Hilary Graves is the founder of Bright Sound Investments, a private equity group in York, Pennsylvania. Together with her husband, she built a successful real estate portfolio through Bilary Property Group before partnering with established operators for larger multifamily deals. Hilary specializes in educating new passive investors and has been involved in 251 units as a Limited Partner and 114 units as a General Partner since joining the Warrior group in April 2022. She’s also an accomplished pianist, composer, and music educator with a master’s degree from Lebanon Valley College.
Here’s some of the topics we covered:
- Hilary’s Backstory into Multifamily Real Estate
- The Importance of Support In Your Household
- The Number One Most Unusual Thing In All Of Multifamily
- How To Find The Capital For Your Multifamily Deals
- You’re Not Selling, You’re Offering An Opportunity
- The Best Advice Hilary Has Ever Gotten
- One Thing Everyone Should LEarn Before Starting Multifamily
To find out more about partnering or investing in a multifamily deal: Text Partner to 72345 or email Partner@RodKhleif.com
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Full Transcript Below
00:00:00:02 – 00:00:20:00
Rod
Welcome back to multifamily rock star. So as you guys know, this is where we interview people that are just flat out crushing it in this business. And we show you the inside scoop as to how multifamily investors are creating massive success in their businesses and of course, in their lives. And as always, I’ve got my co-host is director of our massive action team for the Warrior Group, Mark Nagy.
00:00:20:02 – 00:00:23:06
Mark
Hey, Rodney, always, always good to hang out with you, you know?
00:00:23:08 – 00:00:49:12
Rod
Yes. Thank you. Thank you. I appreciate that. Stop it. Stop it. Stop. Yeah. So. So we’ve got an awesome guest today. Awesome warrior today. Her name is Hilary Graves and she is the founder and managing partner of Bright Sound Investments. And she’s out of York, Pennsylvania, and she is killin it. She’s already and I don’t know, I think 460 doors as a limited partner in general partner.
00:00:49:12 – 00:00:59:18
Rod
She’s got other things coming down the pike. And and she’s only been in the program since April of last year as well. So let’s have some fun. Hilary, great to have you here.
00:00:59:20 – 00:01:21:12
Hilary
Let’s do it. Let’s do it. All right. Glad to be here. It’s an honor because I know everyone says this to you. I know they do, but I listen to your podcast, like during my formative real estate years, and it really was instrumental to use a music pun because it was at a time where I was like, I don’t think I can do something like that.
00:01:21:12 – 00:01:31:16
Hilary
And then there I see somebody who’s just like me, you know, just a regular Joe crushing it. And I thought, Okay, that’s all I need. I can do it. So good.
00:01:31:16 – 00:01:48:12
Rod
For you. Oh, well, thank you. That’s a it’s kind of a full circle thing, isn’t it? Kind of to have you on. Yeah, I do hear that a lot. Which is. Which is cool. And it’s rewarding for me, you know? I mean, I don’t know if you knew this of our students. Now we’re doing a trying to do account.
00:01:48:12 – 00:02:15:18
Rod
It just takes forever to get a hold of people. But we’re somewhere between 170 and 180,000 units, which over five years that I’ve been teaching, I’m super frickin proud of. So. But anyway, enough about me. Let’s talk about you do. Why don’t you give us your background and, you know why Real estate, why you got going in real estate and just, you know, kind of bring us to the current to what did you do before or what are you doing now in addition, so on and so forth.
00:02:15:20 – 00:02:42:18
Hilary
Sure. So as you said, I’m from York, Pennsylvania, South Central P.A. And I mean, I guess I took that the traditional path into real estate by getting my music education degree and teaching for 20 years in the public schools before buying our first property. But actually, my husband and I are both teachers and we had we had this idea planted from a neighbor of ours who is an investor.
00:02:42:20 – 00:03:05:18
Hilary
And it wasn’t until March of 2020 everybody knows what happened then. Teachers and students were sent home and we found ourselves with time that we didn’t usually have at that time of the year, especially. And that’s when we started listening to podcasts and reading books and just getting those nuts and bolts of what does it mean to be a real estate investor?
00:03:05:20 – 00:03:28:11
Hilary
And it wasn’t too long before, just through that education process. And like I said, hearing people’s stories, like regular people were doing this, teachers were doing this that we thought, Oh my gosh, I think we can do it. So we actually started with a five unit. We we were looking for a duplex, but we found a five unit and it worked out awesome.
00:03:28:11 – 00:03:52:18
Hilary
I mean, we ended up doing the burn method. We were you buy, you renovate, you raise the rents, then refinance. We when we refinanced, we got all of our capital back and we’re we’re like this works okay. I mean, we literally had no money into the deal and we had this beautiful cash flowing property and we still have it.
00:03:52:19 – 00:04:14:03
Hilary
Maybe we’ll hold it forever, but that kind of gave us the bug. We, we then bought another one after that and then I got sidelined with cancer for a little bit and it was actually during the time that I was listening to your I was part of one of your bootcamps, a virtual bootcamp, and it turned out it was great that you were having a virtual bootcamp at that time.
00:04:14:08 – 00:04:17:12
Hilary
I don’t know if you still do the all virtual or any virtual.
00:04:17:12 – 00:04:29:04
Rod
No, no, we’ve got a live one coming up in September in person. It’s the only one I do a year now because they kill me because it’s me on stage for three days. But we do do we do virtual ones in between there though? Yeah.
00:04:29:05 – 00:04:53:13
Hilary
Yeah. Okay. Well, I was so glad that you did. I know you were talking for like 8 hours or something that weekend. It was crazy, right? I don’t know how how you do that, but it was perfect for me because here I was at home, you know, recuperating and in the middle of treatment and everything and and wouldn’t have been able to go anywhere, but was certainly able to sit in my bedroom and watch the computer.
00:04:53:15 – 00:05:02:07
Hilary
And yeah, that after the bootcamp was, was when I kind of had to talk my husband into it a little bit. But I said, we’re going to figure, let’s do it.
00:05:02:07 – 00:05:09:00
Rod
So, so so I have some questions. If you’re finished, let’s keep going. If you’re not, please continue. If I jump in too soon.
00:05:09:02 – 00:05:10:16
Hilary
Oh, you’re good. You’re good. Go ahead. Go ahead.
00:05:10:21 – 00:05:14:14
Rod
All right. Well, are you in remission now?
00:05:14:16 – 00:05:15:19
Hilary
I am. I am.
00:05:15:21 – 00:05:36:17
Rod
Oh, thank God. You know, you know, I just went through that with my daughter. Okay? And she spent eight months in Moffitt Cancer Center inpatient, you know, six surgeries. And, you know, she just finally had some cosmetic stuff done because she had such so many she needed it on her stomach. And and it was one of the toughest things we’ve ever been through.
00:05:36:17 – 00:05:53:04
Rod
And so I can’t imagine. I literally can’t imagine. So thank God you’re okay. So the question I have for you, Billy, are you really the lead on this and doing most of it and he’s supporting you or is he actively involved?
00:05:53:06 – 00:06:05:15
Hilary
Yeah, I would say I’m more of the lead in the lead on it with our smaller Maltese. Smaller just meaning five. I mean, it’s less he’s he actually loves swinging the hammer. He’s going.
00:06:05:15 – 00:06:09:20
Rod
Okay. I mean it’s me too. Me too. So I respect that. Okay. Yeah.
00:06:09:21 – 00:06:31:02
Hilary
You get that. So. So he gets excited about if we were to find a property in York and he could actually work on it with his hands, that’s what he loves to do. And he’s a physics teacher and a health health teacher. So he’s very physical. And, you know, he was not interested at all at looking at a spreadsheet.
00:06:31:04 – 00:06:41:21
Hilary
And he doesn’t love you know, he’s not the most outgoing, like talk to people and raise capital either. So he said, you know what, you do your thing. And he certainly supports me. I know that I have.
00:06:41:23 – 00:06:47:08
Rod
That was my next question. That was my next question. How important is that support?
00:06:47:10 – 00:07:06:08
Hilary
It’s huge. I wouldn’t do it. And we’re you know, we are a unit. We talk things over before we do anything, make any big decisions. And if he’s not on board, I’m not going to do it. You know, it needs to a team effort and the team doesn’t have to both be doing the same thing, but they have to be on board with what?
00:07:06:09 – 00:07:25:03
Rod
And they have to yeah, they have to support it. And we this comes up a lot and we actually discuss it in my boot camps because, you know, if you don’t have that support at home yet, you got to work on building it. And we talk about strategies around that and I pull the audience in. I do that almost every event because that’s just such an important component of, of, of that.
00:07:25:05 – 00:07:31:21
Hilary
Yeah. Oh yeah, absolutely. I like to tell people when you had your Denver, I think it was a boot camp.
00:07:31:23 – 00:07:34:11
Rod
Denver Yeah, like boot camp camp.
00:07:34:13 – 00:07:35:21
Hilary
So I was there.
00:07:35:23 – 00:07:38:01
Rod
Are you worried that it was that the one my mom was that.
00:07:38:06 – 00:07:39:04
Hilary
Was your mom at that.
00:07:39:04 – 00:07:50:05
Rod
One. But maybe they brought my mom to one and, and, and, you know, I was behind the curtain crying like a little girl because she’s the reason I got into real estate. You know, it’s hard, really hard for me to come on stage that day. But yeah.
00:07:50:09 – 00:08:05:11
Hilary
I know that she was there. Tiffy was there, but I’m not sure. Okay. But my husband wanted to come along just to to be there, you know, and he he’d sit with me in the session. He came along, we did some Denver things, and that’s where we fell in love. We fell in love in Colorado, so.
00:08:05:13 – 00:08:06:06
Rod
Oh.
00:08:06:08 – 00:08:27:13
Hilary
We love, we love Denver. And he went watched Iraqi’s game, he went hiking and then we would meet together at night. So it was like, that’s that’s our way of, you know, that’s cool. And that was our way of being together and doing our own thing and just kind of celebrating each other like you. Do you Amadou me, we’re both love it.
00:08:27:15 – 00:08:29:11
Hilary
So love, we function.
00:08:29:16 – 00:08:48:00
Mark
So brings that to some of these deals I know you’ve done. You started with the five unit, now you’ve done some bigger syndications. What do you what do you like about it? Because I get this question a lot like syndication. What does that mean? What does that what are the implications? What do you like about the syndication model versus maybe even the smaller multifamily or maybe even single family?
00:08:48:00 – 00:08:50:00
Mark
What what are you into that?
00:08:50:02 – 00:09:20:05
Hilary
Yeah, well, I will say I like them both. I’ve never done single family, but I like the smaller mall ties and I also like syndication. Syndication is really cool, mostly because it’s a team sport. That’s that. That’s the biggest difference, I think, where you can kind of special eyes in one thing work because, you know, my husband and I doing this, the five unit here we are, we’re making offers, we’re going out meeting, you know, we’re walking the property, we’re running the numbers, we’re we’re renovating it, we’re managing it, We’re doing everything.
00:09:20:06 – 00:09:36:02
Hilary
But it’s really all us, us, us doing everything. Whereas with with the larger multifamily, when you’re syndicating it, that’s just a whole different game. You can kind of specialize and stay in your zone. I know there are some people who who do kind of do it all. I’m not sure how they do that, but I would think.
00:09:36:02 – 00:09:50:08
Rod
That very few, very, very few. I’m just going to tell you right now, I’ve met one person that had over a thousand doors that did it themself and now they syndicate and they have a team. So. So it’s very, very one person and I’ve interviewed hundreds, as you know.
00:09:50:08 – 00:09:58:00
Hilary
So anyway well and I would think it would be just a lonely game, you know, that that would just not be fun. Not only that, it’s not effective.
00:09:58:00 – 00:10:08:19
Rod
It’s it’s it’s also dangerous because nobody has all the skill sets. It’s it’s it’s unnecessary. It’s dangerous. And it’s and again, it’s very, very unusual. So.
00:10:08:21 – 00:10:31:04
Hilary
Yeah, I agree. And I would just say share the load, specialize, you know, do what you’re passionate about and what you’re really good at, and then just get really good at that thing that you choose to do. And in my case, I started out looking for deals because I had been doing that with the smaller Malta Maltese, and I thought, I’m good at that, you know, I know how to analyze numbers.
00:10:31:04 – 00:10:35:06
Hilary
I like numbers. I built my own spreadsheet. My husband I built.
00:10:35:08 – 00:10:43:07
Rod
Really? Oh, yeah, I guess. I guess music. Music and numbers are kind of close. Yeah. They’re both fairly analytical, I would guess.
00:10:43:09 – 00:10:44:22
Hilary
Part of the brain, right?
00:10:45:00 – 00:10:45:07
Rod
Yeah.
00:10:45:12 – 00:11:08:04
Hilary
Interesting music and math. The same part of the brain. But. And I thought maybe that’s what I would do. So I started in that direction. But honestly, what changed was just that I started getting these opportunities from other great teams like, you know, when you’re part of the Warrior program, you’re meeting these wonderful people that are just doing great things, Right?
00:11:08:06 – 00:11:32:01
Hilary
Right. And sometimes they’re just they’re just adding value by by helping you or having a call with you or answering your questions or whatever. But other times they’ll say, would you like to be on our team? You know, and you actually can can partner up with them. So I was asked to be part of a team or two that were just like, I would have loved to be part of the team.
00:11:32:03 – 00:11:43:23
Hilary
But the way that I would have added value was to raise capital and bring capital to the deal. And at that time, I just I couldn’t I didn’t have my I hadn’t reached out to my mental block.
00:11:43:23 – 00:11:46:15
Rod
It was just a mental block or you just hadn’t done it yet.
00:11:46:17 – 00:11:48:08
Hilary
I hadn’t done it yet. I hadn’t done.
00:11:48:08 – 00:11:50:09
Rod
Okay, okay, fair enough.
00:11:50:11 – 00:11:52:05
Hilary
Yeah, I haven’t. I hadn’t even tried.
00:11:52:07 – 00:11:57:10
Rod
Because, you know, smack you. If it was the hole, it was the mental thing, because that’s very common. But.
00:11:57:12 – 00:12:15:17
Hilary
Okay, but yeah, and I’ll also say, you know, I, I actually kind of tried, I mean, I reached out to people, I’m texting people, I’m calling people. And I soon learned that is not the time to be reaching out to people when you already have the old in front of, you know, you doing okay.
00:12:15:19 – 00:12:27:12
Rod
You’re building that relationship well in advance. And you know, I hate the word try, yadda yadda, said you either do or you don’t do. Right. So anyway, yeah, I’m sorry I couldn’t resist.
00:12:27:12 – 00:12:38:12
Hilary
The things I. That’s okay. That’s some stuff I’ve learned along the way is, is you know, just build that foundation before you have a deal and just kind of educate so they know. Yeah.
00:12:38:16 – 00:12:57:04
Rod
Know people people say, should I find the money first or find the deal and the guy is the answer is both. You do both at the same frickin time. You’re building relationships, you’re adding value to a group of people. And there are a number of ways you can do it. And I teach all this in the boot camp, but, you know, you create your brand like you’ve got bright sound investments.
00:12:57:04 – 00:13:24:07
Rod
So you’ve you’ve put, you know, hung your shingle and then you think about how you can add value to either your circle or you expand your circle by by utilizing social media. I mean, you know, do I’ve got dozens of literally probably two or three dozen people in the way of program that have started podcasts. They’ve started big meetup groups, big affiliations of meetup groups, YouTube channels, LinkedIn, I mean, Tick tock, big on Instagram, you name it.
00:13:24:07 – 00:13:43:16
Rod
There’s there’s so many places that you can create reach and, and and here’s the thing. You focus on two things. You focus on adding value and you focus on being consistent. And you don’t need 17 million downloads like we’ve got here. But you, you just need to you, you get 100 people and you’ll be able to raise the money you need, honestly, because they all know people.
00:13:43:16 – 00:14:02:00
Rod
And you know, I will tell you before social media, you know, I’ve interviewed people with five, six, 7000 doors that started before social media and they do their own Meetup group. They might have 50, 60 people show up and they raise tens of millions of dollars. So, again, but it’s adding value and it’s and being consistent. How did you.
00:14:02:00 – 00:14:08:23
Mark
Go about starting those conversations, Hilary, with when you when you did go out and do that? What what does that conversation look like?
00:14:09:04 – 00:14:25:13
Hilary
So the very first thing I did actually was I think I called up a couple of people. So that was the first thing I called a couple of people that I thought would be interested. But the funny thing is, you never know who who will be interested until you put just put it out there, right?
00:14:25:14 – 00:14:44:04
Rod
So and it’ll surprise you who has money and who doesn’t. Don’t ever make any assumptions. A woman that loaned me millions used to drive this crappy Subaru around and lived in a house that was so below her means it was ridiculous. So don’t ever assume. Very important. So anyway.
00:14:44:04 – 00:15:03:03
Hilary
Sorry. You know, that’s a good one. So then I ended up sending out a letter to a whole bunch of people of Facebook messenger, just letting them know what I’m doing and more or less saying, This is what I’m doing. I’m partnering with some wonderful people that have a good track record. And would you like to know about it when we find a deal?
00:15:03:05 – 00:15:22:19
Hilary
And I got some good feedback from that that actually led to some, you know, one on one across the kitchen table conversations. And I had my sample deal ready. They could ask me questions. So that was really that’s where you want them. I think you want that personal one on one conversation. I’m also doing the social media now.
00:15:22:22 – 00:15:24:03
Hilary
You know I’m doing more of that now.
00:15:24:03 – 00:15:25:15
Rod
Are you good for you? Good for you.
00:15:25:15 – 00:15:32:22
Hilary
Okay, good. Definitely. I’m trying to trying to get better at that and just be be really consistent about Instagram in.
00:15:32:23 – 00:15:49:00
Rod
Those first few videos. Suck. There’s oh my God. If you see some of the stuff I used to do, I literally I found this whole library of videos I did and I’m like, Throw them away. There’s no freaking way because, you know, you want to reuse stuff. Oh, my God, that was so bad. But so listen, let me say this to you guys.
00:15:49:00 – 00:16:17:12
Rod
If you’re considering possibly getting some guidance so that you can experience the life you’re wanting this year rather than later, you know, or maybe you’ve thought you could be more effective with learning how to raise capital, for example, or, you know, the things we’re talking about here. Text Crush to seven two, three, four or five. Okay. To see if the Warrior program might be able to help you overcome any challenges or perceived challenges so that you know that you can accomplish what you want and create that lifetime cash flow like Hillary’s doing here anyway.
00:16:17:12 – 00:16:47:10
Rod
So again, text crush 27234, five. That’s how you apply. And you look us over. We look you over. And if it makes sense, then we’re off to the races. So I’ve got a question in this journey you kind of revenue kind of alluded to them, but I’d just like to have you clearly define any epiphanies that you had any aha moments in this in this journey of yours and primarily in real estate.
00:16:47:10 – 00:16:50:14
Rod
I mean, you could do personal epiphanies too, but, but primarily in real estate. Yeah.
00:16:50:20 – 00:17:13:04
Hilary
Yeah. So I’ll speak to like the raising capital path that I’ve been on. And this, this was a huge aha moment for me. I had heard people say it, but I don’t think I had really internalized it until I was talking to an investor and realized that I am not I’m not selling something. I’m really offering an opportunity.
00:17:13:07 – 00:17:35:23
Hilary
That was the aha. Like I think I just years of, of whatever I was doing, whether I was promoting an album that I had had produced or I was teaching and had these little kids singing or whatever it was, I think I always had this thing where I’m afraid to sell it, you know, I feel like I’m showing off or whatever.
00:17:35:23 – 00:17:52:00
Hilary
And I always kind of like want to downplay and I just more and more, I don’t know if it’s surviving cancer or whatever the heck it is, but it’s like, don’t hide what you’re doing. And you I’m doing a disservice to people by not telling them about this amazing opportunity.
00:17:52:02 – 00:18:14:17
Rod
Oh, I frickin love that. You know, I will tell you something. I tell I tell my team, I feel like we fail. Anybody that doesn’t join our freaking warrior program. And I mean that because it’s so incredibly successful. And I love that you just said that because a lot of people have hang ups around that. But I mean, your offering people an opportunity to invest in a stable asset with fantastic returns, they’re not going to get anywhere else.
00:18:14:21 – 00:18:32:10
Rod
And I’m going to tell you, pain is coming. If you’ve got money in the stock market, listen up. I would get it out. I think the proverbial shit’s about to hit the fan. And I don’t say that lightly. I mean it. And so, you know, be careful where you have your money. I think there’s going to be some bank failures if you’ve got over 250 grand in a smaller regional bank.
00:18:32:10 – 00:18:54:03
Rod
I would be very careful with that right now. So, yeah, no, but but the fact that that you made that that shift in your head, recognizing that you are offering a service and and and you don’t have to sell it, I mean if the deal makes sense, you know, then then you promote it and because you’re doing them a favor, honestly, you’re doing them a favor.
00:18:54:03 – 00:19:04:22
Rod
And that’s that’s the attitude you take, not with an arrogant, you know, dismissive way, but in a hey, this is this is a hell of a deal. If you’re in, you’re in. If not, it’s okay. It’s all good. Right?
00:19:05:00 – 00:19:26:03
Hilary
Exactly. And along with that, just goes, people need that. The whole idea that people need to know what I’m doing for them to even know that I have something to offer them. And that means I have to put myself out there. Even, you know, just just the every day I’m networking with people today or we’re looking at a property or we made an offer, we put in an LOI, whatever it is.
00:19:26:05 – 00:19:27:19
Rod
And let them look over your shoulder.
00:19:27:19 – 00:19:47:14
Hilary
Yeah, and there’s nothing wrong with that. That’s the hang up that I kind of am getting over, you know, that it’s like I’m not bragging to say that I’m looking at a property. You know, I think there’s just been years of, you know, you look at social media sometimes and you kind of roll your eyes when people share the sandwich they had for lunch and you.
00:19:47:14 – 00:20:01:22
Rod
Thought, Oh, it’s so funny because my team wants me to do that stupid crap right now. I’m just like, Oh, this is what I’m about. Please, God, don’t make me do that. But they because people are interested, believe it or not, I don’t know why they’d be interested in anything I have to do. But but you know, they’re like they want to see that stuff.
00:20:01:22 – 00:20:22:10
Rod
But you know, what’s what’s great about what you just said, though, is, is, you know, it’s human nature to self depreciate and and to end to. Oh, there’s that incredible Marianne Williamson quote about, you know, gosh, I don’t have it here in front of me, but I see it at my event, you know, that not to dim your light to shine and and because it allows other people to shine.
00:20:22:10 – 00:20:40:21
Rod
And now I love that. I love this conversation. Hillary and I love that you came to that realization because you are a light. And I told you you are luminescent today and you are a light. And and you know, you’re changing lives when people invest with you and you’re helping and so on and so forth. So don’t dim that light.
00:20:40:21 – 00:20:47:12
Hilary
I love that. Well, I want to I want to bring this around to like, I wrote a song, one time called Light in the Darkness.
00:20:47:14 – 00:20:49:07
Rod
And there you go.
00:20:49:09 – 00:21:12:10
Hilary
You’re a songwriter. And one time I was I don’t know what song we were working on, but I was producing an album. I was having an album produced, I was in the studio and I’ve had another person sing for me on this last album who’s just like the most phenomenal singer. Her name is Bethany Cornell. So shout out to my friend Sidney just because her voice was so good.
00:21:12:11 – 00:21:35:19
Hilary
But I had a couple songs where it’s like I had to sing them myself. They were just personal and it was like I needed to have my voice on it and I just get. So it’s like you listening to your old videos, you get so self deprecating and so analytical of your own voice or your own the sound of your voice talking or singing.
00:21:35:21 – 00:21:58:09
Hilary
I mean, try listening to yourself saying like, record yourself and listen to it and just try to get it. Yeah. So we’re here, we are in the studio and we’re listening to my voice playback again and again and again, and we’re tweaking little parts of the background. And I kept complaining about my voice and I was saying, Oh gosh, that part, I messed that up.
00:21:58:09 – 00:22:16:16
Hilary
Or I meant to do that stronger or I meant to do whatever. And my producer, his name’s Matt Goss, so shout out to him too. He said, the great the greatest thing. He said, Hilary, I want to tell you some of the best advice I ever got. Get over yourself.
00:22:16:18 – 00:22:21:01
Rod
Wow. Okay. All right.
00:22:21:03 – 00:22:38:15
Hilary
Really? Like you care about it to everyone else. It sounds good. So why are you keeping that that to you? It doesn’t sound good. Everyone else loves it. Let them love it. You know, let let it. Let them enjoy it. And you’re just going to have to live with it, you know, get over it.
00:22:38:15 – 00:22:56:05
Rod
So I fall I fall victim to that as well all the time. And, you know, I’m going through some relationship change right now. I’m single again. I’m Tiffany. I are best friends, but it’s some pain there. But, you know, you look in the mirror, you know, you’re so damn old and you know this stuff and I self depreciate.
00:22:56:05 – 00:23:06:10
Rod
And Mark sent me the coolest text these like don’t forget your rod fucking Cleave is what he said because I was feeling down. I like. Thanks, brother. I needed to hear that. I really did.
00:23:06:12 – 00:23:17:07
Mark
But anyway so that because I had somebody tell me that one time and I just thought, Wow, that sounds like the smallest thing to say to somebody. But it just really changed my day to know that.
00:23:17:09 – 00:23:28:12
Rod
You know, you know, it’s been it’s a tough ride when you have something like this happen. And so, you know, that was the perfect thing at the perfect time. So I appreciate your brother. Of course. Anyway. Yeah.
00:23:28:14 – 00:23:43:01
Mark
So what’s what’s next for you, Hilary? What’s what’s what do you think is going to be you know, you’ve done the small multifamily now, you’ve done bigger in multifamily. You got some things rolling forward. What what is going to be your biggest challenge moving forward to that next deal, do you think?
00:23:43:03 – 00:24:10:15
Hilary
Well, the biggest thing is always time because the school year is coming and I am a teacher. So that’s that really is the biggest thing. But interestingly enough, I’m still doing both. I’m still doing the smaller and the larger. So we looked at a deal recently, some warriors and I looked at a deal in my local market that had it was like a 32 unit where three of the units were were, what do you call it, travel nurse housing or corporate housing.
00:24:10:15 – 00:24:13:01
Rod
And oh, so mid term rentals.
00:24:13:03 – 00:24:23:02
Hilary
Term. And you know, it was like getting almost triple what the other units were getting. So I’m like, okay, I am totally doing that. And I went.
00:24:23:02 – 00:24:38:23
Rod
To see those TFA. By the way, Tiffy is all over this. She’s going to be doing midterm rentals I should connect you to. She’s been she’s been learning and everything. I was her sister. I’m like, I’m like, babe, you know, it’s because she’s in on all these apartments with me as well. And so I’m like, is you sure you want to, you know, do that?
00:24:38:23 – 00:24:42:05
Rod
And so I connect you to for that for sure.
00:24:42:07 – 00:24:49:17
Hilary
I got to plan and like the idea and I feel like Tippy would be like this too, but the idea of furnishing a place like.
00:24:49:20 – 00:25:08:21
Rod
Oh, yeah. Oh, jeez, I love the creative juices just went exploded, right? Oh, good God. Yeah. Oh, no, I got it. Yeah. Oh, that’s funny. No, I actually, you know, I will tell you that that is a that is a very viable business model because, you know, the short term rental market’s been dinged, at least right now it’s starting to get dinged.
00:25:08:21 – 00:25:24:10
Rod
But midterm rentals, traveling nurses and, you know, things like that where you’re renting for a few months, it will always be there. And so, yeah, you should definitely ping tiffy. She’d love to. She’s in Europe for the next 12 days, but after that she she would. She’d love to hear from you.
00:25:24:12 – 00:25:40:18
Hilary
Definitely. Yeah. We’ll have to set up so that that’s on the home front but the other the other thing is I’m definitely expanding my investor base, which is very exciting. I have a couple of things going as far as just kind of educating my people, you know, and I mentioned, okay.
00:25:40:18 – 00:25:42:22
Rod
So you put some stuff together to educate.
00:25:43:00 – 00:25:56:22
Hilary
S Awesome. I have two things going. One is in the Warrior program where I started kind of a Capital Raise series where we interview along with Wakefield. Lee Yeah.
00:25:57:00 – 00:26:00:19
Rod
Ian Schmitt So these are, these are other warriors. Yeah, cool.
00:26:00:21 – 00:26:09:19
Hilary
Wonderful people. And we interview a rock star every month and we interview, like talk about their investor relations experience. They give tips and stuff.
00:26:09:19 – 00:26:13:00
Rod
Is this is this a YouTube thing or a podcast or what is this?
00:26:13:02 – 00:26:17:17
Hilary
They haven’t put it on YouTube. Yeah, we’ve just done kind of like a webinar, like a call, you know?
00:26:17:17 – 00:26:38:17
Rod
Okay, so is okay, but it’s educational, you’re busy and guys, I tell my students to do this where even if you’re you, you fake it till you make it. In some cases where you bring in an expert, you interview them. And by virtue of the fact that you’re interviewing them, you’re perceived as an expert, even if you’re, you know, a little wet behind the ears, you know, And that’s that’s how everybody does it.
00:26:38:17 – 00:26:58:05
Rod
And it’s a beautiful way to to to get out there, meet, of course, media experts. And because they’re always wanting a stage and a virtual stage or a physical stage. And so, you know, and you can do that on a podcast, you can do that like you’re doing webinars, you can do it on YouTube, you can, you know, and you just do those interviews and fantastic.
00:26:58:05 – 00:27:22:07
Rod
I’m thrilled that you guys are doing that. You know, I want to ask you a question because, you know, we have a lot of listeners that haven’t taken action yet. You know, they’re this sometimes they’re the super analytical ones that have to check off every box before they make a move. And and I give them the analogy you can drive all the way across the United States at night had laid on scene 60 feet in front of you you know you’ll make it you you can’t see the whole road but you know other people have done it before.
00:27:22:07 – 00:27:43:02
Rod
You like Hillary. But but you got to make a move. But beyond that, what would you say? What words of wisdom would you share with the aspiring real estate investors that are listening that No, I mean, and guys, opportunity is fricking upon us, I’m telling you. But no, they need to make a move, but haven’t yet.
00:27:43:04 – 00:27:57:22
Hilary
Yeah. I mean, I feel like it’s getting even more imminent every every moment. Getting closer. Closer because the deals are already coming. You know, it’s happening. But certainly if you’re thinking about it, I mean, first I would get a little educated.
00:27:58:00 – 00:28:01:05
Rod
You’d get your butt to my boot camp. Hello.
00:28:01:07 – 00:28:06:08
Hilary
This podcast. Go to go to Rod’s boot camp. Read Rod’s book.
00:28:06:09 – 00:28:24:08
Rod
Read right. Oh, thank you for that shout out. Yeah, it’s free. Go to Rod’s links dot com. It’s my number one bestseller in multiple categories. I’ve never heard even a critical word about it. Ever, ever. And I mean hundreds and probably actually thousands of of reviews but you can you do up you just pay the shipping. It’s like six bucks or something.
00:28:24:08 – 00:28:29:01
Rod
You get the book. So yeah, but thank you for that shout out. Please continue. Sorry.
00:28:29:03 – 00:28:49:05
Hilary
Get the fundamentals of what what is involved in this in this whole process of buying large multifamily and then get a mentor. Get a mentor. So, I mean, I’ll promote your show of course, Like that’s this is this is the best place to do it where you you can not only have this amazing community, but you can also have a coach in the program.
00:28:49:05 – 00:28:59:13
Hilary
So that to me was invaluable. I was working with Jennifer Barner and now she and I are going to be we’re also putting on a webinar. We’re interviewing someone from.
00:28:59:15 – 00:29:00:01
Rod
Testing.
00:29:00:03 – 00:29:11:16
Hilary
Bags and and there’s nothing like being able to just pick up the phone and call someone when you’re you’re working towards your goal and you’re, you know, you need to talk to someone who’s done it before.
00:29:11:16 – 00:29:27:04
Rod
And she’s in well over a thousand doors, I know for sure. So so, you know, all of that is, you know, to have that people on speed dial that have done it and, you know, fought the battles and, you know, they know what to expect. Sorry, I interrupted. Sorry.
00:29:27:06 – 00:29:47:16
Hilary
Yeah, I know it just beyond that, just the community and I’ve attended some of your events, but even just over Zoom, I mean, I have zoomed with probably hundreds of people now. Every time there’s a new warrior who says, hey, you know, we’re all welcome to the group, I like to reach out and just say, Welcome and how can I help you?
00:29:47:16 – 00:30:00:10
Hilary
And here are some tips and things like that. But so that that’s the community that that this is that you built. And thank you And there’s there’s just a lot of lot of places you can fit in in this group.
00:30:00:12 – 00:30:18:02
Rod
Thank you that’s kind of you to say and I’ll tell you it’s it’s it’s I got goosebumps sometimes when I see the interactions on Facebook and all these of the ever it seems like every couple of days the deal is closing and everybody’s congratulating them, building them up, answering questions. It’s just an incredible ecosystem that I’m incredibly proud of.
00:30:18:03 – 00:30:18:21
Rod
So I have one final.
00:30:18:21 – 00:30:32:12
Mark
Question for you, Hillary. I know we’ve talked about education and raising money, all of these different things. If you had to pick just one thing that maybe everybody should learn before they jump into multifamily, what do you think that would be.
00:30:32:14 – 00:30:38:13
Hilary
That everyone should learn? I, I would say your your own.
00:30:38:13 – 00:30:40:00
Rod
Just one thing.
00:30:40:02 – 00:30:41:00
Hilary
Yeah, yeah, one thing.
00:30:41:06 – 00:30:44:07
Rod
Just one thing. I’m struggling with that one thing.
00:30:44:09 – 00:30:51:19
Hilary
Okay. About multifamily, right? So I would say learn what your goal is like. What’s your why.
00:30:51:21 – 00:30:52:19
Rod
Great answer.
00:30:52:21 – 00:30:56:17
Hilary
Put that right first and then figure out everything else.
00:30:56:21 – 00:31:13:01
Rod
Figure out the why first, the what and how will come after. That’s that’s such a great answer. Hilary. I was struggling with that question. Actually, I was going to smack him because that’s a tough question, but that’s that’s a perfect answer. Figure out your why and then the how and the what will happen. So I have one or two final questions.
00:31:13:01 – 00:31:17:01
Rod
What’s the best advice you’ve ever received? And it can be personal or business.
00:31:17:04 – 00:31:23:23
Hilary
I’m going to go back to the get over yourself because honestly, I don’t know if it has to be in those words, but.
00:31:24:01 – 00:31:24:21
Rod
Right.
00:31:24:23 – 00:31:26:11
Hilary
That is an ongoing theme for.
00:31:26:12 – 00:31:31:02
Rod
Don’t take yourself yourself too seriously. Could be another take on that.
00:31:31:04 – 00:31:55:10
Hilary
Yeah, and it’s really it’s kind of like getting over yourself is kind of not caring so much what everyone else wants you to do or what they want you to look like or what what they think you should be accomplishing with your life or doing with your degree or whatever you know, you you have your own brain. You’ve got a good head on your shoulders, you have your own heart.
00:31:55:12 – 00:32:02:18
Hilary
Use it. You know, you’re you’re enough the way that you are. And you can figure out your own goals and go for them yourself.
00:32:02:20 – 00:32:17:22
Rod
That’s such a great answer. I you know, I used to ask myself, how can I show them I’m good enough? And now, you know, I’ve every year I work on becoming more and more free from the opinion of others. And you and I, you know, I’m in flip flops now. I’m going to be probably in shorts at my events.
00:32:17:22 – 00:32:39:03
Rod
And, you know, most other guys are in suits. I’m like, you know what? I’m just gonna be comfortable. If you don’t like me, it’s okay. I love you, but it’s okay. But last question that I meant to ask earlier, but so it might not fit syntax wise logistically here, but how did you get over your fear when you know, like, like when you first got going in this?
00:32:39:03 – 00:32:51:14
Rod
Because you know, I will tell you, you know, it’s tough for somebody creative like you to sometimes make to push through that. And so I was just curious what your answer is.
00:32:51:16 – 00:33:01:01
Hilary
And I get over my fear level. You know, I I’ve had a lot of struggles in my life, of health struggles.
00:33:01:03 – 00:33:02:02
Rod
Oh.
00:33:02:04 – 00:33:26:21
Hilary
This this is not my first time with cancer. It’s actually a second type as well. Died in childbirth of multiple organ failure. And I’ve had several hip surgeries as a teenager, gallbladder failure. I just I’ve had one thing there that you wouldn’t know it to look at me, but I do get knocked down and then I get back up again.
00:33:26:21 – 00:33:42:02
Hilary
And I think that each time that happens, I just have less and less care about what other people think and a little bit more, a little bit more focus and.
00:33:42:03 – 00:33:48:15
Rod
Oh my God, guys, I forgot to hit the record button. Son of a bitch.
00:33:48:17 – 00:33:52:14
Mark
They didn’t use. They didn’t. It’s recording.
00:33:52:16 – 00:33:59:12
Rod
Are you sure? Oh, God. Says, Oh, and I cut you off in the middle of your thing. Okay. Because I see record here don’t work.
00:33:59:12 – 00:34:01:03
Mark
So I would not let you forget that.
00:34:01:03 – 00:34:20:04
Rod
Oh, God. I was. I was. I was, like, mortified when I thought that I was so sorry. And I cut off your beautiful last state, you know? Oh, God. I’m sorry I interrupted you because that was so beautiful, too. Son of a bitch. Sorry. So sorry, Hilary, I. Ryan, I don’t.
00:34:20:06 – 00:34:28:00
Hilary
A whole another podcast like that where he got to the end, he goes, Oh my gosh, I didn’t hit record. It was the same thing. And we had to do it over.
00:34:28:05 – 00:34:45:12
Rod
I was like, Oh, wow, You know what? You know what, Brian? Just leave all this shit in because I want everybody to hear what I just did and heard what she just said because it was so frickin beautiful. And I got to tell you, Hilary, I had no idea. And I have even a thousand times more admiration for you than I did before we got on this call.
00:34:45:12 – 00:35:07:16
Rod
I’m so impressed. And guys, tell me your frickin excuses when you haven’t taken action and done something. Knowing this story, I want to hear your excuses. Okay? There are none. Okay. What a what? A shining light. An example of what’s possible. Hilary and I really am grateful for you coming on the show. And. And, Brian, you can bleep out the f bomb.
00:35:07:16 – 00:35:21:15
Rod
If I threw it in there, I’m sure I did a couple of times because I was so pissed off. But, you know, my first interview and I don’t know if you heard this was with a billionaire and I absolutely forgot to hit the record button. So I’ve got a I’ve got a big scar. And what do you call it?
00:35:21:15 – 00:35:41:23
Rod
A Oh, God, there’s a word for it. A mental. Well, yeah I have PTSD. That’s a great way to say it. Yeah, but anyway, so. Well, this is great to see you and. And keep going and. And just, you know, hopefully we’ll see you in Orlando at the boot camp or at the Warrior event in November in Phenix.
00:35:42:01 – 00:35:51:19
Rod
But either way, I look forward to seeing you soon and seeing having you back on the show in a year or two when you’re, you know, well over a thousand doors.
00:35:51:21 – 00:35:54:09
Hilary
Thanks so much. It’s been an honor to be here.
