In this episode of the Collective Genius Podcast, I sit down with longtime CG member Andrew Newlon out of Springfield, Missouri, for a deep conversation on what real scale actually looks like—especially in smaller Midwest markets. Andrew's journey is a masterclass in patience, focus, and learning the hard lessons that most entrepreneurs only understand after going through them.

We talk about Andrew's evolution from military service to real estate, the rise and fall of partnerships, nearly breaking the business by scaling too fast, and how rebuilding with intention completely changed his trajectory. From adopting a "better, not bigger" philosophy to becoming a true local authority through social media, Andrew shares how discipline, profitability, and purpose—not ego—are what create long-term success.

[0:00] – Andrew's market overview: Springfield, Missouri and a Midwest strategy

[3:00] – Building a business around wholesaling, flipping, and rentals

[4:45] – How market cycles forced shifts in exit strategies

[6:00] – Military background and early exposure to real estate

[7:30] – First deals: lease options, credit cards, and late-night rehabs

[9:00] – Lessons learned from early partnerships

[10:45] – Why most partnerships eventually break

[12:30] – The three non-negotiables for partnerships: purpose, values, goals

[14:15] – Why partnerships need a "prenup" from day one

[16:00] – Andrew's first exposure to Collective Genius

[18:00] – Walking into a room of operators far ahead—and staying anyway

[21:00] – The biggest early mistake: scaling too fast, too wide

[22:45] – Hiring too many people, expanding markets, and breaking the business

[25:00] – March 2020: running out of money as the world shut down

[26:30] – COVID as a second chance to rebuild the business

[29:00] – The shift to "better, not bigger"

[30:30] – Cutting expenses by 60% and rebuilding profit-first

[32:30] – Why lean teams outperform bloated org charts

[34:00] – Hiring generals, not specialists

[35:30] – Becoming a local authority through social media

[37:00] – Building trust, credibility, and brand awareness locally

[38:45] – How social media drives sellers, buyers, and private money

[41:00] – Why local presence still wins in real estate

[43:00] – Adding a retail arm once the wholesaling business stabilized

[45:30] – Creating more solutions for sellers without inflating overhead

[47:30] – Goals for 2026: responsible growth and family time

1. Better Beats Bigger – Profitability, focus, and sanity matter more than vanity metrics.
2. Partnerships Require Alignment – Purpose, values, and goals must stay aligned—or the partnership won't last.
3. Scale Responsibly – Growing revenue without growing expenses is the real definition of scale.
4. Local Authority Wins – Social media isn't about going viral; it's about building trust in your backyard.
5. One Thing at a Time – Sustainable growth comes from focus, not stacking shiny objects.

• ExploreCG.com – Learn more about the Collective Genius community

If Andrew's journey resonated with you, it's likely because you're at a crossroads between growth and discipline. Remember—real scale isn't about doing more; it's about doing the right things, better.

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