In this episode, Cheryl Knowlton and Clay Johnson discuss:

• "Invisible buyers" and down payment myths

• Alternative income documentation for self‑employed borrowers

• Specialized loan programs for medical and other high-skill professionals

• DSCR (Debt Service Coverage Ratio) loans for investors

• Risk of wire fraud in real estate transactions

Key Takeaways:

• Many "invisible buyers" are actually qualified or close to qualified but self-disqualify because they assume they need 15–20% down or perfect, W‑2 style income, and modern lending programs allow for low or even no down payment in certain cases, especially for first-time buyers and specific professions.

• Self-employed and entrepreneurial borrowers can leverage 12‑month bank statement loans where income is based on actual cash-flow deposits instead of tax returns.

• Specialized programs exist for medical professionals, particularly doctors, dentists, and nurse anesthetists, that can go up to about $2M with no down payment.

• DSCR (Debt Service Coverage Ratio) loans let investors qualify primarily on the property's rental income rather than their personal debt-to-income ratios, and if the projected or actual rent covers roughly the mortgage payment (often even at less than a 1:1 ratio), investors can acquire properties without traditional income documentation hurdles.

• Working with a true mortgage specialist (not just a generic bank or credit union) is critical, because many of these creative options aren't widely offered or understood.

"They think you have to have this big down payment, so they're just sitting on the sidelines while home values continue to go up… and they're losing out on that phenomenal investment opportunity."

-Clay Johnson

About the guest, Clay Johnson:

Clients looking for a smart mortgage consultant and a company that really cares go to Clay Johnson and Guaranteed Rate Affinity for all their home financing needs. They can count on him to listen and understand their vision, and stay committed to doing what's in their best interest. Clay knows that every client has different financial goals, so he takes the time to understand their vision to recommend smart mortgage solutions. As a consultant, he is backed by a dedicated team of loan assistants, processors, underwriters, and closing specialists. He and his team consistently deliver smart choices because they're highly trained and well-versed in all aspects of the industry. To find a smart home-financing solution, give Clay a call today!

Connect with Clay Johnson:

LinkedIn: https://www.linkedin.com/in/clay-johnson-a899989a/

Website: https://www.grarate.com/loan-officers/clay-johnson-33422

Facebook: https://www.facebook.com/ClayJ.GRA/

CONNECT WITH CHERYL:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Cheryl Knowlton and Lyndsey Van Sickle discuss:

• Power of what goes unsaid/inner conversations

• Starting with heart and clear intent

• FSA framework (Fact–Story–Ask)

• Safety, silence, and verbal violence

• Creating a feedback and crucial-conversation culture

Key Takeaways:

• Crucial conversations start long before you open your mouth; they begin with the internal fears, beliefs, and stories you're telling yourself, because when you take responsibility for examining those "unsaid" pieces first, your external conversations become clearer, calmer, and more effective.

• "Start with heart" isn't just a nice phrase—it's a discipline of grounding yourself, clarifying your intention, and being fully present.

• Using neutral facts first, then explaining your story, and finally inviting their perspective (the FSA framework) keeps conversations from turning into blame-fests, and it shifts the focus from "who's wrong" to "what's happening and how do we move forward together?"

• Simple tools like "I don't / I do" statements can diffuse misunderstandings in seconds: you name what you don't mean and clearly state what you do intend.

• When you pause, signpost what's happening ("I think we're losing sight of what matters"), and, if needed, reschedule the talk, you're actively building a culture where hard conversations are expected, safe, and productive.

"You can't save them all… we do one starfish at a time, and pour in as much love and information and confidence as we can."
- Lyndsey Van Sickle

About the guest, Lyndsey Van Sickle:

Lyndsey Van Sickle is Cso, Owner of VanCon, Inc., one of Utah's largest excavation enterprises. Following in the footsteps of her grandfather and father, Lyndsey currently serves as one of the youngest female construction executives in the United States. She teaches her "Build Influence Blueprint" to leaders, human resource executives, and professionals to help them optimize their conversations for stronger relationships, revenue, and retention.

Connect with Lyndsey Van Sickle:

Website: https://lyndseyv.com/

LinkedIn: https://www.linkedin.com/in/lyndseyvansickle/

Instagram: https://www.instagram.com/lyndseyvansickle?utm_source=ig_web_button_share_sheet&igsh=ZDNlZDc0MzIxNw%3D%3D

CONNECT WITH CHERYL:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Cheryl Knowlton and Kathleen Miller discuss:

• Kathleen's personal calling and leadership

• Mission and impact of Living Grace Homes

• Intake process and emergency rescue stories

• Education, parenting, and empowerment programs

• Campus expansion and $4M fundraising effort

Key Takeaways:

• Kathleen Miller didn't start as a nonprofit expert; she became one by answering a repeated community need and allowing Living Grace Homes to be the vehicle for that, and the organization is essentially an expression of her calling to be "somebody" for pregnant and parenting young women who have nowhere safe to go.

• Under Kathleen's leadership, Living Grace Homes has grown from a single house opened "on a wing and a prayer" to a multi-property effort poised to triple its capacity.

• The program design, intake, 30-day probation, and pillars of legal, medical, benefits, education, and employment mirror Kathleen's belief that charity alone isn't enough.

• When emergencies hit, a grandma hitting a pregnant granddaughter, a teen sleeping in her mom's car, Kathleen's response shows the culture she's created at Living Grace Homes: immediate, practical, and personal.

• Kathleen's long view on education, trades, and breaking generational trauma is baked into every class, partnership, and policy at Living Grace Homes, as seen by the campus expansion and $4M fundraising goal that aren't just about more beds; they're about scaling her vision of transformed lives, not just rescued moments.

"You can't save them all… we do one starfish at a time, and pour in as much love and information and confidence as we can."
- Kathleen Miller

About the guest, Kathleen Miller:

Kathleen Miller, LMFT, is a Marriage and Family Therapist at Miller Counseling with over 15 years of experience working with crisis pregnancies, particularly among youth, to promote healthy outcomes for mothers and babies. She earned her Master's degree from Regis University, where her studies were focused on counseling and developmental support for residents of Living Grace Home, the nonprofit she founded in 2007. Her clinical specialties include pregnant teens, post-abortive women and men, and individuals living with Emotional Intensity Disorder (Borderline Personality Disorder).

Through Living Grace Homes, Kathleen has supported more than 600 young women experiencing homelessness, trauma, and unplanned pregnancies, helping them complete their education, gain employment, and move from dependency to empowerment. Known for her hands-on, compassionate approach, she has served not only as Executive Director but also as a trusted "house parent," providing stability, structure, and care. In recognition of her impact, Living Grace Homes was named Henderson's Outstanding Nonprofit of the Year in 2019, and Kathleen was nominated as a Remarkable Woman for her dedication to creating safe havens and second chances for young women and their children.

Connect with Kathleen Miller:

Website: https://livinggracehomes.org/

LinkedIn: https://www.linkedin.com/in/kathleen-miller-3386a36/

CONNECT WITH CHERYL:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Cheryl Knowlton and Kim Hamilton discuss:

• Kim's 32-year real estate career and love of helping people build their dreams

• Origin of the caramel apple fundraisers and early small-scale impact

• Partnership with Dominican Starfish Foundation to build homes in the Dominican Republic

• Faith, prayer, and "impossible math" enable multiple full homes to be funded

• Growth of the project to 11 homes, plus opportunities for others to donate or buy apples to support it

Key Takeaways:

• Kim's real estate career began unexpectedly after losing a low-paying job, which pushed her to attend real estate school and ultimately build a 32-year career.

• The caramel apple project started small—raising just $1,000 after Hurricane Maria, but it revealed how even modest efforts can create real change, like putting roofs on homes.

• Partnering with the Dominican Starfish Foundation allowed Kim to channel every dollar from her apples directly into 750-square-foot cement-block homes, complete with beds, appliances, and running water, and each house doesn't just shelter one family; it also provides work for local crews, multiplying the impact.

• Throughout the journey, Kim repeatedly hit emotional and financial "walls," quitting or doubting she could reach ambitious targets like $15,000 or $20,000 per home.

• Individual stories: a young mother who lost her hand in a machete attack, a bishop's family, a blind mother with a disabled child, and a family whose home collapsed show how specific and personal the need really is.

"Find what brings you joy, find what you're passionate about, and figure out how to use it to make a difference in this world."

-Kim Hamilton

About the guest, Kim Hamilton:

Kim Hamilton is a 32-year real estate professional whose love of people and service led her to create a unique mission-driven project: gourmet caramel apples that fund homes for families in extreme poverty in the Dominican Republic. Drawing on her faith, her experience as an LDS missionary there, and her skills as an entrepreneur and connector, Kim partners with the 100% donor-funded Dominican Starfish Foundation to turn every apple into tangible impact—safe, cinder-block homes with utilities, furnishings, and dignity for families who previously lived in makeshift shelters. Since 2022, through relentless work, community support, and what she calls God's "impossible math," Kim has raised funds for 11 homes.

Order Kim's Apples today! 100% of proceeds go to families in need in the Dominican Republic: https://docs.google.com/forms/d/e/1FAIpQLSfGjmG9zc2wMHIYcog3Rswb5mk7k0sgFLt9lQwkk301-CXrSw/viewform

Connect with Kim Hamilton:

Instagram: https://www.instagram.com/caramel_apple_homes/?__d=1%252F

Charity Website: https://www.dominicanstarfish.org/

CONNECT WITH CHERYL:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Cheryl Knowlton and Melissa Cruz discuss:

• Vision casting with 10–5–3–1 year planning

• Aligning daily time blocks with long-term goals

• Using color-coded "buckets" to organize calendar time

• Prioritizing revenue-producing activities over admin tasks

• Protecting me-time and family time to avoid burnout

Key Takeaways:

• Long-term vision (10, 5, 3, and 1 years out) should drive what you do today, not the other way around.

• Time blocking works best when you categorize your life into clear "buckets" like lead generation, customer retention, admin, personal development, me time, and family time.

• Revenue-producing activities must be scheduled first, not squeezed in around busywork, and many entrepreneurs feel exhausted because they're living in admin mode while believing they're building a business.

• Trying to do everything yourself keeps you stuck as the intern of your business instead of growing into the CEO role.

• Me time is not optional; it's the foundation that keeps your business and family life sustainable, and when you move your body, eat well, and nourish your mind, you show up with the energy and clarity needed to serve others at a higher level.

"Time is the only currency that we spend without ever knowing the balance. So choose wisely, spend it wisely, and make every single minute count."
- Melissa Cruz

About the guest, Melissa Cruz:

Melissa Cruz is a business coach dedicated to helping ambitious women build businesses and lives that align with their values—without sacrificing what matters most. As a mom, she understands the constant balancing act of family, business, and personal goals, which is why her coaching focuses on overcoming limiting beliefs, building with intention, and releasing the guilt that often comes with wanting it all. Melissa helps her clients create clarity, confidence, and momentum while staying grounded in who they are.

A natural problem-solver, Melissa guides women in turning challenges into opportunities for growth, whether that means improving time management, increasing productivity, or navigating the complexities of entrepreneurship. In addition to coaching, she creates practical, experience-driven courses for real estate professionals, offering actionable strategies that lead to real results. Melissa believes success doesn't require compromise—when businesses are built on authenticity and aligned values, sustainable growth and fulfillment follow.

Connect with Melissa Cruz:

Email: iris.bloom.cruz@gmail.com

Phone: 904-679-2340

LinkedIn: https://www.linkedin.com/in/irisbloomcoaching/

CONNECT WITH CHERYL:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Cheryl Knowlton and Dan Mullen discuss:

• Planning ahead to avoid self‑employment tax "surprises."

• Using S‑corp elections to reduce self‑employment taxes

• Properly documenting travel, meals, and vehicle deductions

• Regular, proactive check‑ins with your accountant

• Investing in your own product: real estate for long‑term wealth

Key Takeaways:

• Proactive tax planning is non‑negotiable for agents who don't want to be blindsided at tax time.

• The S‑corp election can dramatically cut self‑employment taxes when structured correctly, and setting a reasonable salary and letting the rest flow as distributions is where much of the savings happens.

• Travel, meals, and vehicle deductions are powerful but highly audited, so documentation is everything, but clear board minutes, mileage logs, and receipts turn "red flag" categories into audit‑proof benefits.

• Treat quarterly taxes like a standing business appointment rather than an optional chore, with calendar reminders and regular check‑ins with your accountant keeping you out of panic mode and in control of cash flow.

• Truly wealthy agents don't just sell real estate—they own it.

"Real estate builds so much wealth. It does for even people living in their own homes. It certainly does for investors."
- Dan Mullen

About the guest, Dan Mullen:

Dan Mullen is a mortgage advisor and a partner at a tax firm, a combination that gives him a unique advantage in helping self-employed clients qualify for mortgages. Because these borrowers are underwritten using tax returns rather than W-2s and paystubs, Dan's deep understanding of tax documentation allows him to navigate the process more effectively. Having seen firsthand the pain and frustration caused by mortgage letter requests, he is on a personal crusade to help tax preparers avoid them and to bridge the gap between mortgage underwriters and tax professionals.

Connect with Dan Mullen:

Website: https://www.futureandmain.com/

LinkedIn: https://www.linkedin.com/in/danielbmullen/

CONNECT WITH CHERYL:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Cheryl Knowlton and Dave Rosenberg discuss:

• Radical accountability's three elements: mechanics, mindset, and modeling

• Importance of clear job descriptions, processes, and formal training with testing

• Counseling and curiosity instead of yelling when mistakes happen

• Leadership's impact on safety: fight/flight/freeze/fawn responses to toxic behavior

• Leaders must "walk the talk" to build trust, accountability, and high-performing teams

Key Takeaways:

• Radical accountability rests on three legs: mechanics, mindset, and modeling, and when any one of these is missing, performance, trust, and culture all suffer.

• Clear job descriptions, documented processes, and written policies remove "I didn't know" as an excuse.

• Training must be formal, repeatable, and include testing and practice (like role plays) because without proof of competence, leaders can't fairly hold people accountable or diagnose whether problems are systemic or personal.

• When leaders yell, they trigger fight, flight, freeze, or fawn responses, not learning or growth, and the alternative is a calm "counseling" conversation that looks for either broken systems or misaligned behavior.

• Team members watch what leaders do more than what they say.

"If you want your team to grow, we need to grow as leaders. It's just that simple."
- Dave Rosenberg

About the guest, Dave Rosenberg:

Dave Rosenberg is a professional keynote speaker and leadership development consultant. He guides teams and leaders to foster a culture of accountability that accelerates results.

As a leading authority on high-performance leadership, accountability, and team dynamics, Dave Rosenberg is frequently hired as a leadership speaker, accountability speaker, and change management speaker. Dave's engaging, interactive, and insightful speaking style makes him a preferred keynote speaker for businesses aiming for the best conferences and events.

After 30+ years in leadership positions, Dave's leadership experience is practical, not theoretical. He has been the president of 4 organizations and has consulted with hundreds of companies across the United States. His clients represent a large cross-section of industry, from manufacturing, retail, construction, engineering, farming, trucking, communications, and service.

Connect with Dave Rosenberg:

Website: https://lockedonleadership.com/about-dave-rosenberg/

LinkedIn: https://www.linkedin.com/in/daverosenbergspeaks/

YouTube: https://www.youtube.com/@lockedonleadership

CONNECT WITH CHERYL:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Cheryl Knowlton and Dirk Zeller discuss:

• Timeless fundamentals of real estate: persuasion, communication, and objection handling

• Time management and focus are the biggest challenges for agents and entrepreneurs

• Importance of daily lead generation and prioritizing high-value, dollar-productive activities

• Power of practice and role play to master listing presentations and objections

• Building long-term wealth by investing in real estate, not just selling it

Key Takeaways:

• Time management is the core constraint for most agents, such as too much $25/hour work, not enough high-value, dollar-productive activity.

• Skill in persuasion, communication, and objection handling will always matter more than being good at social media trends because reels and TikToks may open doors, but it's your ability to guide clients through fear, anxiety, and decision-making that actually wins the business.

• Treat scripts, listing presentations, and objection handling like athletes treat drills—repetition off the field so you don't practice on live prospects.

• Focus is a competitive advantage in a world of constant pings, dings, and notifications, and turning devices off, setting clear boundaries, and creating distraction-free blocks of time is often the only way the compound effect of your actions can actually kick in.

• Real estate sales should be viewed as the engine that funds long-term wealth, not the end goal, and using your commissions to acquire and hold investment properties creates compounding, generational benefits that far exceed a single closed transaction.

"We're on the front lines of wealth creation, friends, in the real estate industry. And you got to get you some, and owning it is better than selling it."

- Dirk Zeller

About the guest, Dirk Zeller:

Dirk Zeller is recognized internationally as one of the premier speakers and coaches on sales, success, time management, and peak performance. Dirk's proven systems and strategies take ordinary performers and transform them into extraordinary performers. Zeller's strategies on wealth and success enable anyone to achieve financial independence in their life.

Connect with Dirk Zeller:

LinkedIn: https://www.linkedin.com/in/dirk-zeller-a481b83a/

Facebook: https://web.facebook.com/RealEstateChampions/?_rdc=1&_rdr#

https://web.facebook.com/dirk.zeller1/?_rdc=1&_rdr#

CONNECT WITH CHERYL:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.