BiggerPockets Real Estate Podcast - 728: Making $80K+ Per MONTH with Just 9 Rental Properties w/Jesse Vasquez

Episode Date: February 16, 2023

You don’t need a hundred rental properties to make a million dollars a year. You can do it with less than ten properties. Sounds insane, right? If so, tune in to hear Jesse Vasquez’s story as he breaks down exactly how he built a seven-figure income stream with fewer rental properties than most medium-sized landlords. He even gives an example of how just two of his rental properties are cash-flowing enough to replace a six-figure salary. So what is he doing differently from the rest? After escaping the “golden handcuffs” of a six-figure healthcare sales job, Jesse knew he couldn’t ever return to the corporate work environment again. He loved the paycheck but was paralyzed by the work and needed an escape that could help him build wealth without sucking his soul. After sparking up a conversation with a traveling nurse, he realized there was an unfilled niche in the medium-term rental space, one that traveling professionals would pay handsomely for. From working in healthcare, Jesse has been able to pinpoint exactly what makes a high-cash flow medium-term rental, which amenities can dramatically increase your rent price, and how to make six figures in cash flow with just a few properties. This deep dive will give you EVERYTHING you need to know before you buy a medium-term rental, how to achieve a near-zero vacancy rate, and the most lucrative way to find tenants that will net you five times higher rent than a regular long-term tenant. In This Episode We Cover: The medium-term rental strategy explained and how it produces so much cash flow Leaving a cushy six-figure job to build a real estate business, not just retire early  How Jesse makes close to a million dollars a year with just nine rental properties  The secret amenities that nurses MUST have to book your property  The exact agencies to call to get your property rented at SIGNIFICANTLY higher rates  How to choose the perfect medium-term rental market and what to look for in local hospitals  Home insurance rental coverage and how to use it to fill up your units FAST  And So Much More! Links from the Show Find an Investor-Friendly Real Estate Agent BiggerPockets Youtube Channel BiggerPockets Forums BiggerPockets Pro Membership BiggerPockets Bookstore BiggerPockets Bootcamps BiggerPockets Podcast BiggerPockets Merch Listen to All Your Favorite BiggerPockets Podcasts in One Place Learn About Real Estate, The Housing Market, and Money Management with The BiggerPockets Podcasts Get More Deals Done with The BiggerPockets Investing Tools Find a BiggerPockets Real Estate Meetup in Your Area David's BiggerPockets Profile David's Instagram David’s YouTube Channel Work with David Rob's BiggerPockets Profile Rob's YouTube Rob's Instagram Rob's TikTok Rob's Twitter Medium-Term Rentals—How to Get BIG Cash Flow Out of Small Properties ALE Solutions DANHousing Furnished Finder Stats Book Mentioned in the Show 30-Day Stay by Zeona McIntyre & Sarah Weaver Connect with Jesse: Jesse's BiggerPockets Jesse's Instagram Midterm Rental Summit Jesse's Website Jesse's YouTube Click here to listen to the full episode: https://www.biggerpockets.com/blog/real-estate-728 Interested in learning more about today’s sponsors or becoming a BiggerPockets partner yourself? Check out our sponsor page! Learn more about your ad choices. Visit megaphone.fm/adchoices

This is the Bigger Pockets podcast show, 728. And the cool thing about the agencies, you can actually get these agencies. They can be the leases on these properties. So like in San Francisco or Central Valley, or could we worry about like, holy crap, there's squatters. I don't worry about that too much, but a lot of people do. These agencies are actually leases. These are multi-million dollar agencies.

There's no way they're ever going to screw you over. And that's one of the things that I love about this space, too, is that they're taking responsibility for the clients that are there. They're taking ownership for that and any damages. The agency is actually paying for it. What's going on, everyone? This is David Green, your host of the Bigger Pockets Real Estate Podcasts, the biggest, the best, the baddest real estate podcast in the world.

Here today with my good friend and talented co-host, Rob Abasolo. Now, we have one of the best episodes we've ever done for you today. And I'm not exaggerating. It's that good. You're going to listen to it more than once. It's going to inspire you. You're going to go follow the listener and you're going to think, gosh, darn it, that's why I listen to this podcast.

When you get that feeling, please do me a favor and leave us. a review on Apple Podcast, Spotify, Citro, wherever you listen to this because we really need those and you're going to love it. I'm going to make this a very short intro here because we went long. We were supposed to record for a certain time, but it was such good content that we just kept going and going and going and going. And I don't think that you are going to be upset about it when you hear it. Today's quick tip before we get to the guest is look for creative ways to exercise your leads. Our guest today tells you about different ways of finding guests for different asset classes of properties that you probably never thought of. But he is making more than 10 times

some of his competition by looking for ways to do it. Make sure you listen to today's episode all the way to the end because you are not going to want to miss this. It is subtle yet brilliant. Rob, anything you want to say before we get started? I have a feeling that if you listen to this all the way through, you will probably listen to it again. This is one of those episodes that I think people will reference for many years to come. I'm so excited. I'm so excited. This is one of my favorite legitimately that we've ever done. Yeah, I end up asking our guest today if he wants to coach me on the topic of today's show. And so hopefully he does and we come back and you guys can follow along with the journey of me trying to implement Jesse's methods.

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Now is the perfect time to review your rates and coverage. Get a quote in minutes at biggerpockets.com slash landlord insurance. Steadily, landlord insurance designed for the modern investor. So without any further ado, we're going to jump right into our interview with Jesse Vasquez. Jesse, welcome to the show. To give our listeners some background, you run a lot of the show. a full-time midterm rental or medium-term rental business, rather, that caters to health care workers. You've hacked this market segment and are here to give all of your secrets to our

bigger pockets audience. Your business includes 27 properties in Texas, Oakland, in the Central Valley, and you're a self-described go-giver. Did I miss anything? Oh, man, that sounds pretty damn perfect. Oh, and also you're a fellow YouTuber, right? I am, man. Yeah, so I've been able to build a beautiful business, you guys, uh, from both midterm rentals. and short-term rentals and co-hosting other people's mid-term rentals. And specifically in the Central Valley, in the Bay Area, David, wherever you're at, San Francisco, Oakland, Berkeley, all those beautiful places in the Bay.

And even though the prices are high there, we still are able to get a pretty solid amount of income in a high market, which is difficult to do in a lot of places. So it's pretty much it, man. I worked in healthcare for 18 years. So what'd you do in healthcare specifically? Yeah, I was actually a business development manager. So it's a fancy way of saying sales.

So I was a sales rep for a hospital for companies. My job was to get permission for these doctors to have privileges at a hospital. And also for patients that were discharging, my job was to connect and schmooze with these case managers to get them to use me to send folks home. Like if they needed like, so David, imagine like if you fell, God forbid that happens. You broke your hip. And Rob, you are the case manager. My job was to be buddies with you so that you would send me David as a referral and then I would get paid on that in. So yeah, it was a it was a really cool business. It paid me really well. I was making over 200 grand a year. I had golden handcuffs at that time in my life. And I finally decided, you know what, I'm not doing this anymore. Plus, I was driving the Bay Area from the Central Valley. And for those of you know, it's like literally, Dave, you probably know Modesto.

Oh, yeah. I'm from Antica, which is like 20 minutes away from Modesto. Holy smokes. Yeah, we're neighbors. So literally driving from Mantica Modesto to the Bay Area literally daily is, I'm not kidding you guys. It's like a three and a half to. sometimes even four-hour drive, depending on what day you decide to go, what accidents, and whatnot. So for me, it was just burning me out. That drive was killing me. And I just decided one day I went into work. I'm like, I'm just done. I'm going to just go full in on, you know, investing in real estate and midterm rentals. This is fascinating also. So are you from Modessa? Is that where you grew up? Yep. Yeah. And actually speaking to Modesto, there's a couple people that I know that know you that actually started working with you back in the day. So we're working on deals. You probably knew what I'm talking about. That's funny. We'll have to catch up on that. But you can still catch me in Modesto at the vintage fair mall once every two years when I have to go shopping for new clothes. That's the best deals around.

So this is interesting because as people are going to see later on in the interview, these sales skills that you developed in this business development role have come in incredibly crucial for you when it comes to running a medium term rental business. And so this stuff is going to, it's going to come full. circle. That's really good. Before we hear about your freaking empire that you've been building, tell me about your first real estate experience as a kid. Yeah, this is a beautiful story. Well, it depends on what kind of beautiful you're talking about here. So, all right, you guys have all seen National Ampoons Christmas vacation, right? I'm assuming. Yes. All right. So you know that Woody, that station wagon. So I need you guys to picture this. Me being a nine-year-old kid in the backseat of this wool, there's literally wool up, wool up, my mom and dad were in the front seat. I grew up in a very Catholic household,

might know about this. Hispanics usually grow up Catholic. Maybe you didn't. I don't know. So anyway, my parents were in the front seat. I was in the back bouncing around because those cars do not have any shocks at all, by the way. And in this Woody, and my parents were arguing as we were on our way to the courthouse. They were arguing because they had tenants that were living in the property that didn't want to move. They were like literally not moving. My parents, again, being super Catholic, were always very forgiving of people like, oh, they can't pay this month, we'll pay next month. And literally as a kid, that was my first experience in the backseat never hearing my parents argue of this, you know, 19, it was like a 1983 Woody, the same one of

of the National Lampoons for those of you were picturing this. That's my first introduction to real estate. And I remember thinking like, holy crap, like I don't ever want to be in real estate because here I am as a nine-year-old boy sitting in the back of a courthouse, my parents, and this lady that was renting from them. And you know the crazy thing, David and Robb, the judge looked at her and said, this is not the first time this lady's been in here. And I remember her name, like, specifically, I'm not going to use it on the show, but he said this is what she does. So it's literally she would go and stay at people's places, take advantage of them, not pay their rent for months, and then eventually go into court and then that's what it was. So it's literally just repeating the cycle. So for me, that was like my very first introduction to real estate in the backseat of a 1983, you know, Woody. So I'm going to call that. Probably was a founder again. Backseat, Woody. Whoa, what's going on here, guys? I've really restrained myself several times. So you got exposed to the very worst of the industry from tenants that are professionals at taking advantage of landlords. And you said, when I

grow up, I want to put myself in a position to let that happen to me. I grew up and I said, I am not going to allow that to happen to me. Yeah, yeah, which is where the contracting stuff came in, the Airbnb stuff came in. And my dad was always like, real estate's great. And this is not the first time my parents were going through that. You guys, keep in mind like literally over probably the next, I was nine at that time. Of the next five, six years, we probably ended up in court again, probably three or four more times. And finally my parents started selling off some real estate. And I just thought to myself, you know, do I really want to end up like this? And obviously, that's not the route I wanted to go.

And I was always told real estate is such a good thing. Keep in mind, my parents were immigrants. I came here in the 70s and, you know, built this pretty good real estate business. And then I watched it kind of deplete over, you know, that span of seven, eight, nine years just because of the, you know, them being, being generous in a lot of ways. And also not very business oriented, right? They were more on the emotional side of it than the actual business side of it. And I think a lot of people, especially immigrants, sometimes can have that mindset. You know what I mean?

For sure, man. So question, did your parents ever have any wins throughout the year? Were there ever any moments where you remember watching them actually have success in real estate? Or was it always sort of like a downward spiral, if you will? No, it had peaks in valleys. So it was like I'd watch them do really well, get, you know, buy multi-unit properties, two doors, three doors. And then all of a sudden end up in court again. It was like it was like the same thing.

My mom was like the business mind and my dad was like the emotional mind. So it was like those two things together were always kind of clashing with each other. And I think for me, you know, real estate probably wasn't the best avenue for them because they were just way too forgiving. So I came in and when I decided to do this, I'm like, you know what, I'm just going to get freaking, I need to get paid first. Like I watched this too many times. And I was a, I never heard my parents fight like ever. My parents were like not the fighting type. But that was when I, when, you know, the first time I was able to hear that was over real estate, which David, you're absolutely right, man.

that was the ugliest thing that you could potentially see in real estate on the landlord tenant side. That was it. That was my introduction. So that clearly had an impact on the way you decided to structure your real estate business. Before we hear about that, I just want to commend you. Props for not saying, oh, there's a bad thing with real estate. I'm just going to throw the baby out with the bathwater. Just screw it. There was a bad experience. So many people take that approach. Instead, you were smart enough to say, well, how do I eliminate the problem and maintain all the benefits? So you figured out a way to structure things to where the tenants had less ability to professionally screw you over.

So like, let's hear. How did you first come up with the idea to invest in real estate the way you do now? Yep. Yeah. So this is going to take me back to what I did at my W-2 job. I was working on the floors of the hospital. And in California, you guys know everybody says dude and bro and man, David, Rob, you're in Texas.

You don't know. I guess you're here from California. They say y'all in Texas. Y'all, y'all. Y'all. So there was this really sweet lady. Her name was Barbara. And I was working at the hospital and there was a little, you know, we're on the floor. And she was saying things like, oh, don't you know? And such a doll. And I'm just like, holy crap, where's this accent? Like, I love this. Where are you from? And she's like, Fargo. And I was like, cool. I watch the show. Like, I get it now. Or I watched the movie. This was a while back. And 2015, by the way. And I was like, what are you doing here? And Barb was like, I'm a travel nurse. And I was like, oh, that's cool. Like, where are you standing? And and you guys are not going to believe where she was staying. And Dave, you might know this because you are from Modesto. She was staying at Motel 6 on 9th Street, downtown Modesto. Why? And for those you, you can't see David's face right now, he's making a pretty cool face. Because it's literally,

it is not a place where a travel medical professional, especially a nurse, is going to feel comfortable. And I asked her, this is my follow-up question. How much are you paying for that place? She was paying $3,000 a month for Motel 6. That's what the rent was. her to pay. And at that time, this is 2015, I could buy a property for under 300 grand. My payment would be $1,600, $1,600. And they're paying $3K. So my brain was like, boom, I need to do this right now. How do I figure out how to do this? You started to talk to me about contracts, which I already knew about. And everything in healthcare, you guys, whether you're doctor, nurse, clinician, physical therapist, everything goes around contracts. Housing is not any different.

It's everything in health care is based around contracts. So I walked down to the HR department, knocked on the door and said, hey, I've noticed all these clinicians that are travelers here, how do I actually become like a housing solutions provider for these folks? Because they're all staying at this crappy place. And the hospital doctor's medical center, by the way, David, was like, oh, we're actually looking for housing. Like how do we want to accommodate housing? What property do you have?

And at that point, I was just like, tractor beams, real estate. I didn't even own my own house yet. And I went and bought an investment property. So that's kind of how it started. My cousin is a nurse at doctor's hospital and Modesta. We have a lot in common here, Jesse. That's funny. What's going on here?

So this is, I mean, we're kind of glassing over it, but that's brilliant that you recognize the problem, that you saw a solution, that you just said, I can buy a house for $15,600 a month. The nurse is going to be happy to pay $3,000 to have a house and not have to live in downtown Modesto. That area's gotten even worse if you've been there lately. It's kind of like over-overrun with transits at this point. So like they're not going to even feel safe leaving the hotel.

to get to their car is what I'm getting at. And they're probably doing this at nurses hours, right? So graveyard shifts, wing shift. They're coming in and out in the dark. It's terrible. And they don't have their own space. Like, you know, when you're staying in hotels like of ill repute, the type of noises you're going to have to hear and the screaming and the yelling and just the overall chaos.

And nurses need a place where they can find some peace and respite from the insanity that they're dealing with. So you see all these things and it just clicks like, oh, this is what I'm going to do. Do you think that your parents' background and real estate had something to do with your confidence level to say, like, okay, I can jump in and meet this need in a business way? Yeah, definitely, man. I think that's, I think somehow subconsciously that burned into my brain. Like, I need to get paid. I need to make sure I get paid up front. And then also my dad would always tell me, like, real estate is where most people make their millions.

Like, you want to build. It's basically like a long-term bank account is what he told me. Verbatim, that's exactly what he said. It's like you buy a property, you rent it. It's just like having a large bank account that's going eventually pay you in dividends over years. You know, it's not like that you get make money right away real estate's not like that right it's a long game so he essentially burned that into me as a child like buy real estate by real estate but don't end up like me in court every six months and he knew he consciously he was he was in that specific space so yeah 100% my brain was like how do I do this how do I grow but how do I get paid so that was my introduction to and that was just the nursing side for nurses to pay the other side is the contracting I'm sure you guys

are going to dive into that a little bit but that's that's it's so different and by the way David and and Rob, you guys, I noticed this because my job was to go to all these hospitals. So like, Manteca, David, you mentioned that. I was in Kaiser. I was in Memorial Medical Center, Emanuel and Turlock. Every single one of these hospital floors, guess what was there? A bunch of Fargo accents, don't you know? And, you know, stuff like that. And so I realized, like, holy crap, the Central Valley has such a need for clinicians. And actually, at that time, I had a friend that was going to Stan State University, another friend that was going to J.C. there's only 30 graduates a year for these nurses in our in our in our specific market and there's

over 400,000 people between like turlock and load I so actually more than that and what I noticed is when I started calling around to these these colleges 30 graduates and only a quarter those students would actually stay in the central valley so we've always been understaffed for the healthcare industry in fact California Illinois Houston or excuse not Houston Texas North Carolina and Florida are the five underserved states for travel medical professionals, and they're not going to be to pre-pandemic levels until 2030. So if you guys are in one of those states, you have a long roadway to build a legitimate business that is housing clinicians because there's not going to be enough clinicians until 2030

is what the National Registry of Travel Medical Professionals is predicting. And you've just ruined those states for us by saying that on the podcast. Yeah, thanks, Jesse. So, Jesse, bring us back. a little bit because you stated that you were making really good money at your previous job or at the job that you were working at W2, multiple six figures. And it is golden handcuffs, right? You're making money very comfortable. You're probably past that threshold where, yeah, it's like you're very comfortable and you can probably buy whatever you want within reason

and travel and do all that kind of stuff. And so the difficult thing with making that amount of money is that when you start going into real estate, you have to try to replace all that money that you're making at your W2 with real estate, which at that level takes a long time. So tell us about that shift and that transition from going to W2 all in on real estate. What was that like? Why did you decide to even go all in on real estate when you were crushing it so much at your job? Yeah, I was, I had a success with fulfillment. I was happy. I mean, I was not happy with the job, but I was happy getting the paycheck. And at the end of the day, like 200 grand, for those of you in the Central Valley, or people that realize 200 grand is like a lot of money

in the Central Valley. It's like not very much in the Bay Area. But if you're in the Central Valley, like you're like the top 5% like in these areas. So for me, I was like, holy crap, like I'm crushing and I'm doing so well. But at the end of the day, I was not happy. And I think my time frame, and I think a lot of real estate investors always go like, oh, time, freedom, whatever, yada, yada, yada, but that's not actually the case when you dive into stuff full force. You got to it takes years to build that. But for me, man, it was like, I just didn't want to do that grind anymore. I was just done. And one day I literally went into work and I'm just like, I'm not doing this anymore. I gave my resignation letter. They let me go that same day. And literally, that was July 17th at 3.43 p.m.

I was in San Francisco. I know the exact time, date, everything I know what I was wearing. Like, I remember vividly, you guys, vividly. And from that point on, my family was like, Dave and Rupp, they were like, you were insane. Like, why would you ever do that? I remember my daughter, who was like 17 at the time, 16, called my mom. And she's like, my dad just quit his job. We're going to be homeless. Like literally, my daughter called and told my mom this. Because in Hispanic families, you tell the moms, the grandmas, everything, and then they're going to get on me.

And I'm going to be like, oh, God, why do I do this? So that's what happened. Like, literally everybody in my family was like, you're so dumb. Like, why are you doing this? And now they're just like, you were right on. We were supporting you the whole time. We knew you we could do it. So it's tough, man.

Yeah. And so you go into this, you decide to transition to it. Obviously, the timing of going into real estate is always like, you just never really know until you make that decision and you marked into the office. Tell us a little bit more about how your family took that. Was it like something that? Because you said now they accept it. Was it fast? Or did you really have to sort of convince your parents? Like, because I'm sure they had some, you know, some biases with their, with their relationship with real estate. So how much of a, how much did you have to pitch them on this idea? And how long. did it take really before they're like, oh, okay, I think you got a good handle on this. Yeah, so Hispanic families are very like, you go and do a job, you work your butt off, then you move up to manager, and then you move up to this, you climb that corporate ladder. So my parents were 100%, like, that's what you need to do, like, what are you doing? So it was not an easy transition. I think that the first few months, it was kind of like, I had, I had money saved, by the way, you guys.

I had like six months of like cash reserves and probably even a little bit more than that. So that if it didn't work, I can always go get a job somewhere else. I've been in the space for so many years that I can literally go get a job. Even today, like, I can go get a job right now if I wanted to. So for me, my brain was like, if I don't do this or if I don't try this, then I'm not going to have any success. And I'm going to resent this later on in life. Granted, I did give up a 200K a year job.

But, I mean, right after I did that, you guys, like, everything just like took off. I started teaching people how what I was doing. And that was successful. And then my portfolio was, you know, growing, which, by the way, for those of you decide to leave your job, make sure that you start your, your, your, actual corporation two years ahead of time. That's where I screwed up that I didn't actually start my corporation until 2020 and I left in 2021. So that like you have to have two years of experience through the IRS. They want to see those two years on paper. So that made things a little bit difficult

to go by property, but I did the SCR loans. But you know, you can't conventionally get a loan that way. So I did things kind of on a whim. I'm like I should have thought it out a little bit more. But I'm so glad I did it, you guys. Like my life is completely changed. I'm working way more than I ever have, but I'm also making way more than I ever even dreamed about making. And it's just been such a beautiful ride. And not only that, but inspiring other people that are in these spaces, like Modesto and the Central Valley and places all over the U.S. are not big. Like, you don't have to be in these big urban markets to do extremely well. You can be in a very underserved small market and have a pretty good amount of doors and build an actual legitimate business based off of relationships.

And I think that's where, you know, a lot of people can really drive home this specific model. So you mentioned that you're making more money than you ever have before. Can you give us a quick rundown of what your business stands look like today? How many units you're managing and the revenue they're providing? Yes, right now I have nine properties that I own. I just did my books and we did about $987,000 and that's gross in just nine properties. And then I managed for other people and we're doing over a million. That's short term, midterm, off of 11 other properties. So between the combination of these two, we're doing $2.1 million. And then my coaching business is like, that thing's going crazy right now. And so just the combination of all those things. And just keep in mind, you guys, when I talk about these numbers, those are gross numbers. You know, the revenue, if you own properties, it's usually, you know, 40, 50, 60 percent is what you have to, you know, what I get to keep, what I actually get to keep. But with midterm rentals, there's not as much turnover. There's not as much products that you need to use in these properties.

So we have less kind of, and Rob, I've heard you mention this before. I feel there's less wear and tear with having actual medium term rentals in my specific place. So, yeah, it's been, it's been. fantastic this last, you know, a couple years, just the growth. Yeah, for sure. The wear and tear aspect of medium-term rentals, you know, when I first started doing it, I was doing it incorrectly because I was really only cleaning after that guest checked out. So if a guest was there for three months and we cleaned it, you know, it was a disaster. But now what I've done is I send cleaners in every month now to do a checkup and to fix anything that might like to basically point anything out

that might need to be fixed. For example, my cleaner just went over to one of my midterm rentals last week. and there was a mailbox that's attached to my house that was just on the ground. And she was like, hey, this is broken. And I was like, all right, I wish the tenants would have told me that. So set my handyman. So it's a good way to help avoid some of that wearing chair. Do you have anything like that that you do for your midterm rentals or do you just let them play out their entire lease? Yeah, man, there's a lot of things we do with their midterm rentals.

So going back to the contract, like connecting with agencies, and maybe we can drop in this in a second, but we have car rentals. So a nurse can literally hop on a plane and end up in San Francisco or Oakland, get an hour Uber into Modesto. So as they check in, they have, you know, a car in the garage waiting for them. We had a grocery delivery service like clinicians or resident doctors that are there. We'll actually go deliver groceries that they want, kind of like a ship in Instacart before that. We were doing that. We're still doing that now. So literally all they would do is work and we were supplying literally everything they needed from point A to point B.

And I think this is where you start building relationships, like with the recruiters of these agencies. Their jobs are to place people in these specific jobs. And if I'm able to be a person that solves problems for them, then they're going to use me every time. And that's kind of what happened with me with a company called AMN healthcare. It just kind of, I was able to see the needs and then I solved the problems. And then I became that go-to guy for this specific market. So everything is kind of like snowball, like I was mentioning before, you know, being able to grow so fast and it's doing things different. Most people are not intuitive in that way. They're not going to go out of their way to build

something that way. And for me, it's like, how do I make these jobs easier for these clinicians, or excuse me, for the recruiters? That's really cool. So you're a very, so you're a very, turnkey solution basically. Like you're not just housing. You are also transportation and effectively food. And I think obviously there's a lot of value there. It's really, really smart. I don't think, you know, a lot of hosts and a lot of people in this space tend to really just stop at what they consider to be their quote unquote job. But this really does seem to provide a solution. So if you wouldn't mind, can you just, can you walk us through a little bit how you structure your business? Yeah. Yeah. So I'll

kind of break things down for you. So again, going back to the needs, the needs of these clinicians are, For you guys that don't know, anybody listening to this right now, if you just go on Expedia.com and you just type in, like, the cheapest car you could potentially get, which is like a geoprism. Do they still make geoprisms? I don't know if they do or not. I don't think so. They don't make geoprisms. But anyway, the smallest compact car is literally $1,800 a month. I have a, I had at that time a 2012 civic that I would rent for $1,000 a month. So my payment was literally $180, you guys. So I was renting that car, renting that property. And then we'd also do the grocery delivery. So, my cleaning crew, because I had short-term rental after that as well. So we already had these cleaning crews that were doing stuff. So we just applied them to pick up the cars, drop off cars, go in and do maintenance in the properties, clean them weekly, monthly, pick up grocery services, like if they wanted specific kind of oat milk. I know that we were talking about milk earlier, you guys.

So they would literally go get all these things that these clinicians and doctors are very specific on what they eat, what they, it's very specific. So we would go out and do all these things so that these folks, would literally go back to the recruiters and say, holy smokes, Jesse literally takes care of everything. So once those recruiters find out about that stuff, that's where I'm actually building market share with these actual companies. And I'm actually building a business that I don't need to rely on Airbnb.

I don't need to rely on furnish finder. I don't need to rely on all these people like I am creating my own business. And if I eventually want to sell my properties, you guys, guess what I get to sell? Not only my tangible real estate, but also my contracts, my actually legitimate business. So I think that a lot of people kind of think about, real estate and they're just like, oh, cool, this is just like a tangible house or a property, but there's other things that you can actually build that make in business. And that's being one of them. And again, David and Rob, if I didn't have the 18 years of healthcare experience, like in that

sales background, I would have never been that intuitive to think that way. I think a lot of people have jobs now, whether you work at AT&T or you're a drug rep for, you know, pharmaceutical company. Everything goes back around customer service, like essentially everything. The easier you're able to make somebody's job, the better you're going to be able to do in that. and the outcome. So can I just ask a little bit more on the logistical side of this? Because I know a lot of people, they have to be wondering. So you talk about the Instacart thing. You talk about the transportation. The actual logistics of that is the client or the travel nurse, are they actually renting that vehicle from you? Is it a different business than the actual business of the home itself? Are you renting

it via Turo? How does that look? And then I'll get to the Instacart question here in a second, too. All right, cool. Yeah, we ended up actually getting an umbrella policy that covered both the property and the cars. We have two separate businesses. So I have my Air Venture, which is the hosting company. And then we have another company that actually handles all the vehicles. So we weren't intertwining the two things. And then we had an umbrella policy that covered literally both businesses. And both businesses were under that policy. So that was the difficult thing is getting people from other states to get coverage in California. And for those of you don't know, if you drive a car in California, if I got in your car right now, Rob, and you're in California, I'm literally, covered to drive your vehicle. That's how California state law is. So we ended up getting an attorney

paying thousands of dollars to get this coverage so that I'm protected and whoever rents the car is protected as well. And then we had to, we had them buy their own supplemental insurance, which was like a, it was a short term insurance for that specific car. So we were covered on like three different angles. And for anybody thinking about doing that now, you can literally do that with Turro, which is Airbnb for cars. That's literally what it is. So you can essentially do the exact same thing that I'm doing not to pay the thousands of dollars, but just pay Turro, you know, what is it, 20 or 30% of the daily revenue or the revenue of that vehicle that it's rented out. I think it's anywhere from 10 to 30% depending on how much coverage you're looking for.

Okay. So on the Instacart side, because you also, this is just really interesting. I've really never heard of this angle. Is that something that do you provide some kind of form or some kind of like survey that's like, what are the kind of foods you like? And then I'm the one that's going to physically order it for you? Or do you just sort of give them like, I don't know, a promo code that gets the money off of their first delivery.

How do you set that up? Yeah, we use Typeform. I don't know if you guys ever heard of a company called Typeform. So you could basically essentially put any type of questionnaire that you want, and we would formulate all the things that they like, what they don't like from Typeform. So without it's dairy meats, a specific kind of meats, they would be able to put all that stuff. And I think it was like 14 questions that were asked around food. So they would literally put what was in there.

My cleaning crew would then go out, pick up that stuff, drop it off. And we would charge a $45 delivery fee specifically for that, which is including time. So essentially we weren't necessarily making very much off of that, but what we were doing is creating that business mind share with the recruiters, the agencies, because these folks are going, these recruiters and these nurses, they're very well connected,

especially the first time they're coming in. So they're going and just telling them, like, hey, this company's taking care of everything. Like, we want to use this guy. Like, we want to use this company. If the next nurses that are coming behind me, you should refer them here too. So even if there's a company that doesn't do contracts where these actual agencies are paying me a specific amount,

they're at least giving the referral to these nurses. And that's exactly what I was going for at that time. All right. So you're talking about the contract aspect of this. Walk us through getting a contract because obviously you worked at a hospital and you walked into the HR like you talked about. But the everyday person can't just, I mean, not without being escorted out by security, but they can't just walk in the hospital and go into the HR department. So how can the everyday person go about snagging a contract like this? Yeah. And everyday person can go into the hospital and knock on the HR department. First off, you can definitely do that. But okay. The smarter way would be to just call the hospital, ask for the HR department, and just say,

hey, can you tell me what agencies you're working with that are on the health care site? Is there any specific companies you're connected to? And secondary, is there a recruiter that it's attached to you guys that you guys need for housing? You know, I own, I'm just giving an example. I own, I'm going to say five properties in the specific market. I want to be a solutions provider specifically for them. Nine out of ten times we'll have an HR department that will say, yeah, we use one company, AMN healthcare or true staff, whatever those are.

And our recruiters, you know, Barbara. I'm going to use Barbara again. Cool. That gives me some really good information. Now guess what I could do? I can literally call that company. I can talk to Barbara and say, hey, I got referred to you from DMC. They're telling me that you guys are connected.

I actually have properties here. Is there a way that you and I can connect and actually create a contract for these clinicians to come? So, and if they don't answer you that way, guess what I can do secondary? I can now, we're talking about business, right? I can now go on LinkedIn and I can create, connect directly with that company, connect to Barbara with her last name on LinkedIn. and there's my backdoor into the to getting this specific contract again everything's about building relationships and you got to think about it just like if you're dating everything's very

slow it takes time it takes energy it takes consistency but once you do that you guys and you're able to build an actual contract with these agencies you can get paid every time you get paid up front sometimes three months at a time so first last and deposit um and you can really actually build a legitimate business and these agencies will go to you every single time and you don't have to rely on Airbnb or again we talk about furnished finder We'll dive in on a bit, but you can just actual build a legitimate business this way by just literally building relationships, which is not an easy thing to do, but it's possible. So I've heard you mentioned LinkedIn a few times on your channel, and I know that this is

something that you do with connecting and everything like that. Do you ever advise anybody that's wanting to go the LinkedIn route to get a LinkedIn premium subscription where they get the, I think it's called like an in-mail that allows you to just send a message to somebody without them accepting your connection invite? I think it's been a while since I've been on LinkedIn, obviously, but I think that's about right. Yeah, when I first started, I didn't use that. You can send a message directly. So if I wanted to add David on here, I would be able to write, I think it's like 500 characters.

So I'd be able to say, hey, hey, David, my name's Jesse. I own, you know, seven properties in Modesto. I just want to let you know that I talk to Barb over at DMC, whatever, yada, yada. And that's the other thing, too. I'm creating instant credibility by that name. They already know that person. They work with them in the hospital. And they're nine out of ten times likely to actually read my.

my email because I'm name dropping somebody that they connect with on a regular basis. That's a warm lead folks. You absolutely want to have those. If you have a cold email or a cold draft email, it's harder to get across to those people. So for me, that was how I built my business is just kind of talking to these clinicians. And we can all do it now on Furnish Finder. There's something called unmatched leads. And this is going to be a good tip for everybody listening right now. Take note of this. If you get on Furnish Finder, there is leads that come in and there's unmatched leads. All you have to literally do is pick up the phone and dial every single one of those nurses and let them know what you're doing, ask for their recruiter and what agency they work with. And that's

literally how you could build your business for free. Like, you don't have to pay anything, you know, to do this. You can literally do it for free. So that's another way that folks can get into this space by going after these agencies is by going on a furnished finder. And what exactly? I just, I need some clarity. When you say agency, like you said, call the HR department at the hospital and you say, hey, what agencies are you working with? Can you just clarify what kind of agency are you talking about? Like a staffing agency? Yeah. So every hospital. hospital does not have enough clinicians to meet the demand of patients. We talked about this a minute ago. Central Valley doesn't have enough clinicians to meet the demand for patients. In the Central

Valley, David, you might know this. There's a lot of high acuity patients, which means a lot of folks here are sick compared to the Bay Area. It's worse than the valley. So there's just not enough from nurses to meet the demand. So these hospitals have to outsource to be able to bring more clinicians in, and they have to outsource with agencies. And those hospitals typically have contracts with like say AMN health care, which is national or huge. True staff, which is another big giant company. IAHealthcare is another big giant company. They're national. So they'll have one recruiter or two recruiters that literally the hospitals will deal with. So if the hospital gives you that information, then you can now reach out as a third-party person and say, hey, I just got

your information from the HR person at the hospital. Here's her name. How do I connect with you? How do I build a clientele with you guys? What is it that you need or how can I assist? And I think that's where, you know, asking the right kind of questions and making sure that, you know, you're a go-to person for them. If you have multiple properties in the market, that's better. I usually tell people go deep, not wide, which means you want to have a lot of properties in one little market as opposed to being spread out so far. Agencies like to deal with people that have more properties in one specific space.

Yes, are you basically saying, like, they want to know, hey, Jesse, when I call you, I need you to have something available, right? And so if you keep saying, oh, all my places are completely filled up, they're less likely to call you because it's sort of like a crapshoot with you, right? Yep. Yeah. So most agencies will look at you. If you have five or more properties, you become on their like preferred provider list. You'll actually become like a preferred vendor. And that's what you want to be. You want to be a preferred vendor. Not only on the healthcare side, we didn't even dive into the insurance side of stuff, but that is what it's going to solidify you as being like an actual true player in that market. If you have a one off property here and there, you're going to get bookings. I'm not going to say you're not. But if you have that portfolio of five or more, there's tremendous more upside of being that number one person that they go to on a regular basis. And I'm seeing this more and more where these agencies are now leaning to. towards like if you don't have five or more properties, don't contact us. Like, that's literally what they're saying. Wow. So anybody's looking to invest, you got to have multiple doors and build an actual portfolio. Think big, like from the very beginning. Like, cool, I might

have my first door now, but in, you know, two or three years or one year, I'm going to have five and you build in that specific market. I want to ask you about how you choose the market, because I think you made a very good point, isn't that this is not a thing that you can casually step into, which at one point it was. And so a lot of people hear the success. stories from someone that says, I bought a property in X city. And it does great. And then they go, oh, if I buy a property in X city, mine will do great too. And then you find out the competition is more fierce. They have a head start on you. If you can't get in with like you're saying a minimum of five properties, in some markets, not everyone, but in some, it might not make sense.

Probably the areas where there's the most competition, where you're making the most money. That's a very smart and helpful point, I suppose, I would say. the listeners who are like, oh, I was about to go buy one in Topeka, Kansas. Maybe I shouldn't. I need to look into it deeper. What about the specific property? I don't want to go too far down this. I just want to ask before I forget. Are you always running to one nurse? Is it always a one bedroom property that's best? Or are there times where having two or three bedrooms in the same property is actually beneficial? David, that's an awesome question. So for me, I always, I stick with two bedrooms and above. Any savvy investor, any intuitive investor is always going to have an exit

strategy. And for me, that would be midterm first, short term, secondary, long term, being last. That gives me more exit strategies and more beds that I have, the more opportunity that I'm going to have. Most of my clinicians are coming in groups. They don't come by themselves. There is a lot of clinicians that come by themselves. But I've been seeing over the last five years, millennials travel in groups. They'll go to the Bay Area, work for three months, and then head to a visa for a month. And literally, that's like the culture of this healthcare industry. It's been changing over the last, I've been doing this since 2015. I've watched it change. So for me, if I'm able to put more people in a property, that's going to give me more opportunity to get paid more.

And not only that, but I can house. I'm more of, I'm niching things down even more because most people will exactly what you said, David, we'll get a one bedroom or a studio. But again, going back to what we were talking about a second ago, you got to diversify your portfolio, whether that's a one bedroom, three bedroom, to be able to serve multiple different people and clientele. But for me, it's always been serving more people than just your typical one-off nurse. So getting a two-bedroom or three-bedroom property isn't overkill because sometimes they travel in group. So it actually makes sense. If you got to move into a new area that you don't know anything about, you don't have

any friends, you're going to feel more comfortable doing that with other nurses you can relate to. 100%. Yeah. And they're already booking together. So like when I talk to recruiters, I'll say, hey, like, who do you have that's coming in a group? Who do you have that's coming with their wife or their children? Especially during COVID, we saw this a lot. And you want to be able to house those people. And if you only have a one bedroom, you can't.

You're not going to be able to get that extra income. And agencies want to group people together. That's kind of why they connect. And a lot of times doctors will actually travel with their families. So like we got a contract with UCS. and I'll give you this an example. It's a doctor that came from Europe, him, his family, he's got two kids, a dog, a wife, and they're staying in a property in San Francisco. And that's what they do. They'll pay, and they're paying 14 grand a month for a property in San Francisco. They're not paying.

The agency's actually paying. And the cool thing about the agencies is you can actually get these agencies. They can be the leases on these properties. So like in San Francisco or Central Valley, we worry about like, holy crap, there's squatters. I don't worry about that too much, but a lot of people do. these agencies are actually the leases. These are multi-million dollar agencies. There's no way they're ever going to screw you over. And that's one of the things that I love about this space, too, is that they're taking responsibility for the clients that are there.

They're taking ownership for that. And any damages, the agency is actually paying for it. That is so smart. So smart. Because you're not going to have a hospital that wants to take you to court and potentially be sued as much as you might have a individual that would be willing to roll the dice. It's very similar to the advice I tell people who buy in college towns and they run out to the students.

I say don't put the student's name on the list, but their parents name on the list. You're definitely reducing your risk by taking that approach. So we've talked about the way you get the contracts, the type of properties to look for the level of commitment that you recommend before someone gets into certain markets. Let's talk about the actual market that you target and why you target it. So what can you tell me about that? Yeah. So this is perfect.

This is the bread and butter of this conversation, you guys. So anybody looking to get into a market, here's what I suggest you do. There's hospital levels. Each hospital has a level one and level two hospital. These are like what you typically see like on ER or Graze Anatomy. You guys have all seen that, I'm assuming, right? It's his high acuity, a lot of, like, Rob watches that all the time. So you'll have like these high acuity doctors that are there, brain surgeons.

Literally there's on-call people. And I usually say, look for a hospital, has 300 or more beds, and that is not including labor and delivery beds. These hospitals are going to have way more turnover. So if you look in the Bay Area alone, there's probably, I'm not kidding you, probably like 15 level one hospitals. These are massive. So they have a lot of people coming in and out.

So level one and level two hospitals are very similar. Level three, level four and level five hospitals, those types of hospitals are more rural. And they also have a lot of clinicians that sometimes come into these markets. So you're going to want to look at what the level is. It's going to give you a better insight on how many beds they have. It's going to tell you a little bit more about how many clinicians are actually traveling there. Like UCSF, Damron Hospital in Stockton, like these big hospitals have a lot of people

that come in and out on a regular basis, they need to have more clinicians, right, to meet the demand of patients. In California, we have to have two nurses to one ICU patient. So you have, you have these ratios that come into play, too, which means that bigger hospitals have more, again, more clinicians that are going there. So look at that first. Call the hospital, if you can't get that information, it's all public, it's all public knowledge, you can look it up, but just call and say what level hospital do you have. One of the other things that I do to you guys is I'll actually go on Indeed.com, and if you guys are all listening to this right now, you can do the same exact thing too. Go to Indeed.com, type in Hayward, California, and whatever, travel RN,

travel registered nurse. And you'll literally see, probably, I'm not kidding you, 30 or 40 different companies that are hiring for those specific people. That's going to give you mindset that, okay, cool, here's a demand in my market. This is actually legit. Like, this is today, right now, information. Then I can go on Furnish Finder, and I can see what the demand is on that side. So FurnishFinder.com slash stats will actually show you how many clinicians or how many people are actually looking for property in that market. So you have these two different angles. You have the factual data from Airbean or from Furnish Finder right. And then you have the Indeed or Monster Jobs, which is actually people hiring for travel nurses right now. And you can pick up the phone.

And that's another way to get contracts right there is literally just by doing a simple free Indeed search. Are there any other creative ways that you're, I mean, it seems like you've got basically all these different, I don't know, places that you've kind of found on your own organically. Are there any other creative ways for getting some of these contracts or clients into your business? There's so many creative ways, man. I can dive into a lot of them. Like the healthcare is one of them. So you guys know what Dave & Busters is, I'm assuming, right?

You guys know what that is? Yes. So they were building a Dave and Busters in Modesto a while back about two years ago. I saw a construction truck. I literally went there, took a picture of it, called the company and said, hey, where are your guys staying that are working here? And they were staying at Holiday Inn Express. There was five rooms that they were paying for. it was $1,000 a day to have these five dudes working at this place.

They were all engineers, by the way. So I just called that agency and said, hey, I can rent you guys a property for $7,500 that can house all your people there. They're literally going to be saving thousands of dollars. So there's different ways of doing things. Like, you guys have all heard of extended stay hotels? Of course. Okay, cool.

So if you literally just drive by there at 7 p.m. at night and you take pictures of all the work trucks, extended stay hotels have literally massive contracts. They're like the number one contract. agency with like construction companies stuff like that all you got to do is literally pick up the phone take pictures at seven at night that's when the dudes are back or people are back at the at the place right and you just call those companies in the morning and say hey I know it's the work truck out there um I have properties here can you tell me how many rooms you guys are renting did you guys contract with other people we have a safe common you know safe comfortable house that can house all your people

that are working right now I can save you money what are you spending right now you just start finding out information about these companies and again this is like the intuitive side of things if you think outside the box, you're going to be able to build a business. And I think a lot of times people don't necessarily think that way. And these are creative ideas and ways that people can literally start building, you know, a six-figure business relatively pretty quick by literally just taking the time to call somebody and ask questions. That's good, man. I love it. I love it. People love to call real estate passive income, which is interesting because most of the investors I know are very busy. Busy finding deals, busy managing teams, busy worrying they pick the wrong market. Rent to retirement

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and protection for property damage, liability, and even loss of rental income. Now is the perfect time to review your rates and coverage. Get a quote in minutes at biggerpockets.com slash landlord insurance. Steadily, landlord insurance designed for the modern investor. I mean, all right, so I don't want to go down too much a rabbit hole on this, but you did say something that really sparked, I mean, we could do a whole other episode on this, I'm sure, but you did mention even outside of the medical industry, you talked about the insurance industry. Can you give us a little brief rundown of what you meant by that, what that means and that entire side of the MTR business? Yeah, so medium term rentals and the insurance companies, so folks that are displaced from fires, floods,

or any kind of catastrophic event. So just by the way, you guys, every 88 seconds in the U.S., somebody loses their property due to a fire or flood or something like that, there's a lot of these claims. So there's companies like ALE Solutions, Dan Housing. These are like two large-scale agencies. And what they do is if somebody loses a property, they have to relocate them right away. And a lot of times, just like we talked about with these construction workers a while ago, families are literally renting two or three rooms and they're paying thousands of dollars

to, you know, these companies are paying thousands of dollars. Families want to be comfortable, right? They want to be in a place that they know, that they fill a lot. like, you know, sharing two different rooms doesn't work necessarily all the time. So for me, this is something that's been really growing for me too, you guys. I'm actually renting properties right now in the Central Valley and in the Bay Area for four to five X what the long-term rental rate is. And I'm not kidding. Like, this is legit. Because these agencies are actually paying, it could be 10% of the property value that they lost per month. So if somebody has a, you know, a million dollar house,

they're paying 10% of that per month on housing form. So, you know, that's over 10 grand a month. they're specifically paying for these properties. So that's a huge play. It's been something for me that's been able to grow tremendously with just two properties I can cash flow 10K a month off just two insurance claims. And all these things that we're talking about a second ago, building relationships, connecting with these folks, there's somebody called a relocation specialist. And you guys can all go on LinkedIn right now and you guys can all look up these people. Relocation specialists are basically the hounds, the bird dogs for these families to find another property. So if you connect with them, you build rapport with them, they're going to say,

send you these clients, like relatively, you know, not necessarily easy, but it's about building, you know, rapport, building relationships with them. So for me, man, that's been like a game changer going from the health care side and being able to serve multiple different clients. You don't want to put all your eggs in one basket, right? You want to have multiple different avenues or avatars to kind of go after. And I think for me, you know, the insurance side and the health care side is those two together are, they work beautifully. And you can make substantial amount of income from those. Can you, can you clarify really fast? You said 10%. Does that mean if on a million dollar house, roughly, they'll give you $100,000 a year for a housing allowance.

Yeah, every housing allowance is going to be different. But yeah, so you can, that's how you can look at it at years. If the family lost a million dollar property, they're going to be able to give you, you know, $100,000 for that year. So that's what we're kind of looking at right now is, and when you talk to these folks, they'll tell you, like, I had ALE solutions tell me we give, we pay 10% of the value of the property per month. So, again, if it's a million dollar, they'll split it up in 12 months and give you that

amount. So for me in the Central Valley, you know, I have properties are 1,500 to 2K a month, and we're renting it for 8,000. Like, I'm cash flowing literally 5K a month from one property. And people are doing this all over the U.S. in a lot of different places. David, you're in the Bay Area. Same thing. Most properties are over $1 million, $1,2 million. So these companies are paying, you know, 14K, like I mentioned in San Francisco, 9K in Oakland. Berkeley, we have 11K. So you can get substantial income, even in markets that are urban that are more expensive. And that's through building relationships. Jesse, on working with these insurance, I guess, relocation specialists, are there any tips that you might have for building

rapport with them? Is that like the same level of, I mean, do you do the same type of stuff for the insurance relocation specialist as you would do with like the medical HR department and agencies? Yep. So what I typically do is I'll get on a call with them and I'll say, hey, do you guys have five minutes that I can have a conversation with you and your entire staff. And they will say like yes or no or whatever. So I want to get on a Zoom call with them. So what I'll do is we have this beautiful thing in this world called DoorDash, right? You guys have heard of that? So I'll actually find out what office they're working in. I will find out every single person that's working in that office, what their name is, what their favorite Starbucks drink is, how hot they like their Starbucks drink. And I'll literally order

Instacart or DoorDash food to them, get on a five minute presentation, talk about my properties. I will literally have everybody's email, favorite Starbucks drink, and that's how I'll build my business. It's almost like you're meeting somebody in person, but you're talking to them over the phone. So for me, that's again going thinking intuitively, you guys, is not a lot of people think like that, me coming from my background of being in healthcare, and this is what I did for a living. It's the same kind of concept. You want to build relationships. You want to be cute but not forgettable, right? You want to be somebody that they're not going to forget about.

And I promise you now, most people listening to this, those relocation specialists aren't getting Starbucks drinks. people aren't buying them, you know, Dunkin' Donuts. We're thinking different. We're building a business and a brand. And I think that at the end of the day, you have to think about those things. And just get five minutes. That's all you need. It's five minutes with somebody to talk about what you're doing and how you can help them.

I want to highlight something I think you're doing so much better than other people that have not had as much success. It comes down to the mindset and the approach you're taking because you're approaching this as a business, not a replacement for work. So many people get into real estate investing because they, don't like their job. And they're like, all right, I just want to get a couple houses and never have to work again once I've bought the properties I'm done. And that may have worked at one point in history when there was less competition, but there are so many people looking for yield as rates

have been kept very low. There's not a lot of opportunity. Everyone's hearing all the YouTube videos and Instagram reels of, I don't want to work anymore. I do this thing. It's not a secret. It's out there. Now you've got to be better than other people. And what you're just are fundamental techniques that worked in your sales role at the previous jobs you had. You are applying them to your real estate business and you are having more success than other people that are doing the same rather than saying, I don't want to have to email someone. I don't want to learn their Starbucks drinks. So I just want to buy a house so I don't have to. That subtle approach, taking a skill you had in one area, applying into real estate has probably made you 10 times more successful than the other people that could own the same properties you do that could listen to a podcast like this. You're describing it so clearly, and it really is simple.

It's not a complicated strategy, but it isn't easy. It doesn't just fall into your lap, right? You have to do a little bit of work. Learn their Starbucks drink. Learn what Instacart is. Learn what DoorDash is. Learn how to use Zoom. Have a clear delivery when you go to this half hour meeting that you explain what

properties you have. You probably have a slideshow that's prepared or something that they can see pictures of what they look like so they can feel comfortable here. In my opinion, the future of real estate investing, it looks more like what you're describing than what it's looked like looking back over the last 20 years, which was buy it, set it, forget it. It now is going to require an active role if you want to stay on top. And we should be very grateful for that, by the way, because if this wasn't the case, Blackstone would buy every single property and push us all out of it and we wouldn't be able to

have a business anymore, right? It's these detailed nuances that allow us to compete with the big dogs. And that is why podcasts like this are so important because you can learn these sort of like techniques that work in other parts of business that will also work in real estate. Okay, Jesse, you've mentioned Instacart. You've mentioned offering rental cars, like everything you can do to make this convenience. I also keep highlighting everything you say that's good. It's brilliant. You're talking about customer service.

You're not saying, I want to buy a property so I don't have to cater to people. You're saying, I'm going to buy a property and cater to people through that property, which gives you an edge. What other amenities can people be thinking about that will prove their odds of being successful? Is design super important? are there little details or things that can be left in a house that will improve the actual experience the person's having so that they go to their HR department and say, I loved it, I want to stay with

them again. What are you doing? Yep. Yeah. So there's two things I want to highlight here, David. As more regulations come into place from the short term side, you're going to see more investors looking at the midterm rental space. Right now, the U.S., only 3% of the entire U.S. is regulated by short-term rental regulations in municipalities. Three percent. And it's expected. I was just reading a study. expected to actually triple this year. So you're going to see more people to have these beautiful, sexy, Rob, like you, Airbnbs that are going to get regulated, then what are you going to do next? Oh, I'm going to mid-term it. So you're going to start seeing a lot of these properties come into this space that are beautiful, sexy, that have all these cool things in there. But at the end of the day,

you want to be very thoughtful and insightful on design. You want to be most places on Furnish Finder, and everybody listening to this right now, if you go on a Furnish Finder, it looks like most properties on there look like it was a hand-me-down and somebody lost their face. family member and they decided to put that property, Grandma's house on Furnish Finder. Literally, that's what they look like. So right now is a competitive edge where you can have a pretty decent looking property. It's not a crazy Airbnb, like, you know, that extreme experience, but you still have a place that is done up well. You're probably going to do well. So you want to make sure you design it with intuition as far as what kind of clients you're going to go after.

If you're going to have nurses, you want to have blackout curtains. David, you brought this up a minute ago. Nurses work from 7 p.m. to 7 a.m. They work the graveyard shift. Guess what what they're doing in the day. They're sleeping. So you want to have blackout curtains. Box fans are really important. I've had so many requests for box fans. We have those in all of our properties now, noise machines. Just stuff that's simple that people, if you're in an urban market, there's a lot of car, noise, things like that. A lot of these clinicians come from the Midwest or different parts where they're used to sleeping in this absolute quiet stillness. And without box fans or those kinds of little simple things, it's going to be important for them to have. And plus, that's another

added little touch to those specific properties. So those are just small little things that I would say really think about, you know, the design, think about the little amenities they're going to help them sleep at night or during the day. As a former police officer who also had to sleep during the day for much of my career, I can say with a resounding yes to everything you just mentioned, the box fans are huge. It's hotter during the day, right? So it needs to be cooler. And they may not want to run the AC or may not be able to get the room cool enough to build sleep. And it drowns out all the noise. And I still have blackout curtains in my room because it was so hard to sleep when the sun was up. So these are things that, like, that set you

apart from the competition that can only happen at the micro level. That's what's so important I think about the information you're giving and the strategy you have is it's, it's micromanage, which puts the power in the hands of the investor as opposed of the huge freaking corporation that can go by 3,000 properties in every major city and just try to push us out so that we can't make a living like this. Yeah. Well, David, there's actually REITs like Gray Star, all these big companies are actually in the medium-term rental space. I don't know if you knew that or not. Over the last six months,

they're actually allocating certain amount of properties, and we've also lost with Airbnb, right? They're allowing mid-term, medium-term rentals in their property. So they're actually doing the same exact thing that I'm talking about here, just not on that super intuitive level. So we're going to see more and more of this happening. And eventually one day, my goal is to have such a big, big portfolio

that smart institutional money comes in and buys my property. And they buy my book of business. You know, that's something to think about, that's my exit strategy for me thinking later on, I have, you know, I was talking to a friend. I just, I'll talk about this real quick. This guy owns 200 doors in the Midwest. I'm literally making just as much as he is with 200 doors with literally 10 properties. Literally 10 properties. So if you do things the right way and you're really intuitive about, you can make a pretty substantial amount of money. It does take more

work though. David, you mentioned it perfectly. Like it takes more work. And most investors are not willing to put in that work. All right, Jesse, I have so many more questions, but we are getting towards the end here. But I'm sure that one of the more common things you hear are the squatter. the squatters, Jesse. I see those comments all the time on midterm rental and medium term rental comments on YouTube videos and on threads. Do you make your tenants, whether they're through furnish finders or through Airbnb, do they all still have to sign leases? Yep. Yeah, they absolutely have to sign leases. And we have addendums that say that they're there for a specific amount of time, that they're not considered long-term tenants, even though they are there for over 30 days.

But again, go back to what I talked about earlier, you guys, most of these contracts that I get, these agencies are the leases. So I don't have to necessarily worry too much about. And these folks are professional, too, by the way. You're not going to have a nurse that's going to squat at your property. You're not going to have, you know, guys that are working for David Bessers, these engineers, they're not going to just be like, oh, we're not going to pay. So I think you've got to screen people just like you do with long term. It's the exact same kind of concept. I think people just take this to way an extreme in a what-if scenario. And most of the time, this doesn't happen on a regular basis. And it can. Yes, it can. But you got to protect yourself in a way that if you can get these agencies to

be the leasees, awesome. But you just got to do regular screening that you typically do with every other, you know, tenant that you have. I would bet it's less likely to happen with a, with a medium term rental than even a traditional rental. Right. Right. Because those, that's, that's, that's someone who has something to lose. They don't want to screw this thing up with the hospital. They don't want to get the hospital in hot water by refusing to leave. They don't want to lose their contract to go work there again. These traveling nurses, if that's who you're renting to, can make really good money, especially in Northern California. Yeah. I would guess that Northern California wages are probably higher than anywhere in the country outside of maybe like

specific niche markets like Manhattan or something like that. So whenever you're renting to someone who has something to lose, the odds of being taken advantage of like that significantly decrease. 100%. It's funny. It's just when people come on, when people make content about long-term rentals, no one is ever like commenting a thousand times like, but what about the squatters? And it's like, I mean, it's a problem. It's something that could happen in literally, every real estate asset class that exists, not just midterm rentals, but I just feel like that's always the biggest fear. It's the new, what are you doing the toilet overflows? Yeah, I agree. And I feel like I've heard you guys, I've heard more people with Airbnbs that have these issues

and midterm rental operators. So it's like it's, it's, I mean, I just, I don't, I'm not worried about it. I'm just not. You know, the Airbnb version of it is. Okay. So long term rentals are, what do you do if the toilet overflows? Midterm rentals are, but what about the squatters? And then Airbnb is, but what about an LLC? Do I need an LLC? Those are the three main questions I hear in all of real estate. Toilets, LLCs, and squatters have cost people more money than anything else that I know of in my career, those concerns about toilets.

Yeah. There always is going to be a challenge, but you have to learn to enjoy the challenge because if it wasn't for the challenge, you wouldn't have the opportunity. If it was super easy and nothing went wrong, people with more money than you would have already stepped in and taken all the opportunity and there would be nothing left. It's these little tiny paper cuts that are annoying that stop people from being able to do it at scale. And so as the mom and pop investors, the people that are listening to our podcasts that are all trying to find financial freedom through real estate are looking for opportunities, you actually should be attracted to and drawn to the obstacles to success that you may find because that means you're going to have

an opportunity where if it becomes too easy to do it, you will be pushed out. And we've seen this over and over and over through so many different industries that like I actually feel better about something like this, Jesse, and the method you're describing because it sounds safer and like it's a more defensively sound option. Compare that to buying a 400 unit apartment complex that some massive corporation can buy, hire one property management company to take care of it and do nothing. That's going to be much harder for the small person to be able to get into that space than this one. Totally. One hundred percent agree. You're going to start seeing more of this stuff happen. Like, right now, I think about medium-term rentals as Airbnb in

2007. There's no, there's no property management software out for it. There's no price labs. These companies aren't necessarily making anything for it. So imagine being able to know where Airbnb is now. This is where we're at in the, in this space. Like, I feel like Airbnb is in the fifth inning, right? It's been around for a while. They're pushing experiences now, unique properties. And going back to baseball terms, like, I feel like the medium-term rental space, like the umpires are barely walking. the field, they're just chalking the field, grounds crews out, like, that's how early we are in the game. And the sooner that you get in, the better you build your foundations, the likelihood of you being able to succeed in the space is tremendous. And I think there's just so much opportunity

for people, and they might not necessarily see it like that, but I do. I'm all about, like, skating to where the puck is going. And like, I see that. You know, the bend is there. So that's just my two cents. Fantastic, man. I'm glad that we had you here to share this information before anybody else heard it. This has been really good. Famous for We're going to move on to the next segment of our show. It is the Famous Four at this segment of the show. Rab and I will take turns asking you the same four questions we ask every guest, every episode.

Question number one will come from me, and that is, what is your favorite real estate book? My favorite real estate book is called Loopholes in Real Estate. That was the first book I ever read in real estate, and it was basically like tax stuff. It was how to find your first property. It was part of the Rich Dad Poor Dad series. You guys probably never heard of it. It's not really that huge of a book, but that was for me, my introduction to actually investing in real estate. I kind of go back to it every now and then. So it's called loopholes of real estate.

Awesome. And number two, what's your favorite business book? Favorite business book is the e-myth. So the e-my myth, I'm sure you guys have heard it. It is about removing yourself from your business. And that's where I'm at in my life is only doing the things that I'm uniquely qualified to do and everything else is going to be delegated to people that can handle it. And that's going to allow me more time. We'd actually focus on the actual business. Because again, going back to we talked about before you guys this type of business that I'm in it's very mindful that you have to be very intuitive with where you're going after what you're going to do so I don't um you know that book was extremely helpful for me to realize that I need to remove myself from a lot of the day to day

operational stuff and I think a lot of times investors want to be involved in all this stuff all the time and you can't in order to grow an actual legitimate business you can't be the guy that's doing everything all at once sick and possible great book would love to read it someday uh number three hobbies? What do you do whenever you're not out there crushing the midterm rental game? I play guitar. I love playing guitar, drums, bass, guitar. Baseball, I'm a big baseball fan. I still play baseball even at 40 years young. I still skateboard, you guys. I can still kickflip. I have younger kids. I still go out and skateboard with them. So I stay young and hip and I'm still like a cool dad, you know? So those are my hobbies. It's always funny when we ask the hobby question of anyone

that has kids. It's like the biggest struggle ever to try to find anything to say. say because I think when you have kids, they are your hobby. Like, you're like, I do real estate. That's my hobby. I freaking have kids. What do you expect out of me here? All right. My last question for you, what sets apart successful investors from those who give up,

fail, or never get started? Yep. I think grit and having a mindset that is going to keep you going is extremely important. I think a lot of times most of us will run into an obstacle. And you just talked about it earlier, David, those little, you know, those finger cuts, those simple things that people are just like, oh, I'm not going to do this anymore. Like, it's about being consistent. the more consistent you are, the more reps that you have, the more opportunities that you have.

And I think that being able to build a business takes time, it takes energy, it takes consistency. So if you have all those traits, that's what's going to make you successful. That's what's going to keep you going to keep you, you know, from your first YouTube video to your, you know, a thousandth video, it just takes reps. It takes consistency. And I think that for me is what is the most important because we're all going to fail. No matter what we do, we're all going to fail. And you have to learn from those mistakes and you still stay consistent and diligent and build.

I think that's what needs to happen to be successful. Amazing. Well, Jesse, tell us where people can find out more about you on the interwebs, Instagram, YouTube, all that kind of stuff. Yep. Yeah, you can find me on Instagram at the real Jesse Vasquez. I have a website, the real jessie Vasquez.com. And YouTube, you can type in Jesse Vasquez on there as well.

So, and one little quick thing, if you guys don't mind me saying this, there's a midterm rental summit coming up. I've actually linked up with Furnish Finder. It's going to be April 30th to May 1st in San Diego. Diego at the Mission Bay Resort. So head over to mTR summit or the midterm rental summit.com to pick up your ticket. I'm extremely excited about Furnish Finder, jumping on with me and we're, you know, hosting this first ever midterm rental event. Very cool. Everybody go follow Jesse. Jesse, you are one of those people that you're frustratingly smart and very good at this.

And I learned so much from you. And I'm always like, I wish I could be that smart. Your content is really great, very knowledgeable. So thanks so much for coming to share. David, where can people come and find you if they want to get in touch, connect, do all that kind of stuff. Yeah, please do. You can find me on Instagram or everywhere on social media at David Green 24. There's the E at the end of Green. And now you can find me on YouTube there as well. So YouTube.com slash at David Green 24 will take you to my YouTube channel. And there's real estate agent advice. There's loan officer stuff. There's investor stuff. There's walkthroughs of my properties. There's all kinds of cool content as I'm trying to become more like Rob and less like me.

Rob, how about you? You can find me over on YouTube at Rob Built and Instagram at Rob Built. And lastly, if you like this episode of this episode got you fired up about MTRs, which I know it did. And if it was useful and you want to get into the medium-term rental game, then consider leaving us a five-star review on the Apple podcast app or wherever you listen to your podcast. The five-stars really help us get served up to new audiences so we can teach other people how to get into the medium-term rental game and the real estate game all around.

So that's it. Please leave us a five-star review. would mean the world to us. All right. And that is our show for today. Jesse, thank you so much for being here. Man, this is one of the better interviews I think that we've ever done. Tons of good information. You're a very good communicator. I hope everybody goes and follows you. And I'll be reaching out to you myself because I am a budding medium term investor myself. I've got three properties being rehab that should be coming online. So I'm going to get your information and make sure we stay in touch. And maybe we can have you back on and we can kind of share what's been going

on with my properties and how you coach me, what I did. That could be a cool experience that we could have. This is David Green for Rob the short-term specialist Abas Solo, signing off. Do you ever notice how every passive investment somehow turns into a very active lifestyle, active spreadsheets, active phone calls, active stress? Here's a better question. What if you could buy brand new construction homes, 10% below market value in the best markets across the country, without making real estate your second job? That's exactly what rent to retirement does. They're a full service, turnkey investment company handling everything, in some cases investors get 50 to 75% of our down payment back at closing plus interest rates as low as

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