What Does It Take to Be a Successful Real Estate Investor?
In this powerful episode, Calvin Hexter (Owner of Calvin Realty) sits down with Wayne Hillier (Edmonton Real Estate Investing Expert & Coach) to unpack the mindset, strategy, and systems behind long-term success in real estate investing. From building your first portfolio to scaling with confidence, they cover:
- How to get started the right way
- Key habits of top investors
- Market trends to watch in Edmonton
- Lessons from their personal investing journeys
Whether you’re just starting out or leveling up—this conversation is a must-watch for any investor!
Calvin: I’m live with Bill Nye, the real estate guy. Wayne Hillier, welcome.
How you doing, Wayne? Wayne’s standing up at his desk.
I’m sitting down. I’m getting back pain. He’s getting core strengthening. Wayne, what’s going on?
Wayne: Man, we’re just coming up with these introductions every single time. It’s just like, do you just come up with them on the fly?
Calvin: I do.Yeah, I do. I do. You know, it’s my magic smoothie. It gives me all the ideas and so it’s not microdosing. People, I don’t microdose. I tried microdosing two years ago on mushrooms, and then I did it for about two months. I stopped doing it for a month, and then I did it again on an afternoon, and I took a packet that was medium to intense, and I think that means for quantity, and then I was like high as the sky at like 2 p.m. on a Wednesday, and I was in a team call, and I was like, guys, I’m not doing good right now, but I’m going to continue with this meeting, and I ended up having a great day, but yeah, I stopped doing the microdosing, but everyone was doing it. Everyone was doing it, all the top CEOs. I’m like, I should try it. Maybe it’ll help my focus, and I don’t know if you guys remember that, but that was a thing. I don’t have it in here, and we’re not talking about that today. What we are talking about-
Wayne: That’s 100% what we’re talking about today, folks. We’re talking about microdosing.
Calvin: What does it actually take for real estate investors to be successful? Because, Wayne, you’ve had the opportunity to coach through your platform hundreds, hundreds of real estate coachees, and you’ve got to see their friends. You’re a part of all these networks all across Canada. You host a very successful podcast. Wayne, what does it take to succeed as a real estate investor in this day and age?
Wayne: Oh, gosh. Such a generic question. Are you expecting a generic answer, or do you want me to go deep?
Calvin: We’ll see. We’ll see. We’ll peel back the layers of the onion.
Wayne: You know what? I honestly think that I could go in so many different directions here, because I think that there’s so many different things that people really need to focus on in order to be successful. It’s not just one thing, but if I were to narrow it down into one thing and kind of referring or referencing back to what you were saying earlier about having coached hundreds of real estate investors across Canada, the one thing that I really- I think the toughest thing that people have trouble with overcoming is the realization that real estate investing is just sales, and that was a really big epiphany for me many years ago when I came to the realization of that. I remember exactly where I was. I remember I was in my house. I was at my desk. Gabby, my wife, was at her desk, and it just kind of hit, and then I walked over to her desk, and I said this.
I’m not going to say the exact words I said because I swore. I said a bad word, but I said, I’m in sales, and she had no context to what I was thinking, so she had no idea what I was- she’s like, what are you talking about, and I said, I’m in sales. Real estate investing is sales. How has this never clicked for me before? I’m sitting here thinking that I’m an investor, but when really, I’m a salesperson because at that point, I’ve gotten to a certain level of understanding and confidence in real estate investing. I know where all the good deals are. I know where all the market markets are.
I know how to find the next market. I know everything about real estate investing, and yet I spend my day not learning, trying to figure that stuff out anymore. I spend my day trying to convince other people about what it is that I know, about my knowledge, my expertise, my ability to manage my business. I’m basically selling me all day, and that’s what real estate investing is, so in the beginning when people get started, they come out to recon stuff. Maybe it’s your first time coming to a conference. You know, you’re up there, and you’re learning. You’re like, oh, wow, cool, multifamily.
Oh, wow, cool, solar financing. It’s a lot of learning in the beginning, but eventually, you’re going to get over that, that learning curve, and you’re going to be like everybody else. You’re going to reach a level of competency, and at that point, you’re in sales. Now, you have all that understanding.
You are that expert. Now, you need to sell that expertise to other people, and it’s a really tough thing for my students and many other investors to really come to terms with because they think that they’re an investor. Really, you’re a salesperson.
Calvin: Right, and I think for you to be able to accelerate and grow, you have to be able to admit that, right, or else I do think there’s going to be that ceiling that you’re going to create for yourself, that ceiling of opportunity because there will be a threshold where your capital will run dry, and you’ll have to use other capital. You’ll have to look at other creative ways, and a lot of times, that’s through partnership and even just opportunities. We’ll have people that will give us opportunities on projects due to our branding, and if we didn’t have that branding, we wouldn’t have been gifted those opportunities.
Hey, Calvin, we have this property. Would you consider purchasing it yourself? Maybe we go to other buyers, whatever it is, but you’re absolutely right, and I love that you’ve been able to take all of this and then really simplify it. It is. It’s sales at the end of the day, and when it comes to sales, how would you break it down for somebody? What else would you say?
Wayne: Well, I mean, you can’t just go and sell somebody. There’s a whole other department that takes care of developing the leads, and that’s marketing, so just as much as sales is important, you also need a marketing department as well, and if you were to really just pull this all back and just really look at what your business is, what your business really is, if this were a brick-and-mortar business, like it was a McDonald’s or an office that was selling paper supplies or something like that, you’re going to have different departments in all the businesses, but I think when we look at real estate investing, we’re just like, oh, no, I’m buying a rental property. I don’t need a marketing department. I don’t need a legal department.
I don’t need a sales department. I don’t need an accounts receivable department. I don’t need a bookkeeping department. They don’t think about it that way, but really, it should be built that way, so considering the fact that you don’t have an office in an industrial area or in an office building, you kind of have to think about, okay, cool. Well, if I don’t have a marketing department or a sales department, who’s doing it? Yeah. Unless, of course, you can afford to hire someone for $45,000 a year on salary to be able to do all your marketing and another person at $45,000, $50,000 a year or on a commission-based salary to do all your sales and stuff and closing your joint venture partners and everything else.
It doesn’t work like that in this industry. I’m glad you said it. It’s just like coming to terms in the realization that, hey, I’m fooling myself thinking that I’m in the business of just buying rental property and finding a tenant and everything is as simple as that. It’s not that simple, not if you want to scale it up to the level that I think most of your audience and my audience want. They want to buy lots of properties. They want to create financial freedom. They want to scale it up and rock it and get into multifamily buildings and commercial and build neighborhoods and stuff like that.
You can’t do that with that small-minded mindset. You have to think big and you have to think like a business, like a business owner. You know, when you’re getting started out, you are the marketing director, you are also the marketing employee as well. You’re like, you’re the supervisor, you’re everybody. And so you got to figure out, OK, what is it that I’m selling? Right. I’m selling me. Right. And how do I market that to people to build trust with them?
So when I do have those conversations with them, that they feel comfortable actually transacting or in this case, investing with me.
Calvin: Right. Right. Yeah. I think a lot of people listening right now, they’re like, there’s no I did not expect that. I did not expect that in the slightest. And, you know, for someone’s just starting out, it I mean, it absolutely is.
And I get to see it, too. I get to see it with your mentees because you can see what they’re doing on their Facebook. You can see how they’re like, how they are, you know, as they graduate to the time in your program, how they go from like you get to see the evolution of them. And and I would definitely say like they definitely come across as professional investors because that’s how they’re seeing it as they’re seeing it as a business, as opposed to like just a hobby. And I think there’s nothing wrong with the hobby, but it just depends on how much you truly want to get out of it. And if you want to truly get as much out of it, you should know what that big picture looks like off the beginning. And and I love that you’re able to share that with people, you know, for other things that you’ve seen before when it comes to successful investors.
You know, you’ve seen some people probably come into the program last a month, last six months, you know, stick around after two years. What are some other things that you’ve seen as as differentiators between them?
Wayne: Well, I mean, I’ve developed a really good judge of character and I can normally sense, you know, who’s going to do well and who’s not going to do well. And I normally really just comes down to their tenacity. You know what I mean? You can normally sense it really quickly. Is this it’s not so much as is this person going to be successful?
It’s like as much as it is. Is this the type of person that’s going to do what they say they’re going to do? Right. Right. It really is. Again, once you peel back all the layers on this, you’ll just realize it’s just you. It’s just you and your ability to do the things that you need to do. It’s it’s learning first, you know, learning how this all works.
And then it’s like learning how to market yourself, how to sell yourself. And then it just comes down to actually doing it. And the difference between, you know, the people that are successful and the ones that aren’t successful, it’s just the ones that do and the ones that don’t. That’s it. Plain and simple. Do and don’t. So if someone’s like overcomplicating it any more than that.
Calvin: Yeah. If someone’s watching this right now and they want to know whether I’m a doer or a don’ter, is there any self-reflection or any questions you can get them to ask? Or is there ways that they can, you know, maybe they haven’t had a big, strong track record in their previous careers where they didn’t accelerate? I mean, for myself, you know, I was in a career beforehand in fitness.
I would say I accelerated very quickly for the first five years. And then like the last five years, I got bored and I was still performing at the high, you know, very high level. But I just it wasn’t to the same extent as like, you know, you can kind of change some of your history, I think, too, if you find something that you’re excited about and you lean into it. But is there any any self-reflection that you can offer anybody of helping them understand? Are we am I a doer or a don’ter?
Wayne: Well, I love that you talked about the health industry, but I hate I hate how cliche it is. But I do put I do compare the health industry to the to the real estate or the business industry a lot because of the fact that it really comes down to diligence, you know what I mean?
And I find that I’ve actually been really fascinated in my life. And please don’t take this personally if any of your friends are going to get offended by this. But I’ve always been fascinated by people who are really, really, really in shape, like just the people that go to the gym like two hours a day, every day or five days a week. You know what I mean? Just like take care of their body to eat all the best stuff. They they count all their macros and they’re always making sure they got the perfect balance and dosages of vitamins. And then they’re really shitty with all other parts in their life. You know what I mean? Like they should be. I swear to God, the people who are chiseled and perfect in their bodies should be the wealthiest people in the world, because that right there is an extreme level of diligence that ninety nine point nine percent of humans don’t have, you know, waking up and eating what you’re supposed to eat when you’re when you feel like it, when you don’t want to do it.
It’s really loud in the background there. Got a waterfall behind you. Is it going to do a waterfall installed in your backyard?
Calvin: I didn’t, but I’ll move. You tell me if it’s any better in like a minute. And if it’s not, I can move everybody else can hear fine.
Wayne: But I just the people who are the best with their taking care of their bodies, I just like I’m fascinated by the fact that they’re not the wealthiest people in the world because, you know, me getting up and doing the thing that I had to do on my list or like making the phone call that I didn’t want to make to that joint venture Prospect, is is so mild in comparison to getting up, dragging your ass down to a gym, drinking a crappy protein shake and lifting physically lifting things and like running to the point where you can’t breathe in or hurts like those are just too completely like I I’m surprised that not more people are wealthy as opposed to in shape. But it’s a great comparison. And the fact that humans don’t – they they seek comfort, they constantly are always pushing towards comfort because they don’t want to be uncomfortable. And the most successful people are the ones that are OK, not OK with it, but the ones that are willing to be uncomfortable for a better life, for a better physique, for better health or for better wealth.
Calvin: Yeah, let’s let’s really touch on that, too. You know, let’s touch on that, because I do think discipline is such an important trait that allows people to be successful. And I think it’s the consistency behind the discipline. It’s not waking up early for a week and then, you know, following Mark Zuckerberg’s morning routine for, you know, 10 days and then falling off the map or doing this diet and then going back to normal. Right. It’s like really embracing. And one thing I’ll comment as well is like you and Gabby have taken a big step in your fitness journey. And if you’ve seen Wayne, you know, four years ago and you see him today, you probably I don’t know if you’d recognize him. I don’t know if you’d recognize him. I’m right.
Wayne: And you know, right now I’m getting rid of all videos because I don’t look recognizable.
Calvin: Yeah. And it’s not just a fad, but it’s like, how do you consistently do it? And I think off the beginning, it’s very uncomfortable. So anybody that’s listening right now, that’s not putting the extra time, putting the extra work and doing things that you don’t like off the beginning. It’s terribly difficult. It’s terribly difficult doing things you don’t want to do.
I’ll give you an example. Cold showers. I absolutely hated cold showers. They’re not comfortable. And no one’s like, hey, I can’t wait for my cold shower. And I just started doing it. And then after my cold shower, I was like, how do I, I feel so much better. And I can’t imagine. I can’t imagine not feeling this good, you know, like the dopamine rush that I’m getting is so good that I can’t imagine not doing it to the point where I would do it almost every day or every second day. And they got to the point where I’m like, if I don’t do my cold shower, I don’t feel the same. Just like if I don’t exercise in the morning before everything else, I don’t feel the same. And it gets to the point of even being able to do so many things that challenge yourself throughout the day. If I don’t do so many things every single day that challenge myself outside of my comfort zone or my box and everybody’s box is different, I don’t feel successful. I don’t feel fulfilled.
I feel a lack of fulfillment. It challenges my self-esteem. And I think there’s that level of obsession. And I think there’s that level of unbalance or imbalance that you’ll create. Right. And life’s all about imbalance, but it’s going back and forth and trying to always, you know, it’s that pursuit. But you truly do get to the point where it’s like you’re always going to be challenging yourself.
You get used to change and change is almost that gasoline, right? That growth, that progress where it’s too easy to fall into the same rhythm of like going out, getting drunk with your friends on Saturday and then being hung over Sunday, Monday, Tuesday, Wednesday. You’re finally feeling better, a little bit more motivated. You have these ideas. You’re like, hey, I’m going to implement them. And then all of a sudden the same weekend happens and it’s like this damn cycle that you can’t get out of, but it’s just got to break it. And once the desire to change outweighs the desire to stay the same, you’ll make those changes.
And I love that you’ve touched on that discipline because that’s such a big thing. I mean, let’s talk about it from an investment world. You know, after a long day at work, do you want to be shopping properties? No. Do you want to be going to real estate meetups? No. Do you want to be waking up early to listen to, you know, the real estate morning show? Yes. Yes. We’re going to say yes. Okay. You want to get up early.
It’s still recorded, but you know, you don’t want to do these things, but you do them because you want that end result so bad. And you’re not going to allow yourself to achieve a different outcome, right? You’re not going to allow yourself to achieve that other outcome. And I think you can see that with those coachees that are coming in and how passionate they are and the energy and the fire. How much gas do they have in their tank? And are they filling that tank up? Because that tank will get empty when they go ask a JV partner. Hey, Tom, would you like to JV partner with me? No. Guess what happens to the gas tank? You lost a whole bunch of gasoline. You got to fill it back up again. And it’s that constant pursuit. You’ll build grit, right?
It gets easier, right? It gets easier getting turned down, dealing with massive mistakes. You kind of get used to it, right?
Wayne: Yeah. I honestly, man, I’ll just summarize it. I’m obsessed with becoming the best version of myself. And that’s not like an obsession of ego.
That is an obsession of desire to want to get the most out of life. I seriously, when I die, I do not want to have any regrets. I know I’m going to have a few. I’m going to have a few because life isn’t perfect. But I want to have the least amount of regrets possible. I don’t want to be on my deathbed saying I wish I would have done a little bit more in my 20s. I don’t want to.
I wish I would have spent more time with my kid when she was 10. You know what I mean? Because when you’re 85 years old, 90 years old, whatever, and you’re on your deathbed, you can’t, it doesn’t matter how much money you have later on, you cannot buy back that time. So I’m going to have zero fucking regrets whatsoever. I’m going to have zero regrets and I’m going to be completely satisfied with my life. So every day is intentional. Everything that I do is intentional.
I do not go out and drink with my friends. I’m doing the things, I’m trying to make the best possible decisions to get the most out of life. And that’s my balance of making sure that I’m building my business and providing opportunities and security and the ability, capability to be able to do the things I want to do and then also balance that with my family. I go and I take my kid to soccer six days a week. I love it. It’s my favorite part of the day. I work my ass off all day so that I can go and spend the evening with my daughter and take her out for ice cream afterwards.
The funny thing about the fitness, I’m going to go back to that, that actually was a huge contradiction and I was very hard on myself over that because I think a lot of people as they’re building their businesses, they really don’t think, there’s no time for health. Like if you’re coming home from work, you’ve got an option. Like you can go to the gym and allocate about two hours for that between getting there, showering, working out and everything else. That’s two hours. There’s your night. With your kids, you have no time to build your business. So a lot of people will build business and think about building, taking care of themselves later.
But it was a huge, everything that I do in business is all very simple and you’re going to realize that. Everything I’ve talked about so far, I’m not hyping this up, talking about becoming a millionaire or financial freedom. I’m like really just breaking it down into tiny little action steps because there’s no time to waste on talking about hype words and that kind of stuff and dancing. We have to focus on the things we need to do because we don’t have time. So you need to be intentional about what it is we do. I’m looking at this and I’m so intentional with my business. I’m so like everything I do has meaning and has value and yet I can break down my business into little action steps.
For some reason, I couldn’t break down my health and my eating habits and my physical activity into action. I realized over the years, I was getting better and better and better and this is really simple. I just need to count my calories and go for a one hour walk every day and it was really that fucking simple. I was like okay, cool. I just need to actually count what it is that I’m eating, do a little bit more research, develop like a couple meals that I’m okay with and just go hard for a year, get myself into a healthy weight and physicality and then I can build a little bit of muscle and I can kind of tweak it and stuff later. But let’s just get to that first and it was like so fucking simple. I built a routine around that.
I’m sitting at my desk anyways. It wasn’t that complicated. I’m going to do my work. I’m going to eat what I’m supposed to eat. I’ll do it for a year. It’s going to be hard and it was fucking hard losing 75 fucking pounds.
Sorry, I swore twice. It’s a lot of weight.
Calvin: That’s okay. It was a lot.
Wayne: It was hard. But that was one of my big projects for the year. I’m just going to like, I’m going to focus on this, get it done and then I can just maintain it and be easy and then I can go out for pizza and ice cream and stuff like that and I can manage it. But it was all just about getting the education first, just like I did for real estate investing. Get my education, understand it, set it on autopilot and just make it simple, easy, tacit. That’s it. Like I said, there’s no sense in complicating this.
It really is that simple. And then it’s just a desire and a commitment and that tenacity I talked about, that tenaciousness that I stick with it because I want it. And you can apply that to anything in business. Anything.
Calvin: Yep. I completely agree. Let’s talk about what should be in your schedule as a new investor versus a schedule of an investor that’s been doing this for like a year plus.
So as a new investor, just getting started, what are some things that they should be time blocking in their calendar on a weekly or daily basis, do you think? What are the essential core foundation tasks that they should be doing? Brand new, out of the gate.
Wayne: Out of the gate, no education, no knowledge.
Then I’d say that. That’s your first thing you’ve got to figure out is you’ve got to get a general, you’ve got to become confident in the field of real estate investing. You’ve got to know your market, you’ve got to know the tenant profile, you’ve got to know the properties, you’ve got to know the numbers. You’ve got to get to a level of competency in that respect first. So just carving out a little bit of time in your calendar every day or on a Friday and then committing to it. Just like going to the gym, commit to it. Put it in the calendar and actually do it.
Remember I talked about those that do and those that don’t. If you put it in there, you actually have to do it. And then just learn. I’ve got a morning show podcast, the Real Estate Investing Morning Show, every day at 6 o’clock in the morning, every weekday. I provide free education and also free coaching. So if you join us live at 6 in the morning, you bring any question about real estate investing, I’ll answer it for free. It’s the only free coaching in North America.
We’ve been doing that. Today was our 993rd episode. So there’s no excuse. Just wake up early. And even if you can’t wake up early because you’ve got a kid or a job or you start at 5 o’clock in the morning, email us at info at remorningshow.com. Send in your question, I’ll answer it the next day. I’ll do it for free.
I’ll do that for you guys. But just do that. Take advantage of those resources. Read books, listen to podcasts, take a course, whichever. And just get up to that level of competency first. And now you know, okay, this is the market I want to invest in. This is the property type. This is the numbers. And this is how I’m going to manage this business. Now you can get to the point of the next step, which is selling it. Selling you. Because you can go and buy it if you’ve got the money. You can go ahead and transact. But eventually, like Calvin said, you’re going to run out of money and you’re going to need to raise capital.
Now that you understand it, now you’ve got to learn how to sell it. How do I sell this opportunity to someone else? Calvin, have I got an opportunity for you? Are you ready to listen? You know what I mean? And then just making that pitch, right? And then just consistently hitting the pitch and the pitch.
And then it’s just a matter of your routine will change. Your routine is going to change into time blocking for marketing. Now, how do I get out consistent marketing to attract more leads? To the point where those leads will contact me or I can call them, make those cold calls, and start asking if they’re interested in investing with me. And then you can make your pitch, right? That’s it. Super simple.
First three to six months, just go hard and learn everything you can. That’s what I do with all of my students as well. I tell them the mentorship program is boring as hell for the first three months. I’m just going to get you to do a lot of education. And I want you to ask lots of questions. I need to hit you with the fire hose as quickly as possible so that you can retain all that information to get to a point where we can start marketing you as an expert. That’s it. Right? Yeah.
Calvin: Absolutely. Okay. So we go ahead, we learn, and then we learn how to…
Well, it’s always learning. It’s learning about the market. It’s learning about real estate investing. It’s learning about a path that might enable you to achieve the goals that you have in real estate, which are unique to you, right? And I always find that really exciting to hear about why people got in real estate and why are they doing the day-to-day things. And then it goes to marketing themselves, right? And then it goes to marketing themselves.
So getting out there, talking about what goals you have to other people, finding other people that might be a good fit, maybe even having a CRM where you can start to log these conversations. And then if you do come across these certain properties, you can go ahead and you can remind yourself who these people were. So I think at that point, it’s getting out there, going to events, finding ways that you can network. Maybe you’re a little bit more network-heavy at that point, would you say? Maybe six months to a year in?
Wayne: Yeah, absolutely. You should be finding any way to get your marketing out there, whether that be through forms of social media or through networking, right?
And I love the idea that you brought up with the CRM as well. This is just basic business. If you’re developing all these leads, you should be categorizing them into a CRM and scheduling follow-ups and keeping notes and stuff like that because sales is all in the follow-up. You’ve been in sales. It’s all in the follow-up, right? So you’ve got to make sure that you’re following up with people. Again, once you realize this is just a normal business, it’s going to really make things so much more simple for you, and you’re going to start noticing a lot more things are going to start happening to you and for you, you know what I mean?
And you’re like, wow, I’m so lucky. All these people are coming towards me and all these opportunities and all this money and stuff, but just because you’re actually approaching it the right way as opposed to approaching it thinking that I’m just buying a rental property and someone’s going to pay it off for me in the future. It’s not that.
Calvin: And if your goal is to really make a big impact and maybe it’s achieving a certain amount of cash flow a month, whatever it is. A very common goal that we get is $5,000 or $10,000 of cash flow a month. Getting organized. So getting your client relationship management tool. Find one that you like. When you have conversations, say you go to a deal lab that Wayne puts on that we join, and you meet five investors. Maybe your goal is to meet five new people. Okay? You can find out what do they like to do? Where do they live? Have they invested before? What are their future goals? Do they want to take a position of a capital partner or a working partner? Just getting information about them and then putting that in their CRM and then even just creating some kind of next task where it’s like every two weeks or every month you’re reaching out to them and even just, how are you doing? What’s going on? Tell me about the market where you are. Have you got into anything? What are you looking for?
And you’ll be surprised on the effectiveness of that and just staying in contact. And that CRM will grow. That volume of your database will grow as you grow. And it might even encourage you to get out there a little bit more so you can meet more people and create more opportunities for yourself. And that’s such an important part.
Wayne: Yeah. And on that note, I mean, I think that the length of time it takes to close a lead in real estate investing is a little bit different than other forms of sales as well because typically, you know, when someone’s contacting you or you’re contacting them, they’re a little bit more of a warmer lead. They’re ready to transact than other businesses. And this one, sometimes it can take a little bit more time to warm people up to the idea of investing their hard-earned savings, like $100,000 or $200,000 into a deal and not really fully understanding it. So just understand that there’s going to be lots of follow-ups and not like, are you ready to buy it or are you ready to invest yet? More of like, hey, how you doing? You know, talking about how things are going. You know what I mean? It’s not necessarily like a sales call. It’s more of like a what you’re up to type thing and just how things are going. And eventually over time, they’ll become more and more comfortable with the concept or more and more comfortable with you as the type of person that they can trust with their money. So the CRM is super important because I’ve had people that have like, that have talked to for years and then like five years later, they’re interested in investing. You know what I mean? Like if I just only kept in contact with them for a couple of weeks and then just ruled them off as a no because they said no that one time, then you’re never going to get a joint venture partner.
Raising capital is. simple, but it can be a little bit complicated. It’s all just about building out the right systems in order to make sure that you’re following up on your leads and you’re developing more and more and more marketing. Not just to bring in more leads, but also to educate your older leads to keep them in that funnel until eventually they do want to invest with you.
Calvin: Definitely. Definitely. Yeah. Lots of value there.
And again, if you do have the capital yourself, you know, it’s learning about the market. It’s learning about what type of assets are going to help you get to your goal and not just engaging in anything because it looks like a shiny object at the time, but truly what the result is that it’s going to get and then getting the power team and everything. There’s so many other layers to it. It was great chatting with you. I hope you have a great Friday. Have a great weekend and thanks again.
