Getting Outside Of The Spreadsheets And Delivering Value Above And Beyond

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Today we welcome Zach Roesinger a commercial real estate broker syndicator and CEO of CRE Pro Course Zach is also involved in a lot of obscure deals which he discusses in this episode With all of these things on his plate he s able to make it work by building scalable systems and delegating effectively He also shares the value of actively going out taking whatever opportunity is out there and putting yourself in front of people Zach specializes in Opportunity Zone real estate acquisition entitlement and zoning as well as construction management of new build projects Specializing in 1031-Exchange consulting and third-party capital placement in QSRs Quick Service Restaurant and franchised businesses by providing risk-adjusted returns to investors He has traveled to over 100 countries and worked on 5 continents for companies like LVMH Newmark Knight Cloudera and Montegra Capital As a sales leader for Trulia and Zillow Zach cut his teeth outbound cold calling 250 calls day closing large deals with some of the largest brokerages and real estate teams in the US A polyglot fluent in Spanish and Portuguese Zach has built sales teams that leveraged automation and proven sales techniques teaching Heavy Hitters to focus their efforts on out-of-the-box solutions to complex commercial real estate deals to provide their customers and clients with unparalleled sales experiences 00 01 – 10 01 What Keeps You Going Zach shares his background CRE Pro Course and his other ventures How he s able to focus on his multiple businesses Identifying tasks that you re uniquely skilled to do Standardizing procedures Having the right people in the right places Why Zach prefers to personally go out and do listings Picking up new properties and projects Meeting and talking to people especially the workers onsite The way that you advertise is by doing a good job 10 02 – 19 55 Be The Master of Your Domain Zach discusses his racetrack business and targeting buyers for nuanced properties Exemplifying that you are the expert in the space Make it easy for your clients and contact to complete the task you want them to do Eliminate steps Zach s recommended app 19 56 – 21 55 Closing Segment Reach out to Zach Avoid pitch slapping Links Below Final Words Tweetable Quotes Put the right people in the right places and make sure that they re happy and well-compensated for doing what they do and that they re held to the certain standard that you know a winning team is going to be held at – Zach Roesinger It s really just going to be what is exciting and appealing to you and what keeps you keeps you going and gets you going every day – Zach Roesinger One of the most fun parts about brokerage and actually selling something is going out hanging out with the dudes with the welders that are just in overalls Those are the best people to actually get some insight from – Zach Roesinger —————————————————————————– Connect with Zach Follow him on LinkedIn Visit the CRE Pro Course website if you want to know more about the work they do Check out his podcast Coffee with CRE Closers Connect with me I love helping others place money outside of traditional investments that both diversify a strategy and provide solid predictable returns Facebook LinkedIn Like subscribe and leave us a review on Apple Podcasts Spotify Google Podcasts or whatever platform you listen on Thank you for tuning in Email me sam brickeninvestmentgroup com Want to read the full show notes of the episode Check it out below Zach Roesinger 00 00If you had considered selling your racetrack but you had never told anybody about it but you didn t want to be the guy out there waving his hand saying Oh I m selling my racetrack I m selling my if you want somebody else to be out there marketing it for you it just brings a prestige to your market It allows somebody else to actively go out and get those while you run your race track and it creates this buffer Intro 00 23 Welcome to the How to Scale Commercial Real Estate Show Whether you are an active or passive investor we ll teach you how to scale your real estate investing business into something big Sam Wilson 00 33 Zach Roesinger is a commercial real estate broker He s the CEO of creprocourse com And also a real estate syndicator Zach welcome to the show Zach Roesinger 00 43 Sam good to be here My man very much appreciative of you and thanks for having me on Sam Wilson 00 48 Absolutely pleasure s mine Three questions I ask every guest who come to the show In 90 seconds or less where did you start Where are you now How d you get there Zach Roesinger 00 55 Great questions I ll start now Clock go I came from Denver Colorado My father is a real estate broker did land and big deals throughout my childhood So I was brought into commercial real estate early understand the cyclical flow of it and how some days can be really great and other days can t You have to come back to your family every day with a positive smile on your face when things are great when things are not I ve traveled to over 100 countries around the world Live now in Austin Texas And as you mentioned I am the CEO of CRE Pro Course and CRE PRro Course is an online course that allows or teaches new agents who have yet to close their first deal to get their first listing and the first closing in the first six months so that they can bridge that gap and between coming over from residential real estate maybe or or they re getting into it from another field altogether So sometimes it s hard to get into commercial real estate because the closing time for your first closing is so long most people can t last that long But we teach you how to do it in your first six months Some people do it in two months So I also work in syndication and I work in brokerage as well So I sell warehouses very obscure things a race track I have on a car dealership a recycling center So I really liked the obscure deals and I m always looking for more So Sam let s get together and do a deal soon man Sam Wilson 02 14 Sounds like a winner man That s a lot of fun And also a lot of different moving parts How do you choose which one to focus on Zach Roesinger 02 22 Great question It s funny because I have employees and I work for people in each of these companies And they say you know it s just mind blowing Zach I can barely keep one job straight you know throwing all the balls in the air and keep throwing them up And it s just time attention to a particular task and importance right I attach a beta to every task that I m doing Is it really important Do I need to do it now And can somebody else help me do this So as we talk about a scaling real estate venture it s really important to be able to identify those tasks which you re uniquely skilled to do that your company relies on you for and then make sure that you can that you could probably do most tasks in your company Sam it s really helpful to be able to standardize those tasks and then create a procedure around them and then have somebody who s maybe better apt to doing them actually follow through with it So a good example is real estate flyers right When we get a new listing you and I could probably sit down to InDesign or Paint program and come up with a really good-looking flyer but is that the best use of six hours of our time For me it s probably not there are other people my team that are really good at it But they need to know what goes on there Because they re really good at design but they re not in the day to day right they don t understand the intrinsic value behind what I m trying to sell in the commercial property So it s really important to be able to scale out a business And the way you do that is by standardizing creating procedures and then replicating yourself and really focusing on the things that you re good at And more so on my teams I know that there s some like I call them whale hunters right Some of the brokers that work for me they are really really good at closing deals opening they re really good at relationship management They re terrible at paperwork So I don t want them doing paperwork it s a bad use of their time it s bad use of our resources There are people on our team that are really good at it right you know they re wizards at CoStar they re wizards at Crexi they can draft again they can draft a flyer that makes just like it s mind-blowing But for them to do that we have to have people going out we have to have team members going out and actually getting the business without the whale hunters out there finding new deals there s nothing for the rest of the team to do So it s my goal as a manager or as a teammate or anywhere in the organization is to put the right people in the right places and make sure that they re happy doing and well-compensated for doing what they do and that they re held to the certain standard that you know a winning team is going to be held at And if there s a breakdown if there s an issue if there s a bottleneck we as managers Sam it s really important to be able to identify those and clear the bottleneck So a lot of my time is spent addressing what works what doesn t and how to standardize and scale those things which do work Sam Wilson 05 05 What about your current mix of of businesses keeps you going out and still actively doing listings It seems like that would be one of those things As you re talking that you would say Hey wait just from an efficiency standpoint If you have a team of brokers you guys take this you guys go list it Why are you still involved in that side of it Zach Roesinger 05 22 I was asked my father this same thing to why does he not become a director or sales manager I just think it s a really fun I can be a little bit more selective on what I take now But I tell all of our newer guys like take whatever is out there Somebody that you used to go to college with we run into them at a restaurant they say oh yeah I own this restaurant thinking about selling it great Let s figure out how to you know get you in the door and show you how to list that Now if you decide you don t like restaurants listing restaurants well then we ll try it one time If you don t like it we ll move on to something else But always be willing to say yes in fact earn the right to say no And I know that Steve Jobs and there s others that say Warren Buffett that it s more important the things you say no to than those that you say yes However when you re first starting out I mean you want to try this really pertains to listing I have oftentimes a listing agent or a newer agent that says Well you know if I can t sell it what happens And I said Well okay then you spent some time learning about a new field of study you practice something new you met a new potential client who is going to exude your praises because the property didn t sell that s part of your fault But also there s a lot of other factors that are out there And I was referencing before the economy right or just you know the hot topic of the hour Here in Austin we re starting to see a lot of resurgence back to an altered office So and I say that by I come from Denver Colorado and I worked on this project called The Taxi Project which is taking old warehouses and refurbishing them making them cool offices Well I just saw yesterday that I m now big on TikTok I m cre pro network on TikTok When I saw on TikTok this guy was highlighting an office building or a new office I called them warehouse I think warehouse office buildings that were going for top dollar And I think that that s going to be one of those things where historically it has been a office building everybody gets in an elevator and goes up And now people are saying you know I kind of want a hybrid office These cool chic new buildings are pretty cool So to answer your question it s really just going to be what is exciting and appealing to you And what keeps you keeps you going and gets you going every day For me it s not repetition And it s not necessarily the money I don t really like when it becomes repetitive You could sell the same you know warehouse over and over again But is that really that exciting So picking up new properties picking up new projects meeting new clients one of the most fun part about brokerage and actually selling something is going out hanging out with the dudes with the welders that are just in overalls And I m an Italian leather suit And they re there s this guy over here and I m like No guys like I really want to know what do you tell me more about this property tell me more about what you like and what you don t like and what you would change And so there s sometimes that s like those are the best people to actually get some insight from are people that are working and living there every day not just the expenses and the NOI and the cap rate of it but actually saying Hey I don t know if you know to a new let s just say a prospective buyer I don t know if you saw this over here But this is a unique feature that you won t find anywhere else And I wouldn t have noticed it unless I talked to the guys who were on the shop floor So that s what I really liked about brokerage is actually meeting and talking to people getting outside of the spreadsheets and delivering delivering value above and beyond And I know it s cliche to say but that s how our business I think really scales out is that the way that you advertise is by doing a good job If you re in residential real estate you have a big billboard or you know you re on the side of a bus or something like that But in commercial real estate it s completely reputation when somebody goes to sell their recycling facility and they re like I don t know anybody in commercial real estate in their their country club or their you know the baseball game and they say oh yeah Zach Roesinger I know that guy He sells just about everything and he was really good Ge got us top dollar or he did a great job marketing So all of the above and it feeds into itself Sam I would say that it s just much like your businesses that as I do CRE Pro Course and I have had a chance to launch our television show and we have Coffee with CRE Closers my clients and some of my best clients today actually were guests on my show just much like this I had them come on talk about what they did they got to ask questions about commercial real estate People gave me social proof by being the you know leading this TV show and so when they went to go sell their building they said you know there s only one guy I can think of the guy keep seeing on YouTube and you know Facebook Live and LinkedIn live that Zach guy He sells real estate so they cross pollinate Sam Wilson 09 57 Man love it I love it A lot of moving pieces there Let s talk about these nuanced properties How are I mean it s one thing to find okay you know I m beat on multifamily quite a bit because I m kind of bored with it to be honest talking about getting bored but it s like ever You could find a million buyers for multifamily I mean you could be the worst broker in the world Nothing you could move a multifamily property right now I think it s a lot easier to move something such as a multifamily property I m presuming here Over something much more nuanced like a race track Zach Roesinger 10 30 Absolutely Sam Wilson 10 31 How in the world are you even finding are targeting the right buyers Because not like it s not like people are just hanging out on on LoopNet or Crexi What are you Zach Roesinger 10 41 Well I often think the same thing And then I think to myself well it s a niche product right It s much easier I believe than selling a multifamily property because there are only so many ferrous and non ferrous metal reproducers in this planet and they all know where my client is located like they do business with this person And so it makes it very easy that no one s going to get out of a completely different business and just try their hand at a 25 million operation No no they do it right now they re just looking to expand their operations Yes identifying the right one that s a little bit more difficult And because of that we enter into a pretty ironclad agreement with the seller because oftentimes I say this sort of ingest but a lot of our job in brokerage I believe is to come in as a third party and well market a property which you may have thought was for sale or not But I m the one who validates that So if you had considered selling your race track but you had never told anybody about it but you didn t want to be the guy out there waving his hand saying Oh I m selling my racetrack I m selling my if you want somebody else to be out there marketing it for you it just brings a prestige to your market it allows somebody else to actively go out and get those while you run your race track And it creates this buffer So if you didn t want to sell to somebody for example you don t have to address them directly Because I m sure in the race track world for example it s pretty small you re going to see that person again at the next race track owner meet up or whatever So that s what s the great part about having a broker And I think the other part of it is that as the marketing I really think that for us and in order to scale it s always been an issue with you know you don t just stick a sign in the yard anymore when you re trying to sell commercial real estate you actually have to be pretty dialed in in terms of the ability to replicate and scale And I think that s much a testament to your show here Sam and I come out of commercial or I come out of computer and software sales And those guys really have it dialed in I moved from Brazil up here to Austin to go through an IPO with a company called Cloudera And the company s they ve taken a billion dollars in investment at that point a company that has a billion dollars in their only objective is to get on as many companies fortune 500 companies as possible They re going to spend whatever it takes in terms of software and scaling and and replication and automation in order to make sure that their salespeople are utilizing their time the best so that they get the most orders so they get the highest stock price when they do go public So I just take a page out of the book from the software salespeople in that you want to be just like you re doing here Sam which is a one-to-many approach allowing people to engage with you when they re ready But exemplifying that you are a master of your domain or what you re trying to put out there into the world to say here s who Zach Roesinger is here s who Sam Wilson is And if you want to do one of these things if you want to buy or sell a race track I know the guy but I m not calling the people that are selling and buying racetracks They re calling me because I ve talked about it or because somebody said Hey do you think this thing is ever gonna go up for sale or maybe I just got it out there with my marketing team to some degree and somebody says Oh I saw this on Facebook the other day or I saw this on a Google ad the other day or I saw a video on this the other day we may want to buy this asset or we may want to talk to the guy who s trying to sell it And there s only one of me out there So I think that s a lot of what it required which is the one-to-many philosophy and then allow people to engage with you but make it very very easy I want to highlight one of these things that are might be embarrassing you but you do the same thing on your podcast as I do on mine which is make it really really easy for your guests make it really really easy for your clients and your contacts to complete the task that your objective or your goal is And I reminded of that this morning when somebody asked me can you write a recommendation for me on LinkedIn because I m trying to get a job at this brokerage and I said I would love to I first of all don t have the bandwidth to think that hard through it and look through like what you ve been doing over the last few years but I liked you and I ll do it for you make it really easy for me Tell me who it is provide me an email of what that looks like and what you would like me to do I am more than happy to I ll edit it I wouldn t say anything that I don t mean But it s going to be the same it s going to be hey this guy Johnny is a great guy have a conversation with him Bobby if it works out great And if it doesn t that you know it s just another connection for you but do it as a favor to me right And the only way that you know he s going to get that meeting maybe is if I write that letter but I m not going to remember to do that after the 97 things that I have to do So make it really easy for somebody The same thing on on an email make it a clickable link right If I put up six listings on Friday and I created or I had my marketing team create six different bullets six different web pages with six different information sheets on it so that if I had to give it to somebody or if I had to give it to you know send it out to a few brokers I thought might be interested I could just send them this they could click on it it has a way a call to action at the bottom makes it really really easy But don t make somebody work harder than they need to because they won t right Sam Wilson 15 56 That s absolutely spot on That goes for reviews LinkedIn recommendations man and everybody asked me for something like that I say you write it send it to me I ll make my tweaks I will it ll come it ll be from Sam Wilson but you re gonna write it and I m gonna just edit a few little words here and there make it authentic Because again as you said I m not gonna say anything I don t mean and I ll delete it if I don t mean it But make it easy for me And that goes for listings that goes for onboarding clients in you know investors I m dealing with a thing today And I m like Oh wait that link is gonna take them here And then they got to know we re not doing three steps This is one step One step give me your money Zach Roesinger 16 31 I believe it s Occam s razor as well right Make the path of least resistance the most apt choice and why I say that is at the end of Coffee with CRE Closers my podcast I say how can people get in touch with you but I pre warn them and say hey look have something loaded up But make sure it s not temporary right Don t give me your Clubhouse username or whatever it is you know like it s something that might not last the test of time or may not even last as long as this you know as this podcast or my podcast or whatever But do something that like is where you re heavily followed So if it s LinkedIn is where you do a lot of business but you re trying to grow your TikTok and I m speaking personally because I m trying to do this right now I m big on LinkedIn live but I m really small on TikTok live Yeah so I tempt myself to say oh I can build my audience by sending them to my TikTok channel Well if tick tock doesn t work out for me I know LinkedIn will long term like that s just where business gets done but don t sacrifice in the short term Really you can build your audience organically on tick tock and you can mention it may be but stay with the channel where you re going to deliver the most value And then once they get there once they re on LinkedIn which you know has 20 000 People that follow you sure mentioned it on there as well right Then they can redirect and go to TikTok But when there s too many steps Sam if you ask somebody to endorse you here here here here here I get like one or two maybe and then I m like okay like I m endorsed out I want to do this for you And if there was one button I could push that would syndicate across all of them I would do it I wish it would post to all of them And it there may be something out there where people are going to email in to your program here and say Oh well Zach you should use this really great plugin which you know that s that is one of your questions on your sheet here And I want to I think that knowledge is power And the more resources we can get out there the better my number one tool for commercial real estate or real estate in general And I think everybody should look into this because it s not that expensive It s maybe 100 A year is one called LandGlide It s really just the shortcut way It s available on iPhone and maybe Android as well It s in the Apple Store So maybe it s just anyways what it allows or what it does is it systematically organizes on a map all of the CAD data so the Central Appraisal District data it s also kind of a cool parlor trick right If you re driving down the street and someone says Hey what do you think that house is the value of that house is well sometimes it s hard on Zillow and Trulia or Redfin or something to like dial in on that then it s like speculative It s the Zillow price or Zestimate This one is actually just the appraisal district and how much of the land is used for agriculture and how much is you know for the residential how big is the house square footage It s all the stuff that s in the Central Appraisal District but it s just in a very easy to read format So it s one of the few apps that I pay for and I relish try to offer that as much as possible to someone who particularly if you re driving in a neighborhood you re like Oh I really like this neighborhood I really would love to purchase his building How do I get in touch with the owner The owner is written right there right like it maybe it s an LLC or maybe it s a business entity but that s really you know go to open corporate org or calm You can find out what the phone number is who the head of who the board directors are It s one more step but it s also like if you really want something you re gonna have to put in some effort This just eliminates about 10 of the steps going with LandGlide so I heavily endorsed them outside of my own software which is creprocourse com Plug it Sam Wilson 19 56 On that note Zach what is the best way to get a hold of you Zach Roesinger 19 59 I am Z-R-O-E-S-I-N-G-E-R on LinkedIn So I m Zach Roesinger Find me on LinkedIn and what I was asked him and encourage you to do the same It s hard for me to always put together exactly who is the best contact for you So tell me who that is If we connect today and you say hey great to connect do not we call it pitch slap Don t pitch slap me Don t tell me how I need auto insurance or you know we should jump on a call to find out whatever my car warranty or something Yeah let me know how I can help you out And that s not necessarily going to be buying your product today But if it s an introduction I m more than happy to do that even if we just connect because that s what LinkedIn I believe should be used for It shouldn t be used for selling it should be used for connecting providing connections is what we do Sam it s one of the biggest things in commercial real estate we ve connect a and b and we get paid handsomely for that or at least we solve the connection problem between A and B LinkedIn helps me do that because it shows me what your skillset is And it also shows me where it allows me to connect you directly to your next big investment or your next client Sam Wilson 21 09 Love it Zach thank you for coming on the show today I certainly appreciate it Zach Roesinger 21 12 I really appreciate it Please come on Coffee with CRE Closers or follow everything We re doing it creprocourse com I really appreciate your time today Sam Sam Wilson 21 21 Thank you Yeah we ll certainly make sure put that in the show notes creprocourse com Thank you Zach Appreciate it Zach Roesinger 21 27 Yeah man Thank you Thank you to audience Sam Wilson 21 55 Hey thanks for listening to the How to Scale Commercial Real Estate Podcast If you can do me a favor and subscribe and leave us a review on Apple Podcasts Spotify Google Podcasts whatever platform it is you use to listen if you can do that for us that would be a fantastic help to the show It helps us both attract new listeners as well as rank higher on those directories so appreciate you listening Thanks so much and hope to catch you on the next episode Click here to visit this podcast episode