Raphael Johnson has been in real estate for 20 years, and he says AI changed his business more than anything else in the last decade. In this episode, the Kansas City investor and licensed agent breaks down how he uses Claude and AI agents to automate his wholesaling operation — treating them like trained employees, not search engines. He also gets into his deal criteria, how he's doing 2-to-1 off-market versus on-market deals, and the hard-won lessons from two decades of direct-to-seller investing. If you're trying to do more without adding headcount, this episode is worth your time.

KEY TALKING POINTS:

0:00 - Intro

0:36 - An Overview Of Raphael Johnson's Business

2:29 - Using DealMachine

3:39 - The Deals He's Doing & His Team

5:51 - Using AI In Real Estate

10:36 - Advice & His First Deal

16:05 - Finding Deals As A Beginner

17:00 - Where To Find Raphael

17:58 - How DealMachine Helps

20:23 - Outro

LINKS:

Website: KHY Home Equity

https://khyhomeequity.kw.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Most investors spread themselves too thin across markets they barely understand. Jiries Dawaher is here to change that. In this episode, he walks through his four-step system for analyzing your market the way hedge funds and institutions do, using tools that are completely free and available to anyone. The investors winning right now aren't guessing. They're using the same information the big boys use, and it's been there the whole time.

KEY TALKING POINTS:

0:00 - Intro

0:31 - Finding A Winning Market

0:43 - Step 1: Start In Your Own Backyard

3:37 - Step 2: Take Notes & Find Hot Communities

10:32 - Step 3: Set Up Your Hot Sheets

12:26 - Step 4: Set Up Your Buy Box

14:42 - Summing It Up

15:05 - Outro

LINKS:

Instagram: Jiries Dawaher

https://www.instagram.com/jiriesd

Website: WholeScaling (Free)

https://www.skool.com/brrrr/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Dylan Gillies started wholesaling with zero capital, no buyers list, and a $6,000 course that produced nothing. Then he forgot he was even sending mail through DealMachine and got a call that changed everything. Now, three deals in, he is staring down a six-unit manufactured home development with $800K in projected net profit for the group, and he had to pass on a $90K assignment fee to get there. In this episode, Dylan, David, and Ryan also dig into why Ryan scaled back from 11 employees to 3, how inbound direct mail creates more leverage than cold outreach, and what most wholesalers get wrong about hiring and partnerships.

KEY TALKING POINTS:

0:00 - Intro

0:30 - Dylan Gillies' Business & First Deals

4:52 - Building A Buyers List & Other Deals

6:19 - Manufactured Homes

10:21 - The Marketing He's Doing & Being An Agent

13:18 - Mistakes He's Learned From

14:46 - Sending Direct Mail & Ryan's Structure

25:42 - Mistakes When Building A Business

31:14 - Stepping Back As An Owner

34:31 - More On Direct Mail

39:37 - Outro

LINKS:

Facebook: Dylan Gillies

https://www.facebook.com/dylan.gillies.9

Website: North Coast REI LLC

https://www.northcoastrei.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Travis Goodwin has been investing in West Virginia's small market for eight years as a solopreneur — and for a long time, he was running himself ragged chasing every deal he could find. In this episode, he breaks down the moment he decided to stop chasing volume and start targeting bigger paydays, how he shifted his marketing to better neighborhoods, and why bringing in JV partners actually forced him to level up his deals. He also gets into his unique auction-based disposition strategy, how he handles tough seller situations, and near the end he announces a giveaway for a free year of DealMachine.

Join Travis Goodwin's Facebook Group: https://www.facebook.com/groups/smallmarketrealestateinvesting

Text Travis: (304) 444-6744

KEY TALKING POINTS:

0:00 - Intro

0:32 - What Travis Has Been Up To

2:13 - Focusing On Bigger Deals

7:55 - Time In The Business

9:47 - His Marketing

12:30 - Bringing In Partners

14:13 - Auctions

20:25 - The Hardest Deal He's Ever Done

31:31 - Using A Buyers List

32:29 - How To Get In Touch & Closing Thoughts

36:10 - Outro

LINKS:

Facebook: Travis Goodwin

https://www.facebook.com/smallmarketrei/

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Most real estate investors are taught to find the deal first, then go find the money — and it's costing them deals. Nathan Daniel, founder of Accelerant Capital, breaks down why that approach leaves you negotiating from desperation and how to fix it. In this episode, he walks through the six components of a capital operating system, how to match your funding structure to your experience level, and what it actually takes to build relationships with investors before you need them.

KEY TALKING POINTS:

0:00 - Intro

0:28 - The Old Way Of Raising Capital

2:48 - The New Way

5:31 - Higher Standards In 2026

6:56 - Capital Wants Four Things

7:39 - Your Capital Operating System

13:11 - Captive Capital

15:04 - The Biggest Mistake

15:20 - Outro

LINKS:

Facebook: Nathan Daniel

https://www.facebook.com/coachnathandaniel

Website: Accelerant Capital

https://www.accelerant.capital/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Josh Pierce closed his first land deal for $31K in profit with no money out of pocket — that was 16 months ago. Now he's back — fresh off his biggest month ever at $233K in top line revenue — and he's sharing everything. In this episode, Josh breaks down how he acquires land with little to no capital using a double-close model, how he works with local agents to list and move properties fast, and how a single $87K deal turned into a $115K referral the very next month. If you're on the fence about land investing, this episode will push you off it.

KEY TALKING POINTS:

0:00 - Intro

0:30 - Updates For Josh Pierce

4:02 - Marketing The Land

8:58 - His Metrics & Using SMS vs Direct Mail

12:55 - Coming Up With Offer Numbers

20:33 - Determining Feasibility

23:13 - The Dispo Side Of Land

30:31 - Finding Great Agents

35:54 - Filters For Land & SMS

42:00 - Using Cookies To Do More Deals

47:33 - Why Choose Land & His Six-Figure Deal

52:47 - Closing Thoughts & How To Get In Touch

53:58 - Outro

LINKS:

Instagram: Josh Pierce

https://www.instagram.com/joshpiercerei/

Website: Higher Ground Land

https://www.highergroundland.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Yoruba Garcia is closing 7 to 12 land deals a month — and he's doing it almost entirely through direct mail targeting corporate-owned properties most investors skip. In this episode, he breaks down his buyers list strategy, the AI system he built to automate his pipeline, and why he'll choose land over houses every time. If you want a repeatable land system that actually works, this one's worth your time.

KEY TALKING POINTS:

0:00 - Intro

0:27 - Yoruba Garcia's Business

5:12 - Renovations

8:02 - Building A Buyers List For Land Deals

11:19 - Working With Sellers & New Jersey Foreclosures

13:52 - Doing Land Vs Homes

15:51 - Subdividing Land

17:30 - Early Mistakes He Made

19:36 - Mail Tips

21:42 - DealMachine Feedback

25:50 - Closing Thoughts

26:10 - Outro

LINKS:

Instagram: Yoruba Garcia

https://www.instagram.com/bigmonejoe/

Facebook: Yoruba Garcia

https://www.facebook.com/sinyorenterprizes

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Abdullah Ghaffar closes 100+ deals a year nationwide — and he's barely the one making the calls. In this episode, he breaks down how his system works from data pull to close, the four-part script his team uses to qualify every lead, and the evening calling window his dialer data proves out that most wholesalers are completely skipping.

KEY TALKING POINTS:

0:00 - Intro

0:24 - Abdullah Ghaffar's Wholesaling Business

2:35 - Targeting 30% Equity

3:38 - His Approach To Cold Calling & Script

7:16 - Getting To Price & Building Rapport

12:41 - Best Times To Call

15:00 - Outro

LINKS:

Instagram: Abdullah Ghaffar

https://www.instagram.com/ihustlebro/

Links: Abdullah Ghaffar

https://linktr.ee/ihustlebro/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/