In this CG Live episode from our Q4 CEO & Premier event in Oceanside, California, I sit down with Thomas Lehmann, an operator who made a bold pivot from single-family fix-and-flips into manufactured housing—and hasn't looked back. What started as a humbling first year flipping houses turned into a complete business model transformation after interest rate hikes exposed weaknesses in his original approach.

Thomas shares how a disastrous flip with squatters led to an 11-month manufactured home project that changed everything. Today, he's building affordable housing at scale in Florida, controlling verticals like lending, and partnering in new markets like Texas and the Midwest. This is a powerful conversation about pivoting when the market shifts, building operational efficiency, and serving first-time homebuyers in a tough affordability climate.

[0:00] – Introducing Thomas Lehmann and his focus on manufactured housing

[2:19] – Speed networking and the power of intentional connections

[3:00] – Ben Nemtin's bucket list exercise and prioritizing marriage and family

[4:07] – Thomas' start in fix-and-flip—and making just $4K per deal his first year

[5:22] – Scaling to 18 virtual assistants before the interest rate shift of 2022

[6:02] – The disastrous manufactured home flip that sparked a pivot

[6:38] – 11 months later: $11K profit and a fully repeatable process

[8:06] – Controlling 30% of a Florida manufactured housing market

[8:26] – Winning Parade of Homes awards competing against traditional builds

[9:05] – Expanding into Texas and partnering in Amarillo

[10:16] – Acquiring a mortgage company to control affordability

[11:21] – CG connections leading to expansion opportunities in Ohio and Kentucky

[15:32] – Using data to better serve first-time homebuyers

[16:34] – Operational breakthroughs with Sharper Business Solutions

[17:26] – Dropping a unit and closing within 30 days of delivery

[18:32] – Lending partnerships and scaling affordable housing

[21:51] – Serving first: losing $50K on a deal but building long-term relationships

1. Pivot Before the Market Forces You To: Thomas recognized early that rising interest rates would strain his fix-and-flip model—and proactively transitioned into manufactured housing.
2. Control the Verticals, Control the Outcome: By acquiring a mortgage company and tightening operations, he increased affordability and reduced friction for first-time homebuyers.
3. Serve First, Win Later: Even losing money on a deal can create long-term partnerships and future business when integrity leads the way.

• Explore CG Membership: https://www.explorecg.com

If you're navigating today's affordability challenges or considering a pivot in your own real estate business, this episode is proof that adaptation—and service—create opportunity. Rate, follow, and review the Collective Genius Podcast. And if you're ready to scale alongside operators like Thomas, head to https://www.explorecg.com and apply today.

In this episode of the Collective Genius Podcast, I sit down with our 2024 Rookie of the Year, CJ Moss. If you think your market is too small to produce elite-level results, this conversation will completely shift your perspective. CJ operates in Rhode Island and Southern Massachusetts—one of the smallest footprints in the country—and consistently generates $900K–$1.2M per month in assignment revenue.

We unpack the exact "Art of Elite Dispo" playbook he uses to squeeze every dollar out of every deal. From radical transparency with sellers to running competitive open-house style buyer events, CJ breaks down the systems, psychology, and leadership principles that allow his team to dominate. This isn't theory. It's a proven model built through failure, iteration, and relentless execution.

[0:00] – Why CJ became 2024 CG Rookie of the Year

[3:00] – Operating in Rhode Island & Southern Massachusetts

[5:30] – From college basketball to coaching in Kuwait

[8:00] – Discovering BiggerPockets and real estate investing

[11:00] – House hacking small multifamily to build initial cash flow

[13:45] – Discovering wholesaling through Wholesaling Inc

[16:00] – First proof-of-concept year: $140K in assignments

[17:00] – Joining Collective Genius and raising the standard

[20:00] – The foundation: trust and transparency with sellers

[23:00] – Setting expectations before the open house

[28:00] – Running competitive open houses to drive buyer urgency

[32:00] – The pricing formula that creates competition

[34:30] – Negotiating highest and best offers for maximum profit

[36:00] – Why the right Dispo reps change everything

[41:00] – Lessons from lawsuits and tightening liability processes

[47:30] – Adding MLS exposure to vacant properties

[52:00] – Averaging $900K–$1.2M per month in assignment revenue

[56:00] – Building wealth beyond assignments: private lending & 1031 strategy

[57:30] – Preparing for fatherhood and the next phase of growth

1. Transparency Builds Leverage – When sellers fully understand your process, you eliminate friction and increase deal control.
2. Competition Drives Profit – Open-house style buyer events create urgency and maximize assignment fees.
3. Defined Processes Beat Hope Marketing – Calling 40–90 buyers per deal is execution—not luck.
4. Right People, Right Seats – Elite Dispo requires dominant, competitive personalities who aren't afraid to negotiate.
5. Wealth > Revenue – Assignments fund the engine, but long-term wealth comes from strategic capital deployment.

• ExploreCG.com – Learn more about the Collective Genius community
• Moss Home Solutions – CJ's home buying company (Instagram: @mosshomesolutions)
• Email CJ directly: cj@mosshomesolutions.com

CJ's story is proof that small markets don't limit you—small thinking does. With the right systems, the right team, and relentless execution, you can build elite results anywhere.

If you enjoyed this episode, make sure to follow, rate, review, and share the Collective Genius Podcast with someone who wants to level up their Dispo game and maximize every deal.

In this CG Live episode from our CEO & Premier event in Oceanside, California, I sit down with EricK Gydesen, San Diego-based operator closing 600+ deals a year and the founder of PPC Force. Erick had just stepped off the main stage where he broke down what a fully scaled marketing engine looks like heading into 2026 — and how AI is reshaping direct-to-seller marketing in real time.

We unpack what's actually working right now in direct mail and PPC, why sales cycles are elongating, and why consistency is separating serious operators from those stuck in "spray and pray" mode. Erick also dives into AI-driven Google advertising, speed-to-lead strategies, branded vs unbranded marketing debates, and why protecting your online reputation is becoming critical in the era of AI search overviews.

If you're building the three-legged stool of direct-to-seller — direct mail, PPC, and brand authority — this conversation is tactical, current, and built for scale.

[0:00] – Live from Oceanside at the CG CEO & Premier event

[1:50] – Why Erick presented on marketing and AI integration

[2:07] – What a fully scaled marketing engine looks like in 2025 moving into 2026

[3:01] – The big shift: sales cycles are elongating

[3:36] – Why consistency is beating "spray and pray" marketing

[4:30] – Direct mail: data refinement as the real competitive edge

[5:19] – Stacking product type, velocity, distress, and investor activity

[6:11] – AB testing insights and why most operators can't test at scale alone

[7:21] – Branded vs unbranded mail: national split-test results

[8:53] – Building a long-term competitive moat in your market

[10:20] – PPC realities: bottom-of-funnel intent and speed-to-lead

[11:18] – Winning the first conversation before competitors do

[12:12] – AI Max inside Google Ads and early performance data

[15:40] – AI search overviews and the importance of SEO reputation

[17:35] – Why responding to negative reviews builds trust

[20:14] – The origin of PPC Force and serving high-level operators

[23:20] – Scaling direct-to-seller with structure, systems, and discipline

1. Consistency Wins in a Longer Sales Cycle: Marketing isn't broken — but timelines have shifted. Operators who stay consistent while others pull back are gaining ground.
2. Speed Is the PPC Advantage: High-intent sellers move quickly. If your team doesn't respond immediately, someone else will.
3. Your Reputation Is Now an Asset Class: AI search results, review responses, and social presence are shaping perception faster than ever. Brand authority compounds.

• PPC Force: https://www.ppcforce.com
• Explore CG Membership: https://www.explorecg.com

If this episode challenged the way you think about marketing, speed, and long-term brand positioning, take a minute to rate, follow, and review the Collective Genius Podcast. And if you're ready to scale your real estate business alongside operators like Eric, visit https://www.explorecg.com and apply today.