Properties to Profits

EP 122: How to Walk Sellers Through Contracts Without Losing the Deal

In this episode of Properties to Profits, I walk you through one of the most critical steps in real estate investing—getting the contract signed. Too many deals fall apart at this stage because sales reps freeze up, hesitate, or skim over key details. Today, I break down exactly how to guide sellers through the contract with confidence so that hesitation disappears, trust is built, and deals close smoothly.
I’ll share the proven step-by-step framework we use at Oasis Home Buyers to present contracts clearly, address objections upfront, and create certainty for both the seller and the sales rep. If you’ve ever struggled with getting contracts signed or felt deals slip away at the last minute, this episode will give you practical tools to boost your closing rate and strengthen your sales process.
 
Key Takeaways
Confidence is contagious—when you walk sellers through contracts with certainty, they feel more comfortable moving forward.
Hitting all the key points upfront (purchase price, as-is terms, taxes, and occupancy) removes doubt and prevents objections later.
Practicing scripts and using humor can ease tension, build trust, and help you assume the close naturally.
 
Episode Timeline
[0:00] - Why hesitation at the contract stage kills deals[1:32] - Building confidence and creating certainty in sellers[2:07] - Key points to highlight in the contract (purchase price, as-is terms, etc.)[3:04] - Clarifying taxes, utilities, and inspection responsibilities[3:56] - Handling occupancy terms and timelines[4:52] - Addressing pre-marketing and MLS listings[5:33] - Overcoming objections and using humor to ease tension[6:16] - The power of practicing scripts and assuming the close[7:36] - Recap: why confident contract walkthroughs lead to more deals
 
If you enjoyed today’s episode, don’t forget to rate, follow, and review the podcast. Share it with a friend who’s working in real estate—you never know how it could help them close their next deal!

EP 121: Real Estate Tax Strategy & Unlocking Tax Benefits in the New Economy with Randy Brown

In this episode of Properties to Profits, I sit down with Randy from OWIC CPA, a seasoned CPA and entrepreneur who’s reimagining how small businesses and real estate investors approach taxes. We unpack the growing CPA shortage, discuss how his firm is cultivating new talent and providing exit strategies for retiring professionals, and explore the sweeping impacts of the new tax bill signed in July.
 
We also dig into powerful tax-saving strategies that benefit everyone from tipped employees and overtime workers to high-income professionals and real estate investors. Whether you’re just getting started or scaling your portfolio, this conversation offers essential insights into how to keep more of what you earn, reduce tax liabilities, and build lasting wealth through community, strategy, and smart investing.
 
Episode Highlights
 
[0:00] - Introduction to Randy and his CPA firm’s mission to serve real estate investors and business owners
[3:47] - Why the CPA industry is facing a massive labor shortage and what Randy’s doing to solve it
[5:09] - Succession planning for small CPA firms and why most lack an exit strategy
[6:12] - Innovative talent development and acquisition strategy to support retiring CPAs
[7:33] - Importance of peer collaboration and building a support network in the tax space
[9:16] - Leveraging community to fund larger real estate deals and build long-term wealth
[12:22] - How real estate operators can capture value by holding, not wholesaling, deals
[13:06] - Where most business owners struggle—bookkeeping, taxes, and operations
[16:09] - Highlights from the new tax bill: tax breaks for tipped employees and overtime workers
[18:07] - How marginal tax rates make these tax breaks so valuable
[23:03] - New permanent tax benefits for business owners: bonus depreciation and QBI
[25:11] - What QBI means and how it saves business owners thousands
[27:16] - Why 100% bonus depreciation is a game-changer for equipment and real estate
[30:17] - Cost segregation studies: how they work and why they’re powerful
[32:09] - Alternative to 1031 exchanges using accelerated depreciation
[35:52] - Rising interest rates and their impact on multifamily and commercial real estate
[38:03] - How high-income individuals and married couples can still unlock major tax benefits
[40:00] - Active vs. passive losses and how to qualify for real estate professional status
[43:15] - Short-term rentals and other carve-outs that help high earners deduct losses
[47:12] - Real-life tax strategy for dual-income households with different income levels
[48:14] - Why it’s crucial to diversify between tax-deferred, tax-free, and personal assets
[49:46] - Who Randy works with—and how his firm helps eradicate entrepreneurial poverty
[54:13] - The complexity of real estate books and how Randy’s firm handles it for investors
 
5 Key Takeaways
The CPA profession is facing a critical talent and succession crisis—Randy is working to bridge this gap by training new CPAs and acquiring firms lacking an exit plan.
The new tax bill provides significant savings for tip earners and overtime workers, offering real opportunities for average Americans to boost their savings or invest.
Real estate investors and business owners can now benefit from permanent bonus depreciation and expanded QBI deductions, creating massive tax reduction potential.
Cost segregation and bonus depreciation can be more effective than 1031 exchanges, especially when timing or deal quality is an issue.
Strategic entity structure and role designation (active vs. passive) are key for high earners to leverage losses and dramatically reduce their overall tax burden.
If you enjoyed this episode, please take a moment to rate, follow, and review the show. Share it with someone who’s ready to take their tax strategy—and financial future—to the next level.

EP 120: Hiring Mistakes That Nearly Broke My Business

In this episode, I open up about a tough but necessary lesson from my company, Oasis Homebuyers — the real cost of making the wrong hire. I share a raw behind-the-scenes look at how one employee’s misalignment with our culture led to a damaging Glassdoor review, a ripple effect on team morale, and ultimately, a deeper commitment to protecting our culture.
 
If you’re a business owner or leader building a team, you’ll want to hear how we’re reshaping our hiring process to focus on alignment over experience. I talk candidly about red flags, assessment failures, and what we’re doing now to avoid repeating the same mistake. Whether you’re hiring or looking to be hired, there are major takeaways here.
 
Timeline Summary
[0:00] - Introduction
[0:42] - A one-star Glassdoor review sparks an internal reflection
[1:52] - Breaking down the employee’s complaints and the reality behind them
[3:07] - Misunderstandings about sales expectations and company culture
[5:14] - The emotional and financial toll of a poor hire
[6:25] - Why alignment matters more than talent alone
[7:28] - Our intensive hiring process explained
[9:27] - Red flags we’ll never ignore again
[10:26] - New policy: candidates must agree to expectations before hiring
[11:35] - How one bad fit doesn’t define your company — but your response can
 
 
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EP 119: Feeling Burnout? You Might Be Chasing the Wrong Goal

Ever felt like you’re dragging yourself through the day, too tired to hit the gym, or just not excited about the work in front of you? In this episode, I dig into why burnout might have less to do with working “too hard” and more to do with being out of alignment with what you truly want in life.
 
I share personal stories—from hustling at multiple jobs as a teenager to chasing my billion-dollar real estate dream today—that prove when you’re going after a big, crazy goal, burnout takes a back seat. We’ll talk about the mindset shifts and relentless drive it takes to reach those dreams, and why the world calling you “crazy” might just mean you’re on the right track.
Episode Timeline
[0:44] - The truth about burnout and why “working too hard” isn’t the real cause.
[1:18] - Why chasing your biggest, craziest goals keeps burnout at bay.
[2:36] - How most people’s fear of hard work keeps them from achieving their dreams.
[2:54] - My teenage hustle story: working 70 hours a week to buy my first car.
[4:38] - Why I don’t take holidays off while building a billion-dollar company.
[5:46] - How aligning with your goals changes everything.
[6:31] - The sign you’re on the right track: when people call you “crazy.”
Key Takeaways
Burnout often stems from being out of alignment with your true goals—not from working too much.
Big, “crazy” dreams require outworking everyone else—and the effort feels energizing when it’s aligned with your passion.
When people start calling you “crazy” for how hard you work, it’s usually a sign you’re moving in the right direction.
Links & Resources
Follow me on social media for more real estate tips and motivation.
If you enjoyed this episode, don’t forget to rate, review, and share the podcast. Let’s keep turning properties into profits—together.

EP 118: Why Quick Decisions Win in Real Estate & Holding On Will Cost You

In this episode of Properties to Profits, I dive into one of the toughest challenges we face as real estate investors—knowing when to let go. Whether it’s a property, a deal gone bad, or just our own pride, holding on too long can cost far more than money. I break down real-life situations, including a powerful story of a friend who waited too long to sell, and how that decision impacted everything from stress to credit.
 
I also share the mindset shifts and decision-making frameworks I use to avoid these traps, and why relying on trusted mentors and advisors is crucial in today’s shifting market. If you’re facing a tough call or sitting on a decision, this episode might be just what you need to move forward with clarity.
Episode Timeline
[0:00] - Introduction
[0:43] - Why letting go is sometimes the smartest move in real estate
[1:04] - How waiting too long to sell can cost more than just money
[1:52] - A real example of delayed decisions leading to deeper financial trouble
[3:07] - The value of mentors and advisors when facing tough calls
[3:26] - A decision-making framework to reduce emotion and increase clarity
[4:36] - The long-term impact of delaying hard choices
[5:20] - How reframing control helps your business survive downturns
[6:12] - Why solo decision-making can silently kill your business
[7:14] - It’s about momentum, not perfection—lasting is winning
Key Takeaways
Delayed decisions often cost more than quick, imperfect ones. Waiting too long can lead to unnecessary stress, missed opportunities, and long-term financial damage.
Pride and isolation are silent killers in business. Let go of the need to do everything yourself and lean on trusted experts.
Survival in real estate is about momentum, not perfection. The ones who win are those who keep moving and making smart, timely decisions—even in tough times.
Links & Resources
Follow me on social media for updates and actionable tips
Know someone facing a tough decision? Share this episode with them
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EP 117: From Getting Fired to $700k in 6 Months of Wholesaling Real Estate

What happens when you get fired the same day your real estate ad airs on TV? In this special episode, I sit down with the Real Estate Disruptors podcast to share the raw and unfiltered story of how I went from being unexpectedly fired from a six-figure job to closing $700,000 in my first six months of wholesaling.
 
We talk about everything—from my rocky start in business with a landscaping company riddled with lawsuits, to becoming a top sales rep, and finally taking a bold leap into real estate. If you’ve ever questioned your path, feared failure, or wondered if you have what it takes to succeed, this conversation will light a fire under you.
Episode Highlights
[0:00] - My journey from landscaping lawsuits to owning rental properties
[4:12] - The day I got fired—same day my real estate TV ad aired
[6:45] - What drove me to be the #1 sales rep at multiple companies
[9:00] - Why I saw sales as the fastest path to change my financial future
[11:00] - Selling mints in elementary school and mowing lawns by age 10
[13:00] - Real-life influences that showed me wealth was possible
[15:01] - The flip that replaced my $300K W-2 income
[16:36] - Losing money on flips and why I shifted to wholesaling
[17:58] - Why TV marketing gave me an edge—and how I made it work
[20:00] - What it’s like to walk into your first wholesale deal with zero experience
[22:10] - The mindset that helps me stay consistent and keep winning
[24:30] - My obsession with being the best—and how it shapes everything I do
Key Takeaways
Getting fired can be the best thing that ever happens to you – It forced me to take the leap I needed to succeed.
Sales and marketing are the real engines of any real estate business – Master these, and the rest follows.
TV marketing still works—if you commit and play the long game – Don’t quit just because the phone doesn’t ring right away.
Links & Resources
Follow me on Instagram: @realestatemike02
Real Estate Disruptors Podcast: realestatedisruptors.com
If you found this episode valuable, don’t forget to rate, follow, share, and leave a review. Screenshot the episode and tag me @realestatemike02—I’d love to know what hit home for you.

EP 116: Why Old Leads Are Your Hidden Goldmine

Ever feel like you’re sitting on gold but don’t realize it? In this episode, I dive deep into one of the most overlooked yet most profitable aspects of real estate sales—the power of follow-up. I’m sharing real-life stories from my own team at Oasis Home Buyers, including how a brand-new rep uncovered thousands of dollars from leads that were over 760 days old.
 
Whether you’re a seasoned pro or just getting started, this episode will show you why consistent follow-up isn’t just a good idea—it’s the key to unlocking hidden revenue and long-term success. Tune in to hear how we’re training our sales team for greatness and why grit and persistence always pay off.
Episode Highlights
[0:00] - Introduction
[0:43] - Why we make new sales reps start with “old” leads
[1:35] - Teaching grit: why struggling through tough calls pays off
[2:13] - How a 21-year-old server became a sales success story
[4:04] - What we look for in a top-performing sales team
[5:19] - Two deals closed—over 760 days old each
[6:32] - Real math: how $14K in 30 days started with a cold lead
[7:08] - Why follow-up is the single biggest untapped revenue source in your CRM
Key Takeaways
Old leads are not dead leads – Deals can still be locked up even after two years if you’re willing to do the work.
Success in sales starts with grit – New reps learn more from dialing older leads and facing rejection than from chasing new ones.
Fortune truly is in the follow-up – Consistent effort and follow-up lead to unexpected and rewarding results.
Links & Resources
Follow me on Instagram: @realestatemike02
Enjoyed this episode? Be sure to rate, follow, share, and leave a review. Screenshot the episode and tag me with your biggest takeaway on Instagram @realestatemike02—I’d love to hear what stood out to you.

EP 115: Mindset, Habits, and Who You Surround Yourself With to Achieve Your Potential

In this episode of Properties to Profits, I dive into something that hits close to home—your dream life. What does it look like, and more importantly, what are you doing daily to make it a reality? I share thoughts on why most people fall short of their goals and what it truly takes to move the needle forward in your health, finances, faith, and family life.
 
This episode unpacks the mindset and habits necessary for real transformation. I break down the “Four V’s” framework—Visualize, Vocalize, Vote, and Vicinity—to help you align your identity with your aspirations. It’s not just about what you want; it’s about becoming the person who lives that life.
 
Timeline Summary
[0:00] - Why most people don’t achieve their dream life
[1:13] - A powerful example from Coach Taylor’s health journey
[2:13] - How belief alone isn’t enough—you must act like the person you want to become
[2:57] - The impact of early morning habits on long-term success
[3:17] - How not living your dream life affects your confidence, family, and finances
[4:21] - The Four V’s: Visualize, Vocalize, Vote, and Vicinity
[6:11] - Why fitness is often the best starting point for life change
[7:16] - The cheat code: surround yourself with people who are where you want to be
[8:59] - Final thoughts on leveling up and staying aligned with your goals
 
Key Takeaways
You must act as the person you want to become—belief alone won’t create results.
Daily actions are your votes—every choice moves you closer to or further from your dream life.
Your environment shapes your success—surround yourself with people who already live the life you want.
 
Links & Resources
Follow me on Instagram: @realestatemike02
If you found value in this episode, don’t forget to rate, follow, and review the podcast. Share it with someone who’s ready to step into their full potential. Let’s keep turning properties into profits—together!