Summary
In this conversation, Brian Koons discusses the implications of the new ADU regulations in San Diego, highlighting how these changes allow for increased property development and value. He shares his personal experience of discovering the potential for more units on a property, emphasizing the importance of understanding municipal regulations in real estate investment.

Takeaways
The ADU program in San Diego allows for significant property development.
Understanding local regulations can lead to increased property value.
The potential for multiple ADUs can transform investment strategies.
Researching municipal codes is crucial for maximizing property potential.
The ability to add units can significantly impact housing solutions.
Investors should stay informed about zoning laws and regulations.
Strategic planning can lead to doubling unit counts on properties.
The ADU revolution is reshaping the real estate landscape in California.
Investing in properties with ADU potential can yield high returns.
Knowledge of regulations is key to successful real estate investment.

Chapters

1. Introduction to RealPropPro Podcast
2. Brian Koons' Background - [00:01:30]
3. Understanding House Hacking - [00:05:00]
4. Real Estate Investing Journey - [00:08:30]
5. ADU Development Insights - [00:15:00]
6. Challenges and Successes in Real Estate - [00:22:00]
7. HK Development and Personal Branding - [00:30:00]
8. Creative Financing and AI in Real Estate - [00:38:00]
9. Conclusion and Contact Information - [00:45:00]

Mentions
Books:"Rich Dad Poor Dad" by Robert Kiyosaki
"The House Hacking Strategy" by Craig Curelop
"The Book on Rental Property Investing" by Brandon Turner
Companies/Organizations:HK Development Group (Co-founded by Brian Koons)
Builder Nation (Brian's educational platform)

Summary
In this conversation, Rafael Cortez discusses the foundational aspects of real estate wholesaling, emphasizing the importance of communication and understanding the process before diving into systems and procedures. He highlights the need for confidence in conversations with sellers and the significance of tracking key performance indicators (KPIs) to fine-tune operations.
Takeaways

• Hustle is a season, not a strategy — real businesses are built on systems.
• Seller conversations and confidence matter more than fancy marketing at the start.
• The PULSE framework (Prospect, Underwrite, Lock, Sell, Elevate) is a roadmap for wholesaling success.
• Mentors, masterminds, and networking cut years off the learning curve.
• AI and automation (GHL, follow-up sequences) unlock hidden deals and scale businesses faster.

Mentions

📚 Books

• Entrepreneurial Leap – Gino Wickman

🎙 People & Platforms

• Rafael Cortez – guest, founder of CEO Pulse Platform

• Gino Wickman – author (Entrepreneurial Leap)
• Sean Terry – wholesaling mentor/coach

🌐 Websites & Software

• PropStream – data & comps software

• BatchLeads – lead generation platform
• ConnectedInvestors.com – lead/data software
• Zillow, Redfin, Realtor.com – free comps tools
• InvestorLift – dispositions/buyer platform
• InvestorBase.com – dispositions platform
• Meetup.com – for finding REI networking events
• Go High Level (GHL) – CRM & automation software
• Podio – CRM (previously used by Rafael)

💼 Business / Investing References

• PULSE Framework (Prospect, Underwrite, Lock, Sell, Elevate)

• Standard Operating Procedures (SOPs)
• Key Performance Indicators (KPIs)
• Cold calling & door knocking (seller lead gen strategies)
• Skip tracing (mentioned in lead sourcing)
• Title companies (for free lists, e.g., 60-day late list)
• Joint Ventures (JV) / Co-wholesaling
• AI in follow-up automation

Chapters
00:00 Introduction to the Podcast and Guest
01:25 Rafael's Journey from Firefighter to Entrepreneur
03:36 Transitioning to Real Estate and Business Mindset
06:35 The Leap into Entrepreneurship
09:50 Lessons from Early Business Ventures
12:42 Scaling Up in Real Estate Wholesaling
15:41 Building Systems for a Scalable Business
17:32 Understanding the Wholesaling Process
19:20 The PULS Framework for Success
25:18 Underwriting and Locking Deals
30:48 Selling and Disposition Strategies
34:31 Elevating Your Business
42:53 The Role of Organizational Psychology
46:36 Incorporating AI in Business Operations
50:32 Outro

Summary
In this conversation, Micah Nicholes discusses the importance of building trust and confidence in sales. He emphasizes the need for sales professionals to help potential clients gain clarity and navigate their uncertainties, ultimately leading to higher success rates in closing deals. Micah also highlights the role of coaching in fostering relationships that are based on trust and understanding.
Takeaways

• Empathy and trust close more deals than price alone.
• Equity from real estate can be leveraged to buy businesses or fund bigger ventures.
• Consistency in marketing and strong follow-up are key to probate/inheritance deal success.
• Modernizing with tech, automation, and AI creates a competitive edge in lead generation.
• Reading and applying business/sales books (e.g., Rich Dad Poor Dad, Good to Great, Persuasion) accelerates growth.
• Coaching is essential for building relationships.
• Get people to know, like, and trust you.
• Confidence is key in sales interactions.
• Clarity helps in convincing hesitant clients.
• Understanding client needs leads to better outcomes.
• Building relationships is a long-term strategy.

Mentions:📚 Books

• Rich Dad Poor Dad – Robert Kiyosaki
• Cashflow Quadrant – Robert Kiyosaki
• Real Estate Riches – Dolph De Roos (part of Rich Dad series)
• The Go-Giver – Bob Burg & John David Mann
• The Millionaire Real Estate Investor – Gary Keller
• The 10X Rule – Grant Cardone
• Persuasion – (sales/marketing psychology book)
• Secrets of Closing the Sale – Zig Ziglar
• Good to Great – Jim Collins
• BE 2.0: Beyond Entrepreneurship 2.0 – Jim Collins & Bill Lazier

🎙 People & Events

• Sharon Lechter – co-author/publisher of Rich Dad Poor Dad, mentioned mastermind dinner
• Dolph De Roos – author, Rich Dad speaker at Deal Champ Summit 2025
• Deal Champ Summit 2025 – Dean Rogers, Jason Prichard and Stratton Brown.

🌐 Websites & Services

• RealPropPro.com – (host’s platform)
• USLeadList.com – Micah’s company (probate & pre-probate lead provider)
• Yellow Letter – direct mail service tied into Micah’s business

💼 Business / Investing References

• Probate & Pre-Probate Leads – core of US Lead List’s business
• Inheritance List – specialized data product
• SBA Loans – Small Business Administration funding for acquisitions

Chapters
00:00 Introduction to Real Estate Investing and Podcast Goals
03:07 Micah Nichols: Early Life and Journey to Real Estate
05:46 Transitioning from Jobs to Real Estate Investments
09:01 The Influence of Robert Kiyosaki and Real Estate Mindset
11:36 Comparing Real Estate and Business Purchases
14:17 Navigating the Business Acquisition Process
17:07 Leveraging Real Estate Equity for Business Ventures
19:49 Innovations at US Lead List and Modernizing Marketing
22:26 Understanding Probate and Pre-Probate Leads
25:13 Expanding Services and Data Offerings at US Lead List
31:43 The Shift to Subscription Models
32:31 Harnessing AI for Business Efficiency
35:00 AI in Client Interactions
36:26 Empathy in Cold Calling
40:35 Strategies for Standing Out in Marketing
48:27 Effective Direct Mail Strategies
50:10 The Importance of Follow-Up in Sales
54:58 Recommended Reads for Business Growth
59:08 Outro