Podcast appearances and mentions of tom one

Tom One brings some summer tunes with guest mix from Herberta ⚡️Like the Show? Click the [Repost] ↻ button so more people can hear it!

Tom One brings you some fresh house music with guest mix from Daan Willems from the Netherlands! ⚡️Like the Show? Click the [Repost] ↻ button so more people can hear it!

Tom One brings you some fresh house and dance music to kick of 2025. ⚡️Like the Show? Click the [Repost] ↻ button so more people can hear it!

Tom One brings you house, tech house and minimal house in his final episode of 2024. ⚡️Like the Show? Click the [Repost] ↻ button so more people can hear it!

Tom One brings you his latest single plus great house and techno tracks from the 90s to the present. ⚡️Like the Show? Click the [Repost] ↻ button so more people can hear it!

Tom One brings you the freshest House Music.

Tom One brings you the best house and tech house tracks, plus some old school house! Tracklist Oden & Fatzo x Poppy Baskcomb - Tell Me What You Want (Extended Mix) Round Table Knights - Calypso (Original Mix) Sem Jacobs - Pass Me The Wine Please (My Body) Charles Pierre - Moonlight To Sunrise (Franky Rizardo Remix) Martin Ikin, Matroda & Sian Lee - 4U (Extended Mix) Nic Fanciulli - Set Me Free (feat. Robert Courtois) Alex Neri - Symbol Of Love Nu Birth - Anytime Chico Rose - Tandale YRM - On The Corner (Original Mix) Eats Everything - Happy People feat. Stevie Appleton 1tbsp - Oh No Mary Droppinz - GiGi Yeaji - booboo Levity - Flip It (Justin Jay x Don Jamal Remix)

Tom one brings you the hottest house and tech house records this month Tracklist PAWSA - Tool Cool To Me Careless Prospa - Motions Mr Belt & Wezol - It's Not Right But It's Okay Demuir - Lemme Show U Sumtn'n (Rendher Remix) Joseph Edmund, VITO - Keke Late London, Misha - Tangerina Saffron Stone - From The Start Chanel Charmichael - A little Bit Ferra Black & Warren Blake - Midnight Train Fontaines DC - Starburster (Tom One Remix) Joshwa - Beat Goes Dom Dolla - girl$ DJ Love - XTC Charlie xcx - Club Classics (Glimji Cut)

Tom One brings you the hottest and latest summer dance tracks! Tracklist CHANEY - Blank Space Jamie xx - Treat Each Other Right Disclosure - She's Gone, Dance On Prospa - Motions PAWSA - Too Cool To Be Careless Alex Adair and Bottom Lip - Body Next To Mine Marlon Hoffstadt - It's That Time (FISHER Remix) SOS - Blow (White Girl In Town) LSDXOXO - Mutant Exotic Floating Points - Del Oro Underspreche - Alright DJ ADHD and Papa Nugs - Buss It Ahadadream, Priya Ragu and Skrillex - TAKA (Caribou Remix) Florentino - Pressure Krafty Kuts - Go Loco

A selection of breakbeat classics from the last 20 years! Tracklist "Riot in Belgium - La musique (Adam sky Remix) Meat Katie - Can't Hear Ya Jochen Simms - Meet the Drum Dirty Rotten Scoundrels - Rhino Resurrection (Sunny Chicago Remix) Sir Winston - Mad Agenda Screwface, Ctrl Z - Stereo Typical (Original Mix) Lee Coombes feat Dylan Rhymes and Christian J - Alright All Night (feat Dylan Rhymes) The Autobots, Screwface - Burn Pirate Breaks - Slippety Starter Contact - Signs Of Life (Lee Coombes Mix) ODF - Want Love Ragga Twins - Everybody Hype Alex Guerrero - In Love Aquasky - Superbad"

As followers of Christ, we look to Him for answers to our prayers and guidance in our lives. Unfortunately, we're vulnerable to listening to the wrong voice and falling prey to the enemy's strategies that lead us astray. Even when He speaks, many don't take the time to listen to the voice of God. How can we know when God is speaking to us? How can we make sure to listen to His Word, understand the prophetic and forge a relationship with God?That's the question we dive into in this episode of the Revelations Podcast with Pastor Tom Flaherty. He shares how you can turn your desire to listen to God into a delight you can experience every day. With God's strength and support, he shares how we can stand firm against the enemy's temptations and reach others with our faith. We also talk more about the joyful intimacy of letting God into your life and giving Him your time and heart.Listen to the voice of God; learn, and let God lead you in life. Tune in to this episode and open your ears to the Word of God.Here are three reasons why you should listen to this episode:Learn to examine and discern the voice of God from the noise of the world and the roaring of the devil.Discover and be secure in your identity as God's beloved child..Let Jesus lead you to the next step in your life. No matter your circumstances or problems, trust in Him to guard and guide you.Become Part of Our Mission! Support The Revelations Podcast:Your support fuels our mission to share transformative messages of hope and faith. Click here to learn how you can contribute and be part of this growing community!ResourcesMore from the Revelations Podcast hosted by Reagan Kramer: Website | Instagram | Apple Podcast | YoutubeS2E7 Draw Near to the Throne of Grace (ft. Tom Flaherty)City Church where Tom Pastors: https://citychurchmadison.org/Bible Verses:Isaiah 541 Corinthians 14:1 1 Thessalonians 5:19-21 2 Corinthians 3:17Act 2:172 Timothy 1:7 Matthew 16Mark 8 John 16:13Job 33:14 - 151 Peter 5:8 Revelation 12:10 Psalm 32John 3:29John 7:37 - 38Matthew 3:16 - 17Psalm 23:4 This Episode is brought to you by Advanced Medicine AlternativesGet back to the active life you love through natural & regenerative musculoskeletal healing: https://www.georgekramermd.com/Episode Highlights[02:37] Tom's Journey To Become Intimate With GodPastor Tom grew up in the Catholic Church but found himself disconnected. He experienced different churches that were united in Jesus Christ.He emphasizes that God wants the Church to be united with Christ at the center despite these differences.Tom's experiences hearing God and His direction have formed who he is today.[05:36] The Desire To Hear And Listen To The Voice of GodIn today's world, there are many voices and opinions that make noise and make us weary. On the other hand, the Word of God strengthens, comforts, and sustains us. [08:03] Tom: “One word from heaven changes everything. One word that comes from God to our hearts has strength in it and it sustains us.” That's why it's critical to listen and be able to discern His voice. He wants us to open our ears and desire to hear His voice.Raegan shares that the reason she started the podcast was because God spoke to her. It may be hard to hear Him, but He is there.[10:23] Examining The Prophecies Many use God's name to manipulate others for their own gain. Examine the prophecies you hear, discern the voice of God, and cling to Him.Tom advises never to place your identity in your ability to hear God. Instead, place your identity in being God's child whom He loves. You don't have to perfectly hear God all the time.You don't have to declare that this is what God has told you. Instead, leave it open and align it with the Scripture.Your relationship with God starts with Him speaking to you first. All you need to do is to reposition yourself to listen, not just to what He is saying now but also to His Word.God speaks to us through the Bible. Prophetic experiences align with and honor the written Word.[20:31] Delighting In God's Presence Every DayRaegan shares her personal journey of seeking God's presence in her daily life. She shares her need to rest with God amidst the busy times.It starts with a desire for intimacy to be with God. Make it into a discipline that will become a delightful part of your every day.Tom shares how his greatest delight is to have a coffee with God every morning. This way, God is at the center of his life all throughout the day.You don't have to work too hard to hear the voice of God. Instead, treat him as a friend you love building a relationship with rather than a mission to get your reward.[27:02] An Addiction To GodIt's important to differentiate between an assignment from God and a relationship with Him.Even within the ministry, don't put your identity into how much you're doing for God. Instead, host His presence and let him help you with your assignment.Tom shares how he had burned out in 2013 as a pastor of a large church and planned a sabbatical. Before he left, he dreamt of two women being worn down by the enemyGod tells him His plans to refresh these women by giving a drink of the Spirit of God and nurturing an addiction to His presence.It is through this addiction to God that we become free. We live our lives easier in delight with Him.[35:22] Surrendering Our Human Weaknesses To God's SpiritThere are two ways we can miss the voice of God and end up listening to the enemy: human agenda and human strength.Do not put God's name for your personal agendas and interests. This is a manipulative way of using God's name in vain. One example of this in Scripture is how Jesus rebuked Peter and the apostles after their denial of Jesus' incoming death.Doing things with human pride and strength can lead us to be deaf to God's voice. Just like how Peter and the apostles insist that they will never forsake Jesus despite what Jesus says will happen.Don't rely on human effort. Surrender your human agenda and strength to be with His Spirit and do things together with our Lord and God.[41:44] How the Voice Of God Reaches Us[41:47] Raegan: “Intimacy is: into me see, into me see. God, He wants to see into us and He allows us to see into Him through His word but also just by His presence we get to see more of Him and experience more of Him.” Intimacy with God allows us to be in His presence and experience Him. Jesus speaks through the Holy Spirit which speaks to us and reveals the truths from Scripture.The voice of God can reach us through many ways, like dreams and the even events in our lives.Our lives are God's platforms to speak. Whatever we may be experiencing, we need to notice when God is speaking to us and listen. We can see this in how He reaches out to Moses, Samuel, Elijah, and other prophets through their circumstances.Just like how God led Elijah out of the cave when he was depressed and in despair, the Lord also speaks to you and calls for you to leave the depression and walk with Him.He is the Shepherd and we, as the sheep, need to know his voice, listen, and follow Him as He leads us to the next place.[47:24] Discerning The Voice Of God From The Enemy's WordsWe have to acknowledge that the enemy is here and actively trying to get to us. Whether through human agenda or strength, it tries to pull us away from God.One way the devil speaks is loudly through fear and intimidation. The loud voice in your head can make the fear feel overwhelmingly real.However, we have to submit to God, rise up, and resist the fear. Command the enemy to go using the authority and support of Jesus Christ.The enemy also speaks to us through accusation. It tries to define us by our worst sins. However, the whole truth is that God loves you and Jesus died on the cross for our sins.Against the accuser, we stand victorious with God's love and Jesus' blood covering us. Place your identity in God and not in your sin, others' opinions, or self-hatred. [51:56] Tom:“My identity is not in my worst behavior. It is in His love, it is in His grace, it is in His favor and there is no argument in hell that can overcome that. That is the place of victory.”[57:20] Riding In God's Car: Obeying And Following HimRaegan shares her personal experience of learning to sit with God without an agenda.So many people receive silence from God because they have failed to do what He first asked of them. Be easily led and quickly agree and obey Him.Love God unconditionally and He will lead us through our lives. At times, it may not go the way we want it to go, however, this is His raising you to be pure. He is building and strengthening your relationship together.Christianity has its own engine. We don't have to hook it up to a horse and pull it ourselves. Instead, intimacy with God is the gas that allows Him to lead us all day.The only cost that we have to spend is to patiently wait on God. Listen, do less, and spend more time with Jesus.[01:08:25] Security In Intimacy With GodThe enemy is present in our lives. However, Jesus Christ covers us and strengthens us as we move forward.In the Scripture, God declares Jesus as the Son of God. However, the devil continues to tempt Him through doubt and insecurity. Jesus turns away from insecurity and refuses.Just as Jesus resists the devil and the insecurity it brings, don't act on insecurity. Be secure in your identity and cast off fear as God's beloved.God created intimacy in our relationship with Him as something pure, beautiful, and loving. This is what God intends for us.[01:13:40] Dancing With Jesus Tom shares the acronym, GUIDANCE to remember to dance with God. Say yes to dancing with Him! Once you ask and surrender, He will lead you in the dance of your life.God speaks to us differently. You have to turn to Him and discern that He is speaking. This includes attending church and hearing God speak through the pastor.Have the humility to listen and notice the many ways God converses with us.Listen and resonate with the Holy Spirit to discern when God speaks. Use the tools and the truths He gives us to stay strong and stand against the enemy at all times.The enemies will be in our lives every day, however, we don't have to face them alone. We have God and the anointing of the Holy Spirit to guard our hearts and minds.About TomTom Flaherty is the Head Pastor at City's Church in Madison, Wisconsin. Throughout his life, he has spent time with Jesus and listened to His truth and love. Listen to our first conversation with Tom on Revelations Podcast in Season 2, Episode 7 Draw Near to the Throne of GraceEnjoyed this Episode?If you did, subscribe and share it with your friends!Post a review and share it! If you enjoyed tuning in, then leave us a review. You can also share this with your friends and family. This episode shares what it means to listen and hear the voice of God. Learn to discern and follow Him as He leads you.Have any questions? You can connect with me on Instagram.Thank you for tuning in! For more updates, tune in on Apple Podcasts. 

This month Tom One brings you some great summer tracks plus house and techno tracks from across Europe! Tracklist Ben Rau - Calling Out Your Name (I Can't Sleep) (Oden & Fatzo Remix) Farr - Heal Me (Biscits lub Mix) Amy Lauren, Jaxx Inc. - Go Deep yune pinku - Killing Bee Max Talaer - Behind the Anger Jil Tanner - Alright (Bianka Banks Remix) Awesome 3 - Don't Go (Dancing Divaz Extended Radio Mix) - Orchid - Espiral Baltra - druzy@ (Scuba's Bassdrive Refix) - Joy Orbison - Flight FM Ilya Gadaev - My Own Overmono, The Streets - Turn The Page Floating Points - Vocoder Unknown - Ghost Town (4x4 Dub Remix)

This month Tom One brings you his best selection of house, techno and dance party tunes! A Trance banger from '98 as his crate dig and a great remix of Peggy Gou as his top track of the month! Tracklist Want You To - Tom One The Auction - Nikita, the wicked Forever 2 (Crush Mix) - Confidence Man, DJ Boring Win your love (Pagen Remix) - Shee Looking For Love - salute remix - Disclosure High Hope (Harry Hayes Remix) - Kilter What Ya Got 4 Me - Vocal Mix - Signum (Crate Dig) I WANT YOU - Trés Mortimer FORZ4 - t e s t p r e s s There's Another - Bad Boombox Here With Me - ATRIP Peach - salute, Sammy Virji Closer To - Keenan Mathias Shall Not Hate - Anja Schneider I Believe In Love Again (Jex Opolis Remix) - Peggy Gou

House Anthems – EP44 with Dipz Mistry Tracklist: 1. Mike Newman – Boom Boom (Scott Diaz Remix) 2. Blackbox – Ride On Time (Garreth Maher Club Mix) 3. Laidback Luke, Raphi – If There Is Love 4. Hermann Bravo & Sr. Funkie – Love Will Save Us (Nicole Fiallo Remix) 5. Dee Panch, Frankly, Ruby Creed – Feel Free 6. Tom One, Ollie Kaiper-Leach – Close To Me [Unreleased] 7. Bolier, Amy Lauren – Casually 8. Seamus D – Like That (DJ S.K.T Remix) 9. Hix, Kelli-Leigh – Oh No You Didn't 10. Tom Brownlow, JenJammin Sax, Jenny Jones – Give Me That Feeling 11. Sleepwalkrs, MNEK – More Than Words [Sleepwalkrs VIP] 12. Sonickraft – Feel The Love (Dirty Secretz Remix) 13. Mike Millrain – Music & Joy 14. Mike Millrain – What Time Is It? 15. Leandro Di – Don't Give Up 16. Vincent Caira, Brock Edwards – Hold It Down 17. Demarkus Lewis – That Raw Vibe 18. DJ Steaw – Come Along (M-High's Turned On Remix) 19. Danny J Lewis – The Jersey Dub 20. Big Drum Records – Rollin 21. BURNS – Talamanca 22. TC4 – Tranquilo

The boys help Duffy decide what discs to take to Florida and Josh takes over the news.

House Anthems EP29 Tracklist Tom One Guest Mix 1. Addison Groove - Changa 2. Town & Country - Love Could Be 3. Grampa - Sound Of Music Is 4. Lovers - Electric Drama 5. Federico Scavo - Watchin' Out 6. Stanton Warriors - Somali Funk 7. Danvers - Aye Ata 8. Pinder - BassBinBizness 9. Greco (NYC), Mad Villains - Lil' Bit 10. Tom One - That Record 11. Tom One - I Was Just Calling (Unreleased) 12. Black Loops - NYC Dirty Talks 13. Mr Stone - Closer 14. MJ Cole - Sincere (Re-Cue'd)

I'm so pleased to welcome our new Chief Operating Officer and Integrator of the Child Care Success Company, Tom O'Connor, to the podcast. And welcome to the team, Tom! Tom brings 30 years of experience in education, after-school care, and early learning expertise. He's also considered a bit of a master in acquisition and growth as he built his program to 44 locations across Colorado. Tom shares some fundamental and crucial steps for how to just GET STARTED, the ins-and-outs of deal acquisition and deal flow, how to set yourself to be a positive-mindset entrepreneur, leadership lessons, marketing tips, the magic of the seeds of influence, and more. Throughout his career, Tom has stuck to core values of Connect, Educate, and Inspire; with his staff, with his parents, and most importantly with the kids. This is a great episode for anyone who's wondering how to get their start, how to expand and grow, or just wants to learn more about what makes our newest team member so great!   Key Takeaways: [7:45] Tom shares some highlights from his journey. [10:16] Tom shares some basics of starting out in the business in your area, such as how to get on an RFP for a city. [12:25] Tom provides some fun facts about her personal and home life. [9:54] Tom shares some of the things that most excites him about joining The Child Care Success Company. [12:38] Tom shares some of the biggest leadership lessons that he has learned throughout his 30 years in the ECE industry.  [16:38] Kris and Tom run through some tips to finding deals when looking to acquire a new center.  [29:20] Kris and Tom discuss some of their favored industry marketing tips. [38:17] Kris asks Tom to share what his biggest challenge has been throughout his ECE journey and how he overcame it. [41:06] Kris asks Tom to share what he would do differently during his journey if he could go back and do it over again.  [45:01] Tom shares some of his favorite leadership books that he recommends. Quotes: “I would knock on doors. I went out and shook hands.” — Tom “One of the first things I learned was: Don't talk at, and try to get on the same level as.” — Tom “When you're talking to a kid you should probably get down on one knee so you're not imposing to them.” — Tom “Do something that the other person won't do.” — Tom “My three things are connect, educate, and then inspire. And if you can do those three things well and at a high level and consistent level, your program is going to grow.” — Tom “I don't think I'd be where I was if everything didn't happen as is.” — Tom “What Tony Robbins does with adults, we wanted to do with kids.” — Tom   Sponsored By: PB&J TV — Don't forget to mention Kris Murray for a special offer!   Mentioned in This Episode: Kris Murray The Child Care Success Company The Child Care Success Academy The Child Care Success Summit Tom O'Connor — COO of the Child Care Success Company BizBuySell.com DealStream.com Grant Cardone Think and Grow Rich, by Napoleon Hill Success Magazine Go Giver Series, by Bob Burg Spark: The Revolutionary New Science of Exercise and the Brain, by Dr. John Ratey

Mellee mixes tracks from Play Records' Ibiza 2021 compilation, including works by Oliviero Vivarelli, R.oK ft. Isis Salam, Med in Mars & Spicyledy, Cristian Avigni ft Katiuscia Ruiz, Richard Harrington ft. Env Vox, Melleefresh & dj genderfluid. Mathey B, deadmau5, Jerome Robins, Hotknife, Tom One. Hoxton Whores, Madaë, Saladin, Stifano, illusïn, JackEL & JLM, and Wolvero.

Divulgence Radio is a weekly radio show by Dj Divulgence, bringing you the best house, tech house, deep house and techno. 1. Johan S, HP Vince - Touch Me 2. Mat.Joe - The Deal (Extended Mix) 3. Jam Jamiro - Viviana (Original Mix) 4. De'Lacy - Hideaway (Shadow Child Classic Extended Remix) 5. Foo Funkers - Love Enough (Original Mix) 6. Tom One, Saxmode - Fantasy 7. A-Trak, Friend Within - Know Each Other (Extended Mix) 8. Ferreck Dawn, Alex Mills, Lee Foss - The Void feat. Alex Mills (Marco Faraone Remix) 9. Idris Elba & Inner City - No More Looking Back (feat. Steffanie Christi'an) [Extended Mix] 10. Todd Terry - U Know Baby (Extended Mix) 11. Brokenears - House Feeling (Extended Mix) 12. DJ Mes - The Slap 13. Norman Doray, Cavi, Emzy - Higher (Original Mix) 14. Taurus (US) - Spread Love (Jerome Robins 'Pepper Grinder' Remix) 15. Heliotype - Never Enough (Extended Mix) 16. Macka & Lowree - Mood 4 Love Follow me around the web: Divulgence Radio Podcast iTunes: https://podcasts.apple.com/us/podcast/divulgence-radio/id1477789977 Web: https://djdivulgence.com/ Soundcloud: https://soundcloud.com/djdivulgence Beatport: https://www.beatport.com/artist/dj-divulgence/751124 Spotify: https://open.spotify.com/artist/3o83OQvzPaJ9zC3U866Ufh Instagram: https://instagram.com/djdivulgence Twitter: https://twitter.com/djdivulgence Mixcloud: https://www.mixcloud.com/djdivulgence/ Facebook: https://www.facebook.com/Dj-Divulgence-745868492451835/ Youtube: https://www.youtube.com/channel/UC_FOSNSxLAP69IL5t1gBacA Divulgence Radio Spotify Playlist: https://open.spotify.com/playlist/4DNPE9L7Dp2KwR3yBCI10F?si=RfO-XSMWQz-3tWWbxGP7LA Send me your music:: https://djdivulgence.demodrop.com/

Divulgence Radio is a weekly radio show by Dj Divulgence, bringing you the best house, tech house, deep house and techno. 1. Johan S, HP Vince - Touch Me 2. Mat.Joe - The Deal (Extended Mix) 3. Jam Jamiro - Viviana (Original Mix) 4. De'Lacy - Hideaway (Shadow Child Classic Extended Remix) 5. Foo Funkers - Love Enough (Original Mix) 6. Tom One, Saxmode - Fantasy 7. A-Trak, Friend Within - Know Each Other (Extended Mix) 8. Ferreck Dawn, Alex Mills, Lee Foss - The Void feat. Alex Mills (Marco Faraone Remix) 9. Idris Elba & Inner City - No More Looking Back (feat. Steffanie Christi'an) [Extended Mix] 10. Todd Terry - U Know Baby (Extended Mix) 11. Brokenears - House Feeling (Extended Mix) 12. DJ Mes - The Slap 13. Norman Doray, Cavi, Emzy - Higher (Original Mix) 14. Taurus (US) - Spread Love (Jerome Robins 'Pepper Grinder' Remix) 15. Heliotype - Never Enough (Extended Mix) 16. Macka & Lowree - Mood 4 Love Follow me around the web: Divulgence Radio Podcast iTunes: https://podcasts.apple.com/us/podcast/divulgence-radio/id1477789977 Web: https://djdivulgence.com/ Soundcloud: https://soundcloud.com/djdivulgence Beatport: https://www.beatport.com/artist/dj-divulgence/751124 Spotify: https://open.spotify.com/artist/3o83OQvzPaJ9zC3U866Ufh Instagram: https://instagram.com/djdivulgence Twitter: https://twitter.com/djdivulgence Mixcloud: https://www.mixcloud.com/djdivulgence/ Facebook: https://www.facebook.com/Dj-Divulgence-745868492451835/ Youtube: https://www.youtube.com/channel/UC_FOSNSxLAP69IL5t1gBacA Divulgence Radio Spotify Playlist: https://open.spotify.com/playlist/4DNPE9L7Dp2KwR3yBCI10F?si=RfO-XSMWQz-3tWWbxGP7LA Send me your music:: https://djdivulgence.demodrop.com/

Divulgence Radio is a weekly radio show by Dj Divulgence, bringing you the best house, tech house, deep house and techno. 1. Johan S, HP Vince - Touch Me 2. Mat.Joe - The Deal (Extended Mix) 3. Jam Jamiro - Viviana (Original Mix) 4. De'Lacy - Hideaway (Shadow Child Classic Extended Remix) 5. Foo Funkers - Love Enough (Original Mix) 6. Tom One, Saxmode - Fantasy 7. A-Trak, Friend Within - Know Each Other (Extended Mix) 8. Ferreck Dawn, Alex Mills, Lee Foss - The Void feat. Alex Mills (Marco Faraone Remix) 9. Idris Elba & Inner City - No More Looking Back (feat. Steffanie Christi'an) [Extended Mix] 10. Todd Terry - U Know Baby (Extended Mix) 11. Brokenears - House Feeling (Extended Mix) 12. DJ Mes - The Slap 13. Norman Doray, Cavi, Emzy - Higher (Original Mix) 14. Taurus (US) - Spread Love (Jerome Robins 'Pepper Grinder' Remix) 15. Heliotype - Never Enough (Extended Mix) 16. Macka & Lowree - Mood 4 Love Follow me around the web: Divulgence Radio Podcast iTunes: https://podcasts.apple.com/us/podcast/divulgence-radio/id1477789977 Web: https://djdivulgence.com/ Soundcloud: https://soundcloud.com/djdivulgence Beatport: https://www.beatport.com/artist/dj-divulgence/751124 Spotify: https://open.spotify.com/artist/3o83OQvzPaJ9zC3U866Ufh Instagram: https://instagram.com/djdivulgence Twitter: https://twitter.com/djdivulgence Mixcloud: https://www.mixcloud.com/djdivulgence/ Facebook: https://www.facebook.com/Dj-Divulgence-745868492451835/ Youtube: https://www.youtube.com/channel/UC_FOSNSxLAP69IL5t1gBacA Divulgence Radio Spotify Playlist: https://open.spotify.com/playlist/4DNPE9L7Dp2KwR3yBCI10F?si=RfO-XSMWQz-3tWWbxGP7LA Send me your music:: https://djdivulgence.demodrop.com/

In this Episode Tom, Michael and Emil share their systems that take the headache out of acquisitions and ownership to effectively scale up.  --- Transcript:   Tom: Greetings and welcome to the remote real estate investor. My name is Tom Schneider, and I'm here with Emil Shour and Michael Albaum. And today we're going to be talking about something that is near and dear to my heart. We're talking about building systems. We're talking about automation. We're talking about scaling. We're going to touch on these topics and a couple of specific strategies as it relates to acquisitions and ownership. All right, let's do it.   Tom: All right. Welcome back to The Remote Real Estate Investor. Before we get going today, we're going to do a quick introduction from the host a little bit about ourselves and our experience and background and all that good stuff. So, Michael, why don't you go ahead and lead us off?   Michael: Sure. So I'm Michael Albaum. I used to work in my past life as a professional fire protection engineer in the commercial property insurance industry. So everyone has to bear with me if I speak in math terms, cause I'm a reformed engineer. I've been an investor for the better part of a decade and started very traditionally with single families. And now I've found a, found my stride and niche with multifamily value, add projects out in the Midwest. And I'm also the head coach of the Roofstock Academy program and meal. Can you introduce us to yourself and your mustache?   Emil: Hey everybody. My name is Emil Shour. I work on the marketing team here at Roofstock. My fun fact is I actually bought a couple properties through Roofstock before I was ever working here. It was a big fan of what the company was doing and now lucky enough to get to help spread the word. And I own a couple single family rentals across the Southeast and Midwest.   Tom: And my name is Tom Schneider. I am the director of investor education here at Roofstock. My career has been focusing on putting technology process to scale and build systems. So this episode is particularly exciting for me is how I do this personally, with my investing. I've been in real estate investing for over the past 10 years, and I'm also a California broker.   Michael: Nice.   Emil: The only one of us who's licensed. Where do you have your license hung somewhere as a broker?   Tom: You can just hang it right around here.   Michael: Yeah. Hang it on yourself.   Tom: Hang it on myself.   Michael: The broker test. Isn't so much more work than just the agent test, right?   Tom: It is. They've made it harder when I got my broker's license, it wasn't quite as difficult, but they made the experience requirements a lot more difficult. It was kind of funny. I initially worked in acquisitions for one of the publicly traded rates and literally the day that I passed the broker test, the person who was leading our technology says, Hey Tom, we need a can-do guy to help build out a bunch of systems. And I was like, okay, cool. Let's do it. So I got my broker's license and then proceeded to never use it until I did use it when I bought my own house. So I guess it paid for itself there.   Emil: What is the difference between an agent and a broker?   Tom: I'll tell you, I should kind of have an idea on this. So an agent needs their license to be hung underneath the broker. The idea is a broker understands the business a little more and folks who are agents can eventually become a broker. If they wish to, they basically can operate on their own. So within California, you can apply for an agent or a broker. And the broker aspect of the test is a little bit harder and the requirements to get it is a little bit more difficult.   Emil: Got it. So a broker can do everything an agent can do, but an agent can't do everything a broker can do.   Tom: Yes. Yes, that's correct. That's a good way to put it.   Michael: Getting ready for my broker tests.   Emil: Awesome. I've already learned something on this episode!   Tom: Early and often, baby early and often. All right. We'll jump into some system stuff. So we have a variety of different things and we're going to have a different one of the hosts take the lead in talking about. So we're going to start with acquisitions. And Emil, why don't you lead us off on some systems, some practical systems that folks can do on their own.   Emil: It might be a little obvious, but I still think it's worth stating. Set up automated filters and alerts on the places you look for properties. If you're on Roofstock. If you guys are familiar with stock is our marketplace where people can buy and sell single family rental properties. You can go and filter by whatever meets your criteria and save that filter. So you get notifications when new properties hit the site that meet that filter requirement, same thing on other sites like Zillow or Redfin or realtor.com, wherever you're, once you've figured out your buy box. And I'll talk about that in a second. Defining it, plugging it in as a filter so you get automatic notifications cause you want to be on top of those listings, right? When they hit the site, right? It's a lot more effective than just constantly going on them and checking your listings. Even though I do that all the time anyways,   Michael: I don't know about you guys, but I constantly get notifications from Zillow and Redfin about new properties that have hit the market, but I didn't save a filter even, you know, I searched there twice or three times and now I was like, Oh great. You're super hungry for properties in that market. So I'm just getting blasted by these emails. Yeah.   Emil: Every time I look@realtor.com, like I was curious the other day about like, what do multifamily in Bakersfield sell for? And now I've just, I've been getting Bakersfield filter notifications from realtor.com. It's like, man,   Tom: What's cool about these websites and the filters, a little pro tip is you can get really granular with your filters and set up multiple filters. So what I'll do is on my inbox that I have all set up multiple inboxes and I'll set up a filter within my I'm gonna, we're gonna do filters on filters. This is a very layered,   Michael: Filter-ception   Tom: Yeah. Very meta. So within my inbox, shout out Gmail, just kidding   Emil: @Gmail, let us know if you want to sponsor us.   Michael: Yeah. I've never heard of this Gmail, but this Tom Schneider guy talked about it.   Tom: Anywho, I set up like a master folder for like incoming property leads. Right. Then within that I'll set up additional folders for each different type of either region or property type. So as new listings that meet my criteria are hitting. I have them in a nice clean folder, so, Oh, great. A new Florida property. That's a duplex in this area and I have a special folder for that. What I'll also do is oftentimes timing can be pretty important and moving quickly, instead of setting up a filter that comes just once a week or once a month, since I have this infrastructure within my Google Gmail, shout out again, I'll have it actually doing real time. So I'm not getting pinged in my main inbox if I'm working on some other stuff, but I have a way to see immediately based on whatever that criteria it's hitting that inbox. So again, the super simple paraphrase, but this isn't that complicated. I have a bunch of different inboxes within my Gmail. And then within the, my buying platforms, I'll set up many filters and many alerts and many immediate alerts. So it'll hit right into my Gmail and I'll know at that time, all right, this one looks pretty good and I can move pretty quickly. And I don't have that issue of, Oh, Property. It's already pending. Like I'm not passively looking for it. It's proactively hitting me as soon as it hits the market and I can act and jumped on it. So that was my extra tidbit on that piece of mill,   Michael: That description Tom was amazing. It gave me such a visual of kind of how you operate. And it made me reflect about how I operate. And you, I'm picturing this nice, neat cubby with nice section organizers. And mind's like just a fricking melted pizza, but it's just crap everywhere. It's, I'm so jealous. I want to be like you and I grow up and have these systems, but in place, I love that.   Tom: That's why we make a great team, Michael. That's why we make great team   Michael: Coffee-man, and melted pizza.   Emil: Oh yeah. I'm not surprised Tom is like the most organized out of all of us internally. And I'm not surprised when it comes to acquisitions. You're equally as organized with the pick and choose you pick and choose. There's definitely lots of messages. So one thing, if you're going to one of the sites we mentioned, and you're not sure how you should set your criteria, just know that it's okay to start a little wider. And then as you've looked at more and more listings, I think you'll get better at defining your buy box. I know we talk about it a lot and we say, okay, build your buy box. And sometimes it's hard to just like, know what to choose. Right. I kind of started larger. For example, I chose a couple of different markets, couple of different properties, size, like a bigger property size.   Tom: I like it. You feel that you need to shoot with a sniper. I keep using these weapon analogies, but it's okay if you're not sure to start with like a broader spray and then work your way down as you refine what you're looking for. But I'd say it's better to keep it an open, an open range, and then, then shrink that down.   Michael: Nick it down.   Emil: Yup, exactly. And also because sometimes whoever uploaded the listing, sometimes they don't include that information. Right? So if you have like really, really specific defined criteria, you may miss something where whoever listed at the seller or the agent or whatever, just didn't submit that information. It doesn't hit the filter. I've noticed that on a couple of things.   Michael:   And just a pro tip for everybody listening to, if your budget is a hundred grand on the high end, set your filter up to one 20 to include properties that are listed above that because you might offer a 100K and get it. Versus if you set your filter criteria right at your end budget, you might never have seen those properties.   Emil: Yeah great tip, go like 10, 20% above what you are actually planning on spending.   Michael: It also gives you an idea of what the next tier of property looks like. So if you did want to ultimately spend more, no. What would that buy you?   Tom: One last piece of advice on building a bike box is to think about how many properties do you practically want to evaluate at a given time? And yeah, you can control this with your buybacks by how targeted it is. So if I have a lot of time and I want to look at a lot of product properties, I'm going to have a really wide buy box. If I don't have a lot of time right now to evaluate properties, I'm going to tighten my buybacks down a little bit. So one way to think about it is to work backwards about what your kind of capacity is for evaluating effectively.   Emil: It's also, I think when you're first starting out, I think it's okay to, again, to nail this point of going a little broader, I think with time and experience and having different property types, you'll start to get an idea of like, this is the exact property I want in this exact area.   Tom: Awesome. Michael, do you wanna jump on your next acquisition system?   Michael: Yeah, absolutely. So, so much of this, in addition to searching, can be done socially kind of quote unquote. And so just talking to everybody who's willing to listen and maybe even some of those who aren't, about what it is that you're looking for. So just in everyday conversations, talk to friends, family members, people in your network about what it is you're doing and what it is you're looking to do because so many eyes are going to be better than, than just one set. So if someone then comes across a property just in their everyday life and thinks, Oh, well, I remember Tom mentioning that he was kind of looking for something like this. That can be a great deal funnel for you as well. Property managers can also be a fantastic, fantastic source of deals for you, which is pretty automatic. You just tell them, Hey, this is what I'm looking for. You, you set your filter, so to speak with them and any property that comes across their radar. Oh, Hey. Yeah. I remember, you know, Emil, I kind of managed this property for him. And he's looking for something like this. It becomes so easy. And so automatic that it's one of those things you can just kind of say it and continue saying it and then forget it. There's not a whole lot of nurturing that has to be done with those types of things, other than some, you know, reminders. And don't be the person that, Hey, have you found any properties yet? Have you found any properties? Just put it out into the universe and just kind of let it, let it bake for a bit and see.   Tom: It's like The Secret. You guys remember that book?   Pierre: I'm still waiting for that check in the mail.   Tom: It's coming! Wasn't it The Secret and then The Answer as a followup or something.   Emil: Yeah.   Tom: Incredible. Incredible marketing.   Michael: I didn't read that one. What's The Secret about?   Pierre: It's the laws attraction.   Michael: Uh, okay. Okay.   Pierre: It's when you focus on something for long enough and eventually it comes to you, essentially.   Emil: That's right. You don't have to actually do anything. Just think about it every day. Hope for it every morning, but no action required. Just think about it.   Michael: Million dollars, Million dollars! So it's interesting. So for the Academy book club, we just did Think and Grow Rich. And I thought that, you know, that was such a great title by Napoleon Hill and we read it and I thought it was really awesome and talked about a lot of kind of high level things, mindset type stuff. And it was talked about very similar type stuff. And it was, it was interesting. They're all talking about, you know, if we stand around here and talk about blue cars, we'll probably go out and see a bunch more blue cars. And it's not so much that there are more blue cars on the road. It's just that now we're cognizant of that thing. It's kind of front of mind. So it appears more often for us.   Tom: Yeah. I love that example, Michael, cause not all systems are digital or not all systems are technology, but it's, it's leveraging the people side of your network of funneling in deals through that. So at the end of the day, like a lot of real estate is a people business and nurturing that and building a system that you want and funneling them in deals is excellent.   Michael: All the real estate meetups that I went to, um, pre COVID, they all talk about they'll usually start or end with the needs and wants section. So people talk about, okay, this is what I need or is it “have and wants”   Tom: Maybe it's a “give and a take”, I think I know what you are talking about.   Michael: Yeah. You announced to the group, what it is that you have to offer to the group and then what it is that you're looking for from the group or from in general, until people say I have money and I'm looking for a deal or whatever. And so it's that those are great opportunities as well. And so again, just kind of reiterating, put it out to the world, don't be embarrassed by it. Don't be shy about it. Just make it known what it is you're looking for. Cause it's tough to help people if they haven't told you what it is that they're looking for.   Tom: Awesome. Great example. All right. So I'll touch on the last acquisition related systems slash tip slash ways to scale. And this is a special perk that we have within Roofstock Academy is that members can actually export the listings on Roofstock into Excel. And whenever you can do things evaluating a lot of deals at once, like doing it in Excel, that's a great way to do it. So I guess that the main theme is, you know, try to batch processes together. And in this particular example of being able to download all the listings in Excel, batch that whole evaluation of the whole inventory, you know, in one run where, okay, I'm filtering down to these particular property types or, Oh, I'm filtering down for this particular return. So being able to, if you can get a spreadsheet of what you're evaluating or any kind of way, being able to batch it together, do it saves time.   Michael: And for anybody that's really intimidated by Excel because I know it can often seem very intimidating. There are some really great free courses on YouTube and there are also paid courses. If you want to get more in depth with it, about how to use Excel and maybe how to do some of that batch sorting because it's a really powerful tool. So I guess we're plugging Excel and Gmail in this episode.   Emil: Shout to Google and Microsoft!   Tom: Let's continue on. We're going to go into ownership now and Emil why don't you lead us off.   Emil: Cool. All right. So the first one we're gonna be talking about is cash flow automation. So the first thing I do and you guys let me know if you do this as well. I set up auto pay on all my mortgages. I don't want to think about, did I pay this mortgage? I have to mail a check. I auto pay everything just to make it super easy. Especially when you have multiple properties automating. It is like, step number one. You guys do that as well.   Michael: Yeah, definitely. Absolutely.   Tom: Do you also impound your insurance and property taxes when you pay your mortgage payment?   Emil: I do. I know a lot of people won't because they want that capital and would rather use it throughout the year versus giving it to your lender, to hold it to whatever you like to be able to use that capital. I just don't want to have to think about like, okay, I need to come up with X amount to pay my property tax and insurance. It's kind of like duping yourself into thinking you're richer than you are.   Michael: I don't, I don't use the impound accounts. I will, if they'll give me a better rate for the mortgage. And then as soon as the loan closes, I cancel the escrow account and just pay it myself.   Tom: Sneaky move Michael.   Michael: It's something I'm considering doing just from like a meal mentioned ease of operations. It's just one less thing to think about. So it can be great either way.   Emil: Why do you not impound it?   Michael: For the exact reason you mentioned there are significant funds that are going to be paid to property taxes and insurance on an annual basis. And so I'd rather have that kind of, well, that one time hit is kind of a bummer. I'm able to use that cash. I mean, it's a significant amount such that it's usable on a monthly basis to do other stuff with. And so I just know in the back of my mind that, okay, come this time of year, I've got this big, big property tax bill that's going to be due.   Emil: Yeah. I wonder if there is something there in terms of like at a certain scale, it's a lot more money to be working with versus like, let's say you have one to five properties just for ease and it's not that much extra capital that you'd be able to do something with.   Michael: Yeah, no, that's a good point. I mean, I think everyone should think about it for themselves because even at that five property level, one to five, your property tax bill could be, you know, $25,000 if we're talking about.   Emil: Yeah, that's true. Yeah. Good point.   Tom: Just to clarify impounding your taxes insurance is if you haven't deduced this or don't already know this, it's when you pay your mortgage payment, the mortgage company will also collect a percentage of the annual taxes.   Michael: They'll take one 12th of the annual tax bill, one 12th of the annual insurance bill with your mortgage payment on a monthly basis. So that you're paying equal payments every month. You're not getting hit with your tax bill or insurance bill just at one time.   Tom: And then the mortgage company will just pay it for you. So you don't have to think about it. So, boom, that's another system. So that's a good question about, you know, do you use that money in the meantime, if you don't have to pay it for 12 months, but that could be another potential system. Alright. Emil, I broke your flow.   Emil: Finishing up there. My favorite thing is when they audit your account and you have an excess balance and they send you like a check for a couple of hundred bucks and you're like, Ooh, it's like a Christmas bonus or something. Hanukkah bonus baby. For me,   Tom: I think I might've mentioned this on another podcast. I like it, but it pisses me off. Cause I'm like, oh geez, what check am I missing? Yeah, it makes me think like, okay, this is great having this check. But I'm like, like honestly concerned that like I may have missed something in the mail because man, there's just so much junk mail as a real estate investor. The wholesalers that email you all kinds of things and like just general, getting a lot of mail. I just get really concerned that I see a check here. That's awesome. But what checks am I not seeing? Because they're buried in between a Serina and Lilly or whatever, a  catalog, that's like five pounds and 500 pages. Anyways, go ahead, please continue your answer.   Emil: No, please continue your rant. I want to hear that.   Tom: I got to build it up a little bit. I got to build it up a little bit.   Michael: Tell us more about what other junk mail you received.   Tom: We Buy Ugly Houses Houses. So many of those. Yeah. If there's any wholesalers listening, I want off your mailing lists.   Emil: Okay. So the next one, this one's probably obvious a lot of people, setting up ACH auto payment from your property manager. So they collect your rent checks. I don't even know if any property managers do this, but like sending you a check in the mail. I imagine most people already set up you raising your hand, Michael. Cause do you do that?   Michael: I used to get paper checks because my property manager was pretty old school and I said, okay, please, please, please, please, please, please, please. Can we do this and other way? Yeah, this is just not awesome anymore.   Emil: I mean, so that should be like, even part of your PM property management vetting, right? Like, do you do, do you have an online portal where you ACH payments to me? So just make sure you set that up. If it's an option, most property managers in 2020, you will have that.   Emil: Maybe Michael went to one that was established in 1925 or something.   Michael: 1833    Tom: Is this is the one in Alaska?   Michael: No, it's actually properties that I've since sold, but out in Missouri kind, of rural Missouri. And so just to expand upon this a little bit is I think we've talked about in another episode, but my property manager, there was only willing to use a certain bank or the local bank branch wasn't anything that we had locally or that I use. So they would go to this bank deposit, the rent check and then would cut me a check to my bank. It was just a whole pain in the butt kind of thing. So what we've automated is now they'll deposit the rent check and then those rent checks we'll get bill paid from that bank to my local bank where I actually do my banking and then from there and get distributed. And so if you can automate as many of those processes as possible, it becomes much easier. So ACH transfer a potentially from multiple bank accounts to multiple bank accounts,   Tom: Are you're hiding something Michael? I'm just kidding.   Michael: I don't know. You ever been to the Cayman islands?   Tom: That's interesting that a local property manager had a preferred bank that they worked with and yeah, yeah.   Michael: They're just like no Wells Fargo or B of A or union bank out there. So they're like, this is what we use. It's like cool, pony express it over to me.   Emil: Carrier pigeon that's right. So the last one in this section, we recommend I do this. I have a separate bank account for all real estate stuff. It just makes things easier, especially come tax time. I also just like having it separate cause I try to treat real estate investing like a business to have its own checking account checking account. I use Chase, it's free to set up another checking account and it's just much easier to track things going in and out and it'll make your CPA's life easier. Do you guys do that as well?   Michael: I was going to ask if you guys have separate accounts for every property?   Tom: You know, it's funny, I just got off a Roofstock Academy coaching session before we started recording this episode and we were just jumping into it with a member exactly on this topic. I don't, I use just one account for all properties. It's just, I don't know, easier. And I don't understand necessarily see the value. Not that it's a lot of overhead to have different bank accounts because you can set them up for free on so many different banks, but I just use one for all the rental properties and yourself, Michael,   Tom: I have one account per LLC. And so I've got LLCs that own multiple properties. So all that was kind of funnel into that one. Yeah. What about you, Emil?   Emil? I'm just one checking account where everything funnels into nice. Just for ease. Makes it easy.   Pierre: What would be one of the benefits of setting up an individual bank account for each property?   Tom: The benefit of setting up, if you were to set up a different bank account for each property, you know, what I like about it at a portfolio level is I just have a really tight grip on cashflow within that portfolio. If I was to do it at an individual property, man, it would be just so clear if I'm making money or losing money. You know, we have these assumptions that we use when we are acquiring properties, but ultimately, you know, when the rubber hits the road, you hope to hit those or even exceed them. But you know, by having an individual bank account for that property, you have a really immediate, transparent view into, is this property performing to how I was projecting it with the cashflow.   Michael: I was going to say, it's a really good question Pierre. I'm glad you asked it. So because I only have the one bank account set up, I think I'm echoing Tom's viewpoints and opinions that, yeah, it's very easy to see what the actual numbers are, but I found that I just keep an Excel file, very detailed document of, Hey, anytime there's an expense on a given property, I log it the date, the expense, and then the dollar amount. And so that for me, suffices as a very similar type of scenario without the headache, I would argue of having 10 different property accounts searching through which one has what I've got it all in a file for me, that's worked really, really well over the years.   Emil: And your property manager, a lot of them you'll have a portal where you'll be able to see all your rent, all the management fees they've taken, they handle a lot of the smaller maintenance. So you'll see those expenses as well. So you also have your property manager, you can lean on, that's going to keep track off a lot of this stuff. The only other thing to track outside of that would be your payments to your lender and then property taxes and insurance.   Michael: There's all kinds of miscellaneous stuff that you'll likely have to pay outside of that. So like business licenses, if you're required in that state or LLC fees, franchise tax fees in, you know, wherever you live and wherever it's registered, just misc miscellaneous stuff. And I just attach that to each property and whatever it's paid for, you know, even might have to pay a contractor, something if they're that's outside the scope of what your property manager is doing. And so having a place to document all of that, I find it to be very, very, helpful.   Emil: Yup. I also keep a detailed Excel. I don't do it every month. I do it like bi-annually.   Michael: Do you do it when you incur the expense or you do it as a reconciliation, every, you know, twice a year,   Emil: The latter I do reconciliation. It's probably not the best, but I don't know.   Pierre: Yeah. I mean, we're talking about automation,   Emil: We're telling you what to aim for. We're not necessarily saying we all do this all the time.   Michael: Do, as I say, not as I do.   Emil: Exactly. And you know, you don't have to be perfect in all these areas. We're giving people just different ideas, you know, what makes sense to automate.   Pierre: Cool   Michael: It's one of those too like, we all have bad habits that we've fallen into over the years. And now in hindsight, we'd say, man, I wish I had formed this better habit. So here's what I would do differently. And it's so hard to break those bad habits. Like it's so hard.   Tom: Getting the grove for sure.   Michael: Yup. Very true.   Emil: One other thing, we don't have it here, but I want to talk about it as well. This kind of goes back to acquisition automation, but, it goes back to the concept of paying yourself first. So a lot of us, you know, we have a full time job or we have W2, whatever it is, make sure you set up like an automatic percentage that every paycheck coming in is going towards your investing. So right now, like my process is 20% of every paycheck automatically gets taken out of my checking, put into a separate investing account. And I highly recommend people who are listening, check out a website called I will teach you to be rich by Ramit Satie he has this awesome guide. If you look up, I will teach you to be rich, personal finance guide. It shows you how to automate all this stuff, like having separate accounts for different things you're saving up for. I found that super easy and like a really good way to separate your money and like have kind of different categories and use them for separate things. So I have a separate investing savings account that automatically, you know, income coming in goes into that. So that's another automation thing I do.   Michael: Piggybacking off that a meal I've also automated paying myself first from the rental amount every month. So when we do our analyses, we see, okay, we've got the mortgage payment, property taxes, all these other expenses that may or may not actually occur on a monthly basis, but we modeled them that way. So it makes the cash flow easier to understand. And so your property is going to collect rent. They're going to take their fee and are going to give you the rest. Well, now that's a huge chunk of change, but we've still got to pay some of these other expenses. And so we all have calculated on a monthly basis what our cash flow should be. And so I will automatically set up that deduction amount from my property bank account, going to my personal bank account, if I'm planning on using that cashflow for everyday life stuff. So if it's a hundred bucks a month, I just receive rent on the 10th or whatever of the month. And then I automatically have a hundred dollars transfer into my personal account. Everything else stays in the property account to then pay all those other expenses for. And at the end of the year, you had a good year. You might have some extra dollars left over and you can pay yourself again. Or if you had a bad year, you might need to put some additional money back into that. But it's a really easy way to just start collecting money from your properties without overdoing it.   Tom: I like it. So the next operational system I'll jump on, has to do with documentation. So if you're an active investor, you will be regularly buying new properties. You will be regularly refinancing had a good episode, I guess it would be two weeks ago. Once this episode is launched on ways to take out equity, anywho, when you are going through that exercise, you're going to need the same documents again and again and again, you're going to need a copy of the current lease. You're gonna need a certificate of insurance. You're gonna need a sample mortgage payment. And what I like to do with this is to streamline this process is set up a folder structure that is secure. There's a couple of different platforms out there, Dropbox, maybe even Google drive, but you know, in a secure folder online, I'll have my relevant documents in there.And then I can use sharing functionality to give it specifically to my lender or specifically to my CPA. That way I'm not needing to constantly track down these documents that I'm going to need again and again and again, and I can safely share it with whoever needs it. So the main takeaway for this system, I guess you can call it that is, you know, don't sleep on it, just have that document structure set up a do it once and do it right and do it early and then have that available for whenever you go through one of these maneuvers, be it refinancing or taking on a new loan or going through tax time.   Michael: It's so valuable. I know for my first property, I didn't have these systems really set up in place. I thought I did and then came tax time and I was like, Oh my God. So this is going to take so long to figure this out and go back and collect all these things. So, you know, it's one of those things. It's tough to know what you're looking for until you know what to look for. So ask somebody, ask, you know, ask your CPA, ask your tax professional. Hey, I'm investing in real estate. What things you're going to need from you at the end of the year, they're going to tell you, okay, we need your 1098. We're gonna need all your expenses, property tax, receipts, all these types of things. So that way you can start that ahead of time developing and building these good habits and systems. It makes it so much easier. Come tax time.   Emil: I don't have anything else that neither does my mustache. Good job guys. Excellent.   Tom: I actually thought of this while you were talking about it. So I love the concept of paying yourself first, right? And with paying yourself first, when you get your paycheck, it's pretty straight forward, right? You take the first 10%, 20%, whatever, and either save it or spend it. However, I like to think about this with your day. So paying yourself first, the first 10% of your day, how are you guys going to pay yourself first with the first 10% of your day? And you're not allowed to say surfing,   Emil: I'll go one level up then and just say exercising. I think exercising for me has become as equally as important for my mental wellbeing for the day as it is physical. So for me, that's how I pay myself first to start the day, right?   Tom: What are you doing for exercise?   Michael: Surfing!   Emil: I wish more surfing. Having a small child will put a dent in your surfing ability and it's summer, so the waves were a little slower. I will do. I'll either go for a run or I will do a combination of like pushups pull ups. Or I also use this thing called the seven minute workout app. It's literally a seven minute workout. I don't do long workouts. I don't like, I don't know. I used to spend more time working out, but for me, it's just a matter of like doing it almost daily to just start the day right. Whether it's seven minutes or 30 minutes.   Michael: Classic Emil fashion, he stole my answer. But that's why I went first because you're going to try to take that out. So not surfing, but I like to do kite surfing and I also work out. Do you exercise in the morning? I find that getting my blood pumping helps kind of burn off that haziness in the morning. But since the meal took that already, I really liked journaling in the morning. Just even for a few minutes, a few paragraphs, just kind of what I'm thinking about. What's going on personally in my life and what my goals are. I read that book think and grow rich. And that reaffirm that journaling is a super powerful tool. I've always known it, but again, it's one of those bad habits that it's hard to break into if you're not used to doing it. So starting slow and just trying to get my thoughts out on paper outside of myself, I find it to be helpful and worthwhile. What about you Tom?   Tom: So the first 10% of my day has gotten a lot earlier with a small child. So, you know, it's, it's now like the, you know, late five's early 6:00 AM is the first 10% of my day, but excellent partnership with my wife helping out. Well, she has the lion's share for sure, but on the extra early days, all right. I'm digressing. Okay. Going on a walk. So, I mean, I guess this is exercise. Sure. Why not? So getting the baby early morning, throwing him in a little jogger or the stroller walking around the street in the morning when like everything's still quiet and the sun's just creeping up over the Hills and the fog is kind of lifting journal in my head. I dunno. So like walking around in the early morning when nothing else is going on, I know that's a fine first 10% of the day way to pay yourself first.   Michael: As the only person without a baby, just a PSA, you know, you probably shouldn't throw babies into or at anything whether it be a jogger or cribs.   Tom: Oh, they're, they're pretty durable, but yeah, for sure,   Emil: They are very durable.   Pierre: Antifragile.   Emil: Antifragile.   Tom: Antifragile! Yes, they get stronger with it. Yeah. How about yourself Pierre? Your first 10% of the day?   Pierre: I like to save my working out for the end of the day so I can have a break between my work day and the evening. So the morning is a good time for me to read.   Emil: I used to read a lot in the morning, baby killed that.   Tom: Got anything good? Any good books going?   Pierre: I'm a little bit behind with the book club, but I'm reading the book that Michael chose for the RSA book club, Never Split the Difference.   Emil: Great book.   Pierre: And this morning I read the ebook that email sent me and the article on how to write better titles for the podcast.   Emil: Got to keep the audience clicking.   Michael: Yeah, that's great. Speaking of our audience, if anybody has any thoughts, suggestions, insights, hot topics they want to hear about. Please feel free to let us know at eshour@roofstock.com, malbaum@roofstoo.com, or tom@roofstock.com.   Emil: Or hit us up on Twitter. I'm @emilshour, Michael you're @albaummichael. and Tom you are.   Tom: I am not positive… I'm @tscnheido   Michael: Freaky deaky Tom   Tom: Yea, created like whatever, 15 years ago, something like that.   Emil: I like it.   Michael: Skater dude, 27 with an eight.   Tom: Exactly. Awesome guys. Well, thank you so much for listening today. To our episode, we hope that you got some value out of it. If you liked it, please don't be shy. Please rate us. Please subscribe as a meal set. And like Michael and Emil said, reach out to us. We love to hear your feedback on future content to do and to keep driving. So, alright, happy investing.   Emil: Happy, investing.   Michael: Happy investing.    

In this episode we have David Young from RCN Capital tell us all about the world of private lending: what it is, how it works, who might want to use it, where the money comes from and how it differs from traditional lending.  --- Transcript: Tom: Greetings and welcome to the remote real estate investor. In this episode, we're going to be talking about what investors should and need to know about private capital. We're connecting today with David Young of RCN capital to answer all of our questions. Alright, let's do it.   -Theme song-   Tom: Awesome David. Well, first off, thank you so much for joining us. And, why don't we start by telling us a little bit about yourself.   David: Thanks to Tom and Michael for having me, really appreciate the opportunity. Yeah. My name is David Young. I'm the director of business development with RCN capital. We are a direct private lender headquartered in South Windsor, Connecticut, just outside of Hartford. And we do lend nationwide. I'm actually located personally in Boston, remote to the office as are some of our employees. And my background is pretty diverse, prior to arriving at RCN where I got to RCN in 2014, the company started in 2010 in response to the previous financial crisis. If you will, now, we're certainly going through another challenging period, but if you go back to the 2007/2008/2009 nine meltdown RCN was started in response to that, and I'll get to that a little bit more. So my background is spreads across a variety of things. I graduated from the United States military Academy. At West point, I was in the army active for about seven and a half years upon leaving the service. I took on a variety of roles, many of which were oriented around sales business development. I had executive level positions as a division vice president as well. I also ran a small business in central Massachusetts as a VP running a outbound and inbound call center and a variety of other roles spread across a lot of different types of skills and levels of experience that cover a lot of different ranges of medical, home improvement financing, and several others as well.   Tom: All right, that's great David, let's jump right into the meat of questions around private lending. So a lot of remote investors, they like to invest with debt, lot of great benefits to investing with debt. And there's this decision right of private capital versus more traditional loans that you would get in your personal home mortgage. Why don't you break down some of the differences between private capital and a more traditional mortgage?   David: Sure. So, you know, the more traditional route of a mortgage say going to a bank of America or Wells Fargo and applying for your typical 30 year mortgage is certainly an option and might be the best option for somebody depending on their particular situation. In fact, private lending essentially exists and evolves in response to those that can't be served by the traditional sector. So it's filling a gap that isn't being met in the traditional sense. So, you know, a traditional mortgage may be suitable if there are no issues to consider in terms of, you know, damaged credit, if there's not an extreme or even a high sense of urgency in terms of time and being able to complete a transaction in a very rapid amount of time, perhaps if there is no issues with, you know, citizenship, you know, private lending, a lot of the firms such as ours will work with foreign nationals, you know, with traditional mortgages or other, you know, hoops, if you will, that you have to jump through. There's a lot more that goes into the underwriting with a traditional mortgage in terms of looking at income verification, tax returns and so forth. So, but again, it may be the right route. Generally, the rates are going to be lower and a traditional mortgage, as you see right now, 30 year mortgages are somewhere in the low to mid threes and on private lending, you're not going to be able to get that low, but that's because you're being represented in a different asset class and there's different variables that come into play. So why would somebody pursue a private loan in terms of making a real estate transaction? That could be a variety of reasons. Let's just look at a typical fix and flip, if you will. Timing might be very critical. Somebody might be analyzing an asset that they want to move on and they need to line up financing on that. There may be competition for that particular asset, perhaps there is perhaps there isn't, but either way investors tend to feel a sense of urgency when they identify something that they want to acquire and then renovate and eventually flip. So private lending, generally speaking is going to give you a much faster response time. In other words, you can link up private lenders, such as RCN capital and fairly quickly get through the process and get approved and actually get funded on that loan. Why? Well, there's generally a lot less that goes into the underwriting and there's general early, a lot less in terms of a regulatory issues and traditional banks, you know, going back to the bank of America in order to administer and process your typical mortgage, there's a lot of regulation involved. There's a lot of issues that they have to consider. They're not necessarily the ones that are thrusting that upon you. Those are things that they must comply with, private lending, not as much, for example, we're not at least in RCN and many others as well. There's no check on tax returns. There's no check on income verification in terms of you don't necessarily have to have a W2 type wage job in order to be approved. And it certainly wouldn't hurt, but you don't necessarily have to have that private lending, particularly if we look at hard money fix and flip, you know, residential real estate where RCN focuses on non owner occupied residential it's asset based. So the focus is on the asset itself. And then other key factors tend to be the experience of the borrower. So how many transactions have the borrower has the borrower completed? We tend to look at the last, most recent 36 months by verifying if their name is on entity that completed a transaction. And then there's going to be a look at other things like credit score. But for example, in private lending, there are requirements or expectations on a credit score typically lower. In fact, maybe even much lower than in traditional mortgages case in point right now, just in response to the COVID crisis. In some tightening of lending standards across the board, both traditional and private lending, a lot of your traditional banks have really ratcheted up their standards and expectations. Credit score minimums have gone way up liquidity requirements, et cetera, that in and of itself is going to bump a lot of people over to the private lending space and private lending. Currently at RCN Capital, the minimum FICO is 650. If you look across all of our product categories, you're not going to find that at a Wells Fargo. So speed, credit requirements, the ability to be perhaps a little bit more creative with an approach and how to go about getting something done and being rewarded much, much more so for the asset itself. So is this a good deal that you're going for? You know, that's going to be a very high concern to a private lender. Yeah, nd the experience that you bring to the table. So do you know what you're doing? Do you have the experience, do you have the liquidity to accomplish it? That is what really matters as opposed to what, you know, a Wells Fargo or bank of America is forced to look at.   Michael: That's a really great point. Yeah, I was just going to ask you, you mentioned it in passing hard money is private capital and hard money. Are those two synonymous or do they really differ?   David: Yeah, that's a great question. Now again, I've been with RCN since 2014. Initially I wasn't directly on the real estate side, but a lot has changed as RCN originated in 2010. What private money consisted of in hard money was what a lot of people I hear now refer to as you know, kind of the old school where, you know, you know, a guy who might know a guy who could get you alone. And then when we say asset based, I mean, it's, there may, there may not even have been, and this still exists today, by the way, we compete with this and RCN where leverage, LTVs loan to values. If you will, to keep it simple, tend to be lower and you're more old school had money, maybe even no doc may not have require barely any documentation. And certainly not necessarily an appraisal or even running a credit score and for the purposes of just adding it to a file. So now when you kind of, it's almost, you know, a point of contention or even something that people joke with each other about in the industry where, you know, hard money has really evolved into a much bigger and more sophisticated ecosystem where more money comes in, where there's more requirements like just looking at the FICO, FICO requirements, FICO minimums. A lot of that is tied to where the capital is originating from to fund these loans. So there's institutional capital that helps. And not in all cases, there are funds. Well, there are private investors that buy loans directly, but institutional capital tends to come with certain expectations. The FICO is one of those where you have to check the box. If you will, the old school, if you will hide money, probably shrug their shoulders at that. Um, they're not concerned with that. They're not necessarily concerned with an appraisal. They want to see the asset and they're going to protect themselves by, in all likelihood having a lower level of leverage, lower LTV we had prior to COVID essentially the whole private lending, hard money space fix and flip space was getting, you know, leverages, you know, up to 90% or even higher with some particular vendors out there where you were getting 90% of LTV, plus a hundred percent of the rehab funding to close a loan on a flip, as an example, someone doing your so-called old school, hard money. I mean, I haven't heard of anybody doing that high of leverage in that space, but it's still out there. There's those people that, whether it's a lot of times it's speed, somebody will close alone very, very quickly with minimal underwriting work done aside from looking at the asset itself. So there's still a market for that, but there's a lot to your question, a lot of crossover or kind of a lot of blending they're one and the same in some ways. And then they separate from each other as well in different segments of the marketplace, depending on who you ask, different people have different interpretations as well.   Tom: One piece you touched on is room for, I don't know is creativity is the right word, but there's a little bit more variability in the different products in that it's just, there's way less regulation I'd say on it. Would you mind touching on that on some of the different products that, and maybe one of the more popular products specifically as a remote investor that you guys originate?   David: Yeah. One of the ones that really took off, uh, heading into COVID and we've now just activated it again is our 30 year long term rental. Okay. So this is a 30 year fixed, fully amortized loan, much like what many people are familiar with with your traditional 30 year mortgage that we talked about a couple of minutes ago. So 30 year fixed non owner occupied residential. We have that available on one to four units. This really came into play. It. This really took off like a rocket, uh, in March of roughly in the spring of 2019. I don't remember the exact date when we launched it, to be honest with you up to COVID. This thing was already approaching 40% of our originations at that point. And it gives people a lot of flexibility. We could look at portfolios of assets, so you'd have investors out there with say they had 10 single family residences and they had 10 different financing situations on each one. Maybe two of them were with a particular guy. I know a guy who knows a guy who gave them a bridge loan a couple of years ago. Maybe one of them was with someone else. And there was just all spread out everywhere. The 30 year longterm rental, you could take a whole portfolio and roll it into one transaction and get that entire portfolio into a 30 year fixed fully amortized mortgage. At that time, back in February, you know, rates were getting as low as four 449 on that, which is very low for non owner occupied resi. So you had that, you had the ability to look at those assets. So you may have one particular, if we stick with that example, one house perhaps was not cash flowing as strongly as the others. You weren't necessarily penalized for that. You weren't necessarily told that that one couldn't join the party, so to speak. That one was weighed against the portfolio as a whole. So we could look at the whole portfolio, also look at the investors level of experience, their level of liquidity and take all of that into account to make a decision. We have an executive committee at RCN Capital that looks in each and every transaction and they can exhibit, you know, a certain amount of creativity, if you will, at any point in time to see if the transaction truly makes sense, as opposed to trying to run that through a large bank, traditional bank could potentially be an entirely different experience.   Michael: That's so cool. David, it's something I talk a lot about with students in the Academy about portfolio loans. It's something that I've used on the commercial side of things, and I think it's the best thing since sliced bread. So I've always thought that they existed for single families, but that's great to hear that they do indeed. So anybody listening that have spoken to me within the Academy about getting, go for portfolio loan, go call David Young at RCN Capital.   Tom: in coming up with what the rates are. Is there a little bit of a discount for larger pools, larger portfolios, or how does that typically work?   David: Yeah, that's a great question. So we have generally, you'll see, uh, and right now, as listeners are hearing this, uh, allow me to emphasize if I can, that things are changing very quickly. So in terms of pricing as a whole rates points and whatnot, we saw a very high level of liquidity is kind of sloshing around the system, heading into a COVID and then things really tightening up seizing up even, and then starting to now loosen up. We've seen changes on almost a daily basis over the last couple of weeks here at RCN capital. So the way those rates are determined, you know, in terms of the price at anything is which is, you know, in large part driven by supply and demand as things seized up and there was less or no liquidity for this paper and the secondary market, it became very difficult to price it, you know, because we didn't know what it was trading at when there was a lot more trading volume and activity on this paper and the secondary. Then you could determine pricing a lot more clearly. Furthermore, you had a lot more of the competitors actually active and lending in the last couple of months, people have pulled back. So we don't necessarily know what this company over here is doing because they've completely ceased lending at this current time. So a lot of that is supply and demand driven, how much volume and activity is there for this paper behind the scenes. And then that results in, you know, subsequent pricing that the retail sees factors that we look at from an underwriting standpoint, and to determine kind of how to bracket that again, back to experience and also the size of the loan. So generally speaking again, pre and post and kind of while we're still with COVID here for the time being, it's a little different, but generally speaking, more experience and a higher loan value dollar absolute dollar value would generally lead to better pricing to the retail client. And through our wholesale channels. My role primarily is with our correspondents that work on our private lending platform, other hard money lenders, private lenders out there in the community that are looking to leverage our infrastructure to grow. We also work in that capacity as well, but the pricing, the borrower's experience and the size of the loan, we have systems in place. Whereas the loan exceeds a certain amount in dollar terms, you may get some relief in terms of the yield. There may be some relief in terms of the origination, but those would be the two main things experienced in the loan size.   Tom: Got it. And for the kind of ongoing ownership, you know, so there's a secondary market where you guys are selling the mortgages that you guys originate from the experience of the person who was getting their loan originated, or do you guys ongoing service them after you, it, of the loan,   David: Yeah, depending on the product, but actually RCN Capital. What we have here is, is pretty unique in the industry. And I leveraged this a lot with our wholesale partners when they're looking to find somebody to work with in terms of a capital partners that we have essentially everything in house now, right now, a lot of folks are remote. In fact, almost everybody is given the scenario, but if you'd look past that for the current situation, when we talk about servicing the loans, yes, we have our own servicing team at RCN capital. A lot of lenders in this space are set up with a situation where they're outsourcing that, which is fine. That's a decision. A lot of people make. We actually did that ourselves for a certain amount of time and decided to internalize that and make that organic to RCN, to place that amount of value on the customer experience. So yes, we're doing that, not all do that, that also holds true for another good example is our legal team. A lot of these transactions involve, you know, somebody originating and kind of setting the table if you will. And then the actual closing of the loan document prep and so forth, working with attorneys, which that can be intimidating and frustrating as a whole to a lot of people that is sent out to some other entity to conduct that business where we have that internally. So we have that an entire legal staff. That's all they do all day long is work on legal issues, closing stock preps, et cetera. We have our accounting team, our marketing team and everything actually in house in RCN. And that really helps as well. Not only does that help the retail client by providing them, they get a loan from us that they're to get an exceptional level of service, everything under our control. If there's a problem, we identify it, we fix it. But also with our, you know, our B to B or our wholesale partners, if you will, other lenders brokers, when they choose to work with us, they have that entire team, all organic to RCN capital to support them and help them grow their business by using our infrastructure and platform.   Michael: Great. David kind of a specific question for you around some of our CMS product, but anytime someone's using hard money, they want to get out of it as soon as possible because it's typically more expensive than traditional lending. So do you guys have any type of prepayment penalties that would prevent someone from getting out or is that really too specific of a question it's kind of on an ad hoc basis based on the product?   David: No, that's a great question. It depends on the product. I'll walk you through each of them here briefly. So on our long-term rental. Yes, we do encourage investors to be, you know, fully aware and committed to the asset for that exact purpose. You know, long-term rental and holding of that asset. There is a five, four, three, two, one step down. In other words, you can choose, you know, at what level you are, what time period and what penalty would be associated with that if you were to try and refinance out of that loan. So, you know, obviously that's a big decision to make that you have to be aware of that on our midterm product, which actually now is presenting all kinds of interesting opportunities for investors. It's a two years of interest only we call it a two plus one and already has built in an option to extend for a year. We have this available on one to four units, multifamily five-plus and mixed use, as long as it's at least 51% residential by square footage. On that product, there's a six month prepay penalty. So if you think it through, if you were to enter into that product to interest only for two years, perhaps you have an asset that you do want to rent, but you're not entirely sure you could change your mind. You may try to sell it. You make, you know, you may rent it for a year. And then at that point, you may want the flexibility to see if you want to do something different with it. The two plus one with only a six month prepay gives you that exact flexibility because after six months you could theoretically enter into a new transaction to get out of that one without a penalty applying. So there's that on the short term, I won't get into specifics on that. It can be on a case by case basis, but there's nothing to dissuade you from completing your project as quickly as possible. You know, as a lender in particularly with the yield component, you know, there's origination, which are the economics kind of front loaded to the front of the transaction. And then there's the yield component in terms of collecting the actual payments as each month goes by. So there can be challenges that a lender or a transaction ends up being very short. There wasn't much time to collect yield, but again, we don't want transactions that drag out for long periods of time and have to ultimately potentially approach modification as well. So on a 12 month, you know, a flip, if you will, our transactions show that, you know, investors are not penalized for, you know, being expeditious and efficient with their work. And we also have incentives to, you know, not, uh, enable them or make them feel like they should consider trying to extend it or go past a certain point. We try and we want to position them so that the project is done efficiently. According to the data that we have that shows, you know, what success looks like.   Michael: Awesome. Kind of taking a step back and looking more high level at private lenders. I mean, you touched on it briefly, but who where's this money coming from to fund some of these loans?   David: That's a great question. When you let's compare it to conventional, you know, just here in COVID, this, this could go in a lot of different directions, but in COVID what we saw was the federal reserve came in and really just threw the kitchen sink at everything essentially. I mean, they've, they've done things that are truly unprecedented that that's cannot be overstated, but one of the things they did is something they've done before. They certainly did it as part of so-called QE, quantitative easing since the 2009 crisis, which was to come in and provide a backstop to mortgage backed securities MBS. Now, even just saying that they're going to do that can have a huge effect regardless of how many they ultimately buy, but those are the traditional mortgages that are originated from, you know, you know, Fannie Freddie type stuff from a bank of America type of transaction that are sliced and diced into exotic securities, and then sold the fed comes in and says, look, we'll back up those, you know, we're gonna, we got your back on that, that helped that particular sector kind of spring back from the depths of the COVID crisis, if you will. And private lending, you know, we don't have such a backstop from the government. So this money is coming from, you know, private capital sources. However, there's been a big evolution, you know, for a period of time, a lot of this was from a private, you know, private investors, private investors would form funds. So you might form a fund with a group of investors that has, you know, I don't know, $20 million together. And then that funds purposes to invest in these various private lending transactions in whatever area that they choose to focus on. So they're out there lending and recycling that cash and doing their thing. And that's with, you know, that amount of money that they've been able to put together. There's also one off transactions that occur when an originator may take a loan and say, look, here's a loan. We have, do you want to fund this? So they take this loan, it's a 500 K transaction. They present it to that particular investor and they get a yes or no answer. And it's funded that way. RCN can help in those scenarios where you run out of capital and then you can come and jump on our platform. If you happen to be in one of those positions, any of the listeners out there. And then as the industry grew, you know, you have yields here that are pretty juicy compared to traditional. You look right now. Uh, if I pulled it up, I know from looking recently, uh, the 10 year note is what around 0.7%. So you're lining the government money for 10 years, for .7% annualized. A lot of institutions are, you know, they have to do that, but if you can lend as an institution into the private lending sector for loans that are collateralized by real estate and get five, I don't know, I'm just throwing these numbers out there. A lot of pricing is bounced around, I don't know, five, 6% versus less than one on government notes, government bonds. Then that's certainly a decision that you might want to take a look at. So a lot of that, I think yield differential investor demands for yield, the thirst for yield. You've had interest rates just being destroyed down to nothing. You have negative interest rates in some parts of the world. A lot of folks speculate, you know, rates could even be driven negative here in the United States. So pension funds, you know, other people that manage money institutions, there's no yield. It's very difficult to get yield secured and then incomes private lending, where you have these loans that are backed by hard assets. And as the ecosystem grows, becomes more mature. You have more underwriting standards, you have more eyes looking at it. You have more ability theoretically to, uh, make better loans, uh, minimize the faults and kind of feed the whole beast, if you will. Institutions look and they say, Hey, that's pretty juicy yield. I wouldn't mind getting some of that. And then you have that type of money coming in institutional level. So say, you know, you have funds, people put funds together, you have private investors to do one off transactions and then institutional capital.   Michael: Super great description.   Tom: That's a great overview. I'd love to learn a little bit more about the different types of customers and the different flavors of customers that use private capital. So there's individual investors, perhaps there's syndications, I'd love just to learn a little bit more of the different kinds of avatars or profiles of people that use private capital.   David: Right, yeah. So back to our discussion on experience. So when RCN creates products and underwriting standards, generally speaking, that experience factor is huge. So we do lend to people that have no experience. In many cases, those are, you know, kind of a mom and pop, maybe, you know, an individual that's looking to get involved with their first flip transaction. And that person might be someone that could come from a variety of backgrounds. It may be somebody that was working with someone else on these transactions actually executing the labor, the work, you know, watching a project, go from A to Z with their own eyes, and then deciding that they want to dive in on their own. Maybe it's a husband and wife, couple that are, you know, have a little side hustle going on. So you've got that. You certainly have the mom and pops. Then you have the call it a small business. If you will, maybe that tends to have multiple projects going on at one time, they may have their own crew in terms of contractors and a more sophisticated setup in terms of having a, you know, a playbook on exactly how to execute a transaction and already having the resources lined up or even on their own staff, you have that. And then you have even bigger organizations that are doing this in big numbers. You know, maybe they may have 20, 30, 40 transactions going on at any given time. They may, you know, they talk in terms of flips. In many cases, they may flip a couple of hundred houses in a given year. You have that as well. We're also seeing, you know, more activity and more interest in the multifamily space. So multifamily five-plus units, you know, these are small balance apartments. Generally. I know in Boston and other areas on the East, you see these spread throughout the communities, a building that may have eight, 10, 12, 16 units. You know, there's estimates, there's about 10 million of these out there in the country. And those are starting to get more activity as well. And for those, you know, that's probably a project that's going to require more than just a couple of guys working together on a side gig and some more sophistication. So you see a variety of different flavors out there. You see people that have made this, their, their living. This is how they make a living. This is their job. This is their career. This is everything. So we've seen different variations.   Tom: Awesome David, I think people hear private capital or private money tossed around a lot, like we were saying before, and you've given us such a great overview and background of kind of the institutional side of things, if you will, but from a private lending perspective, if I'm looking for money and I happen to know someone that has some extra, could I just go ask them to lend it to me and I think work out some kind of agreement with them, or do I have to go through maybe the more traditional channels of private money?   David: Yeah. I mean, we have actually specific to my role. We have investors lenders, if you will, that were doing exactly that. Or maybe they may even still do that, where they are providing kind of one off direct transactions between themselves and an individual investor out there looking to flip a house or what have you. So to your question, can you do that? I mean, there's nothing that I could say that's could literally stop somebody from doing that. There may be other things to take into consideration in terms of making sure everything is within compliance. I mean, the compliance is certainly looser on the private lending side than it is on traditional, but you want to make sure that you're working with, you know, it may be worth considering to take a look at working with an established organization or entity. That's been doing this to ensure that all documentation is done correctly, to ensure that all procedures are done. They'd probably be, it's in their vested interest to help you, help you to look at the project and make sure it makes sense. And there's ROI available there for you to capture, obviously to be able to pay back, pay them back and make the monthly payments. So I, yes, you can still, you know, there's nothing stopping someone from, I suppose, from approaching an individual saying, Hey, do you think you could give me X amount of flip this house? And that's kind of how it all got going, you know, looking at, you know, maintain a certain leverage level minimum or no doc, you know, obviously securing with a lien, putting that money out, collecting interest, only getting it paid off and then getting the balance back, you know, your principal balance back. So there's nothing per se stopping you. I think there's other things to consider in terms of, you know, working with an established entity that, you know, has a strong reputation has done this before, and they may have a lot more options. You know, you're kind of guy on the corner of the street, if you will, may have certain options that might fit certain people, but you go to a lender such as RCN Capital, and there may be more choices there for you that might be a better fit to your situation after you take a complete and thorough look.   Michael: Okay, great.   Tom: That's awesome. I think we're, we're getting close to covering all the questions we have. I guess another question, practical question is geographic footprint. So do you guys have any limitations on where you originate loans?   David: Yeah, that's an excellent question. Anyone that's curious, it's a better description than here in me, you know, yap about it would be to go to rcncapital.com and see if I can get some traffic to our website. Here are capital.com and scroll down to the bottom. You'll see the map and that will show, but yeah, we can originate and close loans in the entire country everywhere except for a few States, Alaska, Oregon, Nevada, the Dakotas, Minnesota, Vermont. So the bulk of where the business is and where the volume is not nothing against those other locations where we're not currently able to do that. We have that covered. So any investor that is looking to do whether it's activity locally, or perhaps even dabble in other areas, you know, another benefit of an established entity such as RCN capital is the fact that we have that footprint nationally already. So we're already established in those areas. If you have something in Tennessee, great, but you may also have something in Oklahoma, we can do both of them. So we've got a pretty well covered.   Tom: My last question has to do with a product that I'm not that familiar with, but very interested. I'm just not sure I'm interested. If you guys carry it like a revolving credit where you can add properties in and out of a facility, do you guys offer any type of products like that? And this is a self serving question. Just something that I've heard about and just interested in learning more about,   David: Yeah. I mean, what I can say on that and thank you for that. It is a great question for investors with a certain level of experience, you know, a strong level of experience. If they get connected to RCN Capital and a loan officer, they can certainly take a look at pursuing what we would call a line of line of credit in the precise definition of that is probably not the best description, but we, it comes up a lot in the, in that, in those terms. And people use that to describe it. It's not exactly what it is, but we could potentially consider and look at that for someone with a certain amount of experience in the sector and has that documented and demonstrated. And what that could look at like is just use a million bucks to keep it simple. Perhaps someone being granted exposure of a million dollars every 12 month period, every annual designated period at certain terms. And in that case, they're, you know, why would it benefit them? Why would they care about that? It could be improvements in terms of speed and efficiency. If the borrower's already underwritten, ie. the entity, you know, on these short term loans in particular can only lend to a legal entity. So if that entity and the owners of it are already underwritten, then that's all locked and loaded. And now you're presenting each asset as you identify it and decide to move on it into the mix from an underwriting standpoint. So you still have to follow procedure, you know, appraisals and whatnot, but you've got some of the things out of the way to expedite the process and make it more efficient and make it a cleaner experience for your high volume, high experience clients. And that also would take into account. You may be able to add more fuel to the more logs on the fire in terms of supporting your own case, by adding in, like, if you have other things that contribute to your liquid net worth, you could provide that to perhaps support your case. If you're trying to obtain a certain amount of exposure that you're granted annually, you could look at doing things like that on.   Michael: Tom you gotta get on that.   Tom: I know. Yeah, definitely.   David: It sounds like, Tom was thinking about that one,   Tom: For sure. Yeah. Okay Michael, do you have any other questions?   Michael: I think that's it for me that this has been awesome.   Tom: David, this is great. Yeah. So we're going to end this David with a couple of what we call quick fire questions, and these are just general investing philosophy. It's great having smart guests, such as yourself, come on the show and just love your thoughts on this either or type of question. So are you ready to do it?   David: I'm ready unless you got a bunch of trick ones in there. Tom: All straight forward ones. All right. So consolidation or diversification. David: You want me to give a quick answer? Speaker 4: All quick answers, all quick answers. Yes. You can say both. I'll always... Speaker 1: I'll say both, I always tend to, when I, if I may, when I identify a trend, I tend to favor something. If it depended on my belief in it, I tend to consolidate, I'll give you an example, crypto. I can consolidate Bitcoin. I don't need to mess around with the others, but in other scenarios, I might favor diversification. Tom I think a good way to say that is either shallow and wide or deep and narrow. David: Yeah.   Tom: Deep and narrow, I like it. High property taxes or high income taxes?   David: Neither   Michael: That's the best answer we've had yet. Tom: High rent growth or low vacancy?   David: Probably say low vacancy. On that type of thing, I like to play it more safe.   Tom: Yup. Yup. Cashflow or appreciation?   David: I'm going to say cashflow. Cause I look at real estate as the primary benefit to me is a hedge against the inevitable destruction of your purchasing power over time. So I feel like that will happen when a hired asset, if it's chosen properly. So I'll go for the cashflow. If you pinned the two against each other.   Tom: Debt or equity?   David:   From the standpoint of real estate, debt.   Tom: Love it. Single family or multifamily? David: Tough to go against SFR right now.   Tom: I like it. Alright. Last couple of questions. Turn key or massive project?   David: How cheap did you get it? Being realistic, turnkey. You know, assessing my own situation.   Tom: Yeah. Midnight oil or early bird worm?   David: Early bird worm   Tom: Text message or email?   David: Neither. No, I'm kidding. I'm either, probably either.   Tom: Alright. And the last one kind of an off the wall, olive oil or butter?   David: Well, I do like that butter that is allegedly made with olive oil. Tried that on a steak and that worked out pretty well, but..   Tom: I know what you're talking about.   David: Yeah. It's olive oil or butter with olive oil. I'm not sure what brand it was, but I tend to use olive oil fairly consistently. So I have to be true to myself and to you and this excellent show we're on.   Tom: Awesome. Well, well, that's it. You made it through the quickfire questions. Want to give you a chance to yeah. Where can people find you get a hold of you and get ahold of RCN?   David: Folks can find the company at rcncapital.com, blue and white colors there. If you're Googling around looking for it, usually you'll find it. You can link up to myself. You could certainly shoot me an email if you'd like a first initial, last name dyoung@rcncapital.com. You can hunt me down on LinkedIn as well. Love to make connections with folks and expand the network and learn from people. So those are probably the best ways to get ahold of me and the company.   Tom: Awesome. David. Well, thank you so much for coming on.   Michael: David. Thanks so much. This was great.   David: Thanks guys. Really appreciate you having me and I'd love to do it again. Appreciate it. Thanks.   Speaker 1: Thanks again to David Young for answering our questions. Today's episode was brought to you by Roofstock Academy and we're running a special promotion right now. For a limited time you can receive a $100 discount with the promo code JULY4. With Roofstock Academy we have all these benefits: coaching, on demand lectures, the tools, the SFR paybook, on and on, but the Roofstock Marketplace credits just got that much sweeter. So initially it was a $750 credit when you buy, now it is a $2500 credit. So you buy Roofstock Academy and for your next 5 transactions you will $500 back at the close of your transaction. Happy Investing!       

Welcome to Golf Talk Live! Join me this Thursday at 6:00 PM Central. As I continue moving into my 8th Season here on Golf Talk Live, I'm excited to feature one of my favorite guests:Tom Patri - Founder/Owner of TP Golf Services. More on Tom: One of Golf Magazine’s Top 100 Teachers in America & Golf Tips Magazine - Top 25 Instructor in America. Tom has been a leading voice in golf instruction for more than 30 years. He's taught at every level of the game, coaching more than 100 PGA Tour, LPGA Tour and PGA Club Professionals, and hundreds of top juniors and amateurs. The game has taken Tom around the world – first as a distinguished player and, now, as one of golf’s most knowledgeable and decorated teachers. In 1990, he became Director of Instruction at the prestigious Westchester Country Club in Rye, New York, where he worked for 11 years at the home of the famed PGA Tour stop, the Westchester Classic. Tom now resides in Naples, Florida with his wife, Denise, and son, Palmer Jackson, and is the Founder and Owner of TP Golf Services. Join me LIVE every Thursday from 6:00 - 8:00PM Central http://www.blogtalkradio.com/golftalklive Or listen on any of these social media platforms:  iTunes , Stitcher, Tunein, Castbox, TalkStreamLive & Spotify.

Jetta Review - Real Test-Driver From Loma Linda, California Bert Chancellor from Loma Linda, California test-drove the all-new Volkswagen Jetta. He was among a handful of lucky drivers who attended Ontario Volkswagen's Jetta Launch party. "I love the experience that it's truly centered towards the driver." And Bert's family has owned many Jettas.  Plus other VW's too.  Even so, Bert had quite a bit of praise for the all-new 2019 Volkswagen Jetta. Continue reading or click play below to listen to the podcast versions of this Jetta review from a real Southern California commuter in Loma Linda. ***Transcript*** Recorded @ Ontario Volkswagen More Real-Driver Jetta Reviews: Riverside Driver Family from Corona Inland Empire Driver Riverside VW Enthusiast Jetta Review From Loma Linda, CA Bert: We've owned several Jettas, I love the experience that it's truly centered towards the driver. And it's obvious when you set down in the car that it's about the experience of the driver. I love the customized, having it to the fob, and you move in and out from the seats, etc, you can set there and use that. I love the fact that they went a little bigger with the car. "...first of all, I'm really jealous. I liked the test drive." Tom: Welcome to iDriveSoCal, the podcast all about mobility from the automotive capital of the United States, Southern California. Tom Smith here and we are at the Jetta launch party, the 2019 Jetta launch party at Ontario Volkswagen in the Los Angeles suburb of Ontario, California. I am joined by Bert from Loma Linda who just got back from a test drive of the 2019 Jetta. Bert, what'd you think? Bert: Well, first of all, I'm really jealous. I liked the test drive. Driver-Focused Jetta Cockpit It's a wonderful car. We've owned several Jettas, I also own an eGolf, and just really enjoyed the drive. More than anything, I loved how the experience of driving the car was centered towards the driver. Center Stack Angled Toward the Driver From the dash, from the controls, from the way even the center console sort of leaned in, that was my favorite thing about it. "I love the fact that they went a little bigger with the car." Tom: Feels like the cockpit kinda feeling to it. Bert: It did, it did. We had a 2014 Jetta, we have a 2016 Jetta, and I have a 2017 eGolf. And the controls, the, in the eGolf, they haven't really brought, until this Jetta model, that technology and that look and feel back down to the Jetta line. Wonderful. Jetta's Digital Cockpit Review I love the interaction, the UI's great, and I love the customized way you can tie everything back to a key fob. It's very helpful. Tom: So the key fob, I agree with you 100%. It's a lot of car for the money. And I was just chatting with your wife.  I mentioned that I have a six-month-old son.  And you guys have a nine-month-old daughter. But, getting in and out of the vehicle, the way me and my wife experience, I'm sure it's the same with you... Multi-Profile Digital Cockpit It's like, 'okay, I've gotta readjust this, readjust that, whatever.' So the key fob thing, where we have customization for both, is fantastic. I love that. It's a lot of car for the money. Bert: It is a lot of car. Tom: One of the things that we do on iDriveSoCal when we review vehicles is top three things. And it sounds like you're a big enough car guy that you might be able to pull off the top three things just off the top of your head here. What are your top three things for the 2019 Jetta? Bert From Loma Linda's Jetta Review - Top-3 Bert: Yeah, top three things... Driver-Focused Cockpit: I love the experience that it's truly centered towards the driver. And it's obvious when you set down in the car that it's about the experience of the driver. That's the first thing. Multi-Driver Profiles: The second thing I love, again, the customized, having it to the fob,

Welcome to Golf Talk Live! Joining me this week on the "Coaches Corner Panel". Bill Abrams - PGA Professional & Owner/Director of Instruction Golf Solutions Academy - Balmoral Woods Crete, IL & Golf Channel Academy with David Impastato at Heron Bay in Coral Springs, FL. Jamie Leno Zimron - Speaker, Instructor, Bodyworker & Consultant,Aikido 5th Degree Black Belt , Class A LPGA Teaching Professional, Corporate & Conference Speaker / Executive Trainer & Coach, Speaker for Vistage International and TEC Canada (The Executive Committee). Chuck Evans - Golf Magazine Top 100 Teacher, Golf Digest Top Teachers in America, Top 50 Growth of the Game Teachers. Director of Instruction at Emerald Bay Golf Club in Destin, FL. Joining me later in the show: Tom Patri – Founder and Owner of TP Golf Services in Naples FL. More on Tom: One of Golf Magazine’s Top 100 Teachers in America and been a leading voice in golf instruction for more than 30 years. Tom has taught at every level of the game, coaching more than 100 PGA Tour, LPGA Tour and PGA Club Professionals, and hundreds of top juniors and amateurs. Join us LIVE this Thursday 6:00 - 8:00PM Central www.blogtalkradio.com/golftalklive Listen to Golf Talk Live on iTunes.com , Stitcher.com  & Tunein.com

Tom and Crystal come from very different backgrounds. Crystal is from North Georgia and Tom is originally from Taiwan and grew up in Colorado. They’ve been married for five years. Crystal works at Orange leading the XP3 High School Initiative. Tom is a Marketing Manager. Their marriage is a great example of a unique marriage that blends different families of origin Interview How did you two meet? There was a Christmas party that North Point put together for singles. Our mutual friend invited us both and that’s where we met. Crystal: It was my first single’s event ever, and I met my husband! As you started dating, did you run into any unexpected challenges based on your backgrounds? We got along and our personalities clicked right away. As we started involving our family & friends, especially at holidays, that’s when we started noticing our differences. Crystal: In my small town, if you’re dating someone you meet their family quickly. But Tom’s family (and maybe most of the country) will usually wait longer. My family started asking if they embarrassed me since they hadn’t met Tom yet. Tom: I thought I was showing her honor and respect by not introducing her to my parents until we were further along. What was it like when you finally did meet each other’s parents? We put a lot of thought into where to meet our families. We ended up meeting at a Chinese fusion buffet. Our families really like each other, though sometimes they don’t understand each other’s accents!  So have you guys felt any big challenges being married? There are a million little things. It’s not five big things; it’s all the small things where you notice the cultural differences. For example, in Tom’s culture, conversations are very transactional. One person speaks, the other responds. But in America it’s more a free-for-all; you have to break in and interrupt! When those little things pop up, how do you handle it? Tom: One of the things we always talk about is knowing that the other person is doing things with the best of intentions. Instead of saying “why did you do that?” you realize that your spouse has your back. So what have been some of the surprising great things about being in an interracial marriage? Crystal: Holidays are easier! Christmas is not as big a deal to his family, so my family gets their choice of how to celebrate. But Chinese New Year is a huge deal to his family, so we block that off for them. Tom’s family isn’t into the Fourth of July, but they have a holiday to celebrate the day that grandma passed. So we gather for that. So how have you decided what to adopt from each of your families versus what you want to embrace in your own family? Tom: First is clear communication with our families, usually well ahead of time. I like to say “If I’m going to disappoint you, I’ll tell you in advance.” Crystal: Often we’re asking our families what it is they want us to pass down. If it really matters to them to have a picture of grandma who passed away on a table, we want to know that. Do you have any advice for couples whose parents aren’t as involved or helpful as yours? Chrystal: One of the things I struggled with the most at the beginning was being given unsolicited advice. I asked someone I know for insight on this and she told me that in Western culture, you show love to your grown children by allowing them to be independent. But in Asian culture, shame is a huge motivator. To help you prevent shame, you give advice. So when they give advice they’re truly trying to connect. What would you say to couples who come from different families of origin and are really struggling? Crystal: I had a situation on a trip to Taiwan where I had culture stress. I hadn’t given myself any breaks and I needed a minute. Anytime you spend time with someone else’s family, you’re going to experience culture stress and need to watch your own well-being. Tom: One of things you can do is reach out to your in-laws without your spouse. It speaks volumes when you proactively reach out over the phone or in person. Crystal: There are also times when you have to disappoint one of your families. Whoever’s parent it is, their child gives them the bad news. That’s worked out well for us. Afton: One of the things I’m noticing about you two is how curious you are to learn the other person’s background and why they are the way they are. We all have different backgrounds, and approaching your spouse with a curiosity to learn about them could make a big difference in any marriage. Your one simple thing for this week: Think the best about your spouse – know that they’re doing things in your best interest. Sit down with your spouse this week and talk about the way your family of origin impacts your marriage.   Thanks for joining us for the Married People Podcast. We hope you’ll subscribe to the podcast on iTunes and leave a review – they help us make the podcast better.  You can also visit us on Facebook or Instagram. Come tell us about your tips for this week’s one simple thing on social media or on our blog at MarriedPeople.org.  Book Recommendations: Foreign to Familiar and The 5 Love Languages. You can find Crystal and Tom on Instagram.  

Tom Poland is a Marketing Mentor who started his first business at age 24 and has gone on to start and sell four others, taking two of them international. In that time he’s managed teams of over 100 people and annual revenue of more than 20 million. These days Tom’s thing is “Leadsology: The Science of Being in Demand” which is a blended learning program that gives professional advisors a model for generating a flow of high-quality, inbound, new client enquiries into their businesses almost every week of the year. Over 2000 business owners across 193 different industries and 4 continents have been through his programs and many have gone on to add millions to their earnings and their testimonials are available on his website. Tom’s work has been published in 27 countries and he’s also shared international speaking platforms with the likes of Michael Gerber of E-Myth fame, Richard Koch from the 80-20 Principle, Brian Tracy and many others. Find Tom at http://www.leadsology.guru   Here's the transcript from the interview Hugh Ballou: Greetings, welcome back to Orchestrating Success: Converting Your Passion to Profit. Today, this session, we are going to focus on your message. How do you really let people know what your superpower is? I am recording this in the evening in Virginia, and my guest for the interview is drinking his morning coffee in Australia. Tom Poland, welcome to the podcast. Tom Poland: Good morning, good afternoon, good evening, depending on where the heck everyone is. It’s morning here tomorrow. Hugh: It’s always interesting making appointments with people. I’ll call you at 2:00. Okay, what time zone? Tom: Which 2:00? Hugh: In your case, it’s Thursday here, but it’s Friday where you are. Tom: Correct, yeah. Coming up on 20 past 8 in the morning. Hugh: It’s 6:18 pm here in Virginia. Tom, you and I connected somewhere. You graciously invited me to this small group encounter that we had a week ago, a video session where you taught us some things about marketing. You taught us about our message. You taught us about quite a few things. I took a whole bunch of notes, and then you gave us one of your books. Tell us who you are, what is your superpower, and how did you develop this? How did you get where you are today? Tom: Great questions. Tom Poland. I call myself the chief leadsologist at Leadsology. Presently, I live near the beach in Castaways Beach in a place called the Sunshine Coast in a place called Queensland, Australia. It’s about nineteen hours’ drive north of Sydney. A pretty long way up the coast. Australia is like the US. It’s quite a big country. The difference is 80% of it is desert here. Back to what I am doing. My superpower is lead generation. I work with people who are marketing the invisible, people who have an idea, a service. Most of what we’re going to talk about will apply to people who have physical products as well, whether you are making sandals or you are a New Yorker acquisition consultant. The principles are the same. How you apply them is a little different depending on whether you have something that’s invisible or something that’s physical. The magic is around setting up four separate lead generation systems. There is a weekly flow of high-quality inbound new client inquiries. We don’t do cold-calling or anything dumb like sending out 10,000 letters to anyone. We don’t do trade shows. All those things deposition the person providing the service or advice. That is the superpower. It’s creating these four different lead systems so the leads are coming in systematically, automatically into the person’s business. How I came across that—good question. When I was 16, my father suggested I leave home because he said I knew everything and I could start forgetting things soon if I didn’t leave home. So I did that. I left home. A few years later, in 1995, I found myself in a very similar mindset. I had come out of a senior executive role in a multi-national corporate, and I started my own business again. I thought I knew something about sales and marketing since I had spent 20 years in corporate. So I set up the new business and put all this marketing in place, and nothing happened. So I literally flew and sat at the seat of great marketing masters and read every book and went to every workshop I could. I am a pretty good implementer; I put everything in place, and the best I could do was break even on my marketing efforts. I sat down and thought, I gotta figure this thing out myself. I put all the books away and put all the workshop notes away and started what is now known as Leadsology. I discovered, Hugh, there is a whole bunch of people out there that are really good marketers, but when you actually buy their stuff, it turns out their marketing is a 10 and their product is a 2. Most of your audience and my clients, when I start working with them, they have a 10 service. If they could get in front of the right people, then the conversions happen, and the clients love them. Most people have a 10 service trapped in a 2 marketing. That is what Leadsology is all about. Sorry, I knocked over my microphone in my excitement. That’s how my Leadsology journey started: trying to figure this thing out as a coach, consultant, and trainer. How do you get the leads coming in without having to stay awake all night stressed about it and without having to engage in these random acts of marketing? Hugh: Random acts of marketing. You used a word there I tried to capture. Cold-calls and what I call push marketing, you used the word… What is the word you used? Tom: Deposition. Hugh: Deposition? Tom: One of the most powerful psychologies known to mankind is reverse psychology. If I had kids at home and it was raining outside and I said to the kids, “Don’t go outside and play because it’s raining,” then the first thing they are going to want to do is what? Hugh: Go outside and play. Tom: Yep. I said to my teenage daughter, “I’m going out with your mom. We’re going to a nice restaurant. We’re leaving the second car here, and the car keys are over there. Do not touch the car keys. Do not drive that car.” A more subtle degree is this. There is a spectrum. The moment we know we can have something, our desire for it decreases. People get blasé. They get apathetic. I can have that anytime I want. What else is there? Somewhere in the middle of that spectrum, can have it, don’t want it, is the sweet spot called reverse psychology where people will want more of what you’ve got if they think they need it more than you need their money. Hugh: Say that again. That is a key piece of information. Tom: Let me say I’m a prospective client of Hugh’s, and I’m thinking if I should work with Hugh or not. If Hugh is sending out mail drops and offers every day of the week and I’m getting bombarded with “Pick me” from Hugh, I get apathetic about that. I can work with Hugh anytime I want; he obviously needs more clients because he is sending all these offers out, and every time I go to a trade show, he’s there and he is always handing out brochures. I’m getting letters and emails. Maybe not on Hugh. But if I perceive my belief is that I need what Hugh’s got more than Hugh needs my money, I get much more interested. Hugh: Wow. Tom: Cold-calling depositions that. Can I work with you? Going onto LinkedIn and going, “Hey, we do SEO. Do you need help?” depositions that. Sending out 10,000 letters or direct mail pieces depositions that. What we want is to invoke that sweet spot psychology where your audience perceives they need you more than you need their money. Hugh: Wow. That is just the opposite of what the marketing people are trying to tell us to do, isn’t it? Tom: Hugh, it’s so different if you are selling a product. Particularly, if it is a commodity, then it will come down to price. There is a massive gulf of difference between marketing a thing and marketing a service because a service is actually a relationship. It’s like going into a marriage. If I am buying a house off of a realtor, and I don’t like the realtor, then if the house is okay, I will still make the buy because I don’t have to live with the realtor. But if I am looking for a wife, which I kind of was 12 years ago, that prospective bride whom I fell in love with instantly and could have married her on the spot, within 90 seconds I was gone. If I had gone up to her and said, “Look, I’ve just fallen in love with you. My name’s Tom by the way. Could we get married, or at least could I come home with you tonight?” When you are offering a service or advice—I didn’t do that honestly, we had some dates first, anyway—but when you are offering a service or advice and are popping the question to people and going, “Work with me,” it’s like going, “Marry me.” With a thing, when we buy it, that relationship is over. We are left with the golf clubs or the boat or the house or whatever. But with an advisory service, consultancy, training, coaching, architecture, CPA, even a lawyer, we’ve gotta enter into a relationship of trust with this person. That means we are probably going to have to have a few dates first before we pop the question of engagement. Hugh: That is so good. You and I had talked before we went live about coffee, and we both have this love of freshly ground, brewed espresso. I talked about doing the beans, and sitting over here on the couch, my bride of we’re starting 12 years next month, she’s a conductor and I’m a conductor. We met at a church music conference in the same room, and we crossed paths. I was smart enough to pay attention. It took a year to build a relationship and have conversations. It was a year before we talked again. I understand that dynamic really well. You know what? I got it right. It’s not about pushing. There is a synergy here with what I teach my clients. Leadership is a position of influence. We influence people, and we don’t do it by telling people what to do if you are responsible for a team. You create the space for people to raise a functioning around the common purpose. There is synergy with what I teach. I have the invisible, which is my coaching, my facilitation, my culture creation for corporate clients. But I have something in the middle. It’s not a product; it’s an online program. Where does that fall? Is that the invisible? Is that a product? Tom: That’s the invisible. So is software by the way. There are a few exceptions. Software, is that a thing? Software development fits in with the invisible as well. I developed and had a software business quite a number of years ago. It’s selling the invisible. Online courses and programs, there is a duration, whether it’s eight weeks, six weeks, six months. I have to be able to trust three things when I buy into that program. I have to be able to validate Hugh and say, “I trust Hugh. He cares. He has integrity. He’s going to be reliable.” I have to validate the service or program. This is true with an architect, consultant, coach, whatever. I have to validate the service. Does this service have integrity? Is it a fit for my needs? The third thing that most people trip up on is: am I going to implement when it comes to a program? I bought these programs before. I have done these workshops before. I got excited, took all the notes, and came back to my business, and then the emails came in or the meetings happened, sitting in this nice little folder in a pile somewhere. There are three points of validation. The first one is: Do I know, like, and trust Hugh? The second point is: Does the program have integrity? Is it going to fit my needs? The third point is: Will I actually use this thing? Hugh: Do they use it? Is it so hard I can’t do it? That’s a big deal. Tom: Implement. We have all bought those $197 downloadable workshop training things and gotten excited. Where are they now? I don’t even know where they are. They are sitting in a digital file somewhere. I have a password to that membership site somewhere, but I don’t know where it is. When it comes to programs, and it’s a bit of a red herring I guess, but whatever we do, whatever service we deliver, if people don’t implement it and get value. Even though it might be money in my bank account, I want people to implement because I want them to get value because I want the good karma. Hugh: How do you define red herring? Tom: Implementation is off the subject of marketing. There is an indirect link in that if people implement it, then they get value and refer. There is an indirect link. Hugh: Your site, we are going to give them a special link before we’re done here. Your link is leadsology.guru. You are in fact the guru. You’ve written some books. Tom: I am a little embarrassed every time I hear that .guru, but .com was taken. We tried to buy it. So it’s kind of like these people who write their own bio and say, “I am the world’s expert on XYZ.” Who said? Hugh: Well, it was there. Tom: Leadsology.guru, yeah. Hugh: It was predestined. You were pulled into that. I have one of your books. It’s in my digital folder queued up to read over the holiday here. We have a holiday in America. Read that to me. Tom: Is that Leadsology: The Science of Being in Demand? Hugh: Yes, that’s it. Leadsology: The Science of Being in Demand. Oops, I am making a note. It’s a science. Tom: Yeah, it is. Hugh: Can people find that on Amazon? Tom: Yes indeed. Kindle, paperback. Hugh: Who needs that? Who needs your methodology? I assume the book gives people an overview and gives them what you didn’t find in the seminars and the courses you took before. It gives them a snapshot or maybe some courseware. Tell me what’s in the book and who needs it. Tom: The book is for anyone who is marketing the invisible and who wants the security and pleasure and enjoyment, satisfaction if you like, of having a regular flow of new clients coming into their business. It’s a systemized approach to lead generation. The book is quite extensive. Some books you buy and end up disappointed because they tell you what you need to do, but they are very light on how to do that. I get into all sorts of things there. There are ten parts to the model. We start with what did you call it? Your superpower? I call it your magic. One thing for example I say to people is you can’t have seven types of magic. A Canadian client of mine who is a consultant/trainer/coach, Susan, who is a genius at what she does, but she had like nine different things on her website you can pick from. It’s 360 degrees, leadership training, productivity, engagement, human dynamics, whatever that is, organizational change, and Susan was very good at all of these things. I have no doubt about that. The first thing I said to her was, “Pick one.” She said, “What do you mean?” I said, “You can’t market nine things. You can market one thing. Everything else needs to go off your website, off your LinkedIn profile, off your business card. You are going to market one thing. Why don’t you get clients happily engaged in that one thing, getting great value, so they can ask, ‘Susan, what else have you got?’ Then you can show them the other stuff.” The book goes in a step-by-step model with ten parts to it. It starts with your magic/superpower. Pick one. The first four parts are about your magic, pick one; the market, which is all about focusing your niche; the message, which is the session we had last week on the marketing message and the three characteristics that create an effective marketing message that cuts through and motivates someone to want to know more; and finally the mediums. The mediums are quite important. For example, the medium could be a webinar, a book, an online session, a lunch-and-learn, a guide of some sort, a challenge. A lot of different ways you can attract people into your list and give them great value. But the mediums are interesting because the mediums have to fit. They have to fit first of all your style, your personality. For some people, running webinars makes them feel like they want to be physically ill. My wife calls herself an e-tard. When we met, she barely knew how to do email. But you know, she is getting better and better. For someone like my wife, running a webinar would cause her sleepless nights for weeks. Don’t do that because it’s not part of your personality style. Pick a medium that fits your personality. I love writing. I could just lock myself up in a cave with a keyboard, and I could write 24/7, just about. Pick a medium that you’re inclined to want to engage in because then you will actually do the frickin’ thing instead of saying it should be done. Pick a medium that works with the market as well. If I was marketing to tradespeople, say plumbers, I wouldn’t pick webinars as a medium because it’s not a medium they are naturally instinctively drawn to. If I was talking to consultants, I would certainly pick webinars because they are in front of computers all day. You have to match the medium to the market. I got Monty the Marketing Wonderdog here. He is a Border Collie, and he has a dinner bowl out back. I have a beehive as well. If I get a bunch of flowers and put them in Monty’s dinner bowl, that is going to be a hard sell. But if I put it in the beehive, then they are all over it. Vice versa with a nice steak. Put it in front of the bees, and they’re not too interested. Put it in front of the dog? There is no selling required when you match the message to the market and the medium. Zero selling required. It’s like bees onto flowers. Hugh: There are certain trends in what people are doing online. I think it changes from time to time. What worked last year doesn’t work this year. Sometimes what worked last week doesn’t work this week. You’re honing on some fundamental principles that probably supersedes the fad of the day. Is that making sense? Tom: Yeah, it makes perfect sense. If you want to go to the highest helicopter view, the strategic view of lead generation, there are two things that intersect when the lead is generated. That has been the case for the history of mankind for thousands of years, and it will always be the case. Whatever changes with online funnels or Facebook advertising or social media, whatever else changes, this never changes. A lead is generated when an ideal client is intersected with an effective marketing message. An ideal client is someone who is aware of their need, so my ideal client is not waking up in the middle of the night, they are waking up in the middle of the morning and saying, “I have to get some systems in place to get leads.” They are aware of their need. They have the money and the timing is perfect. Those are the three characteristics of my ideal client. When that person sees my marketing message in almost any form, and there is about 12 different forms they can see it in, they get interested. That is how inbound inquiries are generated. Hugh: That is how we connected. Somehow, I was interested in meeting you. We have talked twice now and emailed. I am fascinated by what you do. What do you think it was that got my interest? Do you remember how we connected? Tom: Yes, we connected through LinkedIn. I invited you to a marketing message maker session. I made a bit of a song and dance about the fact that I was a bestselling international author blah blah blah. There was some credibility in there. Don’t get offended at this, but you were metaphorically speaking a bear in the woods. My message via LinkedIn, we established a 1st-level connection first. I had given you something. I think it was a little bit of a guide like this PDF. We had a couple of little mini dates. Then I invited you to this marketing message maker, which was essentially a 75-minute session where I was showing you how to create a marketing message that cuts through and motivates an ideal client to want to know more about what you do. I said leave your credit card at home because there is nothing to buy. We minimized the sense of risk or just another sales trap. When I talk about a bear in the woods, the metaphor is this. This describes how Leadsology works pretty well and how you don’t need any sales or manipulative sales techniques. Imagine there is a big forest and there are a bunch of grizzly bears all asleep. I have some honey in a honeypot. I want the bears to eat my honey. The bears are a metaphor for potential clients, and the honey is a metaphor for what it is I do. I think, How am I going to get the bears to eat my honey? I go to a bear-eating-honey seminar. The guy stands up on stage and is holding this big, long, stick with a sharp point at the end, a lance. He says, “Look, I’ve done this. If you want the bears to eat your honey, this is how you do it. You grab the stick, go running through the forest, find a grizzly bear, poke it really hard on the bum to wake it up, and then you wave the pot in front of the bear’s nose. If it is hungry, it will eat the honey. If it is not hungry, it will eat you.” That is selling. That is going out with your marketing message, annoying people, poking them with a sharp stick going, “Pick me, pick me, pick me.” With Leadsology, what we do is put the honeypot outside the forest, and the bears that are hungry will start dreaming of swimming in honey. Then they will wake up and go, “Darn, just a dream. But hang on. I can still smell the honey,” and they come out of the forest. That’s what Leadsology does. Leadsology is a series of four honeypots, each systemized, different mediums, going to the same market with the same marketing message, and the bear is coming out of the forest. People are making inquiries. Hugh: So it’s imperative that your message is very clear. You have one product, and you are targeting a specific person. Tom: The message is what I call the first domino. You see those Guinness Book of Records. You line up one thousand dominos, and you only have to push over one domino and the others go on their own. The marketing message is not what people think it is. It’s not a USP, it’s not an elevated pitch, it’s not a slogan, and it often even won’t mention your service or product. But it’s got to be benefit-rich and differentiated, so it’s got to sound like nothing anyone else is saying. It’s got to contain some specifics. That is where the magic lies in those specifics. Hugh: What are the top things that people do wrong? Tom: Number one they do wrong with their marketing message is they tell people what they do for a living. I am an accountant, and I help with your taxes. I am a marketer, and I will help you get your leads in. I am a Facebook Messenger bot guru, and I help you get a better open rate. Hugh: Why is that a mistake? Tom: Because people don’t want Facebook Messenger bot gurus, and they don’t actually want bigger open rates. They want the thing the bigger open rates give them, which in this particular example we are talking about, a very exciting product. You can get a 100% open rate with them. But people don’t want 100% open rates. They want the thing the 100% open rate gives them. In this marketplace, this particular marketer is an online marketer, whose marketplace are beauty salons. Beauty salon owners don’t want Messenger bots, and they don’t want 100% open rates. They want more bums in their seats every single day, please and thank you very much. His marketing message should not be, “I am an expert on Facebook bots,” and it should not be, “I can get you 100% open rates on messengers.” It should be, “I can get you another two customers walking through your door every single day without any print media, advertising, or cold-calling.” That’s it, period. If you are a beauty salon owner, you want two more extra customers every single day. That’s where your profit is. I don’t know if it’s two or five, where the sweet spot is. The sweet spot in the message, if you are talking about specifics, has to be big enough to generate desirability, but it has to be small enough to generate believability. If he goes out and says, “I can get you 50 new customers every single day,” even if that is true, people aren’t going to believe it. It’s not going to work. If he comes out and says, “I can get you a new customer every single month,” no matter how excited he says it, people are not going to get turned on by that. I don’t know what the number is for the sweet spot, but something like another 2-5 customers every single day. When that beauty salon owner hears that, then they will want to know more, and that is when the lead is generated and the inquiry is made. The question at that point is: How do you do that? That is when messenger bots come in, not before. Hugh: Okay. Boy this is really helpful. It’s unique. I just changed my LinkedIn messaging from what I do to what my results are like two weeks ago. I am amazed. Between Facebook, LinkedIn, and Twitter, I have like 250,000 followers. Tom: Wow. Hugh: I am amazed that 249,500 of them are just pushing out, “Buy my thing. Buy my thing.” They haven’t done any dating. They haven’t built any trust or credibility. Tom: There is no validation. Hugh: It is just amazing. There is a whole bunch of noise. Somehow, you got my attention, and you cut through the noise on LinkedIn. I don’t know how that happened, but you got very skilled at that. You have a way of getting right to it and attracting the right person. When I say, “Who needs you?” people like a consultant, people like a speaker, people like a coach, is that the space of invisible? Tom: I have done a lot of work with architects, accountants. Right now, I have a merger acquisition consultant, an American guy who is operating out of London, works a lot in Europe. His specialty is matching big companies up with smaller tech companies so they maintain a competitive difference. An architect operating out of Oregon who designs luxury apartments in China. A foreclosure lawyer in Philadelphia. It’s pretty diverse. Merger acquisition consultant in Germany. A lot of clients in Australia and New Zealand. A lot of trainers, coaches, consultants. Wealth planners. A new client who is—forgive me, Kevin, I can’t remember where you are, but he is somewhere in your country—he has developed a business where he operates a brokerage for real estate agents. He gets the listings, which is the hardest thing to do, and he brokers them out to real estate agents. So it’s a service. The physical product is there, of course, but he is not directly selling the physical product. So it’s anyone who has a service or advice or develops software; that is the exception—who wants to quit stressing about where the leads are coming from and have predictability. A lot of good consultants- The classic is they are really good at what they do, so they get a lot of word-of-mouth referrals, which is great and can go on for a few years, but one day it will dry up. Who knows. Something weird happens, like a dictator fires a missile over Japan. That would never happen, right? Hugh: That would never happen. Tom: Or someone drives a tank into a desert in Kuwait from Iraq. I don’t know. Stuff happens. Or there is an election. And everything slows down. For some reason, word-of-mouth marketing dries up. Then they go, “Oh wow, I don’t control this thing. There are no buttons I can push or levers I can pull. I need some predictability around lead generation.” Those are the people who need Leadsology, the people who want to set up four different systems so the leads are coming in from four different sources. Hugh: For instance, you said that before, and I meant to ask you. Give us an example. Tom: Sure, okay. Let’s just put social media to the side at a moment because it’s not a lead generator. It’s great to keep people’s brand in your brain until they are ready to buy. So you should be doing social media. A blog, a podcast, Facebook, something to keep your brand on the brain until people are ready to buy. But the direct lead generators: a book when it’s well-written will bring in leads. One of the things I do, when you open the book up, you will see this page here. Leadsology Resources. And there is a bunch of free stuff. We drive people from the book back to the website. We have a few dates with them, as many as they need until they start to validate that Tom is an okay guy and the services are effective. A book is one of those mediums. A webinar can be a medium. You attended what I call a makeover session, a group of people, the bears who come out of the forest interested in a marketing message makeover. Those small sessions. Breakfast meetings or lunch-and-learns, they are all mediums with which you can get your message out to the marketplace. There is a lot of them: surveys, diagnostic tools, interactive models. What I was saying before just to refresh people’s memory is that choosing the mediums, and there are a lot of different ways you can get your message to the market about your magic through the mediums, is it has to fit your personality. You have to look at it and go, “Yeah, I can do that. I quite like that actually,” whether it’s a webinar, book, whatever. It has to fit the marketplace, meaning it has to fit the market. Flowers in Monty’s bowl is not going to work. And finally, it has to fit your budget, be it your time or financial budget. Most people have one medium. Most people do one thing to get leads. I don’t know if they go to a business networking medium, which depositions them. Or they do webinars, or they have a book. It’s like a one-legged stool. Eventually, a one-legged stool tips over. I want my clients to have four legs on their stools. Four different ways that the leads are coming in. Each of those ways is systemized, whether it’s a LinkedIn strategy, whether it’s a webinar strategy, whether it’s a Facebook or Google Adwords funnel taking you through a series of steps, they are all systemized. We have security because we have a diversification of leads. I see this lady in the States with something like $800 million in the lottery. She is not going to put it all in one place, I hope. The uncle needs to invest in his business—don’t give it all to the uncle. Here’s $800 million; make me some money. The security comes in the diversification of the lead generation. Hugh: So you said earlier that social media is not for lead generation, but that is how you got me interested. Tom: Social media- LinkedIn, is it social media? Probably. LinkedIn is good to keep the brand on the brain until people are ready to buy. Most of the posts you get on LinkedIn have the wrong reasons. They have a message that is like putting the flowers in Monty’s dinner bowl. People post articles on LinkedIn, and they get traction. It doesn’t matter if you have 500 reads if you got no more connections or followers or subscribers. Then you haven’t really done a lot. Put aside the fact that the messages are not often aligned to the marketplace. Social media is best for keeping the brand on the brain until people are ready to buy. By all means, have a LinkedIn strategy. Post on LinkedIn some good quality stuff. But understand that you are not going to get a lot of people going, “I want to work with you please.” This is a great example of a terrific added value social media thing, a podcast in this case, that is going to help keep Hugh’s brand in people’s brains until they are ready to buy. Hugh: You associate with people who are competent, and it raises the value of your brand. Social proof. You have a photo of me with Tom Poland, and it raises the value of me because of your credibility. Tom: Some people would debate whether it raises your brand, Hugh, but I’ll accept it. I’ll drink to that. It’s water by the way. Hugh: People can decide for themselves when they hear it. There is a lot of really rich content here. I really resonate with this because I show up in groups and I am starting- I just moved to a new city, so I am starting a series of lunch-and-learns. I am targeting people who run charities, nonprofits. Some of the programs I offer are specifically tailored for them. I have 31 years of experience in that market segment. I am also doing other places. I show up where my clients are. The other segment is mid-cap corporations, $5-50 million in revenue. That is a sweet spot, so I am showing up where those people hang out. I think one of the mistakes people make is they attract the wrong people. This came up in the session I was on. I asked you point blank, “What happens when you keep attracting broke people?” You had a really good answer. Do you want to have a go at that again? Tom: Yeah. Unfortunately, I only have a couple minutes left so let’s touch on that. There are a series of filters you can set up depending on which part of the process people are in. Typically, what happens in my sort of business is say I am an international law firm, book a free consult, and then I am in danger of talking to a lot of people I can’t actually help significantly because they can’t afford to do anything with me. It’s actually worse than not speaking with them because I can tell them what to do, but if they go and try to do it, they will probably mess it up because there are so many subtleties to it. They are wasting time and effort and will end up disappointed. It’s not good for them if I speak with them for free, and it’s not good for me if I speak with them for free. It doesn’t really make sense. But if I charge $1,000 an hour regularly, then I will say, “I will give you an hour but just charge you $100.” That’s a filter. That cuts all those people out I can’t help. I am doing a disservice to them by meeting with them because it gives them false hope. If I am doing an event, charging $20 will kick a lot of tire-kickers out. Or you can set up an enrollment page where you actually have to click some buttons and say, “Yes, I understand that in order to implement what I hear at this lunch-and-learn, I will probably be required to make an investment. I’m okay with that.” You can put in filters depending on where they are and how much you want to fill them out. If I was going to a new city and doing lunch-and-learns, I wouldn’t put in any filters. I would get my ass out there and build the list and accept the fact that not everyone is going to be perfect. Hugh: I love it. Tom: The type of honey you put out will attract certain bears. Hugh: We’re going to give people a link to leadsology.guru/five-day-challenge. That is a gift you are giving people. It’s a five-day challenge. They have to do a little work, but they will learn something, right? Tom: More than that, they are going to get more leads in. They are going to get a new client. If people do what I tell them to do in this challenge, it’s like 15 minutes a day over five days. It’s not hard. I get so much positive feedback for this because you will actually put into place your first marketing system potentially, you will generate five fresh, inbound inquiries, and convert at least one of them into a feedback client. Hugh: Tom Poland, you have offered great value to the listeners of Orchestrating Success. I am going to ask you- I know you have no minutes left. Just give us a closing thought or tip for this interview. Tom: Okay. The closing thought is, just be smart enough to know how dumb you are. That is the secret to success. The enemy of growing is knowing. I wouldn’t represent myself in court because I’m not a lawyer. Don’t try to do this at home. Find someone who can teach you how to do lead gen because it is a science, and it doesn’t have to be me. Just be smart enough to know how dumb you are with marketing. Hugh: Tom, thank you for the gift of your time. I thank you, and my listeners thank you. This was so great. Tom: Thank you. What a pleasure. I look forward to continuing the conversation. Cheers.  

Welcome to Golf Talk Live!  Joining me this week: Junior Golfer - Alexa Vela. More about Alexa: Alexa was introduced to the game of golf at the age of 4. She started playing competitive golf at the age of 6 with the Southern Texas PGA and The First Tee. Alexa is now 12 years old and she is also in the GT/Advanced class; All A's Honor Roll. She is part of the Duke University Talent Identification Program for advanced students. She has also been recognized in the local newspaper several times and featured at the PGA Junior Golf League; Golf Channel with Michelle Wie, Rory McIlroy and Ricky Fowler.  She has been in many tournaments and owns a collection of 107 medals and trophies; including a Congrats letter from Governor Greg Abbott. Later PGA Teaching Professional & Golf Coach – Tom Patri. Here's a little about Tom: One of Golf Magazine’s Top 100 Teachers in America, has been a leading voice in golf instruction for more than 30 years. Tom has taught at every level of the game, coaching more than 100 PGA Tour, LPGA Tour and PGA Club Professionals, and hundreds of top juniors and amateurs. The game has taken Tom around the world – first as a distinguished player and, now, as one of golf’s most knowledgeable and decorated teachers. Join us "LIVE" Thursday from 6:00 - 8:00 PM Central on Golf Talk Live! Golf Talk Live is available at itunes.com and Stitcher.com

Welcome to Golf Talk Live! This week on the Coaches Corner Panel. Michael Wheeler - PGA Certified Professional - Teaching and Coaching , PGA Director of Instruction - PGA Director of Instruction for Berkshire Country Club, Wright Balance Technology Instructor, Flightscope and K-Vest Level 2 Certified, Level 1 Golf Biomechanist Instructor (certified by Dr. Young-Hoo Kwon),Member - Philadelphia PGA Instruction Committee. Jamie Leno Zimron - Class A LPGA Teaching Professional / ‘The Golf Sensei’®, is a pioneering 5th Degree Aikido Black Belt, Somatic Psychologist, Corporate & Vistage International Speaker, Executive Trainer, Body-Mind Fitness Expert, and Citizen’s Diplomat. Plus later I'm joined by PGA Golf Coach/Pro Golf Teacher - Tom Patri. Here's more about Tom: One of Golf Magazine’s Top 100 Teachers in America, has been a leading voice in golf instruction for more than 30 years. Tom has taught at every level of the game, coaching more than 100 PGA Tour, LPGA Tour and PGA Club Professionals, and hundreds of top juniors and amateurs. The game has taken Tom around the world – first as a distinguished player and, now, as one of golf’s most knowledgeable and decorated teachers. Join the Conversation LIVE 6:00PM Central on Golf Talk Live!