In this episode, I sit down with Zachary Beach, CEO of Smart Real Estate Coach and longtime real estate investor, to unpack one of the most relatable entrepreneurial journeys we’ve had on the show. Zach went from bartending and personal training to building a scalable real estate investing company alongside Chris Prefontaine — and the transition wasn’t accidental.

We dive deep into the real shift that happens between doing your first deal and deciding you’re actually going to build a business. Zach shares how mastering seller communication, systemizing follow-up, and thinking in scalable processes — not just transactions — allowed him to go from side hustle to multiple deals per month. This conversation is packed with practical insight for anyone trying to leave their W2 job, scale past their first few deals, or stop being the bottleneck in their own business.

Episode Timeline & Highlights

[0:00] – Introducing Zachary Beach and his journey from bartender to full-time investor.

[2:58] – Why social skills don’t automatically translate to phone skills — and what actually matters.

[4:27] – The three-part structure of a high-converting seller call: introduction, clarification, and permission.

[6:13] – Why asking hard questions builds trust faster than avoiding them.

[9:01] – Motivation discovery and why most investors never dig deep enough.

[12:59] – Zach’s first creative deal and the mindset shift that followed.

[15:08] – Moving from getting paid for hours to getting paid for results.

[18:29] – The early follow-up system using physical 1–31 folders.

[21:23] – Why the fortune truly is in the follow-up — and why most people still avoid it.

[24:38] – Transitioning from paper systems to CRMs like Podio and beyond.

[27:01] – The seven steps to a “taken” and building predictable deal flow.

[29:50] – Delegation vs. doing everything yourself — the doctor’s office analogy.

[33:19] – Building a team that operates in systems, not personalities.

[35:23] – Zach’s free book offer and the three-paydays strategy.

5 Key Takeaways

1. Your first deal creates belief — not mastery. The real shift happens when you decide to build systems, not chase transactions.
2. Seller communication is a skill, not talent. Structure beats charisma on the phone.
3. Follow-up is a system problem, not a motivation problem. If it’s not automated or scheduled, it won’t happen.
4. Scaling requires duplication. You must extract knowledge from your head and embed it into process.
5. Money flows to results, not effort. Transitioning from hourly thinking to outcome thinking changes everything.

Links & Resources

• Free Book – Real Estate On Your Terms
• Get Zachary’s bestselling book and learn how to create three paydays on every deal: ThreePaydaysBook.com
• Smart Real Estate Coach – Creative financing training and mentorship
• SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
• ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with someone who’s stuck between their first deal and their first scalable system. The shift from operator to business builder starts with mindset — and then it’s reinforced with systems. More high-impact conversations coming next.

Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! This episode is a big one for anyone who flips houses or plans to exit properties in the next 6–12 months. I’m joined by Tim Street, also known as the “FSBO Guy,” and this conversation is all about disposition — the most overlooked (and often most expensive) part of real estate investing.

Tim makes a compelling case for why investors are often far more qualified than they realize to handle the selling side of their own deals. We break down the myths around needing an agent, the real reasons investors lose tens of thousands of dollars on exits, and how tighter markets demand tighter execution. From pricing strategy and inspections to psychology, urgency, and transparency, this episode is packed with practical tactics that can dramatically increase your net profit.

Episode Timeline & Highlights

[0:00] – Introducing Tim Street and why this episode focuses on disposition, not acquisition.

[1:35] – Why investors are often more informed than many real estate agents.

[3:55] – The power of leverage: why saving $3k on a sale can mean $30k on your next deal.

[5:18] – The three common investor exits and where Tim’s approach fits best.

[6:42] – Why flippers and buy-and-hold investors benefit most from controlling the sale.

[7:35] – The myth that selling a home requires a law degree.

[9:03] – The two biggest fears investors have when selling themselves: pricing and legal risk.

[9:26] – Why underpricing is safer than overpricing in today’s market.

[10:16] – The real reason FSBO lawsuits happen (and how to avoid them).

[11:57] – Why investors obsess over acquisitions and ignore the part where the money is made.

[13:08] – How tighter markets eliminate sloppiness and punish bad exits.

[15:08] – A-player markets and why optimization now matters more than ever.

[23:29] – Using AI and better copy to make listings emotionally compelling.

[24:16] – The invite-only neighborhood open house strategy.

[27:33] – Turning neighbors into your best sales force.

[29:16] – Creating urgency through exclusivity and strict offer deadlines.

[34:48] – Reduced-commission agent options when FSBO isn’t a fit.

[36:03] – Why disposition deserves as much attention as acquisition.

5 Key Takeaways

1. Disposition is where profit is made or lost. You can’t afford to treat it as an afterthought.
2. Investors are more capable than they think. Selling isn’t magic — it’s process and preparation.
3. Transparency removes buyer leverage. Pre-list inspections and open-book pricing change the game.
4. Tight markets punish sloppy exits. Every mistake now shows up in your net profit.
5. Saving money on the sale compounds forward. Small wins on exits fuel bigger future deals.

Links & Resources

• FSBO Readiness Quiz – Find out if selling yourself is right for you
• 👉 https://foolprooffsbo.com/quiz
• 7-Day FSBO Launch Blueprint (Free eBook)
• 👉 https://foolprooffsbo.com/ebook
• Investor Power Pack
• 👉 https://foolprooffsbo.com/investors
• SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
• ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with an investor who’s focused on acquisitions but hasn’t yet optimized their exits. In this market, selling smarter isn’t optional — it’s survival. More high-signal conversations coming next.

Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! This week’s episode is a deep, practical dive into private money, and I’m joined by Jay Conner, one of the most respected educators in the space and someone who has raised millions of dollars for real estate deals without ever chasing banks or hard money lenders.

Jay breaks down private money in a way that removes the mystery, fear, and emotion that stops most investors from ever using it. We talk through when investors should start raising private money (hint: much earlier than most think), how to structure deals so lenders are protected, and why the math — not motivation — determines whether a deal works.

Episode Timeline & Highlights

[0:00] – Introducing Jay Conner and why private money changed everything for his business.

[1:40] – Why this episode focuses more on real estate fundamentals than pure tech.

[2:34] – Jay’s early years relying solely on banks — and the 2009 shift to private money.

[3:45] – Raising over $2M in less than 90 days without pitching deals.

[5:08] – When investors should start using private money (even beginners).

[7:27] – Thinking of private money as a personal line of credit.

[8:04] – Why lenders want their money deployed and are waiting for your call.

[8:33] – Why private money works best for fix-and-flip and asset-backed deals.

[9:25] – Walking through a real flip example using private money.

[12:06] – Jay’s maximum allowable offer formula explained step by step.

[13:34] – Why math removes emotion from offers.

[14:39] – Adjusting formulas based on market price points.

[16:13] – Leveraging past success and partnerships when you’re new.

[18:29] – Why private money is asset-backed and protects lenders.

[21:31] – Why the SEC doesn’t regulate single-asset private money deals.

[22:59] – Jay’s Private Money Academy and how beginners get started.

[24:10] – Monthly coaching, deal reviews, and live Q&A for members.

[24:59] – Jay’s bestselling book Where to Get the Money explained.

[25:27] – Two free tickets to Jay’s live private money conference.

[27:00] – Where AI fits — and doesn’t fit — in deal analysis and underwriting.

[36:55] – Why consistency beats charisma every time.

[38:25] – How to claim Jay’s free resources and connect with him.

5 Key Takeaways

1. Raise the money before you need it. Private money works best when there’s no desperation.
2. Math beats emotion. If the numbers work, the deal works — period.
3. Private money is asset-backed. Lenders are protected by the property, not your promises.
4. Beginners can raise private money. Past success, partnerships, and integrity matter more than deal count.
5. AI supports experience — it doesn’t replace it. Use technology with guardrails, not blind trust.

Links & Resources

• Private Money Academy – First month free at jayconner.com/trial
• Free Book: Where to Get the Money – Autographed copy + 2 conference tickets: jayconner.com/book
• SmrtPhone – The only phone system built for real estate investors (5,000 free minutes)
• ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with an investor who’s tired of letting capital limit their growth and ready to approach funding with clarity and confidence. More high-impact conversations are coming next.