School Teacher to Investor: How Duplex Joe Built a Storage Portfolio From Scratch

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What if the fastest way to level up your real estate game is to write more offers — sooner — using just a few laser-focused questions? That’s the spark behind this week’s conversation with Joe “Duplex Joe” Gracyalny, a Wisconsin investor who went from teaching and bartending to building wealth through duplexes, and now, self storage.

We break down Joe’s real-world path from small multifamily to storage and unpack the mindset, math, and methods that helped him scale without overextending. 

Inside this episode: 

💡 Why duplex values ride comps — and storage values ride NOI

🧮 How to force appreciation by improving income and trimming expenses

⚡ The fast-offer framework that turns phone calls into contracts

💬 How to handle common seller objections with confidence

💰 When you’re truly ready to scale: reserves, systems, and stability first

🤝 How local meetups like REI Success Club fuel real deal flow

🧰 Free tools at Duplex University to strengthen your financing package

Joe gets honest about the tradeoffs — fewer tenant calls, but tougher deal access — and why staying disciplined with underwriting and reserves separates investors who last from those who burn out.

Whether you’re just starting with your first duplex or thinking about your next leap, this episode will sharpen your playbook and remind you: in Wisconsin real estate, steady beats flashy every time.

If you’d like to reach out to Joe for questions, advice, or collaboration, you can contact him directly at [e-mail]

👉 Subscribe, share, and drop a quick review — it helps more local investors find the show.
🎧 Listen on Spotify, Apple Podcasts, or YouTube.
📩 Have a guest or topic idea? DM us @TheWisconsinInvestor  — we’d love to hear from you!

Episode Transcript

SPEAKER_00 (00:40):
Welcome back, everybody, to another episode of
the Wisconsin Investor.
I'm your host, Corey Raymond.
Today, guys, we are going totalk some really exciting
things.
My man Joe here, who I'llintroduce in a second, and I
were just talking a little bitbefore we get on here, and I'm
really excited for where thisconversation's probably gonna go
today.
And we're probably gonna dosomething a little different,
maybe today.
Joe might be throwing me somequestions.

(01:00):
I might throw some questions athim.
We'll we'll figure that out aswe go.
But before we do, as I do onevery episode, I'm gonna give a
little commercial.
Today, I'm gonna switch it up alittle bit.
I'm gonna talk about the REISuccess Club.
So this is a networkingopportunity you guys have heard
me talk about on different uhpodcast episodes.
We also have a Facebook groupjust called the REI Success
Club.
Uh you just go on there.

(01:21):
There's tons of great resourcesand information and people in
there who are willing to helpyou get started in your real
estate investing journey or helpyou propel yourself forward a
little bit further.
It's all free.
You don't have to pay anythingto be in the Facebook group.
As far as the uh meetup group,we meet on the third Tuesday of
November this month.
Typically it's the fourthTuesday of every month, but with

(01:41):
Thanksgiving being kind ofweird, it's gonna be the third
Tuesday coming up in November.
And we are gonna be doing a dealbreakdown, guys.
I'm telling you, we did thislast year, and it was it's
people still talk about it tothis day.
So we will give you guys a tonof information at this meeting.
You guys will sit with yourtable and you will discuss, you
know, what do you think the ARVis, what do you think the rehab

(02:02):
cost would be, so on and soforth.
What do you think your profitwould be?
What would your offer be?
And then we'll reveal to you atthe end what the actual numbers
were on the deal, and you cancompare it to what your table
all thought for those numbers.
So it's a great learningopportunity.
I learn something every time wedo it, and I know you will too.
So come on out to that thirdTuesday this month at the Woods

(02:23):
Golf Course in Green Bay.
Doors open at six o'clock.
With that, Joey G, what's up, myman?
How are you doing today,brother?

SPEAKER_01 (02:33):
Doing phenomenal, man.
Uh, appreciate you having mehere and excited to talk uh a
little bit of real estate.

SPEAKER_00 (02:39):
Yeah, man.
Well, I this has been too longcoming, Joe.
I don't know why we haven't donethis before, but I've known you
and your brother, Kevin.
Gosh, since you guys really gotstarted in real estate, you
know, take us back to that alittle bit.
I, you know, I know a little bitof your story, but for the
audience that doesn't know, giveus a little rundown on of how
you got to to this point andbeing, as you've coined
yourself, duplex joe, uh runningwith the Wisco Rhea, which is

(03:01):
another great uh meetup group inGreen Bay as well.
But tell us a little bit, howdid you how did you go from
where you came from, and I won'tspoil it, I'll let you share
your story, to uh to where youare today, man.

SPEAKER_01 (03:13):
Heck yeah, man.
And um yeah, started off.
I was actually analyzing dealsand everything out of Dubuque,
Iowa.
I was a teacher and coach andeverything um back there, and I
was analyzing a bunch of stuffin northeast Wisconsin.
And I don't know if you knewthis, you maybe might have, but
um actually got my first dealever off uh off you.

SPEAKER_00 (03:31):
Oh, come on now! So let's go! I didn't know I was
your your cherry pop, if youwill.

SPEAKER_01 (03:37):
Yeah, that Erie Street one.
Um anyways, but yeah, it was uhthat's uh started back in 2018.
Nice and um ended up justgetting into multifamily, and
turns out Wisconsin is like theduplex capital of the world.
I didn't know that.
That's interesting.
There's a lot of like betweenlike us and Indiana, like a lot

(03:59):
of them.
But um anyway, so it just made alot of sense where cash flow was
a little better there and wasbuying a bunch of those and
decided, you know, I realizedthat I wanted to specialize and
was you know, had a good well, ahandful of duplexes onto my
belts, and so kind of brandedthat way, and it just kind of
all flowed together and it was afun little name, and it's easier
than saying my last name.

SPEAKER_00 (04:20):
Yeah, yeah, that is true.
Yeah, that is true.
It is fun.
I still like refer to you asduplex joe, even though now
you're into storage and otherthings, but that's okay.
Yeah, I'm not gonna storage Joejust doesn't have the same ring.

SPEAKER_01 (04:31):
Yeah, I don't know.
Yeah, if I had to get a tattoo,I would I guess I'd probably
have to stick with duplex joe.

SPEAKER_00 (04:37):
Oh man.
Well, I'm excited to have thisconversation, dude.
And again, anything that youwant to throw my way at any
point or any questions, letwe'll we'll kind of maybe try to
keep it a little bit more backand forth conversation.
But I am really interested in inyour transition from duplex joe
to where you are now focusing onthe storage unit sort of thing.
What was the what was thecatalyst for that and what was

(04:58):
that like changing sort ofniches or it's really a whole
different business.
Like running the numbers is thesame and the principles are the
same, but it's it's a differenttype of real estate, right?
So talk a little bit about thattransition and what prop what
kind of prompted that.

SPEAKER_01 (05:13):
100%.
It was the main catalyst or thequestion I was trying to answer
um was you know, I can stay inthe small multifamily game
forever, and it'd be just fine.
But was looking for a little bitmore of a challenge and
something that's a little bitgreater, where it was either
gonna be larger multifamily orsome other type of asset, like

(05:34):
product type within real estate.
And I wanted something that Icould force the value on it,
where duplexes are great,they're fine, you can find them
all over, like we already hit,but you know, if you raise
rents, the value doesn'tnecessarily go up based off of
comps.
And so I was like, What's a waythat I could find some uh
product and stuff that's outthere that's a little

(05:56):
under-rented or mismanaged, andI can take it over, bring it up
to speed, and really performmuch better than just in the
duplex space, which I'll I stillbuy duplexes to this day, but uh
it basically came down to Iwanted something that I could
self-manage and run in that way.
Okay.
Like I've got a virtualassistant that helps me out with
that, but something that I cankind of control a little bit

(06:19):
more and run with.
And the storage model, eventhough it's very saturated,
difficult to get into, and it'sgot a lot of high pressure on
it.
It's been the pretty girl at thedance floor for the last eight
years or ten years or so.
Yeah.
It's one where um I thought itwould it and it is a simpler
business model in some way,where like we're coming up on

(06:41):
Thanksgiving here soon, andpeople may have not started
their oven for six months, andtheir ovens broke the night
before, and getting that stuffdone where it avoids some of
those headaches.
And um it just seemed like asimpler business model.
I've talked to a few differentpeople, uh, wholesaled a little
bit um with those to kind of getinto it and really leaned on a

(07:02):
few people that really helped meout.
And I got into it based uponthat.
And it's got its own fair shareof problems and headaches, just
like anything does.
But uh it was just a simplerbusiness model for me.

SPEAKER_00 (07:13):
Nice.
So there's a couple things Iwant to point out there, Joe,
that I think are interesting forthe audience out there.
You know, you're out you're verycurious, is what I'm hearing.
You're you're asking thequestions like, how can I
accomplish this, right?
How can I accomplish this goal?
And I think anybody listening tothis podcast probably has asked
themselves, some form orfashion, how to create a
different life for themselves.
And they found real estate, someway, shape, or form.

(07:34):
That's how they got there.
And that's really one of thesuperpowers I find with
entrepreneurs in general,especially in the real estate
space, is we're always asking,like, well, how somebody else
did this, how could they do it?
I want to do something differentwith my life.
I don't want to live the normalnine to five, retire at 65 with
a 401k, drive around for acouple of years and die model,
right?
Like we are generally wired, Ifound, and which is why I love

(07:57):
talking to real estate investorsin this podcast, it's so much
fun, is because I get to talk toguys like you who are curious,
right?
The other thing you mentioned inthere was mentors.
So this comes up on a lot ofepisodes.
You know, get getting mentorshipfor a lot of people is key in
this business.
And so talk a little bit aboutthe mentorship piece of this and
what did that look like?
How did you find the mentor?
What were you seeking a specificperson out and paid that person?

(08:19):
Like, talk a little bit aboutthat mentorship that you
received.

SPEAKER_01 (08:23):
Yeah.
Um real estate, like any otherbusiness or job, comes down to
the skills that you're able tobuild.
And so I had some skills thatcame from you know my previous
jobs that were like teaching,coaching, bartending.
I was in a little bit of saleswith an insurance job, you know,
things like that.
And so I was able to take that,but I knew that I was missing a

(08:45):
lot on financing, um propertymanagement, like all these
things that I don't have skillsin.
So the easiest way is the whonot how, just go to somebody who
has those and get and get thatinformation and try to give
value back however I can.
Um so I've actually never paidfor mentorship.

(09:05):
Okay.
Um which like I wouldn't beopposed to if I found the right
group.
But like that's one of the f Iam not good at many things, but
one of the few things I'malright at is shaking somebody's
hand, having a goodconversation, and trying to find
out what they need and try tohelp them out from there.
So the mentors I've gotten toknow, um, which they're not
maybe official mentors, but it'sjust people that are a season or

(09:28):
two in front of me that I canjust call if I have a specific
problem.
And then um the biggest thingthat helps there is just taking
action on what they say,reporting back, and then just
doing it again, where um that'sbeen the thing that just really
helps, where if you just takeaction on what people say, yeah,
and even if it sounds confusing,just do it.

(09:50):
Yeah, report back.
It it means it means the worldto people.
So that's just what I've done.

SPEAKER_00 (09:55):
Gosh.
Joe, that's such gold, rightthere.
I uh one of our early mentorswas Caleb Hayes, who a lot of
people know Caleb.
He was like he's kind of likethe godfather almost of real
estate in Green Bay.
Like he's like a little bityounger than me, and he was just
when I got into real estate,man, he was killing in the flip
space, and he owns brokerageshere in northeast Wisconsin for
the Keller Williams branch.

(10:16):
And he was he was the guy thatwas doing the flips, and he had
a system and he had a team, andit was just like he's in just
kind of it looked like justscratching checks and and
pointing people in directions,and they were doing it, right?
And I was like, I I want tolearn from this guy.
So Carrie and I we sought out amentorship with him and just
like, can we just meet this guy?
Right?
Like, let's just meet him.

(10:36):
It would be great to just see ifhe would sit down with us for a
little bit.
And then it's like the alwaysthat I think the hard part, Joe,
you talked about this is like,what do I have to give back to
this guy?
Like, I don't have anything.
I'm coming in from this withnothing to give to you.
And he was just the mostgracious, amazing guy.
He decided that he wanted tomentor us.
And he said, basically, there'sa book out there, and I can't

(10:58):
remember what it is.
Oh gosh, this is gonna drive menuts.
But it talks about basically thementorship piece.
It's a fo it's like a fictionalstory, but it's all these
lessons in it.
And one of the lessons there islike, I'm gonna give you advice,
go do it.
If you don't do it, don't comeback next month.
And he had that same mentality.
It was, he would, and he told usthat straight up.
He's like, All right, you'regonna go get a bookkeeper and
you're gonna get uh CRM.

(11:19):
And if you don't do those twothings, don't show up next month
for our meeting.
And we're like, holy cow, thisguy's and he didn't charge us,
it was just there for free.
We're like, okay, we gotta dothis, we gotta do this.
And so we're like, we're not bigenough to have a bookkeeper
right now, we don't even havehardly a business.
But like I we have to do itbecause if we don't, we lose
this mentorship.
Like, this is crazy.

(11:39):
So it's such a good point.
There's so many people that Italked to over the years that
want to take time, they wantadvice, and I love doing it.
I love coaching people.
This is part of the reason I dothis podcast.
But then if they don't do theaction, I'm like, I don't want
to take my time to sit and talkto you again next month.
I like you, you're a niceperson, but yeah.

SPEAKER_01 (11:57):
Which, like, that's a good point to per every single
person I've talked to thiscouple seasons in front.
I don't think even once they'vereally asked for anything
specifically where it's like umspecific deals or money.
Obviously, they want to keepkeep them in mind for stuff, but
I think what they get out of itmore than anything is they see a

(12:19):
version of themselves where it'slike, I wish I would have had
this, and they just wantsomebody who's gonna take
action.
So if you're just willing tojust if they say read this book
and download the CRM, do thoselike in a shorter time than what
they even expect, and just showback up and they're gonna be
like, Oh great, and they'regonna dump, they're gonna keep
dumping.
Exactly.
And it's uh and I you know, justlike you do, I try to do the

(12:42):
same thing with folks at WhisperYear, you know, when I was at
your meeting the other day, andit's it's awesome.

SPEAKER_00 (12:47):
Yeah, I what is that?
Do you think that's what it is,Joe?
Because I as you're talkingabout them reflecting, like, why
do I like coaching people?
And I I have guys in my networkthat want me to, you know, join.
There's a guy that I know thatwas actually a really good
mentor for us that we paid forearly on, and he's gone on and
created a whole coaching programfor coaches in the real estate
space or any health space orwhatever.

(13:08):
And he's always texting me, hey,when are you gonna when are you
gonna be a coach and whatever?
And I I did for a little bit.
We have the Burr for Beginnerscourse, which I've talked about
on here before.
We used to charge for that.
I used to do like group coachingwith it and all these kinds of
things.
And there was something aboutcharging for it that I didn't
like as far as like theone-on-one coaching thing.
Um, what is that?
What do you think that is?
You think that it's just like wewe see ourselves as a younger

(13:30):
version and somebody helped us,so now we want to help somebody
else, or what what do you thinkthat is?

SPEAKER_01 (13:36):
Yeah, like and I don't do any coaching, but I'm
like if I were to let's just sayI I understand the principle of
putting some money behind itbecause it like just weeds out
people that aren't gonna takeaction.
So it kind of is like apre-filter for that.
So like it's great at doingthat.
But I yeah, to boil it down toone thing, it's I think they see
some like a version ofthemselves in the past that they

(14:00):
didn't have or they want to giveback just like other people did
to them and pay it forward, andit's all abundance mindset where
people just want to be helpful.
Um I don't know, like people alot of people default that way.
You drop your keys in the store,your wallet, most of the time,
you know, they're like, Oh, hey,sir, ma'am, can you drop this
type of it's just that onsteroids are a higher level.

(14:21):
Yeah.

SPEAKER_00 (14:21):
Well, and I would say don't discredit yourself
either, Joe, because you coachpeople all the time.
You're just not officiallycoaching them, right?
I think that's kind of what I'mreferring to, too, is like if
somebody takes, you know,somebody calls me up and wants
advice, I'm happy to give it.
But if they don't follow throughor follow up, and then they want
more advice later on somethingelse, I'm probably gonna, you
know, deflect and you know, dodo something else that I think

(14:43):
is probably more valuable withmy time.
So and I I would imagine youprobably do some similar version
of that.
Again, Whisco Re is a form ofthat, right?
Yeah.

SPEAKER_01 (14:52):
Well, and um like uh you mentioned at the beginning
there, the uh deal analysis, uhthe deal breakdown meeting.
I was at that one last year thatyou guys had, it was great.
And just being able to runthrough that stuff, it's all
about the fundamentals andseeing people go through that
and being able to help in thatway, because again, I didn't it

(15:13):
to a certain extent, I I didn'thave a lot of that you know
early on, and these groups aregreat to be able to do that in a
way where you don't have to buya bunch of packers tickets or
like all these things for likegifts.
Like, what do they need?
It's just uh just take actionand be a good human.

SPEAKER_00 (15:30):
Yeah.
Maybe that's us being justnorthwest Wisconsin nice to
people.
I don't know.
Maybe that's just the culturearound here, I'm not sure.
But anyway, let's pivot back tothe storage unit thing because
this is an area that's uh fuzzyfor some people.
You you just briefly touch onthat.
You talked about the uh beingable to force appreciation was a
big motivating factor for you.
For those people that don'tquite understand it, you just

(15:51):
kind of briefly touched it forthe newer folks out there, the
sales approach versus theappraisal bigger approach.
Talk a little bit about that andwhy that was important to you.

SPEAKER_01 (16:01):
So larger multifamily, like uh units of
five or more um storagebusinesses, like they're
evaluated on like a cap rateessentially, where it's just net
OI or net operating income andjust how much you're able to
produce and think that's whatit's worth.
So if you're able to uh let'sjust go quick round numbers,

(16:23):
these won't be quite accurate,but for quick round math, let's
just go, let's say you can renta storage unit at$100 and you're
able to raise the rent to$120and you have the same expenses,
the business is worth 20% more.
Uh versus if I did the same, ifI had rent and a duplex for
1,000 and I raised them to 1200,it doesn't do anything.

(16:46):
But if I had an eight-unitbuilding or a twenty-unit or go
larger from there, the math isall still the same thing.
So it's just where I can bedirectly rewarded and quicker
for the work I do, the systemsand everything else.
Um and that was again the mainthing that caused me to take a
look at that were uh it just wasgonna help my scalability and I

(17:08):
can control the value more thanjust the generic market.
Yeah.
Um because even if like we had amarket crash or something, I can
still control my business, tryto keep rent high, deliver more
value, whatever it is, to beable to um get through tougher
times or take advantage of goodtimes, and that kind of drove

(17:30):
that.
But to your point, the um thevalue is what I can control
there on those larger assets.
And yeah, like if I would havetried to start getting into
storage, maybe I would have beensuccessful, like maybe I would
have been successful, maybe not.
But like duplexes were such agreat place to start because
there's so many and it's fairlyeasy where you can house hack,
you can get into them, and thenwhenever you're ready, get into

(17:53):
a storage or larger multifamily.
Um, because and you know, likethere's a lot of different
podcasts that are like, youknow, try to people will come on
and they're like, yeah, my firstunit was a 12 unit.
I think those are the anomalyand not the not the rule.
Yeah.

SPEAKER_00 (18:09):
So you your advice out there if somebody's brand
new trying to start out wouldnot be trying to start in
storage out of the gates or abig multifamily, is what I'm
hearing.

SPEAKER_01 (18:18):
Correct.
Um, and you can obviously makearguments get that against that,
but I would I would berecommending that, or I would be
echoing what you're sayingthere.
Just due to you can cut yourteeth a little bit.
It's just so much easier to getit get into it where bankers are
gonna treat you more seriously,even if you have a duplex or two
and you want to then jump rightinto a 12 unit, you have the

(18:39):
banking relationships, youunderstand how to analyze a
deal, uh, you have a little bitof experience, you have
connections and contractors,maybe property management, uh,
all those things where it justgives you such a shield to be
able to wait wield, it's just somuch better.
And on top of it, talking to thesellers alone, they're running a

(19:02):
business, they're a little moreum educated is not the right
word, but they just understandmore.
Where if you don't if you can'ttalk storage with them, they're
not gonna treat you seriously,and even if you make a great
offer, they're not gonna respectit.
Right.
Versus if you're like, Yeah,I've got a good handful of
duplexes, even, and I'm lookingto get into storage, it's like,
oh, like you understand rentsand uh eviction and all that

(19:23):
process because you still havesome elements that same thing
with a larger unit.

SPEAKER_00 (19:27):
Right.
It's kind of like we talkedabout with the with paint
charging for mentorship, right?
That's kind of almost your priceof entry is you got to have some
kind of commitment to it first,and then those people that are
maybe more financially savvy aregonna are gonna respect you more
and that kind of thing.
I think that's great advice foranybody out there listening to
this.
That jumping, I've I've I'veseen where you know we used to

(19:47):
have a mastermind that we ran,kind of going back to the
coaching thing, and um we hadour good buddy Logan Rankin come
in, and he was one of ourfacilitators uh who would help
us with the mastermind.
And I I remember we had a couplepeople in there that now looking
back at it, I almost regrethaving Logan in there because um
not for the facilitating piece,but we had Logan do a

(20:09):
presentation on you know runningnumbers and multifamily and just
kind of over in general.
And he didn't embell, I mean, ifyou guys know Logan, he's a
straight shooter, he's justgonna tell you how it is, but
he's also a unicorn.
Like the guy's an absoluteanimal.
He's brilliant.
And what ended up happening issome of the folks left there,
they were killing it withduplexes and triplexes and
single fams.
And when I say killing it, I'mtalking base hits and doubles.

(20:32):
You know, they're not hittinghome runs with these, but
they're building up nicefinancial security for
themselves.
They're getting some cash flowcoming in.
It's they're not biting off morethan they can chew, right?
It's sustainable, it's slower,but it's sustainable growth.
And all of a sudden they wentshiny object syndrome, and they
went right after these bigmultifamilies.
And some of these people didn'tdo another deal after that

(20:52):
because they were so focused ontrying to kill the elephant that
they missed all these base hitsthat were passing them by left
and right.
The other downside of that isone of the folks actually did go
ahead and get into some biggerstuff.
And just like you said, whenrents go up by 20%, great, your
business is worth 20% more.
But when they go down or yourexpenses go up 20% and your

(21:13):
income doesn't support that,it's exponentially the same
effect on the opposite side ofthings.
And they weren't able to havethe capital to be able to fund
some of these bigger rehabs thatcame up when units needed to be
turned and some of the otherthings, and it sunk them.
Like they're out of the game nowbecause of that.
And so I think to your point,Joe, on the on the starting at
the duplex and smaller stufflevel, I think that's such a

(21:35):
smart move financially whenyou're starting out to just hit
the singles and and doublesuntil you really feel like
you've got a really good graspon everything and you can you
can handle things.
And st I still take singles anddoubles all day long if I can
get them.
And if I can get an elephantnow, I will.
But I'm not gonna sit aroundwaiting for an elephant.
I'm gonna keep hitting thosesingles and doubles.

SPEAKER_01 (21:56):
Yeah, it's like the um there's a movie called The
Gambler.
Uh and have you seen it?

SPEAKER_00 (22:02):
I think so.
Is this an older movie?

SPEAKER_01 (22:04):
Yeah, it's got uh Mark Wahlberg in it.
I love Wahlberg.
Um, yeah, he's great.
And there's a f one of myfavorite scenes, uh, not just
from that movie, but like prettymuch all movies, is I forget the
gentleman's name, but they'resitting down talking about
building your base.
And how Mark spoiler alert, butyou know, Mark Wahlberg had
built up you know two, threemillion dollars and blew it all.

(22:27):
And he's just like, anybodyknows you get two million bucks,
you get a roof over your head,you buy a Jap economy, you know,
crap box, you know, typevehicle, and you put the rest in
the market at three to fivepercent, and he's like, that's
your base, and never screw upyour base.
He's like, Everybody knows that.
Yeah, he's like so.
It's it's the whole thing whereif you build a base, and

(22:49):
obviously it depends on yourrisk profile.
For sure.
You can build a base on smallmultifamily or flipping and keep
that going, and then you can dipyour toe into the larger, bigger
projects, so don't bet the farmin order to try to get it done
or take your eye off what's beenworking for you, build another

(23:10):
because it's it's a wholedifferent skill set where I've I
can share some embarrassing,embarrassing stories about dumb
stuff I've done in the storageworld, but you have to make
those mistakes.
But if I didn't have my base, Iwouldn't have been able to make
those and figure that out.
Um where yeah, like if you'regonna go from managing, let's
just say uh 10 units, fiveduplexes, um, you can be just an

(23:32):
okay manager and have a fewthings down.
And if once you go to a 12-unitbuilding, it's entirely
different, or 24 or somethingbig, where you need to be dialed
in on management, like you'reyou're not just an investor,
like your skill is a very goodmanager, or you have a lot of
cash, or like you have to havesomething really good going for

(23:53):
you.
So if your cash is tight andyou're not a good manager,
anything happens, you're gonnabe setting yourself up poorly.
And so build that base and keepit.

SPEAKER_00 (24:02):
100%.
And and on another episode I hadwith uh one of my buddies Jimmy
Vreeland, he's out of KansasCity, but I had him on here
because he's he's kind of acoach and he has he does a lot
of he used to do turnkey down inKansas City.
So for those of you guys thatdon't know what turnkey is,
basically we don't have reallyanybody around here that
provides turnkey services, butum basically for the audience

(24:23):
out there, he would he would gosource the product, source the
real estate deal.
He he goes and fixes it up, andthen he's basically selling a
fixed up or turnkey product tosay somebody who's got a high
net worth and just needs somepassive income.
Pretty predictable, right?
And all that sort of stuff.
But they're putting 20% down,they're paying him for the

(24:43):
management on it, you know.
So he's making income a coupledifferent ways.
He's basically flipping it tothat high net worth individual.
He's getting the management feesmonthly on it, right?
And those sort of things.
He's gone away from that now,and he's does more of like a
burkey, he calls it.
And but what he talks about inthat episode, and and I him and
I are very aligned in this islike if you have a cash machine,
quote unquote, so you're uh yougot a high-paying job, you're

(25:05):
killing it in in flips, let'ssay, you got something that's
spitting off a lot of cash, youcan afford to take some of those
bigger risk, like you're talkingabout, Joe.
Yeah, if if you don't have thatand you're relying on some
rental, some income per se, orthings are tight, or you had
some big couple of remodels,like just don't bet the farm on

(25:25):
these big things because it cansink you.
It's it's you're going from likeyou talked about, you're going
from a duplex, which is prettyyou can you can just buy it and
hire a management company, andit'll be fine.
But when you buy a 12-unit, uh18, 20 unit, whatever, you're
literally buying a business.
Like it's a functioningoperating business that you're
buying.
And if you don't know how to runa business, you're gonna

(25:47):
struggle.
Like for us, the my rentals,they're very I'm very passive in
them, admittedly, and I need todo a much better job of being
more involved in it.
But we have our wholesale flipbusiness, which garners most of
my attention.
It's the cash machine, it's whatpays all the bills and all that
sort of stuff.
And so for me and my strategyright now in this moment, the
rentals are like more of thelong-term wealth.

(26:09):
We're paying debt off, we'rebuilding equity.
The cash flow per se wasn't thegoal when I bought them, right?
That wasn't, I didn't need thecash flow from it.
But if I ever wanted to exit mycash machine, I'd I damn sure
better have my cash flow comingin from those rentals.
So I would really have to getdialed in on income, expenses,
and all that sort of stuff if Ineeded to live off of that

(26:32):
income, if it was important.
Otherwise, I'm gonna be sunktoo.

SPEAKER_01 (26:36):
And I've I've been asked this at Wisco Ria.
Maybe you have as well.
I'd love to you I'd love yourthoughts.
But I think the follow-upquestion then is well, how do I
know when I'm ready?
And so what I've told people isgood, you know, let's say you've
got um, let's pick a number, but10 units or so, and you're
self-man you're so whetheryou're self-managing or hiring
out management, um, how do youknow when you're ready for that

(26:59):
next jump?
It's let's say it was takingyou, let's pick a number, but
like 40 hours a week to do allthis.
Once you can get it down towhere it's subs, you have
obvious holes in your schedule,and you have the income or the
money problem solved, which itcould be a money partner, it
could be a number of differentthings.
But if you have the money spotand you have active holes in

(27:23):
your schedule, that's when youstart filling those holes with
building the skills towards thenext thing.
Whether it's making those callsyourself, bringing on an
acquisitions person, likewhatever it is, uh dialing in
management, building SOPs,that's where you fill in your
time.
You don't take your eye off themain thing.
Do you have any any thoughts onthat?

SPEAKER_00 (27:41):
Yeah, I would I would totally 100% echo that.
I think also just financiallyspeaking, kind of to add on to
that is I would I wouldencourage everybody to have a
good six-month to a year runwayon what they've got.
So some surplus of capital uhthat they have availability to
ideally cash, so you're notgoing further in the hole that
you can no longer get out of atsome point, right?

(28:03):
You know, HELOX, I love HELOCs,you'll hear me talk about HELOX
all the time, but you got tohave some capital reserves there
if you're looking to make somekind of big play like this of
just cash, just straight cashthat you can tap into that's not
gonna cost you arm and a leg ifyou got a pinch and you needed
to use it.
So I think that's where buildinghaving a cash cow or cash
machine or a high-paying job orwhatever the case is, you know,

(28:24):
living under your means andstoring up a lot of that cash
reserve gives you that base thatwe were kind of talking about to
be able to make some of theseriskier moves or dive into
something new.
There's gonna be a learningcurve.
You're gonna take your licks nomatter what you jump into for
the first time.
And if you've got that capitalreserve base, you can afford to
take some licks and some risksand not have to know everything

(28:47):
about everything.
Like the other opposite side ofthat, Joe, you've seen this do
is analysis paralysis.
You know, people are also sorisk averse, they won't even buy
the duplex because what ifsomething goes wrong?
And again, I think if you have anice solid financial base or you
have something that can kicksome cash off, at least for you,
to cover some mistakes, you canafford to take some risks and
call it call it your tuition,right?

(29:08):
If you're gonna if you're gonnalearn.
Because nobody's you're nevergonna hit some people hit home
runs their first one and it's soannoying.
You're like, come on, man, how'dyou get so lucky to get that
first one?
Because now it's gonna ruin youwhen you do the next one and you
hit a base hit.
You're gonna get jaded and belike, oh, what I made a hundred
thousand on this flip over here.
Now I only made 20.
This sucks.
You know, when when when theywere starting out, they probably

(29:28):
would have been tickled pink tomake an extra 20 grand.
Um, but having that, I thinkhaving that financial base,
having solid access to cashbefore you jump into something
like a multifamily or a storageunit complex or something like
that, not only are you gonna bemore bankable and probably get
better terms on it, but you'regonna feel a lot more
comfortable being able to makethat that jump.

SPEAKER_02 (29:48):
Yeah.

SPEAKER_01 (29:49):
And self-admittedly, like when I first started and I
was uh investing with my brotherat the time, which we still do
stuff together, but we kind ofdo our own things now, and we
still can't do stuff together.
But we we went risk on early on,where we you know we were um
hard money and in uh with Tonyand stuff like that, and then we

(30:11):
were refinancing out with thebank doing the burr, and we were
we were making it work, but itwas tight.
And where now that I have thatbase, like when I've got these
two smell, I've got threestorage facilities, but the two
most specifically that were likea bigger deal where I borrowed
private money on and I wanted torefi them out and all that.

(30:34):
I didn't do I was in astabilization period where I
didn't really do much for deals.
I did a few where I sold themoff where I bought them in and
uh flipped them quick and stufflike that.
But I didn't bring in any Yeah,I don't think I did a single buy
and hold deal besides 1030oneing, um, which is a separate

(30:54):
thing, but I didn't add any newstuff for almost a year where it
was a big stabilization year forthe whole portfolio, but I'm in
a really good spot now where nowI've got I just closed on three
different deals over the lastcouple of years.
Wow.
It's awesome.
Really kind of waited where theinvestor in me like really
wanted just to keep going, butit was like, well, I've just

(31:14):
been grow, grow, grow, let'sstabilize, and then we can grow,
grow again.
And so for anybody that'sthinking about that too, like
don't worry, you can press thepause button, whatever, even if
it's on your first one, like thequestions like what if the roof
or the furnace?
It's like, well, you can absorbthose be in a spot where you can
absorb those payments, and thenyou can always just buy later.
But the thing is you're gonnabuild that skill, and I needed

(31:37):
to build the skill ofself-storage.

SPEAKER_00 (31:39):
Yeah.
How did you how did you affordto live during that period?
Because this is your full-timegig, right, Joe?
I mean, you're not yeah, you'renot doing anything else outside
of this.
So, what were how were youcovering living expenses and all
those other things during thatstabilization period?
Was the cash flow doing it?
Was there flips going on outsideof that?
What was that like?

SPEAKER_01 (31:55):
I do a few shows for my brother Kevin still, which is
like a sales job, but it's verysporadic.
Where uh a quick example of thatwould be like EAA or like a
Wisconsin State Fair.
We do a few of those, so I cankind of customize that schedule.
And I live quite frugally.
Um I can go pull this laptop offand I can show you pictures of
my cars, but they're not uhthey're not fancy.

(32:17):
Okay.
And so I I live very frugallywhere you know beans, rice, and
some chicken and broccoli, andI'm happy.
You know, three two, three bucksa meal and I'm good.
Like things like that where Ihave not um I keep my expenses
down.
Nice.
Uh I did sell one deal that weended up taking profits on where

(32:38):
it just kind of worked out thatway, where I would have worked
harder for a flip, or I wouldhave tried to wholesale more or
something during that period.
Um probably should have, andhindsight doing some of that,
but I would have taken my eyeoff the storage ball, I guess.
Right.
And um, yeah, so I kind of did alittle bit of both of those
where it was a selling of one,and then capital gains helped

(33:01):
out there where didn't have topay much, and then um in terms
of taxes, and then had thosethat show income that I can live
off of.
Cool.
Thankfully only living working afew shows a year.

SPEAKER_00 (33:11):
Nice, that's awesome, dude.
What about somebody out therelistening to this show and
they're like, cool, okay, so yougotta have this financial base
before you can, you know, takesome of these bigger jumps into
some storage or multifamily,what we're saying.
How does somebody out there?
I know somebody out therelistening to this is like, great
guys, awesome, you have thesecash machines or whatever you're
calling, but how do I getstarted?

(33:31):
Like, how do I go from you know,hitting paycheck to paycheck?
That's the reason I want to getinto real estate, right?
Is so that I can get ahead.
In your opinion, what is what isthat advice you would give to
somebody out there listening tothis that's in that in that
position?

SPEAKER_01 (33:47):
This might be different than what other people
would say, but I would say thatyou need to work on your in your
income side is the mostimportant thing because that's
what's gonna drive your abilityto invest.
Even if you have a money partnerand stuff like that, like it
just really helps to have somecapital because real estate is a
capital intensive business.

(34:10):
Um so it depends on what yourcurrent job is.
Do you want to stay there?
Are you looking for a newopportunity?
So, like, let's just say youwant to flip houses and you want
that to be a source of income.
Well, if you don't have anadditional, I don't know, 20
grand at least or something forreserves, like you need that 20
grand first, is what I wouldsay.

(34:32):
Because again, if something doesgo wrong, you can't you're gonna
have whether it's using privatemoney, hard money, or a bank's
money, you are borrowingsomebody else's money and you
need to be a good steward ofthat, more so than even of your
own money for sure if you're andso maybe it's waiting four
months, six months.

(34:53):
Maybe you're there's betteropportunities, but like
delivering pizzas, but likestart a painting business or
something, whatever it is togenerate that extra 20 grand or
more or whatever it takes forthat job and build up that
reserve base is what you need todo first.
And it doesn't you don't need ahundred grand, but like you need
a base and or partner withanother investor who's a little

(35:17):
more experienced, you give themwhat per whatever percentage of
the deal, you just learn as muchas you can.
Um, maybe they're bringing themoney, but you learn all that
stuff.
I'll pick random numbers here.
So let's say they're 70 andyou're 30, but you bring in the
deal and you just want to be afly on the wall.
That's a great way to get in ifyou don't have the capital, but

(35:38):
you can still bring value inother ways.
Um, whereas helping to getquotes, uh helping with uh
getting the financing done,being a co-signer.
Um, and the deal itself is sovaluable because in this market
is difficult to find a deal.
So if you bring the deal, youhave value, and don't be afraid
to partner with somebody if thathelps get you further than if

(35:59):
you wouldn't take the deal andyour deal less.

SPEAKER_00 (36:02):
For sure.
Typically there's two differenttypes of people.
The person that's starting out,right, they're gonna be the
grinder, they're gonna be thethe worker.
You're you're gonna build thequote unquote the sweat equity,
is what we just call it, right?
And then you've got somebodylike the veteran you're talking
about, who's gonna be probablythe financier, if that's a real
word.
And um, they're gonna be the onethat doesn't really want to work
that hard anymore.
Like they just want to scratchsome checks and and be an

(36:25):
investor.
And so you're gonna have tobring some kind of physical
skill set probably to that,whether that's as Joe's, you
mentioned getting quotes andkind of project managing, or if
you actually are handy and youcan swing hammers and do that
kind of stuff, you're gonna bein there probably putting some
hours in doing the actualphysical labor in some of those
cases.
But to your point, you know, ityou gotta do what you gotta do.

(36:46):
How bad do you want it, right?
What's your intensity level?
That's another thing Loganalways stuck with me.
He always would talk about islike, how bad do you want what's
your intensity level of thisgoal?
Are you at a 10?
A 10 means you will literallywork nights, weekends, mornings,
lunch breaks, whatever you haveto do to get ahead.
Five is like, yeah, I'll work alittle bit, but I'm okay if I

(37:07):
get there three, five years downthe road.
You know, it's not that intensefor you.
You're not willing to sacrificea lot.
And there's no wrong answer onthat scale, but I think it's
important for people to behonest with themselves when
they're having that discussionof where do they see themselves
on the intensity level scale?
And then what is that going torequire?
So if you're at the higher endof that, that's gonna require,
like as Joe, you're talkingabout your intensity level for

(37:29):
your goal.
Sounds like it's pretty highbecause you're driving, you
know, whatever you're driving,you're eating rice and beans,
you know, you're makingsacrifices in your life to reach
that level.
Where I think a lot of peopleout there, if they're not being
honest with themselves, they maysay they really want it bad, but
are their actions backing it up?
And as I'm saying that, I'mhaving some self-reflection
right now of going, hmm, I needto reevaluate my intensity level

(37:52):
of my goal right now, you know,because some of my actions I
take don't reflect with what Isay I want as far as you know,
income goals or passive goals orthose types of things.
So I I think it is important forus just to reflect on that,
whatever our goals are, is howbadly do we want it on that one
to ten scale.
And then the higher it is, themore sacrifice we got to make.

SPEAKER_01 (38:12):
Yeah.
And for people out there thatmay if you haven't done a deal
yet, maybe you don't knowentirely what you can bring to
the table because you don't knowall of what needs to be brought,
which is just a it's a simpleskill thing, and you can get
there, no worries.
But it's showing up to like anREI success meeting or a
Wisconsure meeting.
Let's say we're at REI successum a couple um Tuesdays from

(38:33):
now, and you're at that um thatdeal breakdown.
It's just show up with a couplethings where it's like, what can
you bring to the table?
This is what I'm looking to do,and sit down with Corey, myself,
or any other investor who's moreexperienced that you align with
and just say, Hey, this is whatI got.
I don't have a deal, but I wanta deal.
I'm at an eight out of ten.
I really want this.

(38:54):
And they will help walk youthrough like this is what we're
gonna need, these 10 items.
I'll take these seven, you takethese three.
We could split something, andwe'll figure it out later.
We need at least$30,000 andspread or whatever the number
is.
And within, I promise, it's likewithin 10 minutes, you can
really figure out you'll get somuch clarity, and that's such a

(39:18):
good activity that'll get youout of that analysis paralysis.
Sit down with somebody at one ofthese meetings, it'll really
help you out.

SPEAKER_00 (39:25):
That's so good.
It's so interesting because likewhen I network with people, so
uh another in another light,we're at the REI success meeting
the other night, and somebodywas there who had bought a
business, right?
Know this person intimately,trust them 100%.
And their their their problem,we talked about this would all
happen within five minutes.
The problem they're talkingabout is they the person that

(39:46):
they bought the business fromseller financed it to them, and
they're the that person's just apain in the butt to deal with,
they're always in theirbusiness, that you know, they're
getting their payments, butthey're just kind of an like
it's like it'd be like a WellsFargo coming to talk to you
about your house every month.
Like, hey, did you did you cleanyesterday in your house?
Because I need you know, it wasjust annoying to this person.
And so I said, Well, what youknow, what is the interest rate

(40:08):
you're paying, and so on and soforth.
And and what is the amount youneed to pay this person off and
make them go away?
Like, I'll step in, I'll be yourlender, boom, done, 10 minutes,
problem solved.
From sitting at you know, at atable, having a conversation
like that.
The same thing, Joe, what you'resaying is it some people it
could be shockingly quick howfast your your success can grow

(40:28):
by putting yourself out there,getting vulnerable, uh, being
humble, being willing to takeaction and have conversations
with people who are in that nextphase where you want to be.
And um it's amazing how quicklyit can it can take place for
you.

SPEAKER_01 (40:43):
And it's the same thing, like for me, uh I'm still
learning these things too, whereit's just you're trying to find
somebody one or see one or twoseasons in front of you.
You don't need to hit thebiggest person on Instagram or
whatever it might be.
And like just to share somethingthat helped me, like I was
sitting down with my buddyBlaine, and he has a season or
two in front of me, and uh I waslike, I really want to tackle

(41:05):
the storage side of things, andI've made a thousand phone calls
and I'm close on some of these,but I'm just not there.
And the biggest thing that hewas you know, sh spread light
on, which was so obvious, butit's like write off like write
more offers and know the dealbefore you're calling them,
which is a lot more important.

(41:26):
And that's like how I got youknow, these two that I just
refined out and everything.
It was like I you know, uh Idated the uh the seller in a way
where I kept calling back, andit was just I on the third phone
call, uh, a year later, I justwrote the offer and I'm like,
I'm gonna write you something,do what you want with it, but

(41:47):
I'm I am serious and I want toget this done, and they ended up
countering back just slightlyhigher, and boom, we got it
done.
No way, dude.
It's it it's the same thingwhere no matter where you're at,
like now.
Um if I really wanted to scaleup hard in um self-storage,
which I do, it's talking topeople around me that have done
a little bit more, right?
Finding the holes and takingaction on.

(42:09):
Yeah, everybody needs to dothat, is all I'm saying.

SPEAKER_00 (42:12):
That's so good, man.
That one conversation in yourlifetime, Joe.
If you had to anticipate, let'ssay you hold this thing for a
period of time and you sell it.
What will that one deal do youthink net over that lifespan
that you'll probably own thisthing?
Sale, refinance, how long I wantto hold whatever.

SPEAKER_01 (42:30):
Like that's it was a million-dollar phone call.
Unbelievable.

SPEAKER_00 (42:34):
And that came from one conversation of an idea this
Blaine point put in your headthat all of a sudden it clicked,
and you're like, Oh, let me trythat.
Oh, from going to going tonetworking and asking.
Unbelievable.

SPEAKER_02 (42:45):
Yeah.

SPEAKER_00 (42:46):
So talk a little bit about that strategy because I'm
interested in that.
So, what exactly was he sayingwhen you said do the homework
first?
What was that?
Take us through what that, whathe meant by that.

SPEAKER_01 (42:55):
Yeah, because he's got a bunch of units and he gets
people that call him all thetime or mail him or whatever.
And everybody wants to talkabout the deal and take a
30-minute conversation of likewhat are the bathrooms like and
all this other stuff.
And he's like, I don't takethese phone calls anymore unless

(43:17):
they can just comfortably writean offer, like, it's good, minor
cosmetics to your 5k a unit,what's your offer?
And it not that you need itright then, but he's like, send
it to me later tonight orwhatever you got, and just
nobody will then make an offer.
And so putting a signature onit, and obviously you can
schedule some due diligence,it's not like you're locking
yourself into something, butjust being able to do that.

(43:38):
So on the storage side, it wasbuilding the skill of okay, if I
can get three these threequestions in and that's it,
under five-minute conversation,I can write an offer that I'm
95% sure is going to be veryclose unless all the doors are
messed up or something, whichthat's a simple drive-by could
solve.
And it's the same thing for aduplex or anything else.

(43:58):
If you know your comps and youknow your ARVs, and you know
quick budget number, like doingthat deal breakdown, I keep
coming back to that is sovaluable because that's like one
of the base skills is justknowing a rehab.
If you know it's um um light,medium, heavy, let's go super
easy.
Yeah.
If it's if you got a duplexyou're buying and it's gonna be
a light rehab, so you figure 10grand back into it off your

(44:23):
numbers, you know, take yourpercentages out, whatever you
need to make it worth yourwhile, which we can dive in on
those if you want.
But let's say it's 80 uh 80%minus repairs, ARV, boom, punch
it out.
That's your number.
Maybe take an extra five percentoff and fire that over.
And if you do a hundred ofthose, I guarantee you're gonna
wind up with some deals.

SPEAKER_00 (44:43):
Dude, that is gold, gold, gold, Joe.
Like I just I'm writing thatdown.
I'm implementing that today, uh,because I don't do that.
And as you're talking aboutthat, you know, with I found
this with like single familyduplex people, you know, the not
the not the investor that you'retalking to, the rent, the
landlord person necessarily, butmaybe owner-occupied people.

(45:04):
I found a lot of success ingetting belly to belly with
those people before we write anoffer because over the phone,
they might not treat it asseriously.
Like, well, how could you evenwrite an offer without looking
at my property, right?
And valid, I would think thesame thing if I was gonna sell
my house.
Like, this is can't be serious.
I know you there's no way you'regonna close on this.
But to your point, when you getfive units and above, it's just

(45:25):
numbers, it's just net operatingincome at that point, and you
apply a cap rate to it, it'sactually much simpler than
single family stuff and tryingto decipher a comp of what is
this is this house similar?
Is this how it's very much muchsimpler?
And so to know those numbersahead of time, and these
investor people are valu like Ithink about myself as a seller,
just like you talk about Blaine.
If somebody called me and theywant to sit and talk for 30

(45:47):
minutes, I'm like, dude, I ain'tgot time for this.
Like, what do you what are youoffering me, dude?
Give me a number.
What do you have?
You know, that is such gold,Joe.
That might be my that might beone of my favorite nuggets I
ever got on the podcast.
So thank you for that.

SPEAKER_01 (45:59):
For sure.
And let's like, well, that'sit's like breaking it like three
steps.
So that's skill one you'retrying to build.

SPEAKER_02 (46:05):
Yeah.

SPEAKER_01 (46:06):
Where it's to offer.
So what do you need to be ableto make an offer?
Let's say it's not totallywritten up, but like to come up
with your number, how can youhave that done within a very
short time period of let's saythree to five questions?
Yeah.
Where you could say that on thephone to this person, hey, I
just have three questions foryou.
Answer these, and I'll be ableto get you an offer tonight.
Um, it's not gonna be exact, butlike I'm gonna try to get as

(46:28):
close as I can.
You'll be able to see my terms,all this stuff, I'm showing you
how serious I am.
Boom.
So you've taken away a lot ofobjections right off the bat.
So that's your first initialskills being able to make that
offer.
Second skill is gonna come fromthe objections that follow.
What are the most common thingsthat people say?
Let's say you call 20 differentsellers and you get the same

(46:48):
three objections, which are onethis is a low ball, why should I
be treating this seriously?
Two, um, I don't like theseterms, and then three I need to
talk to my wife or whateverabout it.
Yeah, like picking three atrandom here.
So then it's just you build theskill of answering the three
most common questions.
So if it's like the offer, it'slike, well, I just wanted to

(47:11):
show I want to show you myterms, which you saw.
Did you have any objections onthose?
Yes or no?
And then it's like, okay, it's aprice thing.
Well, if I can walk this, if Ican meet you, shake your hand,
and walk this, I can give you areal number that I will stand
by, and it's probably gonna behigher than that one.
You you wouldn't respect me if Ijust gave you something closed
on a blind.
So what do we got to do?

(47:32):
And like you just hit the threeobjections, so boom, that one's
done.
Once it now you got two bigskills, yeah.
So you're almost at the finishline, then your last one is just
closing.
And so part of that's in yourterms of your contracts like can
you close?
And then that comes back to whatwe originally talking about with
the money and everything else.
Do you have the wherewithal?
And once you had those threetogether, go make a hundred of

(47:53):
those, and you're gonna learn aton, and you're probably gonna
come out with a deal.

SPEAKER_00 (47:56):
Dude, that is much gold, man.
That is incredible.
I again, I'm gonna go back andprobably re-listen to this thing
a few times, but uh, dude, Iappreciate that so much.
And the audience out there, thatis my probably my favorite
nugget I've ever gotten on anepisode.
I'm gonna implement it rightaway.
I encourage you guys to do thesame thing.
If you're making any kind of youknow, direct-to-seller contact,

(48:18):
that is that is huge.
And even agents, I would sayprobably yo, that could be
applicable to working withagents too.
If you know your numbers andyour your stuff, like they're
gonna be they're gonna be muchmore willing to take you
seriously, right?

SPEAKER_01 (48:30):
Yeah, 100%.
Like, yeah, if you're an agent,you could be a painter, you
could be a roofer.
Um, you know, you can get somuch information these days,
like it's it's easier now thanit's ever been just because like
you can measure a roof onpeople.
So if you're a roofer, boom, youcould give like blind quotes and
just mail those out with anexact number of what you can

(48:52):
roughly start to start at.
If you're a realtor, you canknow your comps and like give a
proposition that would bevaluable to them, and again,
you're just mass marketingthere, but it's that solving
that offer, which a lot of thisI actually got from like Alex
Hermosy, which is yeah, incombination with that blame
conversation where it's like,what's your offer?
And so he's got a great book,um, hundred million dollar

(49:15):
offers, uh, which is morebusiness related.
So, yeah, again, if you're arealtor or um uh like painter or
something, it's really good forthat stuff, but it over overlaps
well with the investor side, anduh very good.
Again, hundred million dollaroffers.
It's free on his podcast, heuploads it all for free, or it's
like 30 bucks on Amazon.
Phenomenal read.
I've got it right upstairs.

(49:35):
Awesome, dude.
So, anyways, I hope that helps.

SPEAKER_00 (49:38):
And well, it helps me.
I don't care if anybody elselistens to this episode now,
because I got what I need.
It's so interesting though,because I talk about people
sharing this episode orlistening to this, you know, all
that kind of stuff.
It's like these little nuggetsthat I take away from doing the
podcast, like that alone rightthere, Joe, probably could make
me millions of dollars, what youjust gave me right there.
So I appreciate that, man.
I appreciate that.

(49:58):
I get that first deal doingthat.
I'll I'll maybe get you a littleequity in it or something for
for your troubles here today.

SPEAKER_01 (50:07):
But I've Cory, I've learned so I've learned so much
from you as well, man.
And it's one of those where it,you know, even though you're a
few seasons beyond me kind ofthing, it you can always learn
stuff and uh just uh share whatworks and I appreciate the times
I've learned from you as well,and I appreciate the kind words.

SPEAKER_00 (50:21):
Yeah, absolutely, man.
Well, it's been fun seeing youand your brother, Kevin.
I love you guys.
You guys are amazing uhambassadors for for all of us
real estate investors in thisarea.
In fact, I was talking toanother investor that I was
like, oh, I was really excitedyou were gonna be on today.
And uh we just had a good youguys have such such a great
reputation, and I don't know ifyou guys know this because you
know, you're not in thoseconversations, obviously.

(50:43):
But I've never talked to anybodythat's like, yeah, that Joe G
guy.
Watch out for him, man.
He's you know, so it's that'spart of I think a lot of people
in our in our network, I wouldsay, of real estate investors.
We're pretty blessed here inWisconsin, at least where we
live.
There's a lot of really highcharacter, high integrity people
in this business.

(51:03):
There's a few bad apples outthere, and it is what you're
gonna have that in any industry,but I would say the from some of
the horror stories I hear fromsome colleagues in different
areas around the country withwhat that uh atmosphere is like.
I I don't feel that typically inour area, and you guys are a big
part of that, so it's good tohave you in it.

(51:24):
It's gonna be more importantthan your brand.
That's right.
That's right.
Well, Joe, we always wrap, man,with one fun little question.
And again, part of that isbecause people are like, man,
this Wisconsin place, and thenthey got the Packers, but uh,
what else they got?
And they're thinking of maybeparking some capital here or
partnering with us on deals orbringing some private money in
or those types of things.
So for somebody out therelistening that isn't as familiar

(51:44):
with Wisconsin as you and I, doyou have a favorite Wisconsin
tradition or place that you'dlike to visit?
And can you share that with us?

SPEAKER_01 (51:51):
Yeah.
Um I would say uh maybesomething unique about Wisconsin
because I love this state.

SPEAKER_02 (51:58):
Yeah.

SPEAKER_01 (51:59):
Um, I was just talking about with my fiance the
other day, and it's like, yeah,if we hit the lottery or yeah,
whatever, you sold outeverything and you just were
free, what would you do?
And it's like, I'd probablystill live here.
Yeah.
Like maybe I'd have a vacationto other spots that might be
warmer in February, but like I'dstill stay here.
I live in place.
Yeah.
And one of my favorite thingsabout Wisconsin is going up to

(52:19):
Rib Mountain, which is GranitePeak, yeah, skiing up there.
Uh, you get fast lifts, and it'snot going to be anything crazy
challenging or long like you'dget over in the mountains in
Colorado or Idaho or something.
But it's a really it's reallygood for what we have, and you
want to throw in a podcast,listen to some music, and just

(52:40):
fly down the slopes a littlebit, it's a great time.
That's awesome, dude.
I need to get up there more thanI should.

SPEAKER_00 (52:45):
You know what?
You're the first person in 60some episodes show that said Rib
Mountain.
So kudos to you.
You get a little award for thattoday.
Yeah.
But that's a good reminder forme too, because uh we I haven't
been skiing since probably likeeighth grade, and uh I'm
embarrassed to say so, but Ineed to I need to get out there.
My kids don't really ever wantto do it, though, so I'm like,
it's kind of annoying.

(53:05):
But I might force them thisyear, might just make my older
kids do it.
Put some WD 40 on the knees andget out.
That's right.
I do the same thing.
That's right, absolutely.
Well, Joe, this has beenawesome.
And if people want to get a holdof you or get to know you more
or or talk to you about anythingthat that they're going through,
do you do you have a preferredmethod of communication and what
would that be?

SPEAKER_01 (53:25):
Yeah, um you can always find me at Whiskerio.
We're the first Tuesday of everymonth, and I do hit quite a few
of the REI success meetings.
So get get in person and um meetus there.
But uh first Tuesday of everymonth, and from there, more
individually, um, you can findme on uh Facebook, which is Joe
Graciali.
Uh Instagram, I have a littlefun on there.

(53:46):
I'm just branded as duplexjoe.
And then the last one would be afree resource uh option that I
have for folks, uh, which wouldbe um duplexuniversity.com.
Uh if you want a newsletter, Iput it out occasionally.
Um, and I've got a bunch of freetools on there, which is all the
stuff that I kind of useanyways, and um things that I've

(54:08):
taken from other people, changea little bit, stuff.
But stuff that I use, so thinkfinancing templates, property
calculator, um your port globalportfolio outlook, which your
banker would love to see.
And um a bit of that's gonna bethe financing side of things,
just because as a Ria host, Iget a lot of those questions, so
it's just made it where I cantake all those questions and

(54:30):
say, go here and download it forfree.
And um, yeah, if you want somestuff that's really gonna help
you out and make you look goodfor a banker, private money
lender, or hard money lender, goon there and just download all
that stuff and use it.
You can change it, whatever youwant to do.

SPEAKER_00 (54:46):
Dude, that is awesome.
So, guys, those resources are anamazing opportunity.
As Joe said, you know, it's youguys heard me say this a bunch,
find deals and find money.
What Joe's giving you guys is afree resource to really help you
find that money from all thosedifferent buckets of cash and
and uh available uh options foryou.
So go out to Duplex University,get those resources, hit Joe up
if you guys have an inkling andget out to these networking

(55:08):
events.
I think we we beat that drumevery episode.
And um, if you're if you're notgetting out there and you have
the ability to highly encourageyou if you're serious about
this, if your intensity level isanywhere past the five, I'd say
get your buns out to thesenetworking events.
And and uh not only it's notreally even about the education,
is it Joe?
It's more about the networking,right?

(55:28):
100%.

SPEAKER_01 (55:28):
Yeah, it's all about who you know, and that's the
only reason I'm at where I'm atis because of the people around
me.

SPEAKER_00 (55:34):
100%, buddy.
Well, Joe, appreciate you, man.
This has been awesome.
I got over a million dollarsworth of value out of this
myself, no joke.
You that that is a hundredpercent serious.
So, dude, I really appreciatethis.
And uh for those of you guyslistening out there, if you got
any value out of this, pleaselike, subscribe, share, do all
that fun stuff.
It really helps us out, it helpsus get the word out.

(55:56):
Uh, like for example, if you ifyou subscribe on YouTube and
then comment on some of thevideos, apparently that helps us
in the algorithms of of theGoogle world, uh, YouTube world,
and um reviews.
We're over 60 episodes now.
I would love to get over 60ratings and reviews on Apple.
So if you guys could go out toApple, if you like this show,

(56:17):
give it a five star, leave us alittle review of what you like
most.
Uh, we would love that.
And most importantly, if youguys have a particular topic or
a guest you want us to have onthe show or a topic to talk
about, please let me know thatas well.
We're always looking to knowwhat's on your guys' brains,
what's on your minds, what'sholding you back, what are the
struggles that you guys arefacing, how can we help you
overcome those things?

(56:37):
So please hit me up on any ofthose type of topics that you'd
like us to hit on the futureepisodes.
And uh, Joe, appreciate you,man.
Any final words for theaudience?

SPEAKER_01 (56:47):
Uh go uh go take some action and hope to see you
soon.
Good luck.
And uh we're rooting for you.
Yeah, absolutely.

SPEAKER_00 (56:54):
Awesome, guys.
We'll see you on the next show.