Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! Today, I’m thrilled to sit down with Trevor Mauch, founder and CEO of Carrot, one of the most influential lead-generation platforms in real estate. If you’re an investor, agent, or home-services pro, you’ve almost certainly used (or competed against) a Carrot site.

This episode goes far beyond lead gen. Trevor walks through how inbound marketing has evolved, how AI is reshaping online search, and why consistency beats speed every time. But where he really shines is in breaking down how to scale a business intentionally — from your first deal to seven figures. He shares his Entrepreneur Freedom Formula, the “pain lines” every business hits, and the identity shifts required to break through each revenue ceiling.

Episode Timeline & Highlights

[0:00] – Introducing Trevor Mauch and Carrot’s role in powering high-performing investor and agent websites.

[1:03] – Carrot’s growth, acquisition of InvestorFuse, and launch of Carrot CRM.

[1:57] – Why inbound leads produce the highest motivation, best margins, and fastest conversions.

[3:37] – How AI search is shifting consumer behavior — and what investors must adapt to.

[6:29] – The importance of marketing diversification once an investor begins scaling.

[8:25] – The power of integrated data: knowing which leads become deals and why.

[9:50] – How Carrot’s dataset fuels smarter AI, smarter targeting, and smarter follow-up.

[10:55] – Why tracking touchpoints per channel allows investors to spend more intelligently.

[13:57] – The future: humans handle the highest-value conversations; AI handles the rest.

[15:53] – The transformative impact of AI on staffing, hiring, and skill development.

[17:35] – Why resisting AI is the modern equivalent of resisting the internet in the ’90s.

[24:29] – The two journeys: start-up vs scale-up — and why each demands different thinking.

[26:09] – Trevor’s Entrepreneur Freedom Formula and why every cycle takes 2–4 years.

[27:32] – Purpose → Consistent Profits → Time & Energy → Renewed Vision.

[33:55] – When to begin evergreen marketing: SEO, credibility, content.

[34:46] – When to add your first CRM — and why you shouldn’t do it too early.

[36:17] – The 300k–1M phase: delegation, VA support, dialing in marketing, mastering your market.

[37:23] – The identity shift from performer to builder required to break seven figures.

5 Key Takeaways

1. Inbound is the foundation, but combining inbound + outbound produces true scale.
2. Unique data layered on AI is where the biggest wins will come — not AI alone.
3. Hyper-human content wins online as search shifts to reward authenticity over automation.
4. Every business hits “pain lines.” Breaking through requires a mindset shift and new systems.
5. What gets you to $750k won’t get you to $1M. You must transition from performer to builder.

Links & Resources

• Carrot / Carrot CRM – High-performing websites + CRM for investors and agents.
• Entrepreneur Freedom Formula – Download Trevor’s framework at TrevorMauch.com/freedom.
• SmrtPhone – Claim 5,000 free minutes, the phone system built for real estate investors.
• ThatRealEstateTechGuy.com – Explore every episode + exclusive tech discounts.

Closing

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Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! This week I’m joined by Chris Prefontaine, founder of Smart Real Estate Coach, who brings more than 34 years of real estate experience and one of the clearest perspectives on creative financing you’ll find.

Chris explains why creative financing isn’t just an “advanced strategy” — it’s actually one of the best ways for new investors to start. No banks, no big down payments, and no personal guarantees. We dig into how creative deals produce multiple paydays, why they work in any market cycle, and how his team mentors beginners through hands-on deal support across 80+ markets.

We also dive into mindset, focus, and the importance of mentorship — plus the role technology now plays in scaling training, reviewing seller calls, and eliminating the busywork that slows new investors down.

Episode Timeline & Highlights

[0:00] – Introducing Chris and why Jordan’s recording on the road.

[1:04] – How the 2008 crash led Chris to rebuild his business around creative financing.

[2:04] – What creative financing is and why it eliminates bank dependence.

[3:22] – Why creative deals are ideal for beginners, not just veterans.

[4:13] – The flaw with starting in wholesaling or fix-and-flip.

[5:11] – Creative strategies that thrive in any market condition.

[6:15] – How Chris’s program takes true beginners from zero to real deals.

[10:34] – The business rules he built after the crash — and still follows.

[12:00] – The three steps every investor needs: niche, mentor, focus.

[13:22] – Why shiny-object syndrome derails investors.

[14:21] – The problem with constantly chasing new leads.

[17:55] – How tiny skill improvements compound into real performance.

[18:42] – Deals aren’t the hard part — mindset and habits are.

[20:26] – How AI is transforming student coaching and call review.

[21:57] – Why modern tech has simplified what once required multiple systems.

[22:52] – How AI call scoring and coaching will reshape acquisitions.

[24:02] – Chris’s biggest tech mistake: adopting unproven systems too early.

[24:44] – Tech advice for beginners: research and follow your mentor’s stack.

[25:08] – Three essential tools for new investors: phone, task system, communication tool.

[26:25] – Avoiding “creative avoidance” inside your CRM.

[27:39] – Why listening to live seller calls builds confidence and skill.

[28:42] – Chris’s free books and YouTube deal breakdowns.

[29:32] – How to get his books completely free.

5 Key Takeaways

1. Creative financing works everywhere and avoids traditional lending hurdles.
2. Choose the niche that matches you, not the one that’s loudest online.
3. Mentorship collapses your learning curve and keeps you accountable.
4. Three years of focus beats constant pivots.
5. Use tech to simplify, not distract — task tools, communication platforms, and AI call review matter.

Links & Resources

• Smart Real Estate Coach – https://smartrealestatecoach.com/
• Free Books – Visit WickedSmartBooks.com/jordan for Chris’s free books.
• SmrtPhone – Claim 5,000 free minutes, the phone system built for investors.
• ThatRealEstateTechGuy.com – All episodes + exclusive tech discounts.

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with someone who needs a smarter path into real estate. More great conversations and tech insights are coming up!

Hey, it’s Jordan Samuel Fleming — welcome back to That Real Estate Tech Guy! Today I’m joined by my friend Steve Trang, founder of Objection Proof AI, host of Real Estate Disruptors, and one of the most respected sales trainers in the real estate investing world.

In this episode, Steve and I dive deep into the intersection of real-world sales fundamentals and artificial intelligence. Steve has trained thousands of salespeople and consulted with nine-figure companies — and now he’s building AI tools that reinforce the exact sales skills he’s taught for years. We cover everything from empathy and active listening to call scoring, role-playing bots, and the future of voice agents that can qualify leads, schedule appointments, and eventually help close deals.

Episode Timeline & Highlights

[0:00] – Introducing Steve Trang and his evolution from top sales trainer to AI innovator.

[1:03] – Why Steve built Objection Proof AI and what problems it solves for sales leaders.

[2:55] – How the AI now handles call reviews, training, follow-up, and appointment setting.

[3:47] – Steve’s background: thousands trained, hundreds coached, and deep experience in real-world selling.

[7:56] – The real definition of empathy and how it translates into AI behavior.

[9:01] – Why robots can be better sales trainers than charismatic “natural” closers.

[11:58] – The classic sales mistake: offering solutions before understanding the problem.

[17:15] – Pattern visibility: how AI finally reveals true agent performance.

[19:19] – Using call reviews and feedback loops to help agents improve faster.

[23:20] – Role-playing bots as a training tool AND a hiring filter.

[27:55] – The gold mine in your CRM: reactivating old leads with AI.

[29:12] – Why outsourced call centers kill deals and how AI solves consistency.

[33:37] – The future of AI underwriting and real-time offer parameters.

[38:30] – Why AI will outperform low-level staff, not A-players.

[40:02] – Building companies made up only of top performers.

[47:33] – How to try Objection Proof AI and test the role-play or voice agent demos.

5 Key Takeaways

1. Empathy is the core sales skill — not emotion, but demonstrating true understanding. That’s what builds trust and closes deals.
2. AI amplifies real sales training, not scripts. It reinforces the exact skills top reps use.
3. Call scoring at scale changes everything. AI uncovers performance patterns no manager could ever catch manually.
4. Voice agents solve massive inefficiencies, from missed calls to dead follow-up sequences to reactivating CRM gold.
5. AI doesn’t replace A-players — it replaces C-players, allowing teams to run leaner, sharper, and more profitably.

Links & Resources

• Objection Proof AI – Upload a call or transcript for a free AI call analysis.
• Role-Play Bot Demo – Text ROLEPLAY to 33777.
• AI Appointment Setter Demo – Text CASH to 33777.
• SmartPhone – The only phone system built for real estate investors. Claim 5,000 free minutes.
• ThatRealEstateTechGuy.com – Explore all episodes and exclusive tech discounts.

Closing

If you enjoyed this episode, please follow, rate, and review That Real Estate Tech Guy. Share it with another investor or sales leader who wants to future-proof their business with better systems, better training, and smarter AI. More great conversations with industry innovators are coming your way!