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In this episode of Real Estate Junkies: Coast to Coast, Rusty Ham and Rick Abbiati break down the #1 mindset block keeping new investors from success: not making dials.

Whether you're afraid of rejection, unsure of what to say, or just procrastinating—you’re not alone. But if you’re serious about building a business in creative real estate, this episode gives you the mindset shift you need to start dialing with purpose.

✅ What’s really holding you back from picking up the phone
✅ Why sellers are waiting for you to call
✅ How to reframe your fear into service using Derek’s mindset strategy
✅ The ACAA method: Action → Critique → Adjust → Action
✅ Why our vetting process for rent-to-own buyers beats traditional rentals

Plus, the guys explain the difference between tenant-buyers and tenants, how to deal with late payments, and what to do if a tenant-buyer can’t cash out. You'll learn how Rusty and Rick maintain a 90%+ success rate—and how you can, too.

⚒️ Game Plan Breakdown:

Lease Purchase

Subject-To

Owner Financing

Sub-To/Owner Finance Hybrid

Rent-to-Own Exit Strategy

🔥 Stick around for updates on In the Trenches Bootcamp and QLS Live Boston. You’ll hear why new coach Derek Dombeck is a must-see speaker, and how real-life deals (and beers 🍻) are shared in Boston.

🎧 Subscribe and tap the bell for more actionable tips from the Wicked Smart crew!

🎟️ Grab your spot for QLS Live — link in the show notes!

GET YOUR FREE THE FOUR GAME PLANS eBOOK HERE

Resources:
The Quantum Leap System has everything you’ll need to start buying and selling on terms.

Home Study Course The Quantum Leap System

FREE Strategy Session with a COACH 1:1 Advisory Session: use COUPON FREE3

JOIN for a minimum Investment 3-PayDay Apprentice Program

Work with us 1:1 (3 Day Event) In the Trenches Bootcamp

Live Event QLS Live 2025 Ticket

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📍 In this episode of Real Estate Junkies: Coast to Coast, Rusty Ham and Rick Abbiati reveal the real reason some creative real estate investors struggle to get offers accepted—it’s not the numbers, it’s missing the seller’s needs.

🧠 The guys dive deep into the skillset pillar of creative investing and walk through:

• Why step six (sending the offer) is just a formality when done right
• The 7 Steps to a Taken framework (and where people go wrong)
• How to uncover seller motivations before presenting numbers
• The mindset shift needed to collaborate, not negotiate
• Real-life deals where flexibility led to win-win outcomes

You’ll also hear how the Wicked Smart community’s structure (starter, immersion, high six) provides different coaching paths for scaling at your own pace, plus what really happens inside the In the Trenches Bootcamp and QLS Live.

💰 If you're wondering why your offers aren't landing, or you're jumping to send numbers before you’ve built trust, this episode is for you.

🔥 Bonus: Rick shares a real deal story involving a commercial garage, a hoarder-lite house, and a couple prepping for retirement with a truckload of boxes. Spoiler: It’s shaping up to be a 6-figure win—with seller needs met first.

🎟️ QLS Live & In the Trenches Bootcamp links are in the show notes. Join us in Boston this October!

GET YOUR FREE THE FOUR GAME PLANS eBOOK HERE

Resources:
The Quantum Leap System has everything you’ll need to start buying and selling on terms.

Home Study Course The Quantum Leap System

FREE Strategy Session with a COACH 1:1 Advisory Session: use COUPON FREE3

JOIN for a minimum Investment 3-PayDay Apprentice Program

Work with us 1:1 (3 Day Event) In the Trenches Bootcamp

Live Event QLS Live 2025 Ticket

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In this powerful episode of Real Estate Junkies: Coast to Coast, Rusty Ham and Rick Abbiati dig into the common pitfall new investors face: trying to outsource too early. If you're considering hiring a VA before you're fully confident on seller calls, this episode is your wake-up call.

✅ Learn why hiring a VA too early can sabotage your success
✅ The mindset shift required to own your business before outsourcing it
✅ Why the ACAA Framework (Action → Critique → Adjust → Action) is a must for growth
✅ How to vet and train your VA the right way—when the time is right
✅ The four creative finance strategies: Lease Purchase, Owner Financing, Sub2, and AO (Executive Lease Purchase)

Rusty and Rick share real stories from the field—including missed opportunities, objections that stump untrained investors, and the truth about why some sellers reject creative terms. They also break down how and when to use each of the four game plans in a deal and explain the three-payday system in detail.

The episode wraps up with a “cool down” discussion about tenant-buyer exits, backup plans when options aren’t exercised, and how longer terms give you flexibility and profit.

Whether you’re just starting or trying to scale, this episode offers no-fluff advice to help you build a real estate business that lasts.

🎧 Listen now, and don’t forget to grab your QLS Live 2025 ticket from the show notes!

GET YOUR FREE THE FOUR GAME PLANS eBOOK HERE

Resources:
The Quantum Leap System has everything you’ll need to start buying and selling on terms.

Home Study Course The Quantum Leap System

FREE Strategy Session with a COACH 1:1 Advisory Session: use COUPON FREE3

JOIN for a minimum Investment 3-PayDay Apprentice Program

Work with us 1:1 (3 Day Event) In the Trenches Bootcamp

Live Event QLS Live 2025 Ticket

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In this episode of Real Estate Junkies: Coast to Coast, Rick Abbiati welcomes special guest and community member Avi Berger. With Rusty away, Rick and Avi dive deep into mindset, skillset, and systems—the three pillars of every successful creative real estate investor.

Avi shares his journey from traditional real estate brokerage into creative financing, and how shifting from one-off commissions to multi-year paydays changed everything. You'll hear how the Wicked Smart community helped Avi develop his “why,” build a concrete business plan, and stay consistent—especially when he faced early obstacles.

The highlight? Avi walks us through two recent deals sourced from a single Facebook wholesaler—both structured with 0% interest and 10-year terms. One deal alone is projected to generate over $200,000 in profit! He shares exactly how he built trust with the wholesaler, vetted the opportunities, and structured the deals to maximize paydays.

Rick and Avi also break down the importance of live events like In the Trenches Bootcamp and QLS Live, where they dial leads, troubleshoot bottlenecks, and get personal coaching on KPIs and conversions.

If you’re looking for real-world insights on building relationships, leveraging community, and doing creative deals—even from halfway across the globe—this episode is packed with golden nuggets.

🎧 Don’t miss it. Hit play and get ready to take notes.

GET YOUR FREE THE FOUR GAME PLANS eBOOK HERE

Resources:
The Quantum Leap System has everything you’ll need to start buying and selling on terms.

Home Study Course The Quantum Leap System

FREE Strategy Session with a COACH 1:1 Advisory Session: use COUPON FREE3

JOIN for a minimum Investment 3-PayDay Apprentice Program

Work with us 1:1 (3 Day Event) In the Trenches Bootcamp

Live Event QLS Live 2025 Ticket

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In this episode of Real Estate Junkies: Coast to Coast, Rusty Ham and Rick Abbiati break down the first 3 of 9 must-have traits for successful creative real estate investors. Whether you're brand new to the Wicked Smart community or deep into your deal flow, this episode will challenge your mindset and sharpen your approach.

🔑 Trait #1: Show Up – It sounds simple, but most people fail here. Rusty and Rick explain how consistent presence—in coaching calls, events, and daily action—sets you apart.

🎯 Trait #2: Be Coachable – Attending your weekly coaching sessions is just the start. They talk about what it really means to show up prepared, camera on, and ready to grow.

🎧 Trait #3: Submit Call Critiques – This is where real growth happens. Learn how reviewing your own sales calls (even the messy ones!) can lead to massive breakthroughs and better deals.

You’ll also hear how Rick structured a complex subject-to/lease purchase hybrid deal that was $50k underwater—and still generated over $70k in profit using the 3-Payday System. Plus, they share what really happens at the QLS Live event, why it’s a game-changer for investors, and how being around winners accelerates your journey.

📍Whether you're just starting out or scaling up, this episode gives you real, actionable steps to build a rock-solid foundation in creative real estate.

🎟️ Grab your QLS Live 2025 ticket and join the community of doers—not dabblers!

GET YOUR FREE THE FOUR GAME PLANS eBOOK HERE

Resources:
The Quantum Leap System has everything you’ll need to start buying and selling on terms.

Home Study Course The Quantum Leap System

FREE Strategy Session with a COACH 1:1 Advisory Session: use COUPON FREE3

JOIN for a minimum Investment 3-PayDay Apprentice Program

Work with us 1:1 (3 Day Event) In the Trenches Bootcamp

Live Event QLS Live 2025 Ticket

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In this episode of Real Estate Junkies: Coast to Coast, Rusty Ham (West Coast) and Rick Abbiati (East Coast) dive into one of the most important early hurdles in creative real estate: confidence, scripting, and mastering lease purchase deals.

📞 Nervous to get on the phone? You're not alone. Rusty and Rick break down how to overcome call reluctance, use certification language to build instant credibility, and deliver scripts that don't sound like scripts.

💬 Learn how to respond to skeptical sellers who ask, “Why should I trust you?”—even if you're brand new. Discover how the Creative Financing Real Estate Association (CFREA) can back your reputation and why the way you speak matters more than what you say.

🏠 Then the duo unpacks the lease purchase strategy:

• When it's the right fit for sellers and buyers
• How it helps sellers move on without needing the cash upfront
• What risks to watch out for—and how large down payments can protect your deals
• Why lease purchases are a great first deal strategy (and how to evolve to sub-to and owner finance over time)

🔥 Plus: How to prep for live seller calls, use voicemails to build rhythm, and bring early leads to In The Trenches Bootcamp (ITTB) for real-time coaching and deal structuring.

GET YOUR FREE THE FOUR GAME PLANS eBOOK HERE

Resources:
The Quantum Leap System has everything you’ll need to start buying and selling on terms.

Home Study Course The Quantum Leap System

FREE Strategy Session with a COACH 1:1 Advisory Session: use COUPON FREE3

JOIN for a minimum Investment 3-PayDay Apprentice Program

Work with us 1:1 (3 Day Event) In the Trenches Bootcamp

Live Event QLS Live 2025 Ticket

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In this episode of Real Estate Junkies: Coast to Coast, Rusty Ham and Rick Abbiati get raw and real about the ups and downs of creative real estate investing. From mindset struggles before the first deal to navigating sub-to hybrid deals gone sideways, they unpack what it really takes to build a sustainable real estate business.

👉 Rusty shares how one tenant-buyer dropped $100k down—then stopped paying
👉 Rick reveals how a $2,000 electric bill spooked his buyers and left him cleaning up the mess
👉 They both explain how their “Payday 1” reserve strategy saved their deals—and sanity

You'll also hear:

• Honest insight on the frustration of waiting 12–15 months for a first deal
• How mindset separates those who quit from those who scale
• Two real-world sub-to hybrid deal structures, side by side
• How to recover from tenant defaults, protect the seller, and still exit profitably
• The power of vetting buyers + why the 3 Paydays model is built for long-term success

And don’t miss info on the In the Trenches Bootcamp and QLS Live Boston—links in the show notes!

This episode is a must-watch if you’re investing in real estate on terms or coaching others to do it. Subscribe now and join us every week as we help you scale your creative finance portfolio.

GET YOUR FREE THE FOUR GAME PLANS eBOOK HERE

Resources:
The Quantum Leap System has everything you’ll need to start buying and selling on terms.

Home Study Course The Quantum Leap System

FREE Strategy Session with a COACH 1:1 Advisory Session: use COUPON FREE3

JOIN for a minimum Investment 3-PayDay Apprentice Program

Work with us 1:1 (3 Day Event) In the Trenches Bootcamp

Live Event QLS Live 2025 Ticket

Follow Us:
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On this episode of Real Estate Junkies: Coast to Coast, Rusty and Rick discuss the three pillars of real estate success, focusing on how mindset, skill set, and systems all contribute. They also share tips on classifying buyers and earning more money, plus discuss contract optimization. Click subscribe and join us weekly as we help you build a business that supports the life you want to live.

Are you losing real estate deals because you don’t know how to prioritize and convert your leads? In this episode of Real Estate Junkies: Coast to Coast, Rusty Ham (West Coast) and Rick Abbiati (East Coast) break down exactly how to define, categorize, and follow up with leads so you can turn conversations into closings.

Discover:
✅ Why calling leads “passive” is hurting your business
✅ The right way to prioritize leads without dropping the ball
✅ When to pivot between lease purchase, sub-to, and owner financing
✅ How to turn “cold” leads into contracts with effective follow-up
✅ The difference between active, warm, and cold leads—and what to do with each

Rusty and Rick also discuss how to pivot between the four creative financing strategies (Lease Purchase, Sub-To, Owner Financing, AO) based on the seller’s situation, urgency, and your cash flow needs.

Plus, get insights on upcoming In the Trenches Bootcamp, including the new virtual and in-person structures designed to help you gain confidence, improve your skills, and build a consistent real estate business that allows you to leave your W2.

Don’t forget to subscribe for weekly real estate investing tips, deal structures, and behind-the-scenes breakdowns from real investors actively doing deals.

👉 Check the show notes for links to join the In the Trenches Bootcamp and our next QLS Live event!

GET YOUR FREE THE FOUR GAME PLANS eBOOK HERE

Resources:
The Quantum Leap System has everything you’ll need to start buying and selling on terms.

Home Study Course The Quantum Leap System

FREE Strategy Session with a COACH 1:1 Advisory Session: use COUPON FREE3

JOIN for a minimum Investment 3-PayDay Apprentice Program

Work with us 1:1 (3 Day Event) In the Trenches Bootcamp

Live Event QLS Live 2025 Ticket

Follow Us:
Website
YouTube