Handling objections on the phone can make or break a deal. In this episode, sales expert Jen Way walks through the four objections real estate investors hear most often—like “I need to talk to my spouse,” “I need to think about it,” and price pushback—and explains how to get ahead of them before they ever come up. Jen shares how top salespeople stay proactive on calls, ask better questions, and guide conversations so sellers gain clarity on their real reason for selling, making it much easier to reach an agreement.

KEY TALKING POINTS:

0:00 - Intro

0:24 - Objection 1

6:32 - Objection 2

8:49 - Objection 3

11:50 - Objection 4

13:15 - The Why & The RRR Tactic

17:06 - Jen’s Thoughts On Using Scripts

18:48 - How She Got Into Sales Training

21:15 - The Perfect Candidate For Her Training

22:43 - The Benefit Of Pulling Back

25:03 - Extra Tips From Jen

28:18 - AI Agents

30:38 - Closing Thoughts

31:19 - Outro

LINKS:

Instagram: Jen Way

https://www.instagram.com/salesthejenway/

Facebook: Sales The Jen Way

https://www.facebook.com/groups/salesthejenway/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

When Brent Bowers noticed land deals starting to slow down, he made a simple pivot: instead of just selling the land, he started placing brand-new manufactured homes on it. The result was a much larger buyer pool and profits around $50K per deal. In this episode, Brent breaks down how the strategy works, how he finds the right parcels, and the numbers he looks for before buying.

KEY TALKING POINTS:

0:00 - Intro

0:36 - Why Brent Bowers Changed His Strategy

2:31 - Discovering The Strategy

4:39 - Which Markets Are Working

6:45 - Manufactured Homes With Drywall

7:53 - How He Does It

11:30 - An Example Of A Market

12:56 - How To Get Discounts

14:30 - Outro

LINKS:

Instagram: Brent Bowers

https://www.instagram.com/brentlbowers/

Website: The Land Sharks

https://www.thelandsharks.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

If you’ve been jumping between marketing strategies or feel like your current channel has stopped producing deals, this episode will help you reset your expectations. David breaks down what he calls the marketing clock — the cycle where strategies like direct mail, SMS, PPC, and other channels rise in popularity, become saturated, and eventually give way to new opportunities. He also explains why most investors quit too early and how much marketing spend it realistically takes before a deal starts to come through.

KEY TALKING POINTS:

0:00 - Intro

0:24 - Marketing Mistakes

1:34 - The Marketing Clock

4:41 - Stick To One Method

6:17 - How Much Marketing Does It Take?

10:32 - Closing Thoughts

10:51 - Outro

LINKS:

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Slow flips are becoming a popular long-term real estate strategy. Instead of flipping quickly, investors buy inexpensive houses and often seller finance them to create steady payments over time. In this episode, David shows DealMachine user George Dorr how to find cheap slow flip opportunities in Virginia using DealMachine’s filters, property data, and outreach tools.

KEY TALKING POINTS:

0:00 - Intro

0:44 - The Slow Flip Method

2:45 - Setting Up Filters In DealMachine

5:25 - Skip Tracing

6:59 - The DealMachine Dialer

13:10 - Outro

LINKS:

Facebook: George Dorr

https://www.facebook.com/dorrhomes

Website: George Dorr

https://georgedorr.kw.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

If you’ve been thinking about adding vacant land to your real estate business but aren’t sure where to start, this episode gives you a clear path forward. Joe McCall shares his proven system for flipping vacant land, including how to identify markets where land is actively selling, how to find buyers before you ever lock up a deal, how to target the right sellers, and the simple postcard strategy he uses to generate strong response rates. If you want a more predictable approach to land deals instead of guessing on markets, this episode walks you through the entire framework step by step.

KEY TALKING POINTS:

0:00 - Intro

0:34 - Finding A Good Market

7:48 - Finding Land Buyers

9:44 - Finding Sellers

11:02 - His Postcard + Voicemail Strategy

13:59 - His Metrics With This System

14:53 - Outro

LINKS:

Instagram: Joe McCall

https://www.instagram.com/jvmccall/

Links: Joe McCall

https://linktr.ee/joemccall

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

At 19 years old, Austin Pertl is closing four wholesale deals per month after dropping out of high school and going all-in on real estate. In this episode, he breaks down how he built consistent deal flow, why he prefers smaller markets over major metros, and how he competes against larger operators without driving everywhere. He shares the sales mindset that sets him apart, what he’d do differently if he started over, and the simple approach that helped him turn early struggles into steady contracts. If you’re trying to get your first deal or scale beyond one or two per month, this episode shows what consistent wholesaling actually looks like.

KEY TALKING POINTS:

0:00 - Intro

0:32 - An Overview Of Austin Pertl’s Business

2:47 - Reducing Their Marketing Spend

6:01 - Locking Up Deals Virtually

10:59 - Setting Himself Apart From The Competition

15:38 - What He Was Doing Before

20:20 - Other Young Investors

21:52 - Why Wholesaling Is A “Weird” Model

23:49 - Losing Money On EMD

27:02 - Negotiation Tips

33:56 - How He Got His First Deal

34:40 - Filters He Suggests & Older Sellers

40:38 - Closing Thoughts & How To Get In Touch

42:57 - Outro

LINKS:

Instagram: Austin Pertl

https://www.instagram.com/austinbuyshouses/

Website: Revite LLC

https://www.revitellc.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Vacancy can quietly drain rental returns, even in strong portfolios. In this episode, Alex Arguelles—who built and exited a 9,000-unit apartment portfolio—explains the “sell and stay” model he’s now scaling across the country. Instead of buying empty properties and searching for tenants, investors acquire homes with the seller already leasing it back—often with prepaid rent and a refinance path after 13 months using DCR loans. We break down how the structure works, how the numbers are engineered, and where this strategy fits inside a long-term rental portfolio.

KEY TALKING POINTS:

0:00 - Intro

0:30 - Alex Arguelles’ Business

1:32 - What He Was Doing Before

3:38 - What Sell2Rent Does

7:45 - How Sellers Find Him

8:53 - The Concerns With The Market

10:37 - Refinancing In 13 Months

12:41 - How His Partner Knew About The Model

14:35 - Working With Wholesalers

16:39 - Lessons From Entrepreneurship & Mentors

20:30 - Providing Value As A Beginner

22:14 - Lessons From Sports & Hiring Tips

26:52 - Closing Thoughts & How To Get In Touch

29:23 - Outro

LINKS:

Instagram: Sell2Rent

https://www.instagram.com/sell2rentusa/

Website: Sell2Rent

https://www.sell2rent.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Andrew Lucas breaks down the seven deal sources that consistently drive revenue in his business without increasing marketing spend. He explains how investors can build a wide network of referral partners, agents, professionals, and community connections that generate steady off-market opportunities — instead of relying only on paid leads. This episode unpacks how to create consistent deal flow by positioning yourself at the center of the right conversations.

KEY TALKING POINTS:

0:00 - Intro

0:21 - The WIDEFAN Method

4:49 - Wholesalers

6:09 - Influencers

7:01 - Driving For Dollars & Everybody Else

8:25 - Facebook Groups

11:20 - Agents

13:31 - Networking

14:51 - Outro

LINKS:

Instagram: Andrew Lucas

https://www.instagram.com/theandrewrlucas/

Website: Deal Finders Club

https://dealfindersclub.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/