From Cold Calls to Closed Deals: How Beau Bourque Built a Real Estate Pipeline That Wins

Joshua Wilson: All right. So Bo, welcome to the show. Why don't you tell us a little bit about who you are? Sure. Uh, Bo Bork. I am now the president of Beacon Realty. Um, but long before that, um, had a couple of parents that always taught me that I can do anything I put my mind to. And, um. That's where life started for me.

I had a dad that taught me how to out outwork anyone, how to take ownership and uh, not to blame anyone else. He taught me things like Bo is not any, not everybody else. Uh, I had a mom who taught me how to, how to, how to hustle. And a mom who taught me things like everybody is somebody, somebody. Um. How to, how to have a positive attitude and um, and how to, uh, how to enjoy life.

Um, and that the easiest thing you can give somebody is a smile. And, um, that's where, where life started for me. I, um. Ultimately, uh, and went through high school, went to u, went to ul, graduated from UL and met my wife there. Uh, I still remember the day I saw her on the corner of, uh, St. Mary and Rex. And uh, I remember walking by and saying, that's a girl I'm gonna marry.

And I kept going. It was a few months later when I actually asked her out, but had a crush on her for a while. So, um, that was the first major deal. I closed, uh, when we got married, um, the best day of my life. And, um, and then. We, uh, next best day of my life was when we had our first daughter and we have now, uh, three kids, three daughters, and um.

I, uh, started out my real estate career in 2011. At the time, vanning and Romero, a fantastic firm here in Lafayette. Uh, at the time they had about 40% of the market share in the real estate market, and, um, started there and learned a lot from a lot of great folks in the industry, some of which I still have great relationships with.

And, um, I had two dreams growing up. Uh, I had, I wanted to be a major League baseball player and I wanted to own my own business. Um, and back to my parents, you know, they, they knew that I wanted to be a Major League baseball player. They, they would do anything they could to help me. Um. Get hit, hit my goals.

Um, and so the, the Major League baseball thing didn't work out. I am still a baseball fan. Uh, we go to a major league baseball, uh, stadium at least once a year. Um, but I ended up having an opportunity to start my own business and jumped on it and, um, haven't looked back since. Um, one big motivator for me is I had a grandfather that had his own business and, uh, he had a marine, uh, wire line, oil and gas business.

And, um. He, uh, I, I, I was fortunate enough to have a relationship with him. I'm the oldest grandson, the oldest son, and, um, he was still around. And so, uh, I remember his positive attitude and his enthusiasm and, um, his, uh, love of life. And, uh, I, I, I, one, my, one of my aunts gave me his card and I always had his card on my desk and I'd look at it every day and remember that, Hey, look, if he did it, I can do it too.

And, um, so I did it. I started Beacon Realty. I modeled my, uh, my logo after his logo, um, and I still have his card, uh, in my office today. Nice. So, uh, you close your first deal. You, you walked by a lady and you said, man, she's beautiful. You know, one day I'm gonna marry her. Now, you probably didn't start out with that in, you know, in the, in the conversation.

Talk to us about, you know, going from seeing what you want in, in that, in this term. You know, one day I wanna be married to that lady, and then also one day I wanna be a business owner. And talk to us about having the vision and then the, how you went through accomplishing your goals. Yeah, I love that. So, um, I, I'll start with the lady.

So, the, the, i I, I, at the time I identified the target, I, I, I just, I kind of realized today what I do, um, to help me win. And at the time I didn't really know this. What I knew was that, hey, that was my target. I wanna marry this girl. I gotta figure out what it takes to do that. I saw her one night and I asked her to dance, and then that same night I asked her on a date the following Friday, and she said maybe.

And so I called her every day from that Friday until Thursday she finally said yes. And throughout that time, um, there were, there was like, the ul Lafayette was actually in the softball award series at the time. I'd call her when the game was on and we'd, and she'd be watching the game. I'd be watching the game.

I kind of didn't. I mean, I was, I was into it. She was into it. I was faking, like I was into it and just to impress her. Mm-hmm. Um, and uh, then I basically just stayed persistent and ended up taking her on our first date. We ended up getting married today. Fast forward to today, um, when I started my business especially, I wanted to identify the target and then.

Figure out what it took to find the target, get in front of the target and what, what I do and, and tell them what I do. Um, and with that, um, there's a, there's a, a mindset, uh, very specific mindset that it takes to say, I'm going, this is, this is what I'm going to do. And I'm not gonna, there, there are going to be obstacles along the way.

There are going to be times where things will get in front of you and you can either climb over, you know, a wall's gonna go up, you can either climb over the wall or you can use it as an excuse. And I've never been taught to, to use anything as an excuse. I've always been taught to say, what can Bo do? To help get to your, what, what you want.

And I think that's very key for any business owner. I think business owners have that mindset. Anytime you talk to any successful business owner that's in any field, what you'll realize is they don't have an excuse mindset. They don't, they, they don't, they, they say, I'm gonna go do this, and they figure out a way to do it.

And nothing really gets in their way. And they don't, they don't blame anybody for anything or anything going wrong. Um, they have a, I'm gonna, I wanna do this and I wanna acquire this target, and I'm gonna figure out what it takes to get there. And so that's, I, I, I. I apply that now to my business. When I started my business, I took a very fundamental approach and, um, I, I simplified things so early in my career I was really heavy on tech.

I adopted a lot of the tech and, and, um, and probably spent too much time on tech. Um, although there, there's a lot of great tools out there. When I started my business, I wanted to focus on the fundamentals, and so I made a list of, okay, who, who, who are the people that are my targets? You know? People that own commercial real estate.

All right? Made a list of them, made a phone, Nu uh, figured out phone numbers, addresses, and I started calling 'em and started mailing letters to 'em. And I did that with a laptop on my dining room table and an Excel spreadsheet. Very simple. Um, that just a, just nothing real fancy and, but, but, uh, but consistently.

I called and reached out and said, here's who I am, here's what I do. Um, and from there, I, I, I focused in on one particular product type in our, uh, commercial real estate arena, and, um, ended up stringing together a few deals. And then I took that same approach and put, picked another product type, and then that same thing.

And over time. You know, Excel got kind of cumbersome when I was talking to people and trying to make notes and everything. So I said, all right, I now see the need for A CRM. So I onboarded A CRM and I started plugging in follow ups and making notes there and inputting all my contacts into the CRM. Um, and, but still didn't lose sight of what the fundamentals were.

Still didn't lose sight of, of really the, the overriding theme of regular contact and, um, using that so that. Not losing sight of the fundamentals and then adapting to the technology as a compliment, sort of, kind of one at a time as needed approach and not, you know, 12 different softwares that all are great, but trying to bring 'em on all at one time, um, sticking to the fundamentals is really where, um, what's created success for me.

And kind of back to your question about. How to, you know, how am I acquiring the target? I just at a very simple level, identify the target and then. Figure out what it takes to get in front of them. And once I get in front of them, Hey, here's, here's who I am, here's my story and here's what I do to help you.

Mm-hmm. Yeah. So I think a lot of people get into the, the world of real estate and you know, there they're kind of the, the motto when, when I started in real estate was, here's a phone book, start calling people Right. List houses or whatever. Uh, and, and they say, you know, do the. Uh, what did they call it?

Where you're sitting on the floor, right? You sit on the floor and you take all the phone calls that come in, or the people that walk in, they wanna know about their house or they wanna look at a house. And the, the goal is to, to do as many different types of deals as possible. Just get the listings, get as much as you want.

You took a, uh. A unique approach where you chose a product line and you dug into that, you strung along a few deals, and then you expanded your product line as you got better and better along the process. How did you identify your first product line to start and what was that Great question. So, uh. I identify the product line because nobody else was doing it.

So I found a gap in the market and that product line was mobile home parks. Uh, nobody in our market like me was specializing in mobile home park brokerage. Um, and when I made the list. Of owner of mobile home parks and owners in our area. What I found was another reason to target the market and that it was very fragmented.

So what you had was, you know, x, Y, Z mobile home park and, and mom and pop own that one home, mobile home park. Next was X, Y, Z, mobile home park and mom and pop own that one on and on and on. And then I found two guys that one that owned five of 'em. And I said, okay, well here are the sellers. And these guys are the buyers.

And I started calling and ended up talking to, and, and one of my first ones, I talked to a seller. I hit him at the right time. He was ready to sell. Uh, I said, hold on. I called the, the guys that owned five of 'em and said, Hey, y'all wanna buy this one? And ended up closing my first deal there. Um, and that was a pretty big one.

And then just kept that going. And so, um. Again, that was one, nobody else was doing it. And two, I saw a lot of opportunity because it was very fragmented. That's typically what you see in commercial real estate and, and in business. Um, and over time I would, you know, gradually, as I'm staying in touch with these folks, and I still get it today, 'cause I, I still, uh, call into that arena is, you know, I don't, I'm not ready to sell yet, but when I am, you're gonna be the guy that I call.

Right. Because I stay, I do stay, I stay in touch with them. Yeah. So that's a, that's a great approach. I think a lot of times, uh, deal makers, myself included, or visionaries, we have a hard time of, of focus, right? So we take the, the spotlight or the lanter approach, but you kind of had a laser like focus. You build out the list.

Who are the current owners? Oh, this, you know, these are the potential sellers. And then you found a group that had five and you're like, ah. They're the buyers. Right? So you made that match and you got your first sale, which was a, a, a decent sale, you know, starting out. Um, let me ask the question with, with that approach, why didn't those, those brothers or those, those, those people who own those five, why didn't they do what you're doing and just call on all these mobile home park owners?

So they've ac they actually have done that themselves before. Um. But they are, they also operate a portfolio now of 20 plus mobile home parks, thousands and thousands of lots, and so they don't have the time to. Stay in touch with the owners as much as you really need to. 

Beau: Um, what I found the two most important things in terms of being able to convert a lead to a closed deal is timing and relationships, and sometimes timing trumps the relationship.

And so. The only way to be there at the right time is to consistently reach out. And, um, these guys now, uh, again, have a major portfolio of mobile home parks. Um, they run a very lean operation, which is good. They're, they're very, uh, frugal and, um, and don't have, they're not very top heavy in terms of administration and still are one of the best operators, mobile home operators in the country.

Um. But now they don't have a ton of time to stay in touch with owners as much as I do. And so that's where, where I come in is I'm, I'm mailing, I'm mailing letters to these folks. I'm calling 'em once every three months. I'm sending, uh, emails every few weeks with some content. It's kind of like, you know, I'll send four emails with content and a reminder, Hey, I have guys at buy mobile home parks.

If you wanna sell, gimme a call. Uh, so that is, that's. What I, I do now that, uh, is, is sort of the, that's, that's what, where I'm focusing my time because that's what I do. Yeah, that's, that's brilliant. Um, the with mobile home parks, so you saw a gap in the marketplace, nobody else was doing this. How do you, as deal maker, how do you identify gaps in the marketplace?

Great question. So, um, it's really from. It's really put sitting down and putting in the time to make the lists and there's no real shortcut. 

Joshua Wilson: I mean, I've sat at my computer for a very long time and gone in into maps and the assessor site and pulling information and putting in, uh, ownership information into Excel.

And when you do that, you start seeing patterns. There's no other short, there's no real shortcut. A lot of the software that's out there is, is frankly just wrong Sometimes, like a lot of the, you know, they'll, they say, okay, we have these, you can pull property lists, and then we mine the data and it's all good.

Like, no, I haven't found one yet. I paid money for some haven't found one yet. That's good. And I think the, the very fundamental approach, there's really no other way than going in and making a list yourself. And that's what I've done. I may so take, take the industrial market for example. So, um. Mobile home park's a very fragmented market.

Um, but in our, in our local market, I would say there's probably 80 50, somewhere 50 or 80 that my guys would actually buy in the. Shifting to the industrial market, I did the same thing. I picked industrial parks in our market and went in and made a list of owner property, uh, address, owner name, property address, owner, owner name.

And what you'll find is there's in, in each industrial park, there's somebody that owns seven buildings, and then there's one. Now the seven building person sometimes is a buyer, sometimes they're. Up in age, ready to slow down. And from my perspective, that's a nice account to have. 'cause there's a lot of repeat bits.

So you say, okay, hey look, I'm, I'm at the point where I'm ready to slow down. My, my kids haven't been a part of, uh, the buildings. They don't really want anything to do with 'em. I wanna start selling off some of 'em little by little. Uh, and so. You do, we, I did that in each industrial park in Lafayette and again, 50 or so mobile home parks, industrial wise is about a thousand, right?

Industrial properties in our area. And so, um, I had a lot of success there as well. A few million dollars worth of deals there. Um, and not just the other. The other cool thing about having a thousand properties here in the local market is being able to, uh, execute another part, part of my business plan, and that's actual door to door prospecting.

So for three hours a day, three days a week for 90 days, I go door to door in each industrial park and knock on the door and visit with whoever's there. Neat thing about our market is most of the time the owner of the building and or the business is there. Um, if the, if it's not a local owner, then I, you know, pick up a card and figure out, uh, who the con, who their appropriate contact is for, uh, whatever, wherever the headquarters are.

Um, but anyways, that, uh, actually closed the deal recently from that pros, from the door knocking, prospecting, um, and where was I going with this? In there? Not, so, not, so now, you know, you put the time in at the computer. Once you, once you're done with your lists, then you're like, brain drain at the computer is over.

So now it's, now it's just maintaining contact, you know, sending the, sending the letters, making the calls, and then dropping in. The one thing that dropping in does is create a very unique. Um, awareness and market knowledge. That helps me when I go, say I go into a listing appointment and, um, the owner of the building generally wants to know that I.

Know the market and meaning I know the people, I kind of know what's going on. I'll know maybe a little bit more than they do. Um, and that just, that comes outta me when I'm sitting down in a, in a listing presentation and I'm talking about the different, you know, okay, this, this company's leasing, this building and this particular market, you know that, and I know the guy, uh, that owns seven in, in the.

Uh, in the, the industrial park. I know who's building the, the one across the street and who's going into it. I don't know that unless I'm out in the marketplace visiting with the players. And, um, that is what I've, what I've found, and again, it, that it starts with taking a targeted approach and talking to.

The players that are actually like selling property, signing leases, those types of things. Yeah. I think as, as deal makers, sometimes we get, we get so. Caught up in the, we call it like research, right? So we will do the list and then we'll, we'll find every detail about that information and that product or that, or that building before knocking on the door, right?

And I think a lot of newer deal makers, newer agents, they get, they get so caught up on this information, then by the time they knock on the door, they realize that it's already under contract or just sold. So the likelihood, so they wasted the time on the. Research versus the door knocking. What's a good balance between research list building and door knocking?

When do you know that you're like, okay, enough is enough on information. I gotta go knock on doors. 'cause that's where the revenue is. How do you, how do you know that balance. Love that. I love that. Uh, I love talking about this. So for me it's a feeling thing and. I'll, I'll be sitting at, at the computer and I'm, you know, making my list and figuring out how she would call on and what happens when you get to the point where you're letting the thoughts of why you should not leave the office, why you shouldn't knock on the door, why, where.

Why you should go here first instead of there. And what and what, um, what should you say to this person? And be careful not to, 'cause I don't know who they know. Once those thoughts start to creep in your head, it's time to get up from the computer. Um, that is where the, you're, you're, you're so right in that what happens is we can get caught up on the computer and then all of a sudden.

You haven't made a call. Yeah, but guess and guess who got the deal? The person that walked in and went talked to and like, didn't spend any time on the computer, may not know as much as you, but they walked in and they were there and they figured it out. And so, um, what I would say is, and I I've, at this point in my career, what I've learned is the, you're, you're your, most of your time still should be spent.

Out and walk into the door. And man, it's not the easiest thing. I mean, you get, you, I, I, I put it on my calendar like prospecting, one o'clock to four o'clock. And things start to pop up and you're like, okay, well I gotta do this, this, you know, marketing package and I got these other things. And, and there's, there's other kind of important things to do, but you gotta force yourself to say, I'm gonna get in the car, I'm gonna put it in drive, and I'm gonna go and walk into the door.

It's, you have a lot of thoughts that are going well, you know, you got this thing to do, you're not prepared enough. You didn't spend enough time doing homework on who you're talking to and why you're talking to 'em and who they know and what you can bring up to make 'em happy. All that's not trying, I don't wanna, I don't wanna say a, a potty word as my kids say.

Yeah, yeah, yeah. But it doesn't matter, right? It doesn't matter if you don't. Walk into the door. And that's, so if you had to say, what's the more important thing? I'm gonna, I'm gonna drop, we, we can't be everything to everyone. We can't do everything all the time and nothing is perfect. So what decision is best in the moment?

And, and always the best decision is always walk into the door and say, hello. My name is Bob Bork. I'm the president of Beacon Realty. I'd love to speak with who, your owner. I'd love to speak with whoever's making decisions on real estate. And shut up. And what I've found is eight outta 10 people are gonna say, oh, that's John.

Let me see if he's available. Oh, that's Susie, she's out. Um, but do you have something you could leave behind? Yes, I have a card. Does Susie happen to have a card? Uh, yeah. Hang on. Here's Susie's card. Boom. Now I've got Susie's name. Company, email address, phone number that I plug into my CRM, and now the next time I'm going stop by, I go, hi, my name is Bo Bork.

I'm the president of Beacon Realty. I'm here to see Susie. Oh, he knows Susie. Okay. Hey Susie. I'm here to see John. Oh, he must know John. Okay. So that to me is more important than spending 30 more minutes on the computer to look up who's who, John. Where is he from? How, what do we have in common? Who's who John knows?

Does is John in the office? Does John sit somewhere else? You're not. You can find everything out. Walk in the door, and in about two minutes you'll figure out where John is and where Susie is and how you need to get in touch with him. And oh, by the way, you're out in, in the market. You're out in the fresh air.

You're not, you know, behind your desk losing life. 

Beau: And, um, but that, and look, this is all, this is stuff that. I've just learned by doing, and I've paid attention to kind of what works, what works for me, what allows me to perform as, as at my best, and, um, I can't stress enough that the, it is always better. To walk in and say hello and start a conversation with somebody than spending more time with the computer.

Joshua Wilson: For sure. We talk about fears. You, you, you brought up mindset pretty early on. You had a mindset and it, and it, and it comes from, um, and. Even from your grandfather who had the, the marine business, the oil and gas business, and he, you still have his card, so it's a great reminder, but I think the, the fears that people have, here's a few fears that I think get in the way of knocking on that door or making the cold call.

And I once had a job where I had to knock on doors all day long. And it's brutal. Especially I live in Florida, it gets hot, right? Or you know, cold call. Fear of rejection over and over and over. It's, it's draining, right? It could really get to your psyche, it could get to your attitude, your, your, the way you view, you know, life.

Um, how, how do you get past that fear of, of making that call, of knocking that door. 

Beau: So it's about focusing on why you can, um. And not, and not focusing on all the reasons why you can't or why you should not, that those thoughts, what I call limiting beliefs. And, and those are all, if you allow all the reasons and why you shouldn't, why are you gonna look stupid?

What, so first thing is eliminate those and really eliminate as many thoughts as. As possible, positive or not. Like just walk in, keep it simple and walk into the door. And another way is, okay, well play out, play out the worst case scenario, play out. Um, I gave a prime example, um, walked into this normal, you know, routine, walked into the door, and I met about the rudest receptionist I've ever met in my entire life.

Joshua Wilson: And, uh, hi, my name is Bob Bork. I'm the president of Beacon Realty. Love to speak to your owner. Uh, and he's not here and I, without an appointment, he's not gonna talk to you. Okay. Fair? That was the first call. Like, is if, is that the worst thing that can happen? And if that, like, there's, there's, that's nothing that to be afraid of.

In fact, you can kind of make a game out of it and just laugh at it. Mm-hmm. Um, so if you make it fun and extinguish the. What if they're gonna say no? What if they treat me bad? What if they, um, are just absolutely rude? And what 

Beau: if they're not gonna let me talk to the owner? All of those thoughts are, are just, just.

Ignore them. And if you play out 

the worst case scenario, the worst case scenario is really not that bad. You know, you get back into your vehicle and you go, you go along your 

way and you're gonna, along the way, you're gonna have some wins. And what's really 

cool? Is the people that you ultimately wanna work with, man, the business owners, the people, the investors that own 

commercial real estate, the go-getters, they had to get after it too.

And they probably at some point in life, either did exactly what you're doing or had to overcome re rejection and fear. And so when you actually get in front of them right off the bat, they have a respect for you because you have the. Gumption, the, the courage to actually do what you're doing. And so back to that story, I now have a deal under contract with the owner of that property that was on the behind that receptionist.

That feels pretty darn good, right? 

Joshua Wilson: That's a win. That's a right. Converting a, converting a no or converting a rejection into, um, into a deal is, is very satisfying for a, for a closer like you, um, the. I think the, the question could become, uh, if we talk about positioning or strategy, right. Um, let me share a little story and then we'll, we'll dive into the, the question.

This might help frame the question. Uh, I was having, uh, coffee with, with, uh, a person a couple weeks ago and they mentioned that. You know, near their building, there's this property that they would like to buy. Now I live in Florida and this was a coffee meeting. I didn't expect it to turn business. I had a backwards hat on.

I think I might've had a tank top board shorts and flip flops. Right. I was meeting with a friend. He mentioned that, and I got in the, got in the SUV and I drove to the pro, I found out who the property owner was on, uh, the property appraiser. And I walked into their office, their law firm, and I said, I'd like to speak with so-and-so about their property.

They own it. I'm interested in buying it. Right. And they were so shocked that someone would just, I think, come in the door in, in cold call or cold knock. That, that, you know, I, I met three people that day, you know, the receptionist, the assistant, and then they gave me my information that you remind me. I need to follow up.

I think we live, I, I pose that because of the shock that I experienced from their side. I think that we're living in a time and a culture where human interaction. 

Is has been limited or people are so afraid of human interaction. So when you do knock on those doors, Beau, I think that they're so you, it makes you stand apart so much.

So with that freaking long setup that we just did, for the next generation of deal makers to go knock on doors to make those cold calls too, to learn human interaction, what advice do you have for them? 

Beau: Yeah, I love that. So, um, I. As humans, we are wired to interact with each other. If I sat in this room, if you left and I sat in this room by myself all, all day, at some point in the near future, I would cease to exist as human like we would.

We are wired as social beings to interact with each other in person. Now 

what we have is some really great tools that have come out of technology, technological advancements, and what this next generation has as an opportunity is the same, I mean, similar to the way we 

grew up, right? I would say we, we grew up spending a lot more out time outside, but we had, we had some tech and we know how to use a lot of the tech now.

The, the, the next generation had a little more tech than us. And so what they're going to have is they're gonna be really good at using a lot of the tech that are really good at, at, at ha, at tools. But what I would say to them is, man, play outside, make friends, interact with humans. When you get into 

the professional world, do the simple things, do the fundamental things that.

Where you, you're, you're going and dropping in and visit with somebody. You're writing a handwritten thank you note after a meeting and sending them a, you're putting it in an envelope and going get a stamp and putting the stamp on it and mailing them a handwritten thank you note. Do those things because that is what's going to get you the meeting that you want.

That is what's going to get you the contract signed that you want or, or the, or the commitment. That's when, that's what's gonna get you commitment. The ease of which you're able to do business is the next step, and the ease of which you were able to do business is what the technology allows you to do, but you can't expect someone to.

I mean, we do business with folks generally speaking, that are 30 something and older. I. In order to secure the business, you're gonna need to be able to interact with the human being in person. You're gonna be need to be able to, if, if they can get on a teams meeting or a Zoom meeting, kind of show 'em how to do it.

But, uh, but show 'em your face and show 'em your reactions. Um, and that human interaction is what's going to win you, the business. What's gonna allow you to, I would say, make it easy on them. Make it easy on you to to, to allow you to scale your business, um, to, to, in my case, what allows me to, um, have many more deals going on 

and produce a lot more as one agent than, you know, one agent could produce in years in the past is my ability to use the technology and.

That, that, that's what I would say the younger generation is. It's, it's still 

good. It's good that you're gonna be able to know how to use this technology better than anybody else. But what you need to focus on and remember is that what's going to win you the business is your ability to interact with somebody is your ability to be unique is your and, and I would say as time goes by that the drop in is gonna be even more and more scarce For sure.

And, you know, the, the, 

the wealthiest guys in the world, the wealthiest 1% or the 1% because they're not doing what 99% of the country are doing. So true. All right, we've got a few more questions, 

Joshua Wilson: uh, 

Beau: for you that have been racking in my brain. 

Joshua Wilson: Uh, 

Beau: the problem with being a podcast host for. Over a decade is 

Joshua Wilson: when, 

Beau: when people are talking, 

Joshua Wilson: you, 

Beau: you've learned the skill of like active listening, but you, 

Joshua Wilson: like, 

Beau: you can't wait to get in the next question.

So 

Joshua Wilson: I'm, I'm, 

Beau: I'm really, I have to write it down so I don't forget it, but I have to also learn 

Joshua Wilson: the, the, 

Beau: the patience of that. And 

Joshua Wilson: I, 

Beau: I can't wait to talk to you about this. 

Joshua Wilson: You're, 

Beau: you're training for Boston right now? So you're knocking doors, you're, 

Joshua Wilson: you know, you're, you're, 

Beau: you're doing that all day long, but you're also training for a marathon for Boston to qualify for Boston, which is an incredible feat.

Joshua Wilson: Right.

Beau: So a few questions here. What shoes do you run with? 

Joshua Wilson: Right.

Beau: And what's your go-to Last Mile song? So as you're doing that, 

Joshua Wilson: the, 

Beau: the 26th, you're, you got, 

Joshua Wilson: you're, 

Beau: you're on the last leg of it, right? What is that go-to song that you throw on the headphones? Alright, 

Joshua Wilson: so, uh, 

Beau: shoe wise, there's 

Joshua Wilson: um, 

Beau: there's training shoes and there's race day shoes.

So training, 

Joshua Wilson: um, 

Beau: if I'm doing a, what's called 

Joshua Wilson: kind of a, 

Beau: a just a regular run, medium 

Joshua Wilson: long run, 

Beau: long run, 

Joshua Wilson: uh, 

Beau: recovery run, those are just to. 

Joshua Wilson: Kind of 

Beau: normal, basic trainer shoes. They've got a lot of support. 

Joshua Wilson: Um, 

Beau: they're not as angled. Then there's speed trainers, which if you're doing speed work, then you have, then that's a different sort of shoe.

Joshua Wilson: So, 

Beau: so for my regular shoes, I've got the Nike Pegasus and 

Joshua Wilson: um, 

Beau: they're the Ioy kgi edition, which he's the best marathoner of all time. 

Joshua Wilson: Um, 

Beau: I. Obsessed with him. 

Joshua Wilson: That's a, that's a sidebar I can get into, and that could be a 30 minute conversation. But, um, he's one that, uh, his, one of his slogans is No Human Is Limited.

He ran a marathon in under two hours when Science and Reason said that the human being shouldn't be able to do that until 2075. And he did it on October 12th, the same day I started. Same date, uh, I started my Beacon Realty. So anyways, I digress. Uh, shoes, the, uh. Pegasus, uh, for the, for the, for the regular training days.

The speed trainers are Pegasus Plus. And then my race day shoes are the Nike vapor flies, which are incredible. Um, they'll, they add speed. Uh, there's, there's, there's a, something about the race day. You got your race day shoes on, that add speed. The, you know, the crowd's there, the mm-hmm. I mean, they, you're, everybody's ready.

I mean, it's, oh, it's awesome. There's nothing like it. And so those are the shoes. I actually operate with the mindset of, um, real runners, don't listen to music. No kidding. Alright. Right. That's, uh, and that's a, that's a, a lesson learned from, from, uh, a friend of mine, um, who's in his early seventies and still running Boston Marathons runs.

He just qualified, we ran together Wow. Um, recently and he disqualified for his. He's running a bunch of Bostons, but he's gonna run one next year. And so he's a, he's a mentor of mine. Um, I use a combination of his wisdom and, and a book that I'm reading for my program. Um, but I, I, you know, our motto is real, real runners don't listen to music while they run.

I love it, man. That's super cool. Uh, yeah, I, I like that. Um. One of the, the, the last conversations back, back to deals. I think that there's so much that we can learn from running and from training to the world of, of business, but that'll probably have to be on our next interview together. But, uh, the last question I have is, what does the perfect deal look like?

You know, you started. In the world of mobile home parks, you, you, you got that. You saw the total addressable market was kind of capped and limited, so you kind of expanded into industrial, which there's a thousand properties versus 50. So you kind of expanded. Uh, so. Talk to us about what the perfect deal looks like for you today.

Is the, do you have a, a, you don't have to give their name, but do you have like a buyer in mind that's out there looking for something so the listeners in could be like, oh, actually I have that deal for you? What does the perfect deal look like for you? Yeah. So, uh, today, I would say the, um, in our market, there are some owners that have been owning commercial real estate for a very long time.

They've done very well. Um, they're at a point where I don't believe that their kids want their, their kids are just not involved with it for whatever reason. And, um, what I'm seeing now is there's a new crop of the, you know, the guys that own commercial real estate now, they were in their thirties when they started buying.

A new, there's new guys that are in their thirties now willing, that are putting together portfolios of real estate. And so what I, and, and that's another one, um, reason I'm excited about having Beacon Realty in Lafayette is I'm in the position where a lot of the guys, a lot of the brokers, brokerage companies did what I'm doing in their thirties and started out, and, you know, they're.

They're kind of phasing out, they're moving on with life. Um, and there's an opportunity for me. And so I find that, um, the, the, the, the most ideal for me is just really matching up those two groups. Hey, um, you're, you got a portfolio of commercial real estate yet that you built. You're, uh, you know, at, its at the stage of life where you're ready to slow down.

Um, and man, there might be a little bit of something in you that says, I wanna sell this property to the meat. Who, who's the, who's the guy? Who's the, the who's the person that's getting after it? Who's the person that, that, that, that, um, has a long-term vision, uh, for, for Lafayette? Who's the person that, you know cares deeply about their family and that those are the ideal deals for me is.

Transfer of property. Um, because what's what's going to happen is the guys that are buying them now, sort of like the building that we're sitting in today, are gonna put the money into it to upgrade the facilities. They're gonna, you know, do new floors, paint, uh, they're gonna paint the exterior of the building, they're gonna upgrade the facilities.

They're gonna, and so ultimately what happens is you have now an upgrade of, of Lafayette commercial real estate. Um. That's, that's one ideal for me idea, ideal deal. That's hard to say, right? Yeah, right. Ideal deal. But I see that, that opportunity is, is those, those sellers saying, okay, well I'm ready to sell my property.

Um, who's gonna, who, who do I go to to sell this thing? I want that call to be me because I have the buyers that are now, that are. You know, eager to, to buy these properties and, and take them, take them, us and our markets to the next level. So, Beau, final question for that person listening in, who might have one of those deals?

What's the one place they can go to make contact with you? Sure, you can call me at (337) 257-4272. That's actually my cell number. Uh, you can email me at bo at Beacon Realty us, or you can go to www dot Beacon Realty us. All of my contact information is there and I'm also on LinkedIn. Very cool. All right, fellow deal makers.

As always, reach out to our guests. Our contact information will be in the show notes below. Uh, and if you have a deal that you'd like to talk about here on the show, uh, once again, just head over to our website and there's a contact button probably up at the top and, uh, would love to talk about deals with you on the next episode.

Cheers, everyone.