Are you deploying a “Blockbuster strategy in a Netflix reality? Tristen Sutton, a Facebook ads expert, knows the ins-and-outs of how to attract and convert your ideal clients. He knows exactly what’s working right now and shares some of the biggest mistakes REALTORS®  make when it comes to social media marketing. Listen in to hear Tristen’s tip for connecting with people online during a time filled with negativity and fear - and learn how to make your next virtual open house a smashing success. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes

• 01:00 – Introducing Tristen, a certified Facebook ads expert who teaches REALTORS® how to use Facebook ads to attract and convert their target market
  
  • 01:20 - He works with the Houston Association of Realtors to help agents reach their community
• 02:45 – On leveraging social media during the pandemic
  
  • 03:05 - Social media is going to be your best friend right now; embrace it, so stop having a “Blockbuster strategy and a Netflix reality”
  • 04:10 - Your reach is minimal with regular posts; you need to invest in Facebook ads, use video, and provide value
  • 05:23 - Do video, Facebook Lives, and live tours for open houses; the best practice is to do a pre-recorded video and upload it natively on your FB page
  • 06:40 - Then, you can repurpose that video across other channels and maximize your content
• 07:25 – What kind of videos are working well right now
  
  • 07:30 - People are favoring videos that are about 3 minutes in length on your business page; call out and identify your market and do something different
  • 08:05 - Invest in a little tripod and a mic; make sure the lighting quality is good, too
• 09:05 – Tristan’s CSIRE experience 
  
  • 09:20 - He sees a lot of agents deploying the “posting and hoping” strategy; it doesn’t work anymore
• 10:30 – What’s safe for REALTORS® during Fair Housing Month who want to target a certain market
  
  • 10:35 - You can’t target based on gender, income, or zip code; you can’t violate because Facebook simply won’t let you
  • 11:08 - You can target by address, city with a 15-mile radius, and age; Tristen teaches the valuable skill of retargeting those who click and are interested
  • 12:15 - If you don’t serve first-time homebuyers, have a connection with someone in your area who does
• 13:25 - Tristen’s tip
  
  • 13:45 - He’s seeing people getting disgruntled and negative online; stay positive, make people laugh, and make people feel good   
• 14:37 - To get in contact with Tristen: text “freeguide” to 31996; it’ll lead you to a link to download a free workbook to make your own Facebook ads and put you on his email list

3 Key Points

1. Video is queen right now on Facebook - so use it! 
2. Don’t just “post and hope”. 
3. Stay positive in all your messaging. People need a laugh and a smile right now.

Are you owning up to your mistakes and milkin’ the lessons out of them? Rock Thomas, a farm boy turned investor, entrepreneur, and self-made millionaire sure has, and he’s here to share why nobody cares more about your money than you do. In the past, he has let his emotions and ego run the show, and when they did, things got dog-shit messy — literally. Listen in to hear why Rock sees his mistakes as investments in himself - and learn about the massive opportunities he’s creating amidst the coronavirus pandemic.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes:

• 00:40 – Introducing Rock, a farm boy turned podcast host, bestselling author, motivational speaker, investor, entrepreneur, and millionaire
  
  • 02:10 - He invests in student housing; he’s in a mastermind of people dedicated to passive income vehicles and a man had broken the strategy down to a science
  • 03:10 - The guy figured out how to renovate places quickly and efficiently; Rock gave him resources to scale his business from $8M/year to $120/M/year in 4 years
• 04:00 – Rock’s CSIRE 
  
  • 04:50 - Usually people say not to wait to buy real estate, but in this case, he recommends waiting to see how this pandemic shakes out
  • 05:15 - Rock got good in real estate, then he got cocky; he ended up getting burnt and having to repossess a property that had 26 dogs
  • 06:00 - There was poop everywhere and she had an indoor pool that wasn’t taken care of so there was mold everywhere; his emotions led to more bad decisions to try and make up the money
• 06:20 - The lesson
  
  • 06:30 - Respect your rules and principles; do your due diligence and don’t get greedy or careless
  • 07:00 - Nobody cares about your money more than you do
  • 08:50 - He’s made some mistakes along the way and has learned to be resilient and careful
  • 10:30 - When you don’t win, you can still learn and get equipped with wisdom
  • 11:12 - Pause and determine how you respond; don’t just respond
  • 13:30 - Own and pay for your mistakes; learn from them and make better decisions down the road
  • 14:40 - Don’t be afraid to fail, be afraid to not be in the game
• 15:10 - What he’s doing now during the coronavirus outbreak
  
  • 15:15 - He’s picking oranges, bought an industrial machine, and has freshly squeezed juice daily
  • 16:05 - He’s playing golf, meeting professionals on the course, and choosing to thrive
  • 16:40 - He’s doubling down on his rituals, healthy habits, and stock play
• 17:30 - How to reach Rock: the #IAMMovement podcast, his website, Instagram, Facebook, and YouTube

3 Key Points:

1. As emotion goes up, intelligence goes down.
2. Respect your rules and principles.
3. Nobody cares about your money more than you do. 

Is your money working hard, or hardly working? Brett Swarts, the founder of Capital Gains Tax Solutions, shares the strategies and solutions he uses to free his clients from feeling trapped by capital gains tax. He shares some examples, reveals how it works, explains why it’s totally legal, and changes the way you’ll look at trusts, taxes, and investing forever. Listen in to hear Brett’s advice on what to do during this tough time in the market - and get a glimpse into what can be done to build and preserve your wealth for years to come. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes:

• 00:40 – Introducing Brett who, at a young age, helped his father with real estate buying, selling, and building residential properties in the Bay area
  
  • 01:10 - He later learned about real estate investing and fell in love with helping people find real estate investment solutions
  • 01:45 - When the 2008 crisis hit, he set out on a journey to help his family and friends escape feeling trapped by capital gains tax
  • 02:05 - Now he educates about the 1031 tax-free exchange and the capital gains solutions people can use
• 03:50 - The issue is taking on too much “dumb” debt
  
  • 03:50 - During this time, you want liquidity and diversification; you don’t want to buy a property just to buy, you want to wait until you can buy for a lower price
  • 04:10 - The 1031 can sometimes force people to buy high and buy something of equal or greater value, which means equal or greater debt
  • 04:20 - A gentleman in Georgia who just closed moved his funds to a deferred sales trust to protect his wealth and see what pans out with the pandemic
  • 05:15 - Don’t overpay for a property just to pay less tax
• 06:00 - Advice Brett gives to his clients when emotions are running high
  
  • 06:25 - Build a team around you of people that have your best interest in mind that can help guide you
  • 06:55 - Have a tax-deferred optimal-timing wealth plan, diversify, take on more reserves, and maybe sell a property that still has its value
  • 07:30 - Move into a strategy of preservation; the largest wealth transfer in the history of the U.S. is coming because of baby boomers
  • 08:50 - They want to fund their retirement, travel, release liabilities, and get rid of debt but they’re faced with a capital gains tax
  • 09:10 - A deferred-sale trust could be a way to work around that, diversify, and get liquid
  • 10:00 - You need to know your vision, state in life, and goals to set up a plan that works for you; the people you work with need to provide more value than ever
  • 11:15 - Trade illiquid assets and turn them into liquid ones, and do it all tax-deferred
• 11:30 - More on the deferred trust
  
  • 11:35 - It’s through tax code IRC 453, which is also known as an installment sale, a seller carryback; their version is through IRC 1031, which has timing restrictions
  • 12:00 - Most notes go for ten years, can be renewed, and can be passed to your kids inside a living trust, remaining tax-deferred
  • 12:30 - You can buy a new property with those funds, still tax-deferred
• 13:14 - Their average client
  
  • 13:15 - Their average deal is $2.6 Milion and they defer around $400,000-500,000 in liability; their minimum is $500,000 of proceeds and $100,000 in tax liability
• 14:50 - As an agent, remind your clients that they don’t have to plow through all they have and more into their next home
  
  • 15:20 - These deferred sales trust solutions work for many things, including businesses and even horses 
• 17:30 - A hypothetical
  
  • 17:50 - If someone sells an asset for $1.9 Million, pays off all their debt, and puts about $800,000 into the trust; now, it can be invested into whatever, whenever
  • 18:12 - The only limitation is that 20% of it must stay liquid; funds are directed from the trust directly to the real estate asset
• 18:50 - How ownership works within the trust
  
  • 19:30 - You own it within a JV partnership with the trust so you get a brand new depreciation schedule; you can form an LLC and partner with the trust
  • 20:40 - The trust acts as a silent partner; you can have one trust with multiple notes
• 23:15 - How to contact Brett: The Capital Gains Tax Solutions podcast, YouTube channel, and website - and be sure to grab their free guide on the site

3 Key Points

1. Don’t overpay for a property just because you want to pay less tax. 
2. Human nature is to buy high and sell low because you let your emotions overrun you. 
3. It’s complicated: Get a professional to help you navigate tax solutions.