Think you can flip houses and reel in the cash like a pro from day one? Think again. Jose Berlanga, a real estate veteran with 40 years under his belt, joins us to spill the beans on the gritty reality of the real estate game. This ain't your typical glam TV show; we're getting down to the nuts and bolts of the hustle.

Jose Berlanga, seasoned real estate mogul and author, has been shaping the industry for nearly three decades. From pioneering inner-city rebuilds in Houston Heights to penning books like "Dirt Rich," Jose knows the ins and outs of making it big in real estate—without losing your shirt.

**Key Takeaways:** -

**Start Small and Learn Big:

** Don’t dive into the deep end right away.

Test the waters with smaller projects to build your knowledge and avoid costly mistakes. -

**Respect the Grind:**

Real estate isn’t just about big payouts and easy flips. Be prepared for long hours, setbacks, and learning on the job. -

**Play the Long Game:**

Reinvest your wins back into your business.

Real estate is a marathon, not a sprint. Keep your eye on sustainable growth. -

**Know Your Land:** Before you buy land, understand its potential. Ask the right questions about zoning, utilities, and market demand. - **Market Dictates Price:

** Don’t decide what a property should sell for based on your costs. Let the comps guide your pricing. - **Prepare for Surprises:** Expect the unexpected. From shifting markets to walkaway contractors, flexibility and quick thinking are your best tools. - **Failures Are Lessons:** Even the pros have deals that tank. Learn from them and use those lessons to fuel your next success. **Resources Mentioned:** - Books by Jose Berlanga: *Dirt Rich* and *The Business of Homebuilding* available on Amazon. - Jose Berlanga's website: http://joseberlanga.com

Listen, folks, real estate isn’t all roses and rainbows, but if you’re ready to roll up your sleeves and get your hands dirty, Jose’s wisdom will set you on the right path. Keep grinding, stay humble, and remember: every flop is just a stepping stone to your next big win. Catch you on the next one!

👉 Free notes, resources, and breakdowns from each episode:
https://wintheclose.com/notes

If you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.

Ask better questions. Close smarter.

From Wall Street to Ground Zero: Uncle Tom’s 9/11 Story

In this special episode, Chris sits down with his uncle and godfather, Tom McGeady, for a raw and gripping account of the day that changed America forever—9/11. Forget the sanitized stories you see on TV; this is boots-on-the-ground stuff from someone who was there. From Wall Street chaos to the emotional aftermath, prepare for a deep dive into a pivotal moment in history.

Tom McGeady is Chris's uncle and a former Wall Street veteran who lived through the harrowing events of September 11, 2001. He also hosts his own podcast, The Gritty Hour, where he shares stories and insights on a variety of topics.

**Key Takeaways:** -

**The Reality of 9/11:** Get a first-hand account of what it was like to be on Wall Street during the attacks, as Tom describes the confusion, fear, and chaos of that fateful day. -

**Evacuation Experience:** Learn about the nerve-wracking decision to evacuate and the surreal journey from the heart of the financial district to safety. -

**Unsung Heroes:** Hear about the ordinary people who turned into heroes, from boat operators ferrying people to safety to strangers offering water and masks. -

**Life Before and After:** Understand how 9/11 became a dividing line in American life, altering everything from airport security to the cultural landscape. -

**The Personal Impact:** Find out how the events of 9/11 affected not just Tom, but also Chris and their family, adding a deeply personal layer to the story. -

**Business Resilience:** Get insights into how Wall Street firms adapted in the aftermath, including regulatory changes and emergency preparedness. -

**The Power of Community:** Discover the importance of community and human connection in times of crisis, as demonstrated by the outpouring of support on and after 9/11.

**Tom's Podcast:** The Gritty Hour

👉 Free notes, resources, and breakdowns from each episode:
https://wintheclose.com/notes

If you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.

Ask better questions. Close smarter.

Don Costa has 23 years in real estate investing and a
track record that speaks for itself. In this episode,
Chris sits down with Don to talk about what actually
builds a sustainable, profitable real estate business —
and why most investors are making it harder than it needs
to be.

What we cover:
- Starting with the end in mind
- Balancing technology with the human side of sales
- Using data and lead scoring to market smarter
with First Pulse
- Why follow-up is the difference between a deal
and a dead lead
- How to scale without overextending

Connect with Don Costa:
🌐 www.fliptalk.com
📧 don@fliptalk.com
Flip Talk Podcast: https://fliptalk.com/
First Pulse: https://firstpulse.ai/
FlipDoc: https://flipdoc.com/

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Visit learn.wintheclose.com
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👉 Free notes, resources, and breakdowns from each episode:
https://wintheclose.com/notes

If you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.

Ask better questions. Close smarter.