Welcome to The Accelerated Investor Podcast with Josh Cantwell, if you love entrepreneurship and investing in real estate then you are in the right place. Josh is the CEO of Freeland Ventures Real Estate Private Equity and has personally invested in well over 500 properties all across the country. He’s also made hundreds of private lender loans and owns over 1,000 units of apartments. Josh is an expert at raising private money for deals and he prides himself on never having had a boss in his entire adult life. Josh and his team also mentor investors and entrepreneurs from all over the world. He doesn’t dream about doing deals, he actually does them and so do his listeners and students. Now sit back, listen, learn, and accelerate your business, your life, and your investing with The Accelerated Investor Podcast.
Josh:So hey, Accelerated Investors. Welcome back, this is Josh, and you’re going to love this podcast episode. I’m going to be interviewing a good friend of mine. Actually a guy I’ve known since 2007. His name is Gary Boomershine. Gary is actually the founder at RealEstateInvestor.com. So imagine that he’s the founder and RealEstateInvestor.com. He started the company in 2005. Gary’s done all kinds of real estate investing, wholesaling rentals, apartments, flipping tons of properties, private lending. Today, his company has over one hundred employees. And not only does he invest in his own deals, but he also has an amazing suite of tools that he works with lots of his high-level clients to deliver direct mail messages and automated follow up sequences for residential real estate investors.
Josh: You’re going to love this interview because Gary and I talk about the pivot that’s about to happen in the marketplace. There are so many things going on right now in our economy that we believe that you’ve got to get ready for this massive shift of wealth that’s about to happen. This is going to be, in Gary’s words, worse than the 2006, 2007, 2009 crash. So we’re going to talk about what Gary calls the three P’s, protecting your assets, pivoting and then profiting. And we spent a lot of time talking about what to do today to protect your real estate investing business. And secondly, how to pivot specific things that Gary and I are doing to get liquid, have dry powder, have cash flowing assets so that you’re ready when the market turns to have these opportunities to buy at massive discounts. You’re going to love this interview for Accelerated Investor with Gary Boomershine from RealEstateInvestor.com.
Josh: So, Gary, hey, man, welcome back. It’s good to see welcome to Accelerated Investor. How are you doing?
Gary: I’m doing great, man. It’s really great. I just think of people that I’ve known the longest in this business. Our paths have been incredibly parallel the entire way through. Got started in two thousand and four. I know that you and Greg did about the same thing. I’m exactly what those guys I’m actually going to see Jeff here in a couple of weeks into loom. So, yeah, man, this is going to be fun. This is an interesting time in real estate. This is the time that most of us, OG’s have been waiting for. The big market shift where we have the transformations of wealth happen. So, yeah, this should be a great call and great content for your loyal listeners.
Josh: Let’s talk about that, Gary. So just two OGs talking, but I want my subscribers and members, listeners understand, like Gary and I have known each other for a long time, spoke on the stage of ours like 2008. I think that was the first time we did a formal training together in Vegas. And we’ve been sharing ideas for a long, long time. So Gary has bought apartments, these flip homes, he’s owned several consulting companies, marketing companies, et cetera. So long story short, we’ve been kind of waiting for this market shift to happen, Gary. So describe what you think in your words. What do you think this market shift that is happening this cycle that’s been 12 years long? And what do you think is about to happen in 2021? Obviously, new president. A lot of things going on with covid, a lot of eviction, more foreclosure moratoriums are going to start to go away, which means that stuff will speed up a lot of moving parts. So just tell me, big picture, how do you see it? What do you think’s going to happen?
Gary: Yeah, so, you know, just looking at the big picture and looking at history as a guide to the future, which is really what we do, I don’t have any crystal ball. But real estate has been a seven-year cycle for nearly one hundred years. It just happens almost to the day, by the way, the what they call the shmita, if we look at it. And these seven-year cycles have never been natural supply and demand. They’ve actually always been a boogeyman event. Yeah. What I like to call it something out of left field, because we have a fiat money system backed by nothing. Right. The faith, the good faith and credit of the US and the banking system. Right. So it’s been a seven year cycle for one hundred years. We had two thousand and one and almost to the day two thousand and eight, we had the oil embargo. We have the Iran Contra scandal and all that stuff. So if we just look back, this is the longest cycle that we’ve had. It’s gone on seven years and this is the shift.
Gary: And so looking at historically what happens, we’re going to probably see I mean, there’s no there’s no denying we’re going to see an absolute tsunami of distressed properties coming our way. If you think of a tsunami. Right. A lot of people go out to the beach and they’re looking at the water going out and they’re like, look at all the fish flopping on the on the sand. It’s like, no, this is a time to get to higher ground. And I call it the three Ps right now. This is a market to first is to protect, then to pivot and then to profit. And I think there’s going to be an incredible buying opportunity coming our way in distressed assets. That’s going to also be in multifamily and commercial and incredible opportunity. I also think that we’re going to see a decrease in price, especially heavily on the on the on the more of the seaboards. Right. In California, Florida, the center of the country is usually held up pretty strong. Right, right. Right. Now, I think this is an incredible opportunity for us real estate investors to get prepared for a massive opportunity for building long term wealth.
Josh: When you say protect, Gary is that what you’re talking about? So protect meaning like get prepared. And when you say protect, are you thinking, I’m thinking about real logistically. Like, if you’ve got assets like an apartment or a flip that you’re doing, get them stabilized, get them occupied, get them sold now. So we to protect each of those assets. How do you see it? What’s your sort of definition of protect in this environment?
Gary: Yeah. So I’ll just tell you, like I’m in California, we actually have been unloading a lot. We’re getting into a heavy cash position and raising a bunch of capital right now. I’m also I’ve like I’ve gotten out of a lot of single family myself. In fact, we just sold our primary residence. We actually unloaded a long-term asset that we had in Maui, primarily because of the market’s getting into a cash position. I’m doing a lot of lending right now. First position lending at just preparing for the land grab that land grab that I see. I think there’s going to be an opportunity to buy creatively. And that’s not only single family, but also commercial. And if we just look back at all the market cycles, usually in that downturn market, there is a huge opportunity to get owner financing, taking over mortgages and distressed assets, especially burned out landlords. Especially people like I’m marketing in four markets right now and I’m already seeing the distressed assets popping up.
Gary: Things like you and I have always been doing this, but I’ve always made multiple offers to a seller. I’ve always made a cash offer and at the same time a creative offer if they’d be flexible on payment terms. And over the last four or five years, it’s mostly been cash buys. And I’m seeing a big shift right now where we’re starting to pick up a lot more, where owners are willing to let us take over the mortgage. I’m also getting owner financing in a couple hours right after this recording and call, I will be going out. I’m talking to a seller that has four acres and two really nice properties where I’m going to probably be picking them up for about one hundred thousand dollars under market, one hundred and fifty thousand in cash and zero interest payments for probably the next twenty years. I haven’t seen that. I haven’t seen that many of those buying opportunity. So that’s the type of shifting in that I’m doing by working towards buying creatively and also starting to raise capital right now. This is a really good time if you have not raised capital, I think this is the time to start really learning how to do it. I always tell people when you’re raising capital, you want to do two things.
Gary: Number one, you want to raise capital when you don’t need it. Number two is you never have to ask for the money and you never have to ask for the money if you do it right. And so I’ve been doing a lot of that, preparing, preparing for a landgrab. And I think that’s going to come. And probably realistically six to 12 to 18 months. I agree. Right now, a lot of us, I am still because of the market, because people are still in this, like, tsunami coming. We’re still seeing assets are overvalued. We’re still seeing multiple offers in areas like California. So I’m doing a lot more virtual wholesaling right now, cutting up a few deals with owner financing and then just preparing for a massive buy.
Josh: Yeah, when I saw just this morning, Forbes magazine came out with five markets to watch for twenty twenty one. Cleveland, my hometown, my market was on there. And I think people the general public is a little bit oblivious. Gary, I think I like to get your take on this. They’re a little bit oblivious. They think all the market’s really good and people tend to think like the market’s really good. It’s always going to stay that way. And you and I both know that’s not the case. But right now in Cleveland, the inventory is down 40 percent. They actually gave specific numbers like two years ago. There were nine thousand properties on the market. A year before that, there were nine thousand on the market. Right now, there’s only five thousand on the market. So it’s a true 40 percent reduction. And people think, like all the market’s going crazy. There’s multiple offers. Properties are selling sometimes in a day, but definitely within a week or two. But they don’t know all of this excess, the evictions, the foreclosures that are building up, people that lost their businesses, people that were waiting on stimulus money. The good news about this potential downturn, not potential, but this downturn, it’s about to happen.
Josh: It’s not it is a boogeyman event. Right, because the covid. But it’s not it doesn’t have the problem with banking like it had 12 years ago. So banking and housing, actually, a lot of people think it’s going to help us through this market because inventories so tight. So what I heard you say is get liquid, lots of dry powder, short term transactions for now, get your rentals occupied, cash flow. Those get a lot of dry powder. Six to 18 months from now. A lot of things are going to be on sale. Lots and lots of people motivated, lots of potential owner financing, seller financing opportunities and matching up that new option of seller financing or financing with dry powder that you having sitting on the sidelines can allow a lot of us to go on a buying spree at a discount. So that’s a big deal. That’s a way to protect what you have now and then get prepared for the next the pivot. So, Gary, that’s kind of the pivot. Tell me a little bit more about what your thoughts are on the pivot on top of what I just described.
Gary: Yeah, so I am a little bit more of a well, I’m a little bit more of a naysayer. I actually think a lot of people have basically been saying we’re not going to have the systemic banking system that we had in 2008. I actually I don’t believe. That I actually. So I think that we never fixed the systemic problem we had. We had twenty one trillion dollars before going into covid. Twenty one trillion dollars of debt by 2022. This is pre covid. By 2022, we couldn’t even pay the interest on that debt.
Gary: So now they’re printing money in ways it’s the money system is completely spun out of control. I actually think that we’re going to see a bigger change on the banking system and I think a lot of the money there’s going to be the conventional money is going to at some point dry up. From my perspective. They can’t. They can’t you cannot go at zero interest or negative interest rates. The way that they’re doing it doesn’t work. So I think there is a bigger banking system that’s coming problem. And I think the people that are pivoting now that are recognizing that are going to do a lot better. A lot of people are still like, I’ve got a buddy that’s got a billion dollars of conventional money that he’s personally guaranteeing and he’s still going as if business as usual. And I think right now, this is not the time to necessarily be in retail. And I don’t think this is the time to be doing heavy, heavy rehabs.
Gary: It’s the time for pivoting and protecting, you know, managing cash flow, rebalancing the asset portfolio and getting ready to buy, because a lot of a lot of the real estate investors are still thinking that they’re going to have a lot of conventional funds. And I don’t think that’s going to happen. I think it’s a much bigger systemic issue. The other thing, the stimulus package in the CARE Act and the PPP, that’s been what’s funding these business owners. When you have when you have restaurants that are closed, like California is closed up and they’re already talking about the this going on until at least February. Some people are thinking it’s going to go on until all of next year. There’s a point in time where the music is going to stop, the music stop and people are going to be trying to run to their chairs. And so restaurant owners, that means all those businesses that can no longer pay their bills and pay their rent, those retail centers are going to go out of business right into foreclosure. Right.
Gary: Not only that, those all of those owners also have properties that they have to live in. And so their personal residences are going to go belly up. I have a friend in Hollywood and he’s got a five-million-dollar property, was making like three hundred thousand dollars a month, and that just dried up. So I think we’re going to see a much bigger systemic problem than most people are recognizing. And those people that are adjusting right now and like I said, balancing the assets, being very, very solid on being able to have operating capital. If you think of the game of Monopoly and if you run out of cash, you can have all of the real estate on the board of Monopoly. But if you run out of cash flow, you’re turning over your real estate and you’re selling them at 10 cents, 30 cents on the dollar.
Gary:So this is a time to be really managing and having the operating capital to run a business. So if you have a portfolio of real estate properties, I would be looking at what happens if can you manage at 60 to 70 percent occupancy or possibly even a little bit less? I would be very much balancing I’d be reducing cost and just preparing for preparing for this kind of market opportunity, because they’re going to be people that are prepared in six to 12 months that are going to be buying like crazy. And then you’re going to have other real estate investors that are going to be spending two years just trying to figure out how to make ends meet.
Josh: Yeah, no doubt, Gary. And it’s interesting, when we went through the last cycle of 2008, nine in 10. And people saw property values going down, you and I both know, and we did this, too, started buying at the bottom, started getting dry powder and getting ready to buy. The market’s going to sling back. It could be another three year where things start to go down, down, down. But people made a lot of money. The downturn, we all made money, you and I and a lot of our friends made money in 08, 09, 2010. We’re necessarily holding a lot of assets at that time. But you can still buy assets if you can get them at a discounted cash flow. Right. You underwrite conservatively. You could still buy in the downturn, build your portfolio. You could still sell properties, term properties, be transactional, make money that way and be talking to investors about the right time to buy. But certainly guys that are now buying like stabilized apartment buildings at a four and a half cap thinking that that value is still going to go up, they’re insane, especially a super a class luxury markets.
Josh: And then same thing with those C and D class assets, because those Super A class assets that are in downtown urban cores, those are going to get slaughtered as people move out of the city and then the C, C minus and D plus assets where people are really working with that subsidized government community will first of all, those subsidies, although they become more and more prevalent because of covid those people giving those subsidies run out, they’re not paying their bills. They can barely pay their bills when the market was good. So I believe in raising a lot of capital, getting as much owner financing, seller financing as you can. Still buying at a discount, of course, buying at a discount, never paying retail and sticking with that average American a suburban B class asset that everybody can afford.
Josh: Because the long-term place to still buy and hold, that’s where I’m at, still buy and hold. And so we’ve got to have tenants that are still going to be able to pay their rent. They still have a place, a husband, a wife and kids still going to take care of the family, the nuclear family together. And they still need a place to stay. Is there going to be some more breakage there? Probably. But so far that B class asset is the asset class that has stood the test of covid so far, the bust. I still think it’s going to be the asset class that makes it through the bust, although there’s going to be some more breakage. And so preparing now for that is so important instead of, oh my God, I can’t find a rehab. So I’m going to pay 80, 90 cents on the dollar hoping I can rehab it and sell it for a profit and hoping the market continues to go up. That music is about to stop, as you said. So that’s what we’re doing.
Gary: Yeah, absolutely. We’re completely aligned. So many people forget that the history they like. It’s amazing how many people forget what it was like in 2006, seven, eight, nine and ten. So let’s go back to that just a little bit. There were people that were buying in the absolute euphoric market, which was six and seven. They were buying at a premium like I’m in California. There were people that were buying seven, eight and one hundred thousand houses in Vallejo that 18 months later, those eight hundred-thousand-dollar houses were worth two hundred thousand. Yeah. So they were buying at the peak. Right, buying crazy. And then for the next three years they were either completely wiped out or bankrupt or just trying to survive. The people that shifted in twenty-six and seven, they were prepared and the buying opportunity and the money that was made buying at the auction. Right.
Gary: Having the having the cash reserves, buying bank owned REOs, buying distressed assets, both single family and multifamily made an absolute fortune. So the market, the true money is made at the beginning of the cycle. It goes back to Warren Buffett. You buy low, sell high. Right. The people that are buying right now and have not recognized were a shift is coming, get absolutely wiped out. And that’s it’s the lost opportunity cost. The opportunity is coming. And if you’re not prepared, you’re going to completely miss it. So that’s why I call it the three. The three categories. There’s cash now. There’s cash flow and there’s cash later. And so many people are just looking at one bucket. Real estate is a finance game. It is about using leverage.
Gary: Right. Leverage off of other people’s money and other people’s time and experience and resources. And people have too much of a myopic view. They’re just focused on like wholesaling, selling right now. That’s cash. Now that’s a job. It’s you want to be looking at this market as cash now is bringing in capital to the it’s the energy and the friction. And I love I love wholesaling and easy money in and out and keep the books balanced. Cash flow is looking for those long-term assets, right. That we’re going to get rental income. I love private lending. And then and then the cash later is how we become absolutely rich. And that’s appreciation and being able to have proper. That we hold, so yeah, I am also a buy and hold guy, I hate flipping out of all the properties, almost every property that I’ve ever sold I regret right now. So we still we we flip properties to keep the engine and the operating capital come in.
Gary:So I just think this is the time to rebalance your portfolio, be prepared, learn how to raise money or learn how to buy deals that are creative and take advantage of the ship that’s coming. Those people that do that are going to be making an absolute fortune. The last thing I’m going to say, I also think we’re going to see inflation at a level that we’ve never seen before, which means we want to be in physical asset. I personally, I’m the naysayer, but I think that historically, let me go back here over the last couple of years. Sixty five percent. Of the sixty five percent of America has been able to buy real estate, all right, historically that’s been closer to forty five percent if we look over the last 30, 40 years. So I think we’re going to see a shift where the middle class is going to start to disappear. Those people that are in physical assets and own real estate are going to be are going to be the difference between the ruling class and the ruled class from my perspective.
Gary:So we’re going to want to be in physical assets, owning apartments, owning first position mortgages, owning properties, because I could see a house that’s a million dollars in California being fifteen million dollars in ten years. From my perspective, I think I think we’re going to start we’re going to see properties, the inflation on properties that are going to skyrocket like we’ve never seen before, coming in a couple of years. So we see a decrease in value short term over the next 12 to 18 to twenty four months. And appreciation on real estate in the United States skyrocketing.
Josh: It’s an absolute beautiful thing when you can lock in a 30-year mortgage at today’s rate. Right. Whether it’s residential or commercial in the 3s, even for large commercial, I mean, we just refinance a huge building, 19 million dollars loan in the low 3s, like three point one four one building three point one. It’s ridiculous. So you take that along with this. I agree with you. There’s going to be this fluctuation in the short term and then these physical assets appreciate as inflation goes up. So that’s the hedge. People talk about gold and silver. Sure. Commodities, sure. People are talking about crypto, which I still don’t get. I’m not recommending that. But physical assets, gold, silver, physical assets typically followed inflation, but for sure, cash flowing real estate, because if you lock in that loan at three percent, you’re potentially borrowing money at zero because inflation is going to be at least three percent. But I agree with Gary, inflation’s going to be much higher than that over the next three to five to seven years.
Josh: You lock that in, your values going up, your principal still going down and you’re cash flowing. And if you need to do something in the middle to make cash now, wholesale properties, even commercial properties, wholesale properties to get them under contract, maybe your commercial broker, maybe you’re a realtor making some transactional income, you can do that in order to kind of get through and have cash injections into your business. But big flips, big rehabs stay away from that stuff, guys, for the next couple of years and just buy stuff you can stabilize quickly and cash flow quickly. Now, Gary, I didn’t want my audience to learn a little bit more about your companies. You guys have a suite of tools to help people do these kinds of things, get leads, evaluate leads, process leads, follow up systems. It’s incredible. I interviewed your partner Robert for the podcast couple of weeks ago. So as we kind of round and head for home here in this interview, where can people learn more about you and about your companies and some of the tools that you guys offer?
Gary: Yeah, so I run RealEstateInvestor.com. We’ve been around a long, long time. We’re the largest marketer in the real estate niche. I think we’ve mailed out over 70 million pieces of direct mail. I’ve got a large client base. We’ve got about fifteen hundred people using our product. We’ve got we’re really focused on helping real estate investors find deal flow. So I’ve got a team that does all the marketing for them. We’ve got the reason I merged with Robert Ciphered is they had a data stacking list building software that was second to none super needed for finding deals that you can skip trace data stack and then a CRM to do all the follow up. And then I have a one-hundred-person team that does all of the lead, qualification and appointment setting and super passionate about that. We’ve got about one hundred people. We’ve been around a long time and you can learn about us at RealEstateInvestor.com.
Gary: And I’ve got yeah that would, that would be the best place I’ve got. We’ve got a podcast that’s great. It’s running a couple of times a week. It’s mostly for people in the single-family market. I would say 70 percent, 80 percent of our client base are still focused on single family, a lot of wholesaling. And we also have a lot of real estate agents that are hybrid agents that are using us to compete with the buyer networks. So, yeah, check us out if that’s of interest. Real estate investor dotcom or real estate investor dotcom huddle podcast.
Josh: Nice, great stuff. And yeah, even for my subscribers who are not yet made the pivot into commercial apartments and big multifamily, a lot of you are still building your portfolios. You’re trying to get to that ten-million-dollar number. My passion is in helping investors build a ten-million-dollar portfolio. And you can start with duplexes and quads and three units at Gary Software that all still falls in that residential market and still falls within his software. It’s great to. All that you can use to list stock market almost completely done for you service, check it out at real estate investor dot com. Gary, listen, it’s always awesome, dude. Just having you on talking to you, whether it’s on a cell phone text at a mastermind or on this podcast, brother. So just appreciate you taking a few minutes out. I know you’re like in the middle, literally, of moving your family from California. That’s why you’re doing this interview from the car. So I appreciate you carving out a few minutes for Accelerated Investor, brother. I appreciate it.
Gary: Great time. And I love what you do for the industry. Josh, I love following all your stuff, so I look forward to seeing you personally again here soon.
Josh: You bet. Sounds good. Gary, thanks for joining us today on Accelerated Investor.
Josh: So, guys, there you have it. Hope you enjoyed that interview with Gary Boomershine talking about the three PS to prepare and protect, to pivot and then profit from the upcoming transfer of wealth. I love Gary’s insight also regarding his opinions about what’s going to happen with banking, what’s going to happen with inflation, getting into hard assets, owning cash flowing properties and talking about making cash now, cash flow and cash later. And I go back a long, long way. So I really respect his opinion. And of course, if you want more information about his tools, go to RealEstateInvestor.com to check that out. I wish I had bought that website in 2005. Real estate investor dot com. Gary is an amazing guy. Hope you enjoyed the interview. If you did this, reading will give us a review. Let us know how we did. Also, don’t forget to join our Facebook group Accelerated Investor. Go to Facebook, search accelerating investor, jump into our free Facebook group where you can interact directly with me and with my team in a real time format. Ask his questions and we’ll go from there. All right. Hope you enjoyed it. We’ll talk to you soon.
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As the largest marketer in the real estate niche, Gary Boomershine from RealEstateInvestor.com has mailed out over 70 million pieces of direct mail. He’s done deals in multiple real estate niches, including fix and flips, rehabs, single family, and multifamily, and since 2005, he’s had his finger on the pulse of the real estate market.
At this moment, the real estate market is standing on the beach looking at the fish flopping around on the sand. There is a tsunami of foreclosures coming that will far exceed 2006 because we can’t see how deep or wide that wave is yet. Gary advises real estate investors to use his 3 P approach to prepare: Protect your assets, then Pivot and Profit.
It’s not the time to be doing retail or heavy rehabs. The banking mess from 2006 was never fixed, and the country’s massive debt load is going to affect the housing market more than bankers want to admit, says Gary. You need to have capital in reserve and not tied up in a project.
You’re going to face some hard questions in your business in the next year or two. Can you manage your properties on a 60-70% occupancy? Is it time to sell off some low performing properties? Remember that real estate is a finance game where you use leverage to build your real estate portfolio.
If you want to rebalance your portfolio while you’re standing on the beach waiting for the wave of foreclosures, Gary’s company offers a suite of tools that real estate investors can use to automate their marketing material. Whether you’re trying to sell, or just preparing to buy, RealEstateInvestor.com can help you automate your marketing.
- Why owning assets as inflation starts to skyrocket is the smartest position right now.
- Gary’s prediction for how the country’s economy, especially the money being pumped into the stock market, will impact the housing market.
- How Gary’s buying strategy has changed in just the last few months as sellers have become more willing to use creative financing.
- Why I still consider B Class assets your best bet to get through the COVID-19 pandemic.