The Pete Podcast

E34: They Lost Money, Lost Houses, and Kept Their Word Anyway with Antonio & Ashley Denmark

In this episode of The PETE Podcast, I sit down with Antonio and Ashley Denmark to talk about building a real estate business rooted in integrity, faith, and long-term impact. The Denmarks share their journey from getting started in real estate during the 2009 market crash to eventually leaving their jobs and going all in on investing together as a husband-and-wife team. We dive into the mindset required to "burn the boats," embrace failure, and build a business while raising a young family. We also discuss some of the hardest seasons they've faced—including losing properties during COVID—and why protecting their reputation and honoring their word mattered more than taking the easy way out. Their perspective on integrity, relationships, and helping people achieve homeownership through creative financing strategies sets them apart in an industry where shortcuts are common. From coaching first-time investors to leveraging AI inside their business, this episode is packed with practical wisdom and real-life lessons about leadership, resilience, and building something meaningful. If you're looking for a conversation about real estate that goes beyond tactics and focuses on character, mindset, and long-term success, this episode delivers exactly that. Episode Highlights [0:00] – Why integrity and reputation matter more than anything [1:05] – Introduction to Antonio and Ashley Denmark [2:13] – Antonio's unexpected love for fruity drinks [2:51] – How they first discovered real estate investing in 2009 [3:25] – Attending auctions and seeing houses sell for unbelievably low prices [4:21] – Transitioning from rentals to full-time investing [5:02] – Ashley getting laid off and the decision to go all in [6:14] – Why Antonio believed it was time to "burn the boats" [7:11] – Building a business together as husband and wife [8:17] – Antonio's entrepreneurial background before real estate [9:02] – "Fail forward" and why failure is necessary for growth [11:02] – Lessons learned from losing properties during COVID [11:46] – Paying back private lenders even after difficult losses [12:22] – Protecting your name and reputation in business [13:11] – Building a business based on integrity and honesty [13:37] – Helping working professionals get their first real estate deal [14:07] – Creating an ecosystem to support beginner investors [15:10] – Why selling is actually serving people [15:49] – Student success stories and helping people overcome fear [17:09] – Building personalized roadmaps for investors [18:18] – Why flexibility in exit strategies matters [19:16] – The "slippery method" and lease-option investing strategy [20:23] – The fulfillment of helping people become homeowners [21:05] – Why serving others creates long-term success [22:56] – Upcoming AI Summit and how they're using AI in real estate [24:34] – Growing a coaching community across multiple states [25:53] – Prioritizing experiences and family over flashy lifestyles [28:57] – Final advice: watch who you listen to and who speaks into your life 5 Key Takeaways 1. Integrity compounds over time. Your reputation and willingness to honor your word matter more than short-term profits. 2. Failure is part of the process. The key is learning quickly, adjusting, and continuing to move forward. 3. Helping people should be the foundation of business. The more value and service you provide, the more opportunities naturally follow. 4. Flexibility creates longevity in real estate. Having multiple exit strategies protects investors when markets shift. 5. The people around you shape your future. You need voices of faith, growth, and positivity—not fear and limitation. Closing Remark Antonio and Ashley Denmark are proof that real success isn't built on hype—it's built on integrity, consistency, and serving people well over the long term. Whether they're helping investors land their first deal, creating paths to homeownership, or navigating difficult seasons in business, their approach is centered around character first and profits second. If you enjoyed this episode, make sure to rate, follow, share, and review The PETE Podcast so more investors can learn how to build smarter real estate businesses.

E33: Escape the Income Roller Coaster and Build a Business That Actually Gives You Freedom with Alex Pardo

In this episode of The PETE Podcast, host John Nolan sits down with Alex Pardo, founder of Storage Wins, to talk about his journey from 14 years in single family wholesaling to building a self-storage portfolio — and why he never looked back. Alex shares the real reasons he walked away from a nine-person wholesaling operation in South Florida, why single family rentals didn't give him the freedom he was looking for, and how a chance encounter in a mastermind opened his eyes to the self-storage asset class. He breaks down exactly how to manage facilities remotely without employees, what makes a good storage market, and why storage is more of a business play than a traditional real estate project. He also gets personal — sharing his biggest professional mistake, a $130,000 IRS bill he didn't see coming, and the hard lesson he learned about abdicating financial responsibility. If you're a residential investor curious about storage or just looking for a smarter path to freedom, this episode is worth the full listen. Episode Highlights [0:35] – Introduction to Alex Pardo and Storage Wins [0:53] – The shared jiu-jitsu connection and what the sport teaches about life and business [2:18] – Why personal growth and professional growth are inseparable [3:08] – Designing a business that supports your life — not the other way around [3:29] – What made Alex walk away from a thriving wholesaling business after 14 years [4:13] – The concept of playing the movie forward and why it drives big decisions [5:18] – The income roller coaster of wholesaling and why Alex got tired of it [5:57] – Why single family rentals didn't deliver the freedom Alex expected [6:19] – How coaching someone in a mastermind introduced him to self-storage [7:02] – Using Covid as the catalyst to finally unwind the single family business [7:44] – Why property management didn't solve the rental headache problem [8:31] – What a rental portfolio is actually good for — and what it isn't [9:25] – How to properly underwrite a rental with vacancy, CapEx, and maintenance baked in [10:37] – Why single family skills transfer directly into self-storage [11:19] – The two areas where storage underwriting is genuinely different [12:32] – The filters Alex used when choosing his next business — and how storage checked every box [13:30] – The three-pronged remote management system for storage facilities [14:19] – How Alex managed 104,000 sq ft in four facilities in under two hours a week [14:53] – What a boots-on-the-ground team member actually does — and what it costs [16:16] – Where to find reliable boots-on-the-ground contractors (including a tip on firefighters) [17:08] – Gated vs. non-gated facilities and when it matters [18:10] – Alex's biggest mistake: buying his first storage deal in the wrong market [19:19] – The market demographics that matter most when evaluating a storage deal [21:22] – What storage renters are really looking for: convenience, cleanliness, and security [21:58] – Why self-storage is an unusually sticky product with long average tenancy [23:16] – The pain of disconnect: why most renters just keep paying rather than move out [24:42] – Why Americans' consumption habits make storage recession-resilient [25:01] – Alex's first-ever in-person Storage Wins retreat at a Key Largo beach house [26:05] – The concept of vision stacking and how to combine business and life goals [27:44] – What happened at the retreat: deals made, connections formed, and an NFL legend introduced [29:36] – What genuinely drives Alex — wanting to see people win [31:02] – Alex's biggest professional mistake: abdicating all financial responsibility to a bookkeeper [33:07] – Getting a $130K IRS bill in 2009 with no money to pay it [33:47] – How Alex paid off the IRS and $40K in credit card debt over three years [34:29] – The difference between delegating and abdicating — and why it matters [35:36] – Parting advice: speed of implementation is the real multiplier [36:25] – Where to follow Alex and find the Storage Wins podcast and YouTube channel 5 Key Takeaways 1. Design the business around your life — not the other way around. Alex's shift to storage wasn't just about a better asset class. It was about building something that fit the life he actually wanted. 2. Your single family skills are more transferable than you think. Marketing, acquisitions, owner conversations — they all translate directly into storage. The learning curve is smaller than most people expect. 3. Market selection is everything. You can be an exceptional operator and still fail in the wrong market. Demographics, median household income, and supply-demand ratios matter as much in storage as they do in residential. 4. Storage is a sticky product. With an average length of stay north of two years, tenants tend to stay and pay — making it far more predictable than most real estate strategies. 5. Never abdicate financial responsibility. Delegating your books doesn't mean you're off the hook. The success or failure of your business ultimately sits with you. Closing Remark Whether you're burned out on single family, curious about a new asset class, or just looking for a business model that can run without you, Alex Pardo's story is proof that the pivot is worth it — as long as you go in with the right plan, the right market, and the right mindset. Make sure to rate, follow, share, and review The PETE Podcast so more investors can find the strategies that actually change lives.

E32: How AI Can Already Negotiate Real Estate Deals for You (But There's A Catch) with Jordan Fleming

In this episode of The PETE Podcast, I sit down with Jordan Fleming, founder and chairman of SmrtPhone, to talk about the evolution of communication technology in real estate and why AI-powered conversations are about to reshape the industry. Jordan shares the origin story behind SmrtPhone, from the early Podio days to building one of the most recognized communication platforms in the real estate investing space. We dive into how the company grew organically by solving a massive pain point for investors: disconnected communication systems and inefficient workflows. We also go deep into the future of AI agents, conversational platforms, and what it means to blend human employees with AI-driven workflows. Jordan breaks down the difference between traditional AI tools and "agentic AI," explains why most businesses are not structured properly for AI adoption, and shares his vision for how AI agents will eventually handle conversations, negotiations, and operational tasks inside businesses. From replacing outdated call center models to creating AI systems with memory and real-time context, this episode gives a fascinating look at where communication technology is heading—and how investors can prepare for it now. If you're interested in AI, automation, systems, or the future of real estate operations, this conversation is packed with insights that will change the way you think about business technology. Episode Highlights [0:05] – Introduction to Jordan Fleming and SmrtPhone [1:08] – How Jordan and John connected through the real estate tech space [2:17] – The origin story of SmrtPhone during the early Podio era [3:06] – Building custom Podio systems before launching SmrtPhone [4:06] – How SmrtPhone solved major communication problems for investors [5:08] – The importance of integrated systems and seamless workflows [6:27] – Why giving users choice matters in technology platforms [7:10] – The problem with software companies trying to lock users in [9:03] – Repositioning SmrtPhone from a "phone system" to a conversation platform [9:50] – The three pillars behind SmrtPhone's new direction [10:13] – Expanding into AI-powered communication tools and agents [11:13] – Why voice AI is one of the hardest forms of AI to build [12:19] – How AI agents are evolving beyond simple automation [13:06] – Defining "agentic AI" and what it actually means [14:28] – Why businesses need workflows designed for AI and humans together [15:26] – The concept of "bounded responsibility" for AI agents [16:14] – Can AI negotiate real estate deals in the future? [18:19] – Why poorly structured processes create chaos with AI [20:23] – The future of call centers and AI replacement [21:15] – Why consumers care more about results than whether AI is involved [22:48] – Connecting AI conversations back to solving customer problems [23:37] – New texting tools and marketing capabilities coming to SmrtPhone [24:38] – Launching the new Real Estate Technology event: RE Tech Unlocked [25:04] – Why hands-on tech training matters for real estate investors [26:12] – Jordan's upcoming book: Labor Architecture AI 5 Key Takeaways 1. Communication systems should remove friction, not create it. Integrated workflows and conversation tools make businesses faster and more effective. 2. AI is moving from information to action. "Agentic AI" is about AI systems that can perform work, make decisions, and operate within business workflows. 3. Most businesses are not structured for AI yet. Clear processes and "bounded responsibility" are necessary before AI can operate effectively. 4. Consumers care about outcomes, not technology. If AI solves problems quickly and effectively, most customers won't care whether they're speaking to a human or an AI agent. 5. The future of business will combine humans and AI together. Companies that learn how to blend AI workflows with human oversight will have a major competitive advantage. Links & Resources • Guest: Jordan Fleming • Company: SmrtPhone • Topics discussed: AI agents, communication systems, voice AI, real estate technology, automation, workflows Closing Remark Technology is changing faster than most businesses are prepared for—but Jordan Fleming makes it clear that the future isn't about replacing people. It's about building smarter systems where humans and AI work together to create better outcomes. Whether you're focused on real estate, operations, or scaling a business, this episode is a reminder that the companies willing to adapt early will have a massive advantage moving forward. If you enjoyed this episode, make sure to rate, follow, share, and review The PETE Podcast so more investors can learn how to build smarter real estate businesses.

E31: How to Build Partnerships That Actually Drive Growth with Amanda Webster

In this episode of The PETE Podcast, I sit down with Amanda Webster, Director of Partnerships at Results Driven, to break down what actually makes partnerships work in today's real estate and business landscape. Amanda shares how she approaches building relationships, vetting partners, and protecting the integrity of the communities she serves. We dive into the biggest mistakes people make when trying to form partnerships, including coming in too transactional and failing to understand the needs of the audience they're trying to serve. We also get into what Amanda looks for behind the scenes—data, KPIs, conversion rates, and proof that an offer actually works. She explains why credibility, consistency, and real-world experience matter more than a polished pitch, and how quickly reputation can make or break opportunities in this space. From building authentic relationships to leveraging AI in both business and personal life, this episode is packed with practical insights for anyone looking to grow through partnerships, community, and long-term value. If you're trying to build connections, scale your business, or stand out in a crowded market, this conversation gives you a clear framework for doing it the right way. Episode Highlights [0:50] – Introduction to Amanda Webster and her role at Results Driven [1:31] – What a Director of Partnerships actually does [2:11] – Why relationships are the foundation of successful partnerships [3:16] – Balancing business, family, and a high-performance career [4:00] – The biggest red flags when someone approaches for a partnership [4:38] – Why transactional pitches immediately fail [5:33] – The right way to approach partnerships (understanding needs first) [6:05] – Why data and KPIs matter more than a good pitch [6:44] – Key metrics Amanda looks for in potential partners [7:19] – Why not knowing your numbers is a major red flag [8:00] – How response time and clarity reveal business maturity [8:22] – Visionary vs operator roles when discussing data [9:25] – Why reputation spreads fast in the industry [10:00] – The importance of reference checks and community feedback [11:30] – Defining "experienced" vs "consistent" investors [12:23] – Understanding the different levels within a real estate community [13:08] – Why success looks different for every investor [14:00] – Breaking down Results Driven's coaching structure [15:12] – Why active operators make better coaches [16:17] – Standing out in a competitive coaching market [17:28] – How to find the right partnerships for your business [18:14] – Filling gaps instead of competing directly [19:12] – Why relationships drive long-term revenue [20:13] – How referrals and goodwill compound over time [21:04] – Managing DMs and maintaining authenticity in communication [22:27] – Spotting AI vs real human interaction [23:12] – Using AI to improve efficiency (not replace authenticity) [25:09] – Practical ways to use AI in business and daily life [28:12] – Final advice: education and continuous learning 5 Key Takeaways 1. Partnerships should never start with "how can I make money?" The best partnerships begin with understanding needs and providing value first. 2. Data reveals the truth behind any business. Knowing your KPIs, conversion rates, and customer metrics is essential for credibility. 3. Reputation spreads fast—good or bad. One bad experience can impact future opportunities more than you realize. 4. Relationships drive long-term success. Leading with value and authenticity creates opportunities that compound over time. 5. Continuous learning is non-negotiable. Whether you're new or experienced, growth comes from constantly improving your knowledge and skills. Links & Resources • Guest: Amanda Webster • Company: Results Driven • Topics discussed: Partnerships, real estate coaching, KPIs, business relationships, AI tools, community building Closing Remark In a world where everyone is trying to sell something, Amanda Webster reminds us that the real advantage comes from building trust, understanding people, and delivering real value. Whether you're building partnerships, growing a business, or just trying to stand out, the principles in this episode are simple—but powerful: know your numbers, build real relationships, and keep learning. If you enjoyed this episode, make sure to rate, follow, share, and review The PETE Podcast so more investors can learn how to build smarter real estate businesses.

E30: The Pay Per Lead Model That's Helping Wholesalers Close More Deals Without Managing Ads with Jonathan Cuchi

In this episode of The PETE Podcast, host Jon Nolan sits down with Jonathan Cuchi, co-founder of Real Estate Biz, one of the top pay-per-lead providers in the real estate investing space. Jonathan breaks down how Real Estate Biz is building more than just a lead generation company — they're working toward becoming a full-scale real estate network and marketplace. From how their pay-per-lead model works and what makes it different from the competition, to lead volume, pricing tiers, and a built-in deal distribution platform, this conversation covers everything a wholesaler needs to know before investing in paid leads. Whether you're just starting out with a few hundred bucks or you're a seasoned investor looking to scale into new markets, Jonathan lays out exactly how to use pay-per-lead as a foundation and build from there. Episode Highlights [1:09] – Introduction to Jonathan Cuchi and Real Estate Biz [1:50] – The vision: becoming the Google of real estate [2:34] – How Real Estate Biz evolved from a digital marketing agency [3:41] – Why pay-per-lead simplifies the lead generation question [4:45] – Why PPL is the easiest entry point for newer wholesalers [5:30] – The difference between PPL leads and Facebook ad leads [7:11] – What sets Real Estate Biz apart from other PPL providers [7:59] – Cutting low-quality leads to improve conversion rates [8:56] – Suggesting exit strategies based on lead data [9:38] – How the feedback loop shapes lead quality [11:23] – Monthly lead volume and geographic reach [12:52] – Potential future expansion into international markets [13:57] – How PPL removes the research and development burden for new markets [15:36] – Using your first PPL deal as a cushion to build in a new market [16:05] – The deal distribution marketplace and how it helps wholesalers dispo [17:22] – The three ways to buy leads from Real Estate Biz [18:17] – Auto Buy Trial: 10 leads per month for $50 [19:15] – Auto Buy Light: $95/month, $29 per lead, no cap [20:00] – Auto Buy Pro: the flagship subscription tier [21:12] – What to expect on close rates as a newer vs. seasoned investor [22:34] – The mindset required to win in this business [23:53] – How success coaches help you forecast results in your market [24:54] – Real example: one investor spending $15K–$50K/month and netting $300K [25:38] – Who is the ideal Real Estate Biz client [26:08] – How coaching communities are partnering with Real Estate Biz 5 Key Takeaways 1. Pay-per-lead removes the noise. Instead of managing SEO, PPC, and ad spend yourself, PPL gets your phone ringing while you focus on closing. 2. Quality beats volume. Real Estate Biz actively cuts low-intent leads to improve conversion rates, even if that means fewer leads delivered. 3. Start small, scale smart. The trial tier at $50/month gives newer investors at-bats with motivated sellers while they sharpen their skills. 4. Feedback drives better leads. Their ongoing feedback loop from buyers is what allows them to filter smarter over time. 5. PPL works as a foundation. Once you're consistent with pay-per-lead, you layer other marketing channels on top — not the other way around. Links & Resources * Guest: Jonathan Cuchi * Company: Real Estate Biz — realestatebiz.com * Instagram: @realestateWithKoushik * Topics discussed: Pay-per-lead, lead generation, wholesaling, deal distribution, real estate marketing, scaling a wholesaling business Closing Remark If you've been spinning your wheels trying to figure out the best way to generate leads, this episode is your reset button. Jonathan Cuchi makes a compelling case for why pay-per-lead is the simplest, most direct path to getting in front of motivated sellers — especially when you're just starting out. Make sure to rate, follow, share, and review The PETE Podcast so more investors can find the tools and strategies that actually move the needle.