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How do you effectively use niches and strategies to achieve your real estate investing goals? The first step is to create great habits for personal development. Shannon Robnett introduces Greg Junge of Seven Figure Capital. In this episode, Greg discusses with Shannon three highly essential topics for success: personal development and mindset, real estate investing niches and strategies, and healthy habits. If you want to nail down success by becoming the very best version of yourself, this episode’s for you. You wouldn’t want to miss out on Greg’s nuggets of wisdom and experience. Tune in!
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Greg Junge: Real Estate Investing - Niches And Strategies

Welcome to episode 3 of season 2 of the show. In this episode, I'm going to sit down with Greg Junge with Seven Figure Capital and we're going to talk about how to create great habits and how personal development will move you closer to achieving your goal. You're going to want to tune in because, in this episode, we're going to discuss personal development, mindset, real estate investing niches and strategies, as you know, the riches are in the niches, healthy habits and how to be successful with those. You are not going to want to miss this episode with myself and Greg Junge.

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Welcome back to episode three. We are in our second season. I have the pleasure of meeting with a gentleman who is a couple of hours from here. It depends on if you're running by planes, trains or automobiles but Greg Junge is down in the Phoenix market. I have the pleasure of talking with him about how he has done a lot of things in business and personal. Greg, why don't you tell the people a little bit about who you are and what brought you to this place in your life with real estate and then we'll dive into some of the questions I've got for you.

Thanks, Shannon. A little bit about myself, I’ll start in the beginning. I’m born and raised in Long Island, New York. I'm a true New Yorker. My sports teams are in New York. Lots of families back there. I went to college here at the University of Arizona in Tucson. After that, I lived in San Diego for about five years, my early twenties living on the beach, having some fun in San Diego. That was all fun and good but when it came time to grow up and buy a home, this was 2005 in San Diego, I didn't have a lot of money at that time. I hightailed it to Phoenix where I knew one person.

I started over at 25, 26 years old. I didn't have a lot of money in my pocket and started from there. Even when I moved to Phoenix, I didn't get into real estate until about 7 or 8 years after I landed here in Phoenix. It took me a while. I'm a slow learner sometimes but once I do catch on, I can roll with it and run quickly. I started my real estate investing in 2012 and everything took off from there. I became a realtor in 2015 so balancing those two things out and it’s been a great run. It's not just been real estate investing and realtor, it's been personal development, habits, relationships. We can talk about anything you want and any direction you want to go. I'm happy to go down that road.

You started your real estate career when the sky was falling in 2012 when everybody was running for the exit. In fact, they had already run for the exit and they were still watching Rome burn. Why do you think you were successful when everybody else was declaring real estate to be the worst investment in the history of mankind?

I was a visionary but that's not the case at all. I was naive at that time. I happened to buy my first ever residence in 2010. I was 30 years old. Properties here in Phoenix were pretty much pennies on the dollar so a great time to buy real estate. At that time, the timing was right. I needed a place to live. I had the help from my parents financially at that point to buy that first home, which I'm very thankful for. A couple of years later, rinsed and repeated. I turned that first home that I bought in 2010 into a rental and all of a sudden, I was a landlord.

I was a real estate investor. I didn't know what I was doing. I'm pretty sure the first lease that I wrote was not very strong but it got me through and got me into that world of real estate investing where I grasped on to learning and reading about different niches, different ways to make money in real estate and realizing there was a lot of different niches that you can go into. That was great for me because I love learning. I quickly realized what I wanted to do and maybe some things that I didn't want to do. That got me down that path of learning, take action, see what happens and surround yourself with the right people. Usually, good things will happen and that's what's happened so far.
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Real Estate Investing: When you fail, ask yourself, “Where did I go wrong?” then change your strategy and try again.
Greg, your first lease wasn't good and we see this. I'm not poking fun at you because I don't think my first lease was any good either but I approach everything that failures aren't the end of the game. It's just a time to make some changes, come back and run the play again with a better offensive strategy, defensive strategy and a better idea of what the hurdles are that we've got across. How do you see that mindset plays into that, where you see one guy encounters the same thing you've encountered but the world is ending, you encounter it and you go, “That didn't work at all but what are we going to do next?” How does that affect? What does mindset have to do with that?

I've only been in personal development and have had this mindset for a couple of years. If you asked me that question years ago, if I had a failure, I would probably chalk it up like a lot of other people wouldn't say, “That didn't work out. That failed for X, Y and Z reasons. I wasn't destined for that path.” Now when I have a failure, it could be that maybe I'm not destined for that path but I'm going to ask a lot of more questions to myself before I make that decision and write that off of, “That didn't work out. Onto the next thing.”

Now when I have a failure whether it's a big one or a small one, it doesn't matter, you go through it and say, “What did I do right? What did I do wrong? If I corrected some of those things that I did wrong, would that have changed the result that I was looking for?” If the answer is yes then change your strategy, give it another try and have those looking through different color lenses try it again. There are some times where you asked yourself those questions and say, “Even if I had made all the correct moves, I still probably wouldn't have got the result that I was looking for. Maybe this is a niche or a project that I do need to exit right away and figure out another pivot point.”

Asking yourself those questions is the big difference for me because years ago, I wouldn't have asked myself those questions but now it's cool. “What can I learn from this experience? Who can I reach out to? Maybe Shannon has an experience that's similar to mine where he's been through the trenches that I'm about to go through and I can ask him those questions.” It's also about finding the right people to reach out to, surround yourself with and ask those questions as well, not just what went wrong during the process.

It's funny because if realtors were like scientists, we'd have a lot better results. A scientist is almost as interested in finding out what went wrong or what didn't work so that they could eliminate down to what does work. They can see that this has that effect and gets me to where I want to go. This doesn't and it takes me down a path I don't want to go to. Wherein real estate, we look at it that, “They didn't accept my offer. I'm going to quit. I can't believe I can't get this rented in the first six days. I'm going to quit. I have a tenant move out on me. It means they don't like me.” There are all these things that we see people doing, you're smiling and I'm laughing.

We've seen this. We've seen people go down these trails and it's amazing how topsy-turvy people let the world get because they're not controlling that mindset. They're not looking at it like Thomas Edison. He's the one that said, “I discovered 10,000 ways not to make a light bulb. Not that I screwed up all these times until I did.” That leads you down to if you're looking at what's going on, you're refining your strategy. You're seeing that this works and this works, too but I liked doing this. You talk about real estate niches and where that goes. What are the niches you're in? How did you find some of them and what strategies do you implement to use them to your advantage in your daily business?
Learn, take action, and see what happens.
From the beginning, I always wanted a diverse portfolio. I started out with single-family homes. Me and my wife, I have four single-family rentals. From there, we went to some smaller multifamily, which we eventually 1031 and some other properties. My point is I asked them about single-family homes, we had some small multi. We've invested as limited partners and large multifamily syndications. It's another diversification within our portfolio.

Me and some business partners in the spring, we closed on three residential assisted living facilities here in Phoenix. That was interesting because we were on the general partner side so it wasn't just vetting out the sponsor and writing the check and making sure that the deal looks good. It was, we're going to put the deal together from scratch, make sure the T's are crossed, the I's are dotted everything from beginning to end, which was a completely different experience.

Greg, don't you think you've vetted the sponsor harder since the sponsor was you than if you were just writing the check? You had to know this would work. You were taking this out to your friends, family and people that you know, love and trust and they know, love and trust you. You had to make this work and you had to make sure the sponsor knew what he was doing.

That's a great point too is I had to do that with my business partners, made sure everything was on point because it is my name and my reputation. It's my friends some family and whoever invests alongside those deals. It raised the anxiety level of investing in real estate but it was a great experience. I learned a lot. Those are some of the niches that I'm in. Now, I’m learning a little bit more about multifamily on the general partner side. That's an area that I'm going to walk into a little bit slowly and learn a little bit more about before I jump in. I love learning about real estate niches, taking action and then looking at my portfolio and say, “Do I want to add more assisted living? Are three of them good for now?” That's my approach. I know a lot of other people are 100% multifamily, that's what they do and they're experts in it. It depends on your approach.

That’s key. We prosper and we feel empowered what resonates with us. You're reaching out and you're touching several different genres, you've got some single-family and multifamily. Assisted living is multifamily with some other things involved. It's a whole mix of things. The reality is at the end of the day, you’re figuring out what resonates with you so that you can be the best version of yourself that you can be, which is going to empower you to be more doing more of what you do. That's a self-fulfilling cycle there where you're fulfilled because you're doing what resonates with you, what turns you on inside and then you're going to go out and get more.

That whole learning process, that empowers that learning process, makes us stronger. That's a fantastic point. What strategies are you using though? You mentioned you got four different genres that you're working in. You're an LP, GP, multifamily, assisted living. Five genres and you're also in the single-family space. What strategies do you implement to your advantage across all those that are the same across the board?
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Real Estate Investing: Creating great habits in your personal life relationships is the slab foundation for building a house.
Honestly, either consistency or tracking for me. Once you learn the intricacies of single-family and multifamily, there's a lot to learn, don't get me wrong. For me, it's being consistent with, “Where do I want my portfolio to go? Do I want it to stay where it is? Do I want it to grow?” In the past with COVID, a lot of great selling opportunities where I even looked at some of my properties. I'm like, “Do I sell? Do I hold it? What do I do?” Those are the questions that I have to ask myself and involve my wife in that conversation.

It's hard to say because the times change so quickly as we've realized during this pandemic. Honestly, tracking and knowing your numbers, knowing if multifamily is doing great now, maybe single-family is not doing that great. You should know that within your portfolio, what's doing well, what’s tracking along and what's maybe lagging a little bit if there is anything. That's what tracking comes in and then being consistent with that.

Tony Robbins says that, “What gets measured, gets managed and what gets managed, gets improved.” If you're doing that, you can see where there's always room for improvement whether it's single-family or multifamily and the tracking of that is so important. That's where a lot of people think that it's real estate, you set it and forget it. That's where you can get in trouble. That's why Chef Tony sells crockpots, not houses. The reality is there are things in there that you can do better, manage better and improve on. That improved cashflow, that improved value, those other things can add a tremendous amount of value.

We had a multifamily project where we simply added cable and internet on a resale. We made $35 a door, 180 doors but on a 5% cap, you know what that made me. Almost $3 million was added in value to the property. My property manager guy saw it as an increase of $65,000 or $70,000 a year. He was excited about that. He should have been but I showed him how that translated. Now the guy is a fiend. Now the guy's like, “I found another $8. I found another $30.”

Those are the things that what gets measured gets managed, what gets managed gets improved. That's an excellent point but how do you make those into habits? How do you take strategies and make them habits so they're habitual? If they're habitual, they just happen without you thinking about it where a strategy is something you've got to implement. How have you made those habitual?

I love talking about habits because of personal development, I don't think I would be anywhere near where I am now without personal development. I probably love personal development a little bit more than real estate because I love real estate. It's a great tool. It's fun to learn about everything but personal development will hit a lot of different areas of your life, not just financial or business, which is what I consider real estate. If you can create great habits in your personal life, relationships, across the board, that's the slab foundation for building a house. I love that. I read a book and I had to read it twice for it to sink in.

Sometimes I'm a slow learner but once I pick it up, I'll run with it. That book was The Miracle Morning by Hal Elrod, which I'm sure you're familiar with it. It took me two times to read that book for it to kick in. Once it did, it's been a little over two years and now I have my morning routine. Like your property manager, I love finding a new habit every week or every month or how do I add something to make my life a little bit better.

If you pair that book, The Miracle Morning with The Compound Effect by Darren Hardy, those two, it'll explode your life. That's exactly what happened to me. It's been a great run and now I love habits. I track them every day on my phone. It's like a game for me. How many positive habits can I have? How many bad habits can I slow down?
Be consistent with where you want your portfolio to go. 
You're in the habit of creating habits. What are some of the habits you've created?

I can talk around probably physical health because you alluded to that a little bit. Waking up in the morning, years ago I was not a morning person. Now I wake up between probably 6:00 and 6:30. I don't start my business day until 9:00 or 9:30. That gives me about three hours to do my morning routine whether that's breathing, affirmations, visualization. I love that stuff.
Creating habits, it's so much fun for me. I just created a habit. I was watching a documentary on nutrition and health because that's what I'm into obviously now. They were going over the fact that if you like a small orange or half an apple every day, it does this for your health so many antioxidants, nutrition and all that stuff.

I was like, “That's enough for me to throw it in my phone.” I literally put that every day, eat a small orange or half an apple and the compound effect, over time, it's going to make me a little bit healthier. That's just one small habit that'll take me probably five minutes a day, not even, to do. Things like that. It got me excited like, “I got another habit, another thing I can check off and say that I did right that day.” It’s fun, for me.

You're into personal health. What is it about your personal health that you've been focusing on?

Since the beginning of January 2020, me and my wife, I have attended a Goals Retreat. It was from The Real Estate Guys. I don't know if you're familiar with Robert Helms, Russell Gray. It was our first time going, I and my wife went. It was a fantastic event. COVID hit a couple of months later. I held at my head. I was like, “I'm going to lose weight.” I was 5’7”, 210 pounds. 5’7” is not too tall and 210 pounds is a good amount of weight for a 5’7” frame. I've always been trying to lose weight and it's one thing that I've always struggled with. I dedicated myself to it.

I committed to it and I said, “This is going to happen whether I like it or not.” I drop about 45 pounds in a little over a year. That was fantastic. I felt I was on top of the world and then in April 2021, I turned 41 that month. I ended up in the hospital for three days with diverticulitis, which I won't get into but it's like inflammation of your digestive system. Here I was, I lost some weight. I'm doing great and all of a sudden I got sidelined I'm in the hospital. I'm like, “What happened? I thought I was good.”

It was one of those moments in my life. I got out of the hospital that day and I literally called my friend who is a physical therapist but she's also a nutritionist, vegan, healthy and smart. I said, “I got to change my life. This is what I went through.” From then, I continued to change my diet and went from meat and potatoes to mostly plant-based. That's where a lot of my curiosity and learning came from, nutrition. This has been since April 21, 2021.
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Real Estate Investing: Evaluate if what you’re about to do is something you would love to do daily.
What you were saying there hits close to home because while I'm about an inch and a half taller, which guys that are under 6-foot always add the 0.5-inch but I was also heavier than that. I completely switched to all plant-based. I've dropped a pound a day but it's been about dedication and mindset. I'm sitting here eating things that I want, celery, beets, sweet potatoes, hummus, almonds, peaches, oranges. I want them because my mindset is telling me, “I want that more than I want to be fat.” That is the biggest thing that I've changed in my life with that mindset is that, “This does not taste like steak.”

“I know the difference between celery and steak. They're very different but I want thin more than I want to look like that.” For what I want, the flavor is phenomenal. That’s what's been helping me because I went from literally meat and potatoes. You had a salad if you needed to decorate a plate. That's what happened when you ran out of meat but that's been a huge change.

It's been something that I have not felt like I have suffered, that I am dieting or I'm giving something up because my mindset is about being healthy. I'm following your example in that, “This is what I want more than anything. This is what I'm into. This is what my focus is.” Out of that focus, I'm getting the results, which are exciting to me.

Greg, you can agree with me here. Often, people look at what they have to give up to get what they want instead of what they get to do to get that freedom from the excessive weight, freedom from that feeling of, “I hate walking by a mirror.” There are all of those things that if you change your mindset, creates such an opportunity for you to be positive about what's going on.

Tell us now that you're mostly plant-based, as 2021 is drawing to a close. Here we are. I'm going to ask you a question. You mentioned that several years ago, your mindset wasn't there but you were into, at that time, self-improvement. You said that you started that a few years ago. In that timeframe, I'm putting you on the spot here, totally on the spot, off-script, how much money have you spent on self-improvement?

A lot of time reading and listening to podcasts, which I love but an actual money amount, probably $5,000 or $6,000.

How much has that paid you back?

It paid me back so much because some of that was joining a mastermind. It wasn't a super expensive mastermind but it was not a $100 mastermind either. The mastermind is filled with people that are more motivated than me, more successful than me. I'll gladly admit that. I love hanging around them because they give me ideas and I can feed off of them and I can ask them questions about their successes, their failures.

The mastermind has been great for me and for my personal development alone, which is ironic because I joined it more for the, “There are a lot of real estate investors in this mastermind. There are a lot of successful entrepreneurs in this mastermind,” which is great. I get a lot from that aspect of it but I'm getting a lot more from the personal development of breathing, affirmations and all these other little things that are not so little after looking at the big picture. It's been a great journey and that's what fuels my fire.
Ask the experts questions about their successes and failures.
It's funny what a correlation there is between our mind and what we feed our mind and our gut and what we feed it. If you're eating Twinkies and drinking Dr. Pepper by the gallon, it's hard to be competitive and get out there and perform your best. If you're watching CNN, Fox or whichever, it doesn't matter which brand you want to watch of news you're consuming, what's coming through the television you're watching, whatever binge-worthy thing is out there instead of feeding your mind with good things like The Compound Effect, you're going to perform at that level. Greg, what would you tell our readers about this? What would be the single greatest thing that you've done that has been an improvement of your game? Personal whether that's business, what has been the single greatest thing other than making a habit of making new habits?

The single best thing that I've done is be curious because that's something that I wasn't before or not to the extent that I am now where I will take it down a lot of levels. Several years ago, I might've been curious about the niche in real estate but I would write it off like, “I can't do that. I'm not good enough for that.” I didn't have the confidence to say, “I'm not good enough now but if I learn and I surround myself with people in that niche, I'm just as good as anybody else.” Having that mindset and making that switch of being curious and asking those questions and drilling down that curiosity.

Now I can pick up a new niche, like mobile home parks, which I don't know much about but I can reach out to a handful of people and say, “You've been in this thing for five years. What's your worst experience? What's your best experience?” Being curious and asking those kinds of questions and seeing, “Is that something that I want to be in mobile home parks?”

Maybe after I hear that horror story that has happened ten times in a year, maybe I don't want to be a mobile home park. That doesn't fit my personality or maybe they're talking my language and I'm like, “That sounds great. I love a challenge. Let's do it, 100% mobile home parks.” Being curious, asking questions and then evaluating, “Is this something I would want to do and feel comfortable doing and would love doing in my day-to-day?” That's been helpful and be moving the needle.

That goes so well with what we've been talking about putting in strategies that are in line with what you're wanting, in line with what your inner connectivity is and how you see the world. Greg, thanks for being with us. Thank you for your time and for sharing this knowledge with our readers. I want to thank you all for tuning into the show.

Don't forget to like, share and subscribe to the show on Spotify, iTunes or wherever you get your podcasts to get automatic updates. You'll also find us on Instagram and YouTube. You can leave us a review. I'd love to hear your feedback. Thanks for tuning in to Real Estate Run Down. We sure appreciate having you here. Greg, big thanks to you too for your time.

Thank you, Shannon. I appreciate it.

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About Greg Junge

Greg has been a real estate investor since 2012 and a Realtor® since 2015. He’s originally from Long Island, NY and currently lives in Phoenix, Az with his wife Mandy and their dog Buster. He enjoys reading, personal development/mindset, anything real estate investing related, staying active, and sports.
He’s a #1 best-selling co-author of Success Habits of Super Achievers, which features stories from Darren Hardy, Brian Tracy, Mark Victor Hansen, Denis Waitley, Jon Assaraf, Robert Helms, and Kyle Wilson (who was the 18-year business partner of Jim Rohn).
Greg holds an international real estate portfolio and his goal is to help other investors invest passively to create cash flow (now), and wealth (now and later) through Real Estate Investing.