The Bored Room

Don Costa has 23 years in real estate investing and a track record that speaks for itself. In this episode, Chris sits down with Don to talk about what actually builds a sustainable, profitable real estate business — and why most investors are making it harder than it needs to be.What we cover:- Starting with the end in mind- Balancing technology with the human side of sales- Using data and lead scoring to market smarter   with First Pulse- Why follow-up is the difference between a deal   and a dead lead- How to scale without overextendingConnect with Don Costa:🌐 www.fliptalk.com📧 [email protected] Talk Podcast: https://fliptalk.com/First Pulse: https://firstpulse.ai/FlipDoc: https://flipdoc.com/——————————————————————Ready to close more deals? Visit learn.wintheclose.com——————————————————————👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

In this episode, Keith Gillispie shares his inspiring journey from Marine to successful real estate investor and entrepreneur. Discover how his innovative approach to automation, community building, and education is transforming the real estate investing space.Key TopicsKeith's military background and transition to real estateThe importance of automation in real estate investingBuilding community and support systemsThe three pillars of REI success: education, software, coachingInnovative deal analysis and lead generation toolsOvercoming fear and mindset challenges in real estateThe role of mentorship and continuous learning👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Probate is one of the most consistent lead sources in real estate — and one of the most ignored.In this episode, Chris McGeady sits down with Andrew Becker of Probate Engineers to break down everything investors need to know about the probate niche: from understanding the legal process to building a full probate department in as little as four weeks.Andrew shares why most investors overlook probate, how to effectively market to probate leads using direct mail and cold calling, and why building relationships with probate attorneys is one of the highest-leverage moves you can make in your business.If you've been chasing the same leads as everyone else, this episode will open your eyes to a pipeline that's hiding in plain sight.KEY TAKEAWAYS:• Probate leads are generated every single day — and most investors ignore them• Education and systematization are the keys to building a successful probate department• Direct mail and cold calling are the most effective marketing strategies for probate• Working with probate attorneys can help you navigate legal complexities• You can build a functional probate department in as little as 4 weeksCONNECT WITH ANDREW BECKER:Probate Engineers: https://www.facebook.com/probateengineersCONNECT WITH CHRIS McGEADY:Website: https://www.wintheclose.comFree Sales Training: https://fix.wintheclose.comBook a Free Strategy Call: https://api.leadconnectorhq.com/widget/bookings/freecallbreakdown👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Cold calling is not dead.Weak operators just stopped doing it.In this episode of The Bored Room, Chris McGeady sits down with Nicholas Nick, founder of Lead Mining Pros, to break down how cold calling still drives real estate lead generation at scale.Nick shares his journey from restaurant management to building one of the most respected cold calling operations in the real estate space. We unpack:• Why cold calling still outperforms most marketing channels• The real cost difference between in-house callers and outsourcing• Why leadership determines call team performance• Cold calling vs direct mail• How to build fast trust with sellers• The art of selling without being pushy• How to turn outbound into inboundIf you are a wholesaler, investor, or operator trying to fix lead flow, this is tactical.No fluff. Real execution.Get episode notes and breakdowns here:wintheclose.com/notesResources for OperatorsCold Calling & Lead GenerationLead Mining Proshttps://leadminingpros.com/services?am_id=chris4799CRM – 3 Month Free Trialhttps://leadminingpros.com/touchpoint-2559-5394?am_id=chris2777Transaction CoordinationEZ REI Closingshttps://ezreiclosings.com/closesmarterTransactional FundingVelocity Advantage Capitalhttps://velocityadvantagecapital.com/?utm_medium=referral&utm_source=closer_smarter_academyIf you are serious about building predictable pipeline and closing more deals, subscribe and share the show with another operator.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

AI is not the future of construction.It’s already here.In this episode of The Bored Room, Chris McGeady sits down with Ryan Garcilazo, founder of Rotty AI, to talk about how artificial intelligence is transforming construction, project management, and real estate investing.Ryan shares his journey from traditional construction into building an AI-driven platform designed to educate, streamline operations, and help investors avoid costly mistakes.They break down:• How AI is being used inside real construction projects• Why project management is where most investors lose money• The importance of paying yourself properly on every deal• How budgeting discipline determines profitability• Why adapting to technology is no longer optionalThis conversation is not about hype.It is about execution, systems, and creating a competitive advantage in an increasingly tight market.If you are flipping houses, managing rehabs, or scaling a real estate business, this episode will shift how you think about operations.🎙 The Bored RoomConversations on business, sales, leadership, and life.Want to be a guest on the show?Book here: https://shorturl.at/SsYjP👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

In this episode of The Bored Room, Chris McGeady sits down with Thomas O’Brien to talk through his transition from first responder to full-time real estate investor and entrepreneur.Thomas shares what the shift really looks like behind the scenes, from learning sales and direct-to-seller marketing to building efficient systems that support both business growth and family life. The conversation dives into the emotional side of sales, why efficiency matters more than deal volume, and how defining success goes far beyond just money.This episode is honest, practical, and especially relevant for anyone coming from a demanding career who wants to build something sustainable without burning out.In this episode, we cover:Making the leap from first responder to real estate investorThe emotional side of sales and decision-makingWhy efficiency beats scale in real estate businessesBalancing family, work, and long-term goalsUsing automation and systems to reduce overwhelmRedefining success beyond financial metrics🎯 Free resources, scripts, and notes:👉 https://wintheclose.com/notes🎙️ Interested in being a guest on The Bored Room?👉 https://api.leadconnectorhq.com/widget/bookings/the-bored-room-podcastNew episodes drop weekly. Subscribe so you don’t miss what’s next.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

In this episode of The Bored Room, Chris McGeady sits down with Pete Russell of Velocity Advantage Capital to talk wholesaling, transactional funding, and why transparency matters more than ever in today’s real estate market.Pete breaks down common misconceptions, explains why double closings exist, and shares advice for new investors navigating legal changes, buyer relationships, and funding structures.Resources mentioned in this episode:Free notes: https://wintheclose.com/notesTransactional funding: https://velocityadvantagecapital.com/?utm_medium=referral&utm_source=closer_smarter_academy👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

In this episode of The Bored Room, I sit down with Drew Farnese — a long-time real estate operator who’s spent years wholesaling and flipping houses and is now building software for investors and agents.We talk through Drew’s journey in real estate, the lessons learned from early deals, and what pushed him to start building tools instead of just using them. The conversation naturally moves into software development, what it’s really like to build something new, and where AI actually fits into the future of real estate and business.This isn’t a product pitch or a polished success story. It’s a real conversation about adapting, learning the hard way, and figuring things out in real time.No hype.No scripts.Just conversation.—Interested in being part of a future conversation?Book time here:👉 https://wintheclose.comLearn more about Drew’s work and Revamp 365:👉 https://revamp365.ai👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

This is the first conversation in The Bored Room.I’ve spent years talking about sales, business, and what actually works. Over time, I realized the most valuable insights don’t come from scripts or frameworks — they come from real conversations.The Bored Room is a space for honest, unscripted conversations with people who are building, operating, and figuring things out in real time.No hype.No scripts.Just real conversations.If you think you’d be a good fit for a conversation in The Bored Room, there’s a link below.Pull up a chair.👉 https://calendar.app.google/JKu1TZiKJNBpeRcq6👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Why do “good” sales conversations still stall?In this episode, Chris talks through a pattern he sees constantly on sales calls where everything feels polite, smooth, and agreeable, but nothing actually moves forward.No scripts.No tactics.Just clarity around what causes deals to drift and why pressure shows up even when nobody is pushing.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Today we’re kicking off Acquisitions Week with the first step of the Firehouse Sales Method: Calm the Scene.Most investors rush seller calls because they’re nervous or trying to sound smart. When you do that, the seller shuts down and you never get the real story. In this episode, I’ll show you how slowing things down changes the entire tone of the call and gets the seller talking.I’ll walk you through the exact opener I use on almost every conversation, why it works, and how to apply it on your next lead. If you want better conversations and fewer stressful calls, start here.If you want help fixing your seller process, I run two free Q&A calls every week. Bring your deals or whatever you’re stuck on.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Day 3 of the Close Smarter Christmas Series Today we’re breaking down the real reason so many sales calls fall apart — and it’s not pressure, objections, or the seller being hard to read.The truth? Most salespeople are solving the wrong problem.Sellers rarely reveal their real issue upfront, and when you make assumptions too early, conversations go sideways fast.In this episode, I cover:The hidden problem most reps missWhy sellers stay surface-levelThe one question that reveals what’s actually going onHow to stop jumping ahead too earlyWhat top closers do differentlyHow this shift instantly increases your close rateWant all 25 Days of Close Smarter Christmas delivered automatically? 👉 Join the list at wintheclose.comNeed help applying this to your calls? Send me the word CALL and I’ll send you the link to book a free coaching call.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

🎄 Day 2 of the Close Smarter 25 Days of Christmas Series! Today, Chris breaks down the gift of calm — the firefighter mindset that helps you stay controlled and confident when sales calls get intense.You’ll learn why calm beats confidence, how pressure spreads through tonality, and how slowing your pace completely changes the way prospects respond.Whether you talk to sellers, buyers, contractors, or coaching clients, this episode gives you the tools to stay steady no matter what gets thrown at you.👉 Free Close Smarter Mini Course: https://wintheclose.com 👉 Subscribe on YouTube: https://www.youtube.com/@CloseSmarter👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

In today’s episode, Chris breaks down the gift of clarity — the secret to building trust in the first minute of a sales call.You’ll learn how sellers think before you speak, why clarity creates calm, and how using the Close Smarter™ framework helps you lead conversations that feel natural and pressure-free.🔥 You’ll learn:Why sellers hesitate at the start of a callHow clarity builds instant trustThe firehouse analogy: calm first, action secondThe Close Smarter way to open conversationsOne question that sets the entire toneThis episode is short, tactical, and designed to give you a quick win today.👉 Free Close Smarter Mini Course: https://wintheclose.com 👉 Subscribe on YouTube: https://www.youtube.com/@CloseSmarter👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Most new investors think they need the perfect system before they can run a real estate business.They don’t.In today’s episode, I break down the exact blueprint I used to run our real estate investing business long before we had CRMs, tools, or experience. If you’re brand new — or overthinking every step — this is the episode that will finally give you clarity.You’ll learn:🔥 The “Kitchen Table System” every beginner should use 🔥 How to track leads without software 🔥 The only daily actions that matter for new investors 🔥 Why consistency beats tools and tech every time 🔥 How to build real momentum in 30–60 daysYou don’t need to feel ready to run your business. You just need a simple system you can actually stick to.If you’re in the START phase of your real estate journey, this is your blueprint.Subscribe for more weekly START → RUN → SCALE content. 3 episodes a week. Zero fluff. All execution.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

No two fire calls are the same — and neither are sales calls.But the thing that keeps you calm in both worlds is structure.In this episode, Chris McGeady breaks down how the EMS S.A.M.P.L.E. process from his firefighting days connects perfectly to his sales framework, the 3 W’s (Why Now, Why You, Why This).You’ll learn: 🔥 Why structure creates calm instead of making you sound scripted 🔥 How SAMPLE mirrors real sales discovery 🔥 Why “diagnose before you prescribe” works in both medicine and sales 🔥 How the 3 W’s keep every conversation clear and pressure-free 🔥 What to do when a seller throws you something unexpectedWhether you’re working with motivated sellers, buyers, contractors, or clients, this episode will help you stay calm, focused, and in control — just like a firefighter rolling up on a call.🎯 RESOURCES & LINKS📘 Free Close Smarter™ Mini Course Learn the full 4-step Close Smarter™ Framework: 👉 https://wintheclose.com🎥 Watch this episode on YouTube 👉 https://www.youtube.com/@CloseSmarter👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Chris outlines the metrics that separate pros from amateurs — the KPIs that show where your process is strong, where it leaks, and how to course-correct fast.Use these numbers to stay accountable and keep improving.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Deals don’t die from lack of interest — they die from lack of follow-up.Chris explains how to manage your follow-up process like a system so good conversations turn into contracts.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Chris breaks down why objections are a normal part of the buying process and how to respond without defensiveness.You’ll hear real examples and exact phrasing you can use to lower resistance and keep the conversation moving forward.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

This is where everything comes together. Chris shows you how to close deals with calm leadership instead of scripted persuasion.Learn how the Close Smarter™ Method makes closing feel natural, comfortable, and authentic — for both sides.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Chris shares how to move beyond surface-level questions to uncover the real reason your seller or client wants to take action. You’ll learn simple phrasing and tonality shifts that turn a conversation into true discovery.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

In this episode, Chris explains how to take control of your calls early — by setting expectations, earning trust, and leading the conversation with calm authority. Learn how to confidently start calls so they flow naturally from the first minute.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Here’s where the Close Smarter™ Method starts. Chris walks you through the framework that helps salespeople stop winging it and start closing intentionally — without pressure, awkwardness, or burnout.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

In this episode, Chris breaks down why traditional sales training fails so many real estate pros. You’ll see how outdated scripts, pressure tactics, and one-size-fits-all closes create resistance — and why authenticity wins every time.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

In this short intro, Chris McGeady explains how two decades in the fire service taught him to stay calm under pressure — lessons that now help real estate pros close deals confidently. Learn what Close Smarter Academy is all about and how this mini-series will help you sell without pressure.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Note: This episode is from a live presentation I gave about five years ago at a real estate investor meetup in Central PA in front of roughly 100 investors.While some of my methods and systems have evolved since then, the core of my sales process is exactly the same today — focused on communication, problem-solving, and understanding motivation. These timeless principles still drive results in every market.In this talk, I break down how I built my sales process from the ground up — long before Close Smarter Academy existed — and how the same approach continues to help real estate investors close more deals without pressure.Here’s what you’ll hear:🧠 How I evaluated my own sales process to start closing more deals📈 The marketing strategies I used early on to generate consistent leads🏠 How I handled in-person meetings with sellers before going virtual💬 How I run my sales appointments today — with a heavy focus on rapport❤️ Why solving problems and uncovering motivation always beats “closing tactics”Even though this talk was recorded years ago, the message is still just as relevant — focus on people, listen deeply, and the deals will follow.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

In this raw, unfiltered conversation, Chris McGeady — real estate investor, sales coach, and founder of CM Housing Solutions — joins Drew Farnese of Revamp365 for a deep dive into the real side of real estate wholesaling.They unpack the challenges of a shifting market, building a remote team, and how adaptability separates the pros from the pretenders. From lessons learned in firefighting to leading a sales team through chaos, Chris shares actionable insights every entrepreneur can apply — inside or outside of real estate.Here’s what you’ll hear:🚀 The early challenges of scaling a wholesale business🔄 The shift from flipping to wholesaling — and what nobody tells you💬 The truth about communication breakdowns with virtual teams🌐 Running out-of-state deals and using tools like InvestorLift🧠 What firefighting taught Chris about leadership and emotional control🌟 Why relationships always beat transactions in sales📈 How to lead a team through changing markets and constant software updatesSpecial thanks to Drew Farnese for hosting this conversation — check out more of his work at revamp365.ai👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Most reps lose deals not because they can’t close — but because their process leaks. In this episode, Chris McGeady breaks down the four pillars that make your sales machine run smooth and predictable: 1️⃣ Lead Management – Stop letting hot leads slip through the cracks. 2️⃣ Strategic Conversation – Structure calls that build trust and uncover the real problem. 3️⃣ Strong Follow-Up – Turn “maybe later” into “let’s do it.” 4️⃣ KPI Tracking & Dashboard – Measure what matters and fix bottlenecks fast.Whether you’re a real-estate investor, agent, or entrepreneur, this episode will help you build a sales process that performs even when motivation fades.🎧 Listen now and start closing smarter — not harder. 👉 Grab the free Close Smarter™ Mini Course at wintheclose.com👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.

Welcome to the very first episode of Close Smarter Real Estate Sales! 🎉If you’ve ever felt stuck on sales calls — not knowing what to ask next, or worrying about sounding too pushy — this episode is for you.Chris McGeady reveals The 3 W’s in Sales — three simple but powerful questions that uncover motivation, create natural urgency, and make closing feel easy. These strategies work for real estate investors, agents, and entrepreneurs who want to:Build trust quickly without sounding scriptedGet to the real reason a prospect is on the callUse the client’s own words to move the deal forwardCreate urgency naturally by clarifying the cost of inactionBy the end of this episode, you’ll know exactly how to shift the tone of your conversations and close more deals — without pressure.👉 Free notes, resources, and breakdowns from each episode:https://wintheclose.com/notesIf you’re serious about improving your sales conversations, this is where everything lives — frameworks, examples, and tools we reference on the show.Ask better questions. Close smarter.