How AI Helped Me Close $100K Commissions in 24hrs

The Real Estate Investing Club

Join an active community of RE investors here: https://linktr.ee/gabepetersen  0:00 Introduction and Guest Overview 2:00 From NFL Dreams to Real Estate Success 8:45 The Power of Cold Calling: 2,500 Calls to 3 Deals 15:30 AI Revolution in Commercial Real Estate 20:15 GenSpark and Gamma: Game-Changing AI Tools 25:40 Creating $100K Listing in 35 Minutes with AI 31:25 LinkedIn Content Strategy for Deal Flow 35:20 Historic Building Disaster: $250K Lesson 38:15 Winning with Fixed-Rate Debt Strategy  MASTERING AI IN COMMERCIAL REAL ESTATE 🤖  In this episode of The Real Estate Investing Club, I sit down with Logan Freeman, a commercial real estate broker and investor managing a $78 million pipeline in Kansas City. Logan shares how he's using artificial intelligence to completely transform his brokerage and investment business, cutting what used to take weeks down to mere hours. If you're serious about real estate investing in 2024 and beyond, this episode is packed with actionable strategies you can implement immediately.  THE AI TOOLS REVOLUTIONIZING REAL ESTATE 💻  Logan reveals his exact AI tech stack that's generating massive results. He walks through GenSpark for deep market research, Gamma.app for creating professional presentations in minutes, and Intel CRE for underwriting analysis. These aren't just theoretical tools, Logan shares a real case study where he created a complete broker opinion of value in just 35 minutes, winning a $2.8 million listing and earning a $100,000 commission within 24 hours. The traditional approach would have taken days or weeks, but AI gave him an unbeatable competitive advantage.  FROM DIVISION II FOOTBALL TO MULTIFAMILY MILLIONS ⚡  Logan's journey is nothing short of inspiring. After playing professional football with the Oakland Raiders and losing his father during a critical transition period, he reinvented himself completely. He shares how reading 750 books, making 265 cold calls per day, and developing an obsessive focus on personal growth led him to close 185 single-family rental deals in 18 months. His story proves that real estate investing rewards persistence, continuous learning, and the ability to pivot when circumstances change.  Want to learn more about our guest? Connect here: https://www.linkedin.com/in/livefreeinvestments/ Want to learn more about the REI Club Podcast, how to invest with Gabe at Kaizen, or join our community of active real estate investors on Skool? Visit the podcast website at https://www.therealestateinvestingclub.com or click here: https://linktr.ee/gabepetersen #RealEstateInvesting #AIinRealEstate #CommercialRealEstate #MultifamilyInvesting #RealEstatePodcast

Transcript

00:00all right we are back with another episode of the real estate investing club hope you guys are

00:12having a great week wherever you are whatever day it is for you i promise you guys i switched

00:17out the camera this time so i'm not gonna lose my feed it is gonna be up all all the time um but

00:23yeah this is gonna be a good episode we got logan freewin with us on the podcast for midwest

00:27commercial real estate advisors um logan is both an uh an investor and a broker he uh he's out there

00:34in kansas city missouri um we actually had a little chat about the the origins of kansas city

00:39mageri is interesting we're not gonna go into that right now but i'm uh i'm super excited about this

00:44because you guys know i'm a huge geek when it comes to ai i love implementing it in any business that

00:49i'm that i'm a part of um and logan is the same way and he's really uh really gung-ho about putting it

00:53into his investment side into his bourbon side of the business so should be a good talk logan thanks

00:59for hopping on good to be back man and yeah really appreciate you uh extending the invite and hopefully

01:06be able to drop some some knowledge some practical tips on some things that we're doing right now and

01:13obviously you know i post about and put out a lot of market reports in regards to market cycles and

01:18things like that um very interesting time for the real estate market and i'm excited for the next 12

01:23months yeah yeah absolutely we'll we'll get more into that um before we do though we always start

01:29the same way on the podcast we'd like to hear stories we want to hear how you got to where you

01:33are um so why don't you take us to the beginning of your story and uh tell us how you got here yeah

01:38man so i grew up in jefferson city missouri which is the capital of missouri for everyone that has

01:43no idea where missouri is i didn't know that i didn't yeah okay there you go well jefferson city

01:48you know uh carol dweck wrote a book mindset and in that book she she kind of had two two different

01:53mindsets the growth mindset and the fixed mindset and you know i sort of um you know grew up in this

02:00this fixed mindset hey this is how things are going to be you know or i just something inside of me man

02:06is just always rebelled against that like it's like look if i want to go play basketball i want to play

02:10basketball i'm gonna go play professional football i made it to professional football i put my mind to

02:15it and said well why can't i do it right and so i have this like growth mindset i also have adhd um

02:20you know diagnosed clinically so uh my whole life don't have to use any medicine anymore so but that's

02:25that's good but in regards to just discipline and focus i've got this you know one track mind i can get

02:31really really focused on something right and so it was it was athletics growing up and so that led to

02:37you know playing division two football i had many different division one football teams asking me

02:42to come walk on and earn the scholarship but my mom was working two jobs my dad um full native american

02:4813 brothers and sisters from a one-bedroom house on a tobacco farm in north carolina uh didn't go to

02:54college you know was was not making a bunch of money so i needed a scholarship so i wouldn't play

02:58division two ball and you know really i found myself you know in college right i had a lot more freedom

03:05um but the whole identity of of me growing up was you know you gotta work for it like that's just

03:12what the way it was achievement-based love so what's the report card say and how you doing in athletics

03:17and then getting to college was like okay now i got some freedom and i just i just directed that

03:23into my craft right and i've done that into real estate now so fast forward espn all academic all

03:29american all american division two football players scouts start showing up at practice i'm like who are

03:34here to see and the coach was like you go to the film room they're they're there i was like what

03:39and so i played left tackle in college and but i'm 6'3 you know so like i'm not i'm not going to be

03:45able to play you know tackle in in the nfl those guys are 6'7 6'8 big long arm guys so they said hey

03:52you need to move inside so i moved inside i put some weight on um at the nfl combine 335 pounds ran a

03:595 flat 40 bench 225 29 times 27 inch vert like i i physically i had it right like it was no and i

04:07worked for it i worked my tail off for it but mentally you know division two i was able to

04:12scathe by you know i used my athleticism i used my strength my work ethic well when you go up to

04:18the oakland raiders you know team and and you're looking at an all sec division tackle you know

04:23defensive tackle from from oklahoma you know staring you down who's 340 pounds and ran a 4 940

04:30and bench 225 55 times and the speed of those that gain just really caught me off guard and i've taken

04:38that lesson to heart right it's like just because you may have some attributes that are on the same

04:44playing field the mind is what really sets you apart and so i was cut and i had the opportunity to

04:51continue on i didn't want to and so i went back to school finished my master's program and in six

04:57months gave i went from 335 pounds to 219 pounds i had to get a job because i didn't have a scholarship

05:04anymore i didn't make any money playing football so i had to get a job and i got a job making 265

05:10cold calls a day well i i followed zig ziglar's advice and i turned my my car to the classroom on

05:16wheels right so jim roan pony robbins zig ziglar uh all of them loves zig ziglar he was uh when i

05:22first got into um that kind of thing you know the kind of guest self-help kind of stuff i had zig

05:27there was my guy i thought he was he had the best messages it's so good i mean and it was so catchy

05:33the way that he came up with that stuff and it was all before ai like that was his talks you know

05:37him and jim roan man just incredible speakers anyways um that that fast forwarded into guys like

05:44darren hardy and lewis house and john lee dumas and and uh you know robert kiyosaki and so then my

05:52mind is being opening i'm sitting there going to master's program learning about statistical regression

05:57analysis and chart of accounts and i'm like what is this like what like is this going to be business

06:02like this isn't business i took a class of like a marketing class and it was a setting we had to

06:07read two books and one of them was uh charles du higgs the power of had it and the other one was

06:11seth godin's the purple cow and i go this is business here it is for me at least right i'm

06:16not going to be an accountant i'm not going to be a financial you know analyst i need to be out

06:21communicating on a regular basis and so i poured into that side of things learned sales learned

06:26the the marketing side of the business and i said this this right here is what i'm going to focus on

06:32and so i you know this is this is kind of a crazy story but like finished up my master's program

06:37uh quit that job they knew i wasn't going to be there outsold the rest of the the four the four

06:42people that they brought on myself because i would just pound the phones you know just turned

06:46a bunch of no's into yeses you know uh learned the the muscle of cold calling and uh you know i got a

06:53job as the youngest franchise consultant that jimmy johns had ever hired at the time so i was 24 years

06:58old i had 25 stores across four states and you know one big thing happened my dad you know uh really

07:05struggled with drugs and alcohol his whole life and so when i was finishing up my master's program

07:10he actually passed away in like a six-week period like boom and so i'm no longer in the nfl i'm no

07:17longer a football player i've lost 100 pounds i walked by my friends that i knew six months ago and

07:21they didn't even recognize me i legitimately have a new identity not just physically but mentally right

07:27and so i was like who am i gonna be you know and so that's when i started to try to figure out

07:32how do i have a generational shift like how do i break the pattern you know my mom has had two

07:38brothers also pass away from addiction so it's been all around me my whole life i'm a very addictive

07:43guy myself i don't drink anymore because of it right so i just you know excommunicated that out of my

07:49out of my life and it's been a great thing if you don't even if you don't have a problem drinking if

07:55you choose not to drink it's actually harder like i've done that a few times i don't really have a

08:00problem drinking but i've at times in my life i've chosen you know i'm not going to drink for a

08:04little while and it's actually harder than you think because uh socially you go out there and

08:09it's just everybody's drinking around you and you just you're like all right i'll just have one beer

08:13and yeah anytime i hear people that say they want cold turkey drinking regardless if they're an

08:18alcoholic or if they're just you know just decided not to i you know i give them props because

08:22yeah it is harder harder than it seems to uh even if you don't have a problem not to stop

08:28stop drinking cold cold turkey so probably yeah well and i just have a rule right like i just made

08:32a rule for myself if my wife's not with me i'm not drinking that's just a rule like that's just it

08:37yeah on date nights and stuff like that like i may have a martini or you know an old-fashioned or

08:43something with her but like if she's not with me and i'm at a real estate conference or i'm at some

08:47conference speaking or doing something like diet coke man i just drink diet coast um and i know that's

08:53probably not that great for me either but i love those diet coast anyways so long story short man

08:58like you know moved to kansas city um you know was working jimmy johns 12 months in you know i'm

09:03ranked top five in the country and i go to my boss and he's like uh you know great job first year you

09:09know like how you feeling i'm like well i'm curious i'm like what's next and they said well you know

09:13you're the youngest student uh in the company this is before jimmy sold to private equity company so

09:17they were growing uh rapidly at this time and i said well i'm not sure i like that idea and i don't like

09:24being capped out on my my income and i was buying houses at the time and you know buying houses i'd

09:29saved just you know i'd saved so much of my five dollar 15 an hour paychecks and and you know my

09:36first job was bailing hay in the missouri fields in the summertime so saved all that money and had

09:42a little bit of scratch so i bought some houses renovated them and then you know sold them after

09:46two years and moved out and i got that check the first one it was more than my salary and i was like

09:50man i gotta i gotta figure something out here you know and so i wasn't really fully committed to just

09:55jumping into real estate at the time so i took a couple other jobs you know more sales jobs just uh

10:00making calls and that went well i was at a startup company and i would graduate to a larger company and

10:05then 2017 man comes around and you know i'm miserable in this big company i'm getting a six

10:10figure paycheck and you know just all these rules and stuff and at the end of the day i got fired from

10:16that job and you know they they brought a private equity company on they laid off the whole sales team

10:21my god you know in a month and i had read you know 750 books up to this time and i looked and i have

10:28three kids six and under now but at the time we didn't have any children my wife goes look just just uh

10:34it's time for you to you're she goes you're unemployable so just go figure it out and i said okay

10:38so i knew i wanted to do something in real estate so i got my real estate license and then i started a

10:45sales consulting company um you know making cold calls for people setting up crm systems i just

10:50grabbed ink's fastest 5 000 you know growing companies and and called the first 2,500 of them

10:55and three of them hired me so um i was setting up crm systems flying to orlando florida pitching their

11:01products at their you know their booth stopping people you know it was working but six months in

11:06you know my wife was like man all you do is complain about this consulting and all you do is talk

11:11about real estate and so i had accepted so i didn't tell either of the companies you know that

11:16i was working with at the time um the consulting or the real estate side i was doing 12 transactions

11:21a month uh on the single family home side for investment so this was the buy renovate rent out

11:26refinance model at scale so i was i was backed by a hedge fund and they had read you know raised about

11:3250 million dollars uh to do houses and so um i was able to get like 185 of those done in 18 months

11:39and we were the sixth group in the country to go through the core fest portfolio refinance program

11:44and and that really showed me the value of like being able to use other people's money in the right

11:49way uh and buying undervalued assets right and so like that's that was interesting to me but i didn't

11:54want to do it on single family home so i dissolved the sales consulting stuff and then i moved full time

11:59into real estate i'd go to the guy i was working with and i was like hey you know the fund just stopped

12:04buying i started to do multi-family and larger deals like um let's go do that and he goes that's

12:09not what i do and so i moved my license i start brokering triple net lease neighborhood retail

12:15shopping centers and multi-family properties and have some good success doing that and so um made

12:22some money bought some real estate deals myself fast forward to covid you know i find a couple business

12:28partners we're buying some deals together and we've got 35 million dollars worth of shopping centers

12:32under contract and then march like march 14th of 2020 happens right and so you're like oh boy um

12:39what's going to happen to retail you know and either so we dropped those contracts and we said well what

12:44what can we do in this period of time of uncertainty and you know this is also where you had the period

12:50of time where federal reserve was continuing to drop the interest rate right the federal funds rate was

12:55basically zero at the time so debt was you know three to four percent and people couldn't get on airplanes

13:01and come look at deals in canada city and so i was able to um add about 1500 multi-family units to the portfolio

13:07as well as another 600 000 square feet of commercial space in about three years and so um you know since then

13:14we've been actively managing those projects we we manage them we lease them you know we work on them on a regular

13:20basis but then also you know growing the excuse me the brokerage side and you know really been focused on

13:26on that as well because acquisitions have been slow for the last couple years for us at least and

13:31and so that's that's something that uh you know i have i've really kind of forwarded myself into

13:36this year and and and started to really understand real estate cycles and understand you know hey i

13:41just because i wasn't around in 2008 and the other cycles in the 80s um i need to know this stuff and

13:47so i started to study this and um now people kind of look to me to say hey what's going on you know

13:53in commercial real estate nationally and in canada city and i've now weaponized that information

13:58utilizing artificial intelligence and digital marketing to position myself as kind of a go-to

14:04resource in kansas city is at least what's going on and so um that's what i'm doing now and that's

14:10led into a couple other businesses one of them you know i i have five full-time real estate brokers

14:15as well that i manage and i was finding that yeah man i can't i can't do this during the day and so i

14:20started a i started a curriculum and i called my buddy i don't know if he's been on the show or

14:25not tyler cobble down in nashville it's huge on youtube and commercial real estate and anyways i

14:31i said look man we're doing a podcast on you know brokerage stuff why don't we why don't we actually

14:36just make a group and so we sent out an email or so that was about a year ago you know we're we're up

14:41to 15 paying members in our in our real estate group and and i coached them how to use ai and how to

14:47build you know their businesses online now um and it's all real estate brokerage stuff and so

14:52that's called the brokerage mastermind and that's we're hoping to grow that double next year i think

14:57we will um and we're just going to continue on and i love that business because it keeps me front and

15:03center with the new tech that's coming out what's happening what are people seeing in the marketplace

15:07and i think there's very few people in the industry that are is in tune with at least transaction

15:13volumes trends because the trend is your friend and then also artificial intelligence and i think

15:18that that positions me in a unique way for property owners to say look i can help you think about when

15:24is the best time to refinance or sell or maybe invest and additionally you know if you want to

15:29get 25 35 000 impressions on your property your property not through loop net and crexy call me because

15:35i can do that now and so we've been just proving that out the last 12 months nice man well shoot that

15:41there is a lot to go into there i like your story because there's so many different pivots i mean

15:46you started at football and then you got into jimmy johns and then a sales consultant and then cre

15:51and now you're doing this ai and brokerage mastermind so at every point of your career you've uh you've

15:56made pivots you adjusted what your sites were based on what you knew was true for yourself

16:01um so i like to see that also a few things i was just writing notes when you were talking

16:05um one of the things that kind of stood out to me about your you kind of glanced over it but i thought it

16:10was a good thing to kind of come back to is you mentioned when you started that sales consulting

16:14business you got a list of 2500 people that you called and you closed three and i just wanted to

16:19kind of highlight that because a lot of people um you know when they come to me and for advice i

16:24always say start cold calling it's the easiest way to get into it you can get deals that way it's

16:28literally the best cheapest way to do it um but they don't realize the volume you need in order to get

16:33cold calling to work for you so 25 or three divided by 25 i don't know what that is it's a really

16:37low percentage uh and i just wanted to highlight that because it just shows you had the tenacity

16:42to keep going down that list until you got some sales done um and then uh i mean originally you

16:49you had the grit from the get-go with with going into um into football it was funny you you said you

16:56benched 225 29 times that's insane i actually yeah i just recently i i um me and somebody at the gym

17:03decided to go for a one rep max and i benched 285 once um and i got to thinking i was like who

17:10uh i wonder how much the world record is for bench press i was like maybe it's 600 pounds maybe it's

17:15seven you know i just felt really strong at that time and i looked the world record is 1350 pounds

17:21which is insane but that's that's a total aside yeah it's awesome let's get back to uh what you're

17:29doing today i love your story let's talk about the actual you know what you're what you're most

17:33focused on um we already mentioned in the intro we want to talk a little bit about ai how it affects

17:38real estate or that's something you're trying to position yourself as um and specifically focus

17:43focus ai on the implementation of ai in your business so what are the top things that you're

17:49doing that you're using ai for that have measurable or or a specific deliverable that ai is is is

17:56getting for you yeah two things i think come to mind when you ask that question the first one

18:01is being research um and the analysis of of uh the amount of research that you can find so

18:07you know we've moved from information asymmetry where you know certain groups or certain people

18:13have the information uh to information parity where the internet is making it you know widely

18:18available to just about everybody to where i believe we are now which is kind of information

18:22overload and now we have to be advisors to be able to cut through the noise and figure out how to

18:29create you know actionable inferences off of this data right and so you know that's that's the first

18:34and foremost is um i'm not i don't have to rely on you know all this you know paid data to be able

18:41to go make these these inferences i can have a super agent when in my my firm we use gen spark it's just a

18:48great tool that i love and i use gen spark and it's a super agent that will actually go and and can go

18:54to websites and and get behind paywalls and and and you know find this information so whenever i i look

19:00at gen spark i could say hey i'm interested in overland park kansas's last five planning and zoning

19:06meetings go in watch the videos read the notes and then send me a synopsis of the new projects that are

19:14happening on the multi-family side in the corridor and that's going to be information that i now have

19:19that i can take to my clients to say hey i just did an analysis of all the new supply pipeline coming

19:25online in the next 12 to 18 months that you're not going to be able to find really anywhere else and

19:30then i take that information right and i don't just throw them a big word salad for example of like

19:35here's all the data i i take it and i put it into to gamma gamma.app and i that just visualizes it

19:43so gamma.app is a technology that takes that word all that text and then makes powerpoint

19:50presentations that you can edit with ai and so prime example of this is a gentleman reaches out

19:57to me uh two days ago and i started working on the project yesterday he said hey i own 20 uh townhomes

20:04in kansas city i need to figure out if i do an individual parcelization strategy and i've done this

20:11before if i go and individually parcel each one of these what can i sell them for versus selling them

20:17as a portfolio to an investor okay typically that would take an analysis team and somebody a day or

20:23two or three days to try to figure out so writ roll goes into gen spark mls comps goes into gen spark

20:30sexy comp goes into gen spark i type out what i'm looking for i give it a prompt to say you are a

20:36you know professional commercial real estate appraiser and expert financial analysis right

20:42do the work that needs to be done so it has the data and go find other comps if you can

20:47right and it spits out you know this document that's like 27 pages long okay now i got a starting

20:53point now i take my experience right i augment the artificial intelligence with my experience

20:59to say no that's wrong that's right that's not applicable that works and then i take that

21:05information over to gamma and i have a document now that can be sent to the client right if i need to

21:12make any changes i make it in in gamma i had a call with him this morning he said hey look you know i

21:16thought it was going to be a little bit higher but your analysis with these not having garages and

21:21doing a you know an eight to seven percent or seven to eight percent reduction in value because of

21:26the no garages and then showing me specific comps in the six four zero five area code that do not

21:32have garages in this range gave me the the the value of saying okay well i could probably sell them

21:38for 150 000 each or if i get it 100 occupied my best at a seven percent cap rate is going to be about

21:45105 000 to an investor and said okay so what do we do now well our next step is to go find firms

21:52that can give us pricing and timelines on individually partially creating an hoa and

21:57then how long does it going to take to sell each one of those well through the data that i had i have

22:01a timeline already put together that i showed him and i already did research on six top firms that

22:08focused on that specific you know attorney firms and hoa firms to to show pricing and that people that

22:15can reach out to also found their contact information and also said look you know um these are on average

22:20taking 56 days you know on the market to sell you know so now we have a timeline right and so he said

22:25okay well that makes that makes complete sense let's go work on that so something that would have

22:30taken a month potentially to get to a response of say let's go this strategy took 48 hours and now

22:37we're moving forward and hopefully we'll be able to work on a on a three million dollar opportunity with

22:41this investor next year and put a timeline in place so that is the true advisory that you know ai is is

22:49helping me augment my experience and information to be able to go make it in you know an intelligent

22:55decision instead of saying hey what do you think the best strategy is well i think it would be this

23:01no i don't answer in adjectives i answer in statistics it's data driven it's analytical and

23:07here's the timeline so that's that's that's just one use case or two use cases in the last seven days

23:13that we've kind of utilized this this technology for nice man i love it um so research basically

23:19research is is the main you uh the main way that you're implementing it in that scenario and i think

23:24i mean that's one of the i've done it for um for market research for you mentioned comps um and

23:30specifically like when i'm going into a new market uh perplexity i use a lot to to help me love

23:36perplexity if it's if it's working the ones i just wanted to reiterate the ones that you had said

23:41you said gen spark um and then gamma i i found pop ai dot pro is that the same thing no it's not

23:49it's called gamma dot app gamma and that one is that one's very specific because idiots like me that

23:55are not design focused and not real tech you know tech savvy you know it's it's easy enough for me to

24:01design i have eliminated a full position in my company because of gamma dot app it has saved me over

24:0875 000 because i do not have to have offering memorandums created or anything else the other

24:14one from an underwriting standpoint that i cannot speak highly enough is intel cre intel cre anton the

24:22ceo over there has built an unbelievably incredible product so i can now take 150 unit multifamily

24:30property and put the rent roll the financials in there that automatically maps it i can search for

24:35comps within there i can build sensitivity analysis it creates a website and offering memorandum a flip

24:40book all within intel cre and so anyways those are three that i use on a regular basis gen spark is a

24:48super agent so it has different agents within it one for research one for uh you know excel documents

24:56and data specifically it can do so many things that i don't even utilize it for but i like it will

25:02build slides for you too so you can build your slides what's the llm behind it is it chat chat gpt

25:07so it uses seven to eight so it can buy and depending on your request it goes and taps into the right

25:14large language model for you to use huh pretty cool pretty cool yeah definitely something i'll have to

25:20check out i like that that it can create presentations for you i've uh i didn't even think that it would do

25:24that that that's a use case but now that you say it it's like obvious i do it uh um we were doing

25:31this test we were gonna rank websites uh with with ai and we were successful in fact we ranked this one

25:37um our first test was uh sell my mobile home today.com i think that's what it was and it ended

25:43up ranking nationally and we're still getting leads uh for people just you know sending us mobile homes

25:48that they want to sell uh and we built this all i think i built it with replit or lovable i can't

25:54remember which one but um but yeah these tools out there it is amazing once you get good once you

25:58have the right tool and you understand its context and its use um the the what you can do with it is

26:04just just amazing um well again one one last thing that i'll say is like with gamma if i create a

26:10presentation and i've done a broker opinion of value or market research i can click a button and create a

26:16website and so now it is a website and it's live on a website so it's just i mean it's that used to

26:22take weeks and so i think that from an artificial intelligence standpoint point like digital marketing

26:28firms are are the ones that are probably getting the most impact right now just from a ai standpoint

26:34because you can build this stuff you know you can get it launched instantly yeah yeah yeah it's pretty

26:40cool um so outside of research do you do i mean one way that i like to use ai is contract

26:46review um is that something you also do or what are the other use cases that you found ai fits for

26:51oh gosh man okay i'll just go down my custom gpts right now because i'm looking at them right here so

26:57uh linkedin content justin welsh um is a top linkedin guy and he has some of the best written posts on

27:04there so he has a custom gpt that i run my my my you know linkedin posts through uh sales guru gpt i

27:11train everybody on nepq uh neuro emotional persuasive questioning so sales guru gpt is

27:17trained on all of the principles there so i chat with that on a regular basis my third highest use

27:23one real estate law advisor right absolutely so i have a custom gpt that is focused on real estate law

27:29i've got another one chris boss right so negotiation that's all i do is negotiate so i'm like hey

27:35run this through you know never split the differences framework how should i say this

27:39what should i be thinking about how do i create a win-win scenario here you know so that's another

27:43one i have underwriting ones that i utilize on a regular basis i've created my own for my goal

27:48setting uh you know process and so now i can go to the align goal setting guru and i can talk to it and

27:54say okay it's time for my new quarterly goals and it's based on the 12 12 week year right like so i

28:00love that book and so now i can just type in here's what i'm trying to accomplish i have a document now

28:05now i can go take that document out so so many different things uh and that's through chat gpt so

28:11chat gpt uh the custom gpts and then also i use gen spark and gamma on a regular basis and then intel

28:18cre has ai baked into the underwriting software so if i'm going to get a property from maybe i get a

28:24mobile home park from an owner and they don't have any of the the financials right uh intel cre

28:28will use rules of thumb and bring in you know rules of thumb for the expenses based off of the

28:34information in ai that i have so now that's automatically in my my underwriting right and so

28:40it's just you know it just makes it so much more accessible and then no longer do i have a 14 page

28:46spreadsheet i have a website that somebody can go click on with a flip book that is just you know

28:51professionally designed in my brand theme in less than you know two two hours really and this helped

28:57me win you know my last my most recent listing you know and i was there's a competitive bidding

29:02scenario 2.8 million dollar brand new multi-family property everybody's going to want this thing

29:07right we're having huge momentum on it well i mean she sends me the information 35 minutes later i have

29:12a full broker opinion of value 35 minutes later won the listing the other brokers didn't even get a

29:18chance to get the response back to them sign listing agreement 24 hours that's a hundred thousand

29:24dollar commission yeah that that's awesome man and i feel that specifically creating um

29:30ai is allowing you to create very customized uh marketing pieces customized sales process

29:38customized to the person that you're actually speaking with i do this a lot like i'll um if i'm

29:42speaking with somebody or i'm calling some kind of owner um and i can find information about them

29:47online i'll put it into you know one of the one of the llms that i like to use then i'll just

29:51ask it to summarize uh the person and what what it can glean and then i can go into that conversation

29:57with information about that person so they feel that you know i've done a little bit more background

30:01research and so um yeah man i mean we can go on and on about this but we have you know i just check

30:06a peek at the clock it's 30 minutes we're uh we're supposed to cut it at 20 so we've gone a little

30:10bit over but oh good um so but i am going to push this on uh to the quick question round are you ready

30:16okay yeah of course it starts with education or books uh could be any form actually it could be a

30:24movie you've seen a conference you've gone to mentorship program you've been a part of but i

30:27need two recommendations one for general life wisdom and then one for real estate okay so you know

30:33my favorite non-real estate book is relentless by tim grover and so you know he was kobe bryan

30:39michael jordan's coach amongst other people um but those are two people i have a custom uh piece of

30:44art right here with kobe bryan on it i've studied michael jordan on a regular basis the mama mentality

30:49is right here as well but tim grover was kind of their physical and mental coach so that's my favorite

30:54you know non-real estate book you know i think that it shaped how i work how i train how i move

31:00through adversity um you know all those different components um the the other the other thing i would

31:05say is you know i know this is kind of goofy but you know i learned a lot through linkedin i read i

31:11have curated really strong people in my feed that i respect and i get people out that are just

31:17spamming and putting their they're trying to raise capital for their deals i get them out and so now i

31:22have people like justin reiner and sean ward and and yourself and other people in my feed that i'm

31:27learning from what are they hearing what are they seeing on a regular basis and that makes me double

31:31click on certain things but one of my favorite podcasts i guess that i listen to on a regular basis

31:37is willie walker's show um it's called the willie walker's show yeah it's willie walker's

31:43willie walker or is no no walker walker so oh oh okay okay the walker webcast so he he uh he runs

31:52walker and dunlap right so one of the biggest commercial real estate firms and he has incredible

31:56guests on and so i really like that because he's a great interviewer um he's running a big public

32:03company and he's having people on so those are two things that i really like nice i like that you

32:07mentioned linkedin because i uh of all the social media platforms that is definitely the one that

32:11i enjoy the most just because i feel the content is um useful it's like people are actually giving

32:17good advice they're they're telling you what they're seeing in real time um so i i like that uh

32:23that as kind of a recommendation there um let's move it on this is for your younger self let's go back

32:29to the logan i mean you can choose any of the points in the past let's say back when you were

32:33uh working at jimmy johns go back to that version of yourself and give him one piece of advice moving

32:38forward yeah i just say be patient man i mean you know you got to be quick but you don't hurry and

32:44that's john wooden right be quick but don't hurry i was always in a hurry you know i was comparing

32:49myself around you know other people so i i think that i if i could be patient i can get around the right

32:54people sooner um i've always and jim roan says that you know you can't outperform your inner circle

33:00and i think that is so important so i guard that inner circle very closely now nice be uh be quick

33:07but wait repeat that phrase again yeah be quick but don't hurry you need to be you need to be moving

33:12and we need to be we need to be agile but we don't want to get in a hurry to go chase something

33:18right we gotta be quick that's what we don't want to uh start to lose uh lose focus if you're if

33:24you're in a hurry and you're just skipping over things so that is exactly nice um next question is

33:29about finding deals this is uh this is a good one for you because you are on the brokerage side so

33:35what is your favorite way to generate leads and uh find new deals yeah i mean i think that it's it's

33:41you know trying to build trust in the marketplace right i mean i run a content and relationship

33:46strategy that positioned us hopefully maybe not as the first call when owners are considering a move

33:51but like they've at least know who we are and what we do right and so this includes me you know weekly

33:57market research it includes all of the uh marketing that i do on linkedin it's public speaking it's media

34:04it's direct outreach obviously that's the main focus right direct outreach but we really focus on

34:09referrals in this business and so you know the one thing i'm always asking people is you know do you

34:14know anyone who wants to buy sell or invest in commercial real estate in kansas city like you

34:18know and and more specifically when i'm meeting with somebody and they say you know how can i

34:22support you it's like okay yeah do you have three people that come to mind that may be interested in

34:27buying selling or investing in commercial real estate in kansas city and having the wherewithal to

34:32ask that question and not feel weird about it um i think has brought me more opportunities than

34:37anything else to be honest with you yeah i can't remember what um it feels a youtube video or

34:43something that i saw and the guy he said you know what was his his best piece of advice and he was

34:48like uh or no he was he won some kind of sales competition and everybody was wondering how he did

34:52it and he said you know at the end of the call i just said hey do you know do you have anybody else

34:56that you know that would like this service and it was just such a simple little add-on to the

34:59conversation um but it had a huge impact because he ended you know that is the reason he got so many

35:04additional sales um so yeah i like i like that that's kind of kind of the thing that stood out in

35:09your mind uh moving us on this is about lessons learned not every deal we get into goes the way

35:15we expect it in fact pretty much every time something goes wrong and that's uh when we get

35:19to learn a lesson so what was the deal went a little bit sideways for you and then what was the lesson

35:24you pulled from it yeah so you know early in my career when transitioning from doing the single

35:30family homes i had done a lot of brokerage on multi-family and retailed shopping centers i you know i had

35:35the midas touch everything i had touched turned to gold so um why not go buy a a building that was

35:40built in the 1800s and completely do a historic readaptive use project right why not so did that

35:47and it was 12 000 square feet building um you know completely needed to be renovated uh and here's my

35:53main takeaway and i lost 250 000 on this deal and my main takeaway was that i had a self-fulfilling

35:59prophecy i needed the construction bid to be a certain amount for the deal to work and i went and found

36:05the gc that would that would say that that that they could do it for that and i ignored the group

36:10that had done 15 of those projects in that corridor that said hey that budget's going to get blessed

36:15busted out well went with that other gc and you know three months in we hit you know uh tuck pointing

36:22on the on the on the brick that was you know another two hundred thousand dollars we had to shut down

36:25the boulevard that cost me seventy seven thousand dollars and our budget was completely busted so i think

36:31that i got out of my circle of competency i didn't listen and i i went with the things that i wanted

36:37to hear instead of the actual expert advice that i should have taken yeah yeah and that's uh that's

36:43totally reasonable especially when you've had some good successes in your recent past you're looking

36:47back and you're like you know what i can't do wrong everything i touch turns to gold uh it's so easy

36:52to step out of your lane but that's when you get bit um which is kind of why i guess the advice

36:57there would just to be don't chase the shiny objects step right lane stick at what you're good

37:02at um and everything else will follow uh but for that leads us into the next question you know we

37:07went over lessons learned there are also some highlights sometimes things just go right and

37:12they stick out in our mind as those deals that we really enjoyed so what is your highlight reel give

37:18us one deal that just kind of stands out in your mind is your favorite yeah i mean there's a project in

37:24uh des moines iowa that we purchased and we had an institutional capital partner come in and

37:29and invest with us on this deal so we were really focused on it right and you know when we put the

37:34debt on the the project this is 120 unit multi-family property and when we put the debt on it we decided

37:39to fix the debt for 10 years and the institutional capital partner said hey you know we can get a better

37:44rate if we don't do that and we take the floating rate well this was prior to everybody having

37:49adjustable rate mortgages and really getting beat up right well during that period of time when

37:53everybody else is getting beat up with those those those adjustable rate mortgages going up

37:58uh we were able to sell uh this property for a 4.2 percent cap rate in a market that had a 6.7

38:04percent cap rate to a delaware statuary trust fund company that needed to place capital by the end

38:09of the year and the reason behind it it was a assumable loan that had eight years left at 3.47

38:15financing and so that's correct and so that was a huge win because the deal stayed 95 occupied during

38:24our ownership we weren't able to really push rents that much other than organic rent growth

38:29we couldn't really go in and do any renovations turned around and sold it to a company that

38:32basically paid us to do that and you know that was a huge win for us so that was one that uh

38:37definitely stands out nice man i like it lesson there is get uh don't go with variable rates get the

38:43ones as long as you can get them because you do not want to you know go into an economy like ours

38:48where rates go up and down you just have no idea where they're going to go next so good one let's

38:53go back to the last question this is for the listeners um you've given us a lot to think about

38:59i'm sure people want to reach out get in contact with you this is a two-parter where can they find

39:03you and then what can they expect when they reach out yeah well number one i mean i'm active on

39:08linkedin on a regular basis so logan freeman mr kansas city just do do a search there you'll

39:13you'll see me posting there daily and i engage with everybody who sends me messages on there

39:18you know if you do reach out to me i mean be specific uh i get 15 to 25 people you know sending

39:24me a dm uh wanting to pick my brain um go listen to this episode right go listen to some other

39:30episodes read some of the newsletters point back to something that was unique and you have a

39:34a specific question that i can actually respond to i don't take just 30 minute calls with no one

39:40just to network i don't do virtual coffees um i'm working i'm doing deals right and so we've got 78

39:47million dollars worth of deals in our pipeline that we're actively working on so you know i think that

39:51if you have an interest in in connecting uh be specific when you do reach out and try to do your

39:57homework like gabe talked about earlier right on all right um so i will put logan's link in the show

40:03note so if you guys want to reach out all you got to do is click the little more in the description

40:07it's going to pull down that full description and in there you can find his link and that wraps it up

40:13thanks uh thanks logan for hopping on the show thanks for having me gabe absolutely for everybody

40:19who's with us today thank you guys for showing up you are the reason we do this so if you guys have

40:23any questions reach out to me gabe at the realestateinvestingclub.com if you want to support

40:27the show just leave us a review or a comment or any of that stuff other than that i hope you guys have

40:32a great week keep rocking real estate and i look forward to seeing you on the next episode

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