Deciphering Market Cycles to Boost Returns STRATEGY 7 Female Leaders Driving the Future of Real Estate WOMENTOWATCH Why Boomin’ Baltimore Should Be on Your List MARKETS & TRENDS


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THINK REALTY 8  News & Events

STRATEGY 54  iBuyer Growth Grounded in Speed,

Updates from around the industry. 10  Virtual Assistants Help Time-Strapped Investors Conquer Leads, Social Media Delegating busywork can free you to focus on growing your business. by Amy Ransdell

Simplicity and Certainty of a Cash Purchase by Rob Barber

58  Tips for Starting a Probate Lead Business Now is the time to learn how to work these leads. by Kristine Gentry, Ph.D

60  Counties with Most Abundant

12  One Marine, One Navy Pilot and One Vision to Buy America A united real estate vision brings two veterans together. by Jeff Edwards

Foreclosure-Buying Opportunities Don’t let distance deter you from a solid investment. by ATTOM Data Solutions 63  States that Saw an Uptick in Foreclosures [ Infographic ] Foreclosures may be down across the nation, but some states are still experiencing an increase. by ATTOM Data Solutions 86  Five Tips to Boost Your Skills and Confidence in Negotiating Collaborative language can encourage group buy-in. by Deborah Razo

22  Think Realty's Tribute to Linda Liberatore Honoring an industry leader and the legacy she left behind.

BUSINESS FUNDAMENTALS 40  Springtime Staging Tips to Increase Returns and Sell Fast Furniture and neutral design elements are keys to success in staging. by Aimee Breeden 44  What to Do When a Tenant Passes Away Relying on experts to establish a clear plan will ease an emotional situation. by Michael Stone 46  Spring into Early Success this Season with these Six Maintenance Steps Tips to help you maintain your properties amidst spring weather changes. by BreAnn Stephenson 48  Pros and Cons of Multifamily Property Management Four decades of insight from an industry expert. by Marc Cunningham



MARKET & TRENDS 90 Wall Street is Missing Baltimore's Huge Upside

HGTV Star JASMINE ROTH is on a mission to inspire property owners.


Identifying overlooked markets with ‘lift’ can yield big returns by Greg Rand

by Bobby Burch :: photos by Rick Mattson, Jo Auger & Mike Radford

92  Making the Right Moves in Every

Phase of the Real Estate Market Cycle Understanding the four phases of market cycles will improve your investment strategy. by Jared Garfield









INVESTOR REVIEW 67  Multifamily Edition [ Sponsored Content ]

SPEEDYLESSONSFROMARACE CARDRIVING INVESTOR Valuable parallels between the race track and life.

EVALUATERENTAL INVESTMENTS INUNCERTAINTIMES As uncertainty looms, consider a ‘defense’ strategy.



50  Doing Well By Doing Good

Eleven ways to brand your property management business as “green." by Steven Gouletas

Investors and companies serving the multifamily niche.

Real estate investors poised to significantly impact the industry.

Three steps to properly vet an apartment syndicator.

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PUBLISHER & CEO Eddie Wilson



Journeying with You

SALES MANAGER Rodney Halford 816-398-4111 x86122 NATIONAL SALES MANAGER Teresa Stanton 816-398-4111 x86224 FULFILLMENT COORDINATOR Blair Pierce DESIGN CONSULTANTS Rivet | CONTRIBUTING WRITERS Rob Barber Aimee Breeden Bobby Burch Jennifer Jo Cobb Marc Cunningham Jeff Edwards Joe Fairless Jared Garfield Kristine Gentry Steven Gouletas Greg Rand Amy Ransdell Deborah Razo BreAnn Stephenson Michael Stone Ingo Winzer COVER PHOTOGRAPHY Jo Auger ART DIRECTOR Emily Bowers


hen planning out content for 2019, I couldn’t help but look

ment where investing shifts from a hobby or one-off endeavor to a full- time gig. And for me, I’m at that moment. I’ve grown with Think Realty in knowledge, support, and real estate investment education, and now it’s time for me to head out and join the rest of you in the field. As such, this issue is my last with Think Realty. I am grateful and humbled by the opportunity I’ve had to work with all of you smart, inspiring investors during my time with this brand. I truly believe our industry is made stronger when we hear from a diverse set of voices, and hearing your thoughts, opinions, advice, and stories expressed through our platform over the years has literally changed my life. I can only hope you find the same in this is- sue: the encouragement you need to go after that next big deal. The insights you were looking for to help you increase your ROI. The data analysis you require to choose your next market. Or just a story of an impressive investor – female or male – who you dream you might actually get to be like some day. I know I did. Real estate is an industry of dreamers and risk takers. In that spirit, I take the next step in my journey. As an investor I will continue to look to Think Realty and Think Realty Magazine for the tools to help me succeed in my pursuit of time, wealth and purpose. Here’s wishing you much success in your REI journey too. •

toward the month of March with an- ticipation. After all, it’s Women’s Histo- ry Month, and we’re using this issue of Think Realty Magazine to highlight women making history in our industry. Over the years, we’ve witnessed the

upward trend of visibility for women in real estate. Not only are we now seeing more female investors speaking on stages, leading real estate companies, and doing big deals, but we’re also witnessing the development of education and support services to help more and more women invest. The movement to empower female investors to build wealth and legacy through real estate is tremendous, and this issue of Think Realty Magazine is celebrating all of it. Whether it’s the Women to Watch section where we’re showcasing seven active, female investors who are making a profound impact on the industry, or our cover feature of Jasmine Roth, the star of HGTV’s Hidden Potential, you’re sure to be inspired and challenged by the unique perspectives, journeys and goals of these industry standouts. This month’s content resonates with me deep- ly. Throughout my tenure with Think Realty, I’ve heard scores of stories like the ones in this issue. They chronicle purpose-filled investors, growing their wealth and impact through real estate investing. Many include a big career mo-


Like, Follow & Share for the Latest Real Estate News, Trends and Insights from Think Realty

Are you following Think Realty on social media? Things move pretty fast in real estate. Don’t miss out on the latest trends, tips, insights and news from your trusted resource for all things real estate investing! Follow. Like. Love. Share. Comment. You can do it all with Think Realty’s social media channels. Join the conversations in Think Realty social communities and connect with like-minded members who range from first-time to seasoned investors. Check out all of our social media channels and connect with us - and other investors - today!

FOR ARTICLE REPRINTS :: Contact Jeremy Ellis at Reprint Pros, 949-702-5390. SUBSCRIPTIONS :: The annual subscription for Think Realty Magazine is $36.00 in the U.S. Order online at or call 816-398-4085. Provide your full name, address and telephone number. DISCLAIMER :: Think Realty Magazine , its owners, contractors, distributors and their respective representatives do not provide tax, accounting, investment or legal advice and make no guarantee as to the effectiveness or success of any investment or tax strategies discussed herein. Please consult your own independent adviser as to any questions you have or decision you are contemplating. ABOUT THIS MAGAZINE :: ThinkRealtyMagazine isapublicationof AffinityRealEstateMediaLLC.Reproductionoruseofanyeditorial orgraphic,withoutpermission, isprohibited.Wearenotresponsible for thecontentofanypaidadvertisements.Forreprintrights; toob- tainadetailedstatementofourprivacypolicy;and forallsingle-copy requests,addresschangesandothersubscription inquiries:



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Think Realty is a part of the Affinity Worldwide family of companies. Here, find exciting news about Think Realty and its sister companies, as well as other noteworthy industry news.


xperience firsthand what Think Realty has to offer. Saturday features the acclaimed Think Realty Expo with exhibits open from 8:30 a.m. – 5:00 p.m. There will be more than 40 exhibitors who can provide you with various tools and services strictly focused on helping you achieve the most you can as a real estate entrepreneur. Saturday will also feature presentations from keynote speakers, educational sessions (including a local market panel), deal street where wholesalers and lenders come together, and lunch. Sunday gives prominence to our Think Realty Resident Experts who will deliver educational sessions on topics such as Wealth Building, Establishing Your Business and Brand, Residential Invest- ing, Risk Management, and Commercial Investing. There will also be a couple of educational workshops hosted by valued partners. Think Realty Conference & Expo Returns to Baltimore! E

n 2019, Think Realty will be launching a new initiative to start meaningful conversations with legislators. It is our goal to help inform and educate our legislators on the real estate investment industry, the players in the industry, and the intricacies of how the industry functions. We will begin by hosting a one-day forum in Washington D.C. called “Think Realty’s Day on the Hill.” We have lined up specific policy- makers to attend the meeting, and will be doing a round table forum with them, as well as walking to the statehouse to meet with legislators in their offices. In the evening, participants will gather for dinner in D.C. to discuss relevant legislative topics, what we learned throughout the day, and make plans for next steps. Real Estate Investors’ Day on the Hill I Acquires PMLG C recently announced the acquisition of (PMLG), part of the Affinity Worldwide family of com- panies, to further solidify their position as the market leader in helping real estate investors find capital. Con- nected Investors currently facilitates over three billion in funding requests for real estate investors each month while Private Money Lending Guide is the premier direc- tory of private money lending companies. Ross Hamilton, CEO of Connected Investors, is opti- mistic the strategic acquisition will help increase the overall lead flow his company can offer the asset-based lenders in their network. Eddie Wilson, CEO of Affinity Worldwide, noted, “Bringing together Private Money Lending Guide with Connected Investors is an ideal situation for both companies’ audiences. We are excited to see how this acquisition will better serve private money lending companies while giving investors access to the capital they need. This also allows us to focus on our American Association of Private Lenders and direct our attention to advocacy and industry advancement.”

MARCH 19-20, 2019 IMN Middle-Market Multifamily Forum (Southwest) The Statler Dallas Learn more at MARCH 21-22, 2019 IMN Multifamily Property Management & Operations Forum The Statler Dallas Learn more at Don't Miss Think Realty Booths & Speakers at These Upcoming Industry Events! Think Realty will be busy this March and April at industry events across the country.

Highlights from 2018:

Education sessions include:

Asset Protection Planning for Real Estate Investments with Keynote Speaker Clint Coons, Anderson Business Advisors

MARCH 23-24, 2019 Ignite Your Fire Within Women's Real Estate Network Sportsmen’s Lodge – Studio City, California Learn more at

The Money Multiplier Method with Brent Kesler, The Money Multiplier

APRIL 4-6, 2019 Pave the Path Real Estate Seminar Veteran’s Path Up Ingersoll Rand Conference Space – Davidson, North Carolina Learn more at

The Best Opportunities in Senior Living Housing for the Next 20 Years - Turn a Single Family Home into a Cash Flow Machine with Emmanuel Guarino, RAL Academy

APRIL 6-7, 2019 Think Realty Conference & Expo - Baltimore Hyatt Regency Inner Harbor Learn more at APRIL 16-19, 2019 St. Louis REIA St. Louis Association of Realtors Building Learn more at APRIL 26-27, 2019 PNW Big Bad Ass Conference Hyatt Regency Downtown Seattle Learn more at

Notes: The New FRONTIER in Investing! with Jasmine Willois, The Note Assistance Program

How to Manage “The Costs Behind The Walls” with Russ Williams, Motili

Local Baltimore Market Panel hosted by Baltimore REIA

To learn more about our Baltimore event and to buy tickets, visit

Shane Bloyer

Joe DiMaggio

Joe Hartman

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Virtual Assistants Help Time-Strapped Investors Conquer Leads, Social Media DELEGATING BUSYWORK CAN FREE YOU TO FOCUS ON GROWING YOUR BUSINESS.

by Amy Ransdell



ou’ve probably heard the phrase “less is more.” While it’s usually applied to aes- thetics, the idiom can also help with the management of your real estate investments — in particular, delegat- ing task-oriented work to free you up for more business growth. For more than five years, REVA Global has helped hundreds of real estate investors do less busywork and earn more money as a result. We help investors streamline their work by delegating a variety of tasks to highly-trained virtual assistants that specialize in making an impact for real estate investors. Here are the three most common tasks that our virtual assistants exe- cute for real estate investors looking to save time and money. LEAD MANAGEMENT Leads are the lifeblood of real estate investing. But to effectively capitalize on a lead, it takes time, persistence and dedication. After

all, a great deal isn’t going to make itself. That’s why REVA handles all seller leads, follow-ups, executes outbound calls and follows up with sellers. Our virtual assistants’ focus is to convert leads into appoint- ments that can become your next deal. Your virtual assistant can even schedule meetings for you once they’ve hooked the opportunity. successful real estate investment firm should try to grow its digital fol- lowing through a thoughtful strategy that’s consistently applied. But, as the chaos of life begins, many of us fall into patterns of sporadic updates and decreased traffic. The consisten- cy and accuracy provided by virtual assistants take care of social media minutia. Virtual assistants stay on top of the need for digital omnipres- ence, posting creative content and updates in real time. SOCIAL MEDIA Similarly, with social media, a

From vetting tenants and handling leases to property upkeep and work- ing with contractors, basic property management can completely devour a busy investor’s schedule. We help investors save time by managing resident communication, leasing, marketing, maintenance and more. We’ll even collect all the infor- mation you need and plot it into a database. This database will help you better communicate with vendors and tenants, create marketing campaigns, track projects and craft action plans. As you know well, time is money. And at REVA Global, our highly effec- tive virtual assistants can help free your time so you can make more of an impact on your business. • Think Realty account holders receive special discounts on set up fees for virtual assistants. Learn more at

Amy Ransdell is the CMO of REVAGlobal, Your Real Estate Virtual Assistant Solution. Learn more at or contact the team at 1-800-626-3236.

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as an individual augmentee with an Army Civil Affairs Battalion when he attended a financial planning semi- nar. With his financial house now in order, he was ready to make another $25,000 investment. Unfortunately, Stuart had stumbled into what can only be described as a Ponzi scheme at great loss to himself. Undeterred, he refused to give up on his vision to own a piece of America. Fast for- ward to 2018 and he had gone from nearly losing the sum of his $25,000 investment in 2008 to owning a real estate portfolio of over $600,000. A few short years from retirement, he was in command of his own military transition. That’s when he discovered Andy Williams and reached out to pursue a shared vision. VETERANS BUYAMERICA Having been featured on HGTV, An- dy’s star was rising and his mission to lead other veterans to buy Amer- ica was gaining momentum. He was able to take his hard-earned expe- riences and share them with Stuart while learning about Stuart’s equally

This content is brought to you by Recon Realty and AndyWilliams


impressive path into real estate. Stuart embodied exactly what Andy was looking for in a fellow veteran. For Andy, blazing a path for veterans to buy America wasn’t about charity. This was capitalism at its finest and

he didn’t breach the door to massive capital opportunities by begging for a handout. Nor would he have that for his fellow veterans joining him in his mission to buy America. With Veteran’s Buy America on a mission, Andy is looking for other like-minded veterans to follow him down this path. The entrepreneurial approach is designed to empower veterans to start, grow and scale their reach and influence in the real estate industry. This was about taking those who risked it all for America and bringing them home to own a piece of the land they defend- ed. With the beacon lit and the rally point established, Andy is charging into 2019 leveraging all the resourc- es he acquired asking one simple question: who’s ready to buy a piece of America? •

by Jeff Edwards


hen U.S. Marine veteran Andy Williams met Navy pilot

side him wasn’t quite content. Look- ing back upon his years of service and the lessons he learned from his military transition, he couldn’t help but ponder the fate of his brothers in arms facing the same transition. In his mind, those who fought for Amer- ica should be the first to own a piece of it. Veterans Buy America was his vision, and in Stuart Grazier he found a fellow veteran doing just that.

the United States Naval Academy in 2002 just as America was stepping into what would be more than a decade-long war on terror. It didn’t take him long to realize that owning a piece of the land he was defending was a smart investment. In 2003, with only a $5,000 down payment on a $50,000 investment, he was able to double his investment in only nine months thanks to rising land values at the time. As the demands of deployment and military service took over, it would be 2008 before he would be able to make his next move. He found himself near Basra, Iraq,

Stuart Grazier, it didn’t take long to realize they were two men with the same vision. Andy, founder of Recon Real- ty, had blazed a path through real estate ever since purchasing his first property while deployed to Iraq. He had breached the door into the elite boardrooms of America and was even featured on HGTV’s "Flip or Flop Fort Worth." With access to all the capital he would ever need to grow his real estate portfolio, America was his for the taking. Yet, something in-

Jeff Edwards is a Marine veteran and contributing writer for Veterans Buy America. Find out more about the initiative and stories of transition at

BUILDING HIS OWN TRANSITION PLAN Stuart Grazier graduated from

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BUILDING HGTV Star Jasmine Roth Inspires Confidence EMPOWERMENT:

From treehouses to TV, Roth shares the journey to building her dreams.





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Three Habits Builder & HGTV Star Jasmine Roth Swears By

Between building, designing, filming, interviews and traveling, Jasmine Roth’s packed schedule leaves little space for downtime. Now in the midst of filming her second season of HGTV’s “Hidden Potential,” Roth still prioritizes a daily routine that helps her stave off stress, produce energy and stay healthy. Here are three habits Roth completes each day without fail: 1 To accomplish your goals each day, you have to have energy, Roth said. It’s why, no matter what, she begins her day with a hearty meal to fuel her mind and body. “I eat breakfast every day,” she said. “A lot of people don't eat breakfast. I swear by breakfast, and I have to have a legit breakfast. I have eggs every single day.” Start the day off right 2 In business and life, Roth turns to spreadsheets to sort out the madness. Seeing facts and figures alongside one another helps her make sense of priorities, progress and what’s coming next. It’s a beneficial process that reduces stress, as well as keeps her organized, she said. “Having things in a spreadsheet helps me mentally,” Roth said. “I put everything into a spreadsheet — literally, everything.” Quantify & track everything 3 As sure as a hammer is on a construction site, Roth will have her toothbrush and toothpaste handy. And it doesn’t matter who’s around: If Roth ate lunch, she’s going to polish her pearly whites. “Another thing that I picked up from my dad early in my career is I brush my teeth after lunch,” Roth said. “Nobody wants to take a meeting with somebody with food in their teeth. It's just that simple. Even if it's in a parking lot, or on a set with a microphone and a whole film crew watching me, which happens every day.” Prioritize oral hygiene

Jasmine (baby) and her parents in front of the log cabin home they built. Photo courtesy of Jasmine's mom, Terry Mueller.

I f you ask Jasmine Roth when she first ventured into real estate, the blossoming star of HGTV’s “Hidden Potential” has to laugh. “I would say in utero,” Roth re- sponded with a chuckle. “My parents moved from New Jersey to Virgin- ia when I was just a thought. They bought a piece of land and cleared it. They knocked down the trees, and floated them down the river and milled those logs into a log cabin. I've been building since before I was even born, via my family.” With a childhood full of tree hous- es, zip lines, sheds, dog houses and a myriad of open houses, Roth’s real estate, and building roots run deep. Though not full-time real estate in- vestors, Roth’s parents were frequent- ly building, remodeling or flipping homes, providing a ripe environment to cultivate Roth’s curiosity, skills, and creativity in real estate, she said.

“You name it, we built it,” Roth recalled of her youth construction ex- perience. “I grew up around tools. We spent a lot of time measuring, going to the lumber yard, and figuring out how we were going to build these one-of-a- kind structures.” For Roth, it’s been a winding, ser- endipitous journey since her youth in Virginia’s Shenandoah Valley to landing a show on national televi- sion that revamps humdrum subur- ban homes. But while her platform and business have grown immense- ly, her familial philosophy on real estate remains steadfast. The source of her passion for real estate ultimately leads back to the family, she said. “It’s not really about the real estate or the building so much as the fact that it’s where the family is — I think that's the backbone of real estate,” Roth said. “Whether it's in real life or

on my show, or if it's me building a little doll house for my nephew in my garage or if I'm building a brand new home for my husband and me, it’s the same thing. You're building an experience. You're building a place for somebody to spend time in and have memories.” FORGING HER OWNWAY Armed with a degree in entrepre- neurship from Northeastern University, Roth was greeted with a rocky econo- my and bleak job market in 2008. She bounced from consulting work to non- profit management to human resourc- es before she and her husband, Brett, decided to buy a tract of land to build a home in Huntington Beach, Calif. To offset the cost of their home, the couple decided to construct an invest- ment property adjacent to their home while helping build on the weekends.

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nothing. I just tagged along, helped where I could, and asked questions,” Roth said. “When they needed a decision made, I told them, ‘You know what? I don't know, but I'm going to find out.’ And I would work until I fig- ured out what the answer was.” Roth’s inquisitive nature and desire to learn proved valuable not only in building homes but throughout her life, she said. “Every single day I learn something new, and every single day I admit what I don't know and what I have to find out,” the 33-year-old said. “Being curious and having the ability to ask questions — especially in real estate and renovating — is one of the best skills to have. It's one of the things that has 100 percent led to my success and continues to drive my success.” In 2013, the Roths finally finished their home projects and sold their investment property, which was the first home sale in more than five years in Huntington Beach, she said. Satis- fied and empowered by the sale, Roth realized just how much she loved the investment, design and building pro- cess. That passion eventually materi- alized into her residential development business, Built Custom Homes.

But two years into the project in 2012, the couple recognized that enough simply wasn’t getting done. That’s when Roth rolled up her sleeves. “Every extra moment that my husband and I had, we were work- ing on our house, but it still wasn't moving forward or progressing,” she said. “Finally I was just like, ‘You know what? I'm going to go and work on this full-time, and I'm going to get it fin- ished.’ … And that's exactly what I did. So I gave my two-week notice, and two weeks later I was on the job site.” Acknowledging her ignorance of construction, Roth embraced her curiosity and began asking questions — lots of questions. She shadowed general contractors, carpenters, electricians, and plumbers, hoping to learn as much as possible on the home-building process. And when she faced challenges, she dedicated herself to research possible answers. “They know their trade and I knew

From kitchen flow to spatial optimization, functionality is Jasmine's biggest driver of design.

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Four Tips to Upgrade Your Investor Chops and Increase Home Value

Roth’s creative storytelling and approach to homebuilding. “When I got a call from the pro- duction company working for HGTV they said, ‘Hey, we're interested in making a show about what you do. Would you be available for a FaceTime?’ I thought it was a joke,” she said. “But as soon I realized it wasn't a joke, that was a big, aha moment for me, that people are interested in what I'm doing.” ONAMISSIONTO EMPOWER Roth’s call with producers eventually brought forth HGTV’s “Hidden Poten- tial,” which focuses on transforming drab suburban homes into custom dream homes. Now in the midst of filming the show’s second season, Roth said she’s thankful to have the ability to live her passion, help her community and share it with the world. “‘Hidden Potential’ is reality TV, so the cool thing is that I get to do what I love to do, and live my life — there just so happens to be a whole lot of cameras there,” she said. “Not really that much has changed because I always worked really hard, and I al- ways had a lot of projects going. Re- ally the only difference is that we're working a little bit faster because we do things fast for TV.” Incorporating her “California Ca- sual” style into homes, Roth is less about what's on-trend, and more about what is going to actually func- tion and work for a family. “It's sandy feet. It's bikes in the ga- rage. It's surfboards on the front patio. It's open doors and barbecues, and it's just a lot of real life,” Roth said of her breezy, timeless design motifs. “As I've been hanging out here in California and travel a ton, I've gone a little bit more modern, but I still definitely have that traditional, craftsman background to my style.” Regardless of the style, Built Custom Homes can’t keep up with customer demand, Roth said. Since launching the company, Built Custom

When you’ve built, redesigned or flipped dozens of homes like HGTV’s “Hidden Potential” host Jasmine Roth, you know what attracts buyers. Here are some of Roth’s tips to improve your investment game and boost returns.

high-end wood floors.

“I've been using a lot of luxury vinyl right now for my flooring,” she said. “I think people hear ‘vinyl flooring’ and they cringe. But vinyl has come a long, long way. I've put a piece of luxury vinyl and a piece of engineered hardwood next to one another for my most discerning client and they can't tell the difference.”

Timeless design Don’t waste your time scouring


the Internet for the most stylish aesthetics, Roth said. Your home should have an enduring and adaptable design that will appeal to buyers. “My big, overarching advice would be don't try to be on-trend,” Roth said. “Buyers see right through that. Rather, think of a timeless design, something that is functional. Add elements to a property so a buyer can walk in and immediately see how it's going to work for them.” general, is to make spaces work for family life, she said. Choose hardy materials that will last through kids, pets and everyday life. “I'm really big on durable materials,” Roth said. “Put in materials that are family-proof, and kid-proof, and dog- proof. I think it's just a no-brainer.” One piece of durable material Roth recommends is a hardy alternative to 2 Homes has completed 68 custom homes. And when you add in the 17 homes she’ll be revitalizing as part of the second season of “Hidden Poten- tial,” Roth has a full plate. “We're growing rapidly,” she said. “It's to the point right now where I have so many projects going on I can't take new clients, which is a good posi- tion to be in.” "While she loves designing and building, as well as helping families, Roth said to be successful as a real estate investor you have to treat it seriously. Real estate investing is a Function over form Roth’s building philosophy, in

Take measured risks


It’s important to carefully scrutinize your plans and

decisions, Roth said. Realize that, in real estate, things can change quickly and so don’t make too large of commitments that could jeopardize your future. “I've gotten to where I am by managing my risk and not being short- sighted to the fact that we are working in an ever-changing landscape, and whether it be our economy, whether it be tastes and preferences. There are just a lot of moving parts,” Roth said. “For example, if I'm doing a big development, say I'm designing 30 homes, I'm going to design those homes in phases. I'm not going to design all 30, because chances are, by the time I get that 30th house, something is going to have changed.” business and you have to make logi- cal decisions to thrive, she said. “Real estate, unfortunately, a lot of the time, turns into an emotional practice,” Roth said. “But taking the emotion out of buying and selling real estate is the only way that you can be successful long-term as a real estate investor. And you have to treat it professionally.” Whether it be through “Hidden Potential” or Built Custom Homes, Roth’s ultimate mission is to give people the tools and encouragement to add value to their homes in a way

Make data-driven decisions


A self-proclaimed spreadsheet fanatic, Roth encouraged investors to use data to help inform decision making. “I’m big on spreadsheets. I'm big on facts. I'm big on real numbers — things that are black and white,” Roth said. “So for me, if I can mitigate my risk by looking at real numbers, I'm going to do it. That's why I like new construction. It's less risky, in my opinion, even though it takes more money. I can put more numbers into my spreadsheet before I get started than I could on, say, a renovation.” that’s functional and great for a competitive market. “I get feedback from families and people saying, ‘Thank you so much, you gave me the confidence to redo my kitchen, or to buy this house that I wasn't sure about,’” she said. “It's just a pretty cool position to be in, to empower people.” • Bobby Burch is the Founder of Bobby Burch Creative, a small business storytelling studio. Learn more at and contact him at

On set with one of Hidden Potential's biggest stars: Nala, Jasmine's bulldog.

TELLING HER OWN STORY As Built Custom Homes carved out a market in Huntington Beach, Roth was eager to document its projects and experiences along the way. Turning to Instagram, Roth shared behind-the- scenes details of her company’s home builds: demolitions, painting tech- niques, furniture rehabs, antique finds, finished projects and, of course, photos of her bulldog, Nala (pictured above). In addition to personal stories, Roth also aimed for impact with her social media approach. Frequently the only woman on build sites, Roth recognized that what she was doing was rare. As such, she employed the #WomenWhoBuild hashtag to create a community of women investors and homebuilders.

“As I started posting online, I real- ized that what I was doing was pretty unique and that there aren't very many women in construction,” she said. “So I started posting #WomenWhoBuild to bring that community together, and to nod to the fact that what I'm doing is a little bit different. … It's more just bringing attention to the fact that women can do this, and we can do it really well. Whether you're a guy or a girl, it doesn't really matter. As long as you're passionate about it and you're working your butt off, you can do really well in this industry.” Fans and clients alike flocked to Roth’s company. And among her steadily growing base of Instagram followers was a production compa- ny contracted by HGTV, who loved

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Linda Liberatore helped everyone she met. I initially came across her when I was searching for an alternative to traditional property management. She was gracious in assisting me with different tips, tools and connections to help me grow my business. She was just a kind soul, evidenced by the many people she touched. She will be missed.

Celebrating the life of

LINDA LIBERATORE Since we announced her as a Think Realty Resident Expert (formerly Coach) on November 1, 2017, Linda Liberatore embodied our educational program, our brand, and became one of our team’s all-time favorite people. We truly considered her part of our Think Realty family and were shocked and saddened to hear of her passing this past January. Because of the impact Linda had on our entire team, we wanted to pay special tribute to her impressive career, bright personality, and life well lived in this issue of Think Realty Magazine, where we’re celebrating female investors who are shaping the industry. Linda's dedication to education, partnership, and investment in the success of others has shaped the real estate investment industry for the best. We are honored to have known and loved her during her time here with us. Here’s to you, Linda. Due to spatial constraints and the number of quotes we received, quotes have been edited to fit. To view the full versions, visit

JOHN CASMON Midwest Real Estate Networking Summit

Linda became a close friend of mine so quickly because of her love for the people in our industry. Linda

lived a life centered around people and building long-lasting friendships. I have known her for about two years and never once had I seen her upset, or ever heard her talk about her struggling health. She always

focused on others. People found joy around her just because of the way she lived. She was a huge part of our real estate family and had a huge impact on our industry. Linda, you will be forever loved and remembered. We love you Linda, and we'll see you in paradise.

Linda's presence made me smile, her energy was unmatched, she was a master at her craft, and cared deeply for her family, team, clients, and friends. I always looked up to her as a role model and I'll continue to do so. Linda, with the heaviest of hearts, you'll be missed.

ABHI GOLHAR Host of Think Realty Radio & Think Realty Resident Expert

JOSH CULLER Director of Education, Good Succes

Linda's smile was infectious and her approachable manner was always inviting. She was one of the hardest working women in the industry. She always wanted to set the Zoom calls up before sunrise. We joked if I had to be dressed and makeup on. We always laughed about that because she was always ready to go. Linda was an amazing person to connect you with the right person or help you get on the next podcast or radio show. She was always giving and never expected anything in return. Linda had a heart of gold. We loved sharing ideas with each other. She was one of a kind. I will miss seeing her at Think Realty events and know that she will always be there in spirit. Rest in Paradise, Linda.

Linda was an amazing woman who displayed warmth and love! I have so many memories of Linda, but my favorite memory encapsulates who she truly was: we were at the same conference in Phoenix and I saw her from afar in a gift shop. I finally walked over to her asked her if she was buying a gift for someone. She proceeded to show me individual gifts that she had picked out for each of the girls on her team. Then she explained why she picked out each item. When she came to the end of each explanation she said “I really just want them to know that I care about them!” It made an impact on me because in the midst of a business trip with many meetings pulling at her time, her greatest concern was impacting the team of girls she worked with. What an example! Linda Liberatore you will be forever missed, but forever remembered!

PAM GOODWIN Goodwin Commercial & Think Realty Resident Expert


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You never know about life. I was so saddened to hear about the loss of Linda Liberatore. We met a few years ago as Think Realty Coaches and became fast friends, colleagues and got to share a lot of our hearts. She was a remarkable woman who will be truly missed. Jenna Heneghan and family, I’m thinking of you guys and praying for your strength.

Linda Liberatore was one of the most genuine people I have ever met and the type of boss I didn’t even know existed until I met her. She was never afraid to express gratitude, her loyalty was unwavering and unconditional, her motivation and dedication unmatched, and she had an uninhibited urge to learn and grow. Linda always knew knowledge is power and her life’s work was dedicated to educating others as well as herself. She was always willing to help and ensure the people around her became the best versions of themselves. If Linda was not able to help you directly, she would connect you with anybody and everybody that she believed could be of assistance. She was thoughtful and giving. She completed and achieved every accomplishment she had. Because of this, she will remain with us all long after she is gone.

SONIA BOOKER Sonia Booker Enterprises & Think Realty Resident Expert

MEGAN BOOE Secure Pay One

More than just a client, Linda was a true friend, mentor and the embodiment of all that is good in the world. I'll miss many things about her, but what I will miss most is seeing her at events and always being greeted with a hug and our conversations about family and life. I know I am not alone in saying that I am better for having known Linda. You will be missed dearly. Fly high my friend.

M.B. Ray said 'Begin doing what you want to do now. We are not living in eternity. We have only this moment, sparkling like a star in our hand – and melting like a snowflake.' My mom was a doer. She spoke things into existence. 'If you can dream it you can do it' sounds like a cliché, but it wasn’t to my mom. When she found out about vision boards it was a game changer. Look out. That lady put those visions on that board and made them come true. Please do whatever it is you want to do in all the areas of your life. It is what she would have wanted. For each one of us to live like we’d never get another day. My mom lived. She lived and she impacted so many. She got the most out of every single day she had, in style, and not many people can say that. So dress your best no matter the occasion, arrive 20 mins early in her honor, and do your best to live a full life everyday she would be proud of.

KURT POWER Think Realty

Dearest Linda, I was so grateful to have developed a friendship with you this past year. Getting to meet you, having you as a co- author with me and a panelist at my event was incredibly special. You were one of the brightest lights and most giving people I've ever met. I will miss you so much.


MONICK HALM, Real Estate Investor Goddesses

Having had the opportunity to work with Linda for the past 3 years, her extremely hard work ethic, passion for her business, colleagues and clients, and her drive to be her very best every day has impacted me immensely. Linda’s desire to help every single person she connected with in business and in life is something that will always stay with me. Linda never focused on what someone could do for her, she went out of her way to make sure she could help that person. Coming into the office every morning, Linda was already four hours into her “miracle morning” routine and had already completed a day's work by the standards of the average person. Linda was a life-long learner, constantly reading, writing, listening to content and attending meetings knowing that if she learned one thing that could help a client or colleague, it was worth it. Because of her passion, our team was lucky enough to learn something new every day.


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I’m focused on my strengths of fund-raising and relation- ship-building, and allowing my partners with complementa- ry strengths to work in the areas where they are strongest.

What are the three factors that you look at in your market to determine whether a deal is a good deal?

1) The first factor I consider is the team. I want the best possible team on the management side and on the ground. 2) Whether there are value-add opportunities in this partic- ular investment. 3) I look at where the market and the asset class is in this particular market cycle. I try not to invest in areas where everyone else is trying to invest too. That indicates a seller’s market and if it’s a seller’s market, it’s by definition not a buyer’s market. I look for bluer oceans.

WOMEN Think Realty's 2019

Monick Halm Founder, Real Estate Investor Goddesses 14 YEARS INVESTING IN REAL ESTATE

Favorite market to invest in? And why? I don’t have a favorite market. I have favorite partners who I work with to bring us deals. I am

to WATCH W omen are on the rise. A record number was just elected to Congress, the gender- pay gap is closing, more women execs are sitting in boardroom meetings—and the spotlight on women investing in real estate has sharply increased over the past few years. Whether it’s making investments or creating real estate companies, the real estate investment industry, which has always appeared to be highly male-dominated, is finally seeing female investors in board rooms, on stages, and in the field. Kathy Fettke, CEO of Real Wealth Network explains, "For years I was the only woman on stage at real estate investor conferences. I am very happy to say that is no longer the case! They've always been there, often working beside their partners, but now it appears more and more women are finally being recognized for their efforts and great success in the industry." On the lending side of the business, CEO of CoreVest, Beth O’Brien states, “One of the best parts of financing real estate investors is that we get to help so many different entrepreneurs grow their businesses. We are seeing more and more women borrowers. It is exciting that more women want to run their own businesses and gravitate towards real estate investing to do so. When you sign the checks, gender is neutral.” Think Realty’s Women to Watch Throughout our years in this industry, we’ve met and worked with impressive women who are shaping the industry, and we feel it’s our duty as a trusted voice in this sector to highlight them. In this year’s Women to Watch series, we are showcasing seven active, standout female real estate investors. Each one has achieved a major career milestone, has made impressive or large investments and has positively shaped the real estate industry for the foreseeable future. While no one can guarantee the precise amount of success 2019 will bring these women, Think Realty is eager to watch.

“people first” when it comes to investing.

How did you get started investing in real estate? It was in Los Angeles in 2005, towards the top of the last bubble. I wanted to buy a home, but couldn’t afford to buy a home by myself. I ended up buying a duplex with a friend. We house-hacked before I knew that was a thing - renting out the upstairs unit, our basement, and a converted garage.

What’s your greatest investment success story? I could talk about raising $2 million in one 60-min-

ute webinar or the RV park deal returning 30%+ cash-on- cash to our investors, but my greatest investment successes are with my Real Estate Investor Goddesses - the women I’ve been able to mentor and teach to begin investing. My favorite story so far are two students - Zabrina and Deba. They met in my course in February 2018 (one lives in Detroit and the oth- er in Los Angeles). They started investing in Detroit, and have already bought 12 units. They now have an investment group and a strategy to buy dozens more units this coming year. Best piece of advice for new investors? Get a solid education before you begin investing. Not only will getting educated help you avoid mak- ing the wrong decisions, it will allow you to see investment opportunities that exist out there that you perhaps would never have known about. Words you try to live by? One of my mentors taught me his philosophy of seeking “relationships for life.” I try to live by this — I don’t want transactional relationships with people. I want lifetime friendships and professional relationships, so every decision I make I think long term about how this will affect and strengthen the relationship.

What are the top two characteristics you exhibit that have made you a successful investor?

1) I’m very intuitive and use my intuition to choose great partners and opportunities. 2) I’m great at relation- ship-building. Real estate is such a relationship business, so this trait has served me well.

How do you manage work/life balance? I prioritize pleasure in my life. I make sure that I have daily doses of pleasure and schedule in

vacations and time for things that bring me joy and help restore my sanity. Whenever I’m stressed, I know I need a good dose of pleasure to get me back in the game. I never “muscle through,” I “pleasure through!” What are your goals for 2019? Create a funding platform for women, help 1000+ women get into their first real estate investments and cross the $100 million mark in proper- ties under management. What is the one strategy you’re focused on in 2019 that you feel will bring you the greatest success? Partnering with people who are the best at what they do.

Website: Social: @reigoddesses CONNECT WITH MONICK

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