someone who wants to explode their business growth by sharing this episode.

Are you confused about where to start? Join our community and learn more about real estate investing.