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That Real Estate Tech Guy

That Real Estate Tech Guy

Von: Jordan Samuel Fleming
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Welcome to the only weekly podcast dedicated to the Real Estate Investing Tech Stack, hosted by Jordan Samuel Fleming. Jordan has been heavily involved in building technology tools for Real Estate Investors for over a decade, and is the Co-Founder and CEO of smrtPhone, and all-in-one cloud phone system and power dialer. If you're serious about scaling up your Real Estate Investing business then this weekly podcast is for you! You'll learn from the best as each week Jordan speaks with individual investors who have leveraged technology to scale their businesses, as well as technology companies who build the tools you use on a daily basis. That Real Estate Tech Guy brings together expert insights, advice and the latest technology tips for any investor looking to build their Real Estate Investing business.

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  • Why Probate Leads Are the Most Underrated Lead Source in Real Estate ft. Andrew Becker

    Why Probate Leads Are the Most Underrated Lead Source in Real Estate ft. Andrew Becker
    Jun 25 2026
    This week I'm joined by Andrew Becker, founder of Billions CRM and Probate Engineers, who spent seven years working at the Pentagon in nuclear weapons systems before spending 11 years running a real estate team where he built the operational playbook that eventually became his own software company. He brings the same precision he learned in government work to every system, process, and lead source he touches.In this episode, Andrew breaks down how he used 80/20 analysis to identify probate as one of his highest-performing lead sources, how he turned that discovery into a coaching program called Probate Engineers, and how Billions CRM gives real estate operators a simplified Salesforce-powered system that actually drives accountability. If you're tired of chasing every shiny lead source and want a repeatable, consultative approach that builds real relationships, this one is for you.Episode Timeline & Highlights[0:52] – Jordan introduces Andrew Becker, founder of Billions CRM and Probate Engineers[3:21] – Andrew's background: nuclear weapons work at the Pentagon, seven years in systems-driven government roles[4:04] – How 11 years running a real estate team led Andrew to build Billions CRM[6:47] – How data and the 80/20 principle revealed probate as a top-performing lead source[8:21] – Getting probate leads directly from the courthouse rather than relying on aggregators[9:02] – Why personal representatives are a uniquely motivated and underserved audience[12:29] – Building a "power probate Rolodex" of attorneys, specialists, and experts to add real value fast[15:35] – Why inserting yourself into the probate process drives an 80-90% close rate vs. a 50/50 shot[19:35] – Launching Probate Engineers in late 2024, running beta cohorts, and improving the program with each group[22:33] – How feedback from beta cohorts led to building Captain, a tool that automates daily probate record extraction and mailing by county[25:06] – Live AI voice agent demo where the agent picked up on the word "probate" in real time and asked the right follow-up questions[27:39] – How Billions CRM was born out of frustration with piecing together 8-9 disconnected tools[29:12] – How Billions enforces one workflow path to eliminate confusion and keep data clean for 135 real-time reports[37:59] – Why a CRM integrated with a phone system like SmrtPhone creates accountability that cell phones never can[43:56] – Using automated nightly KPI reports to catch performance drops the same week they happen[44:44] – Why four KPIs are all you need to know if your business is healthy or broken5 Key TakeawaysGo a Mile Deep, Not Wide — Andrew's team stopped chasing every lead source and went all-in on the 20% producing 80% of their revenue, with probate being a standout performer. Narrowing focus created a machine that ran predictably instead of chaotically.Consultative Beats Transactional Every Time — Instead of calling probate leads and saying "I'll buy your house," Andrew's approach is to ask where they are in the process and connect them with attorneys, advisors, and resources at no cost. That kind of help builds trust no competitor can replicate by just sending an offer.Build the Rolodex Before You Need It — You don't have to become a probate legal expert. What matters is assembling a network of specialists, such as probate attorneys who handle it 90% of the time, so you can refer prospects immediately and become their go-to resource throughout the process.A CRM Should Guide Behavior, Not Just Store Data — Billions was designed with one way to do everything. No shortcuts, no alternate paths. That structure keeps reps on track, generates clean data across 135 real-time dashboards, and gives owners the visibility they need without requiring hours of manual review.Automate the Boring, Track What Matters — Whether it's daily probate record extraction through Captain or nightly KPI reports from Billions, the goal is the same: remove the manual work so your team stays focused on conversations, and so you catch problems in days instead of discovering them at the end of the quarter.Links & ResourcesBillions CRM — joinbillions.com Probate Engineers — probateengineers.com Captain AI (automated probate record tool) — joincaptainai.com SmrtPhone (real estate phone system) — smrtphone.io (5,000 free calling minutes available via the link in the episode) REI Tech Unlocked Conference (September 19-21, 2026 in Dallas, TX) — reitechunlocked.com Follow Andrew Becker on Instagram and Facebook — @iamandrewhbeckerEnjoyed This Episode?If Andrew's approach to probate leads has you rethinking where your next deal is coming from, share this episode with a teammate or fellow investor who's still chasing every shiny lead source. The consultative model he laid out is a genuine differentiator in any market. Follow That Real Estate Tech Guy so you don't miss what's coming next, and if you found value here, a quick ...
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    47 Min.
  • The Boring Real Estate Strategy That Quietly Builds Wealth ft. Brian Waters

    The Boring Real Estate Strategy That Quietly Builds Wealth ft. Brian Waters
    Jun 18 2026

    This week I'm joined by Brian Waters, a Los Angeles fire captain, certified flight instructor, and founder of the Rental Property Playbook who teaches hardworking W-2 earners how to build single family rental portfolios out of state. Brian lives in California but invests across Alabama, Georgia, Michigan, and Tennessee, all without quitting the job he genuinely loves.

    We get into why he chose the most boring, tried and true strategy in real estate, how a property management team means he's never fixed a toilet in his life, and why keeping your W-2 is the smartest risk mitigation move you can make. If you're a first responder, a pilot, or any busy professional who wants passive income without blowing up your career, this conversation is for you.


    Episode Timeline & Highlights

    [3:09] – Brian introduces himself, an LA fire captain and founder of the Rental Property Playbook teaching W-2 earners to buy out of state

    [3:50] – From a teenage pilot's license to a medevac career in Hawaii to a 2008 airline layoff that pushed him into firefighting

    [6:30] – How cockpit habits like checklists, SOPs, and crew resource management became his real estate operating system

    [7:01] – Why first responders make some of his most successful real estate students

    [8:47] – Real estate as additive, not an escape from a career you actually love

    [11:23] – The real reason to keep your W-2: lending leverage and protection from a single roof leak or foundation problem

    [14:30] – The overtime trap that wrecks firefighter families and the lifestyle Brian built instead

    [15:48] – How teaching buddies for free turned into a paid coaching community after a nudge from his wife

    [17:13] – Why he picked the most boring, tried and true play over wholesaling, land, or syndications

    [18:27] – The mentor advice that changed everything: get hyper specific at one thing and never change it

    [20:23] – Tenants and toilets solved with out of state investing and a solid property management team

    [23:31] – The four pillars of real estate returns and why Brian feels like he's always winning

    [26:25] – The BRRRR method and how he buys four properties at a time using private and hard money

    [33:05] – Why he caps his community at under 150 people and still answers his own DMs

    [36:56] – How to find Brian and join the free Rental Property Playbook community


    5 Key Takeaways

    1. Keep The Job You Love — Real estate doesn't have to be an exit. Brian added single family rentals as a second income stream while staying a fire captain, which gives him lending leverage and a financial safety net.
    2. Get Hyper Specific At One Thing — A mentor told him to master one strategy and never change it. He chose three bed, two bath single family homes because they're the most rented, sold, and refinanced asset in the country.
    3. Out Of State Removes The Temptation — Investing far from home forces him to lean on systems and a property management team instead of driving over to fix a toilet himself. He's never done drywall in his life.
    4. Budget For When, Not If — Stuff breaks in every asset class. He underwrites every deal with money set aside for vacancies and maintenance, so a surprise repair never turns into a crisis.
    5. Small Community, Real Access — Brian caps his program under 150 people so students get his actual cell number and direct coaching, the opposite of being a dot on page 100 of a Zoom call.


    Links & Resources

    • Brian Waters / The Rental Property Playbook (Code 3 Invest) — https://code3invest.com/ (his actual coaching + community hub; "Rental Property Playbook" is his podcast/brand, but code3invest.com is where people sign up and reach him)
      Brian Waters on Instagram — https://www.instagram.com/mr.brian.waters/ \
      SmrtPhone — https://www.smrtphone.io/
      That Real Estate Tech Guy — https://thatrealestatetechguy.com/

    If you've ever assumed out of state rentals are too risky or that you'd have to quit your job to build real wealth, Brian's playbook flips both ideas on their head. Share this one with a buddy in the firehouse, the cockpit, or any W-2 grind who's been waiting for permission to start, and take a second to follow, rate, and review the show so more people find it. More high-signal conversations coming next.
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    39 Min.
  • Speed to Lead Follow-Up and the 20% Most Investors Leave Behind ft. James Heartquist

    Speed to Lead Follow-Up and the 20% Most Investors Leave Behind ft. James Heartquist
    Jun 11 2026
    This week I'm joined by James Heartquist from Property Leads, a pay-per-lead company built specifically for real estate investors who want to stop chasing cold lists and start fielding inbound sellers ready to move. James has worked with hundreds of investors across the country and has a front-row seat to what separates the operators doing deals from the ones who can't convert leads they already paid for.We get into everything — what a lead actually is (and why most investors don't agree on the answer), why speed to lead is still the single most important KPI you're probably not tracking tightly enough, and the follow-up structure that gives you a real shot at the 20% of leads most investors quietly throw away. We also talk about RCS messaging, the trust recession hitting the real estate education space, and what James is bringing to the REI Tech Unlocked event in Dallas this September.Episode Timeline & Highlights[0:41] – Jordan introduces James Heartquist and the core focus: lead generation, red flags, and follow-up discipline[1:38] – James defines what Property Leads is and how it works as a pay-per-lead marketing company[2:28] – How to align with your lead provider on what "a lead" actually means before you spend a dollar[3:51] – Property Leads' definition: a seller who wants to sell within six months, on or off market[4:43] – Why investing in leads without a real follow-up system is just burning money[5:28] – Speed to lead: why 10 minutes is already too slow and how to build toward a 30–60 second response[6:59] – Door knocking, FaceTime calls, and the small extra moves that separate closers from browsers[10:28] – Why static follow-up cadences are dead and what smart agents do differently[11:11] – The stat that should wake up every investor: 20% of refunded no-response leads sell to someone within 12 months[13:18] – The 15–20 touch point framework for the first five days, and why a simple message beats no message every time[17:17] – Red flags to watch for in any paid lead provider — and how Property Leads built live transfers to fix friction in the sales process[18:53] – The "home seller experience" upgrade: why treating the seller like a client cuts required touchpoints dramatically[24:28] – RCS messaging explained: what it is, why it matters, and how embedded video will change the first impression game[27:37] – The trust recession in real estate — and why the guru fatigue problem is partly self-inflicted[30:36] – How to evaluate a coaching community the right way: are people actually making money?[33:11] – Preview of REI Tech Unlocked, September 19–21 in Dallas: what James and Property Leads are bringing to the event5 Key TakeawaysSpeed to Lead Is Your Most Important KPI — The investors winning on paid leads are calling within 30 to 60 seconds, not 10 minutes. If your CRM isn't tracking this number, that's the first thing to fix — not your scripts.Most Investors Quit Too Early on Follow-Up — Property Leads data shows 20% of leads refunded for "no response" end up selling to someone within 12 months. The person with the longest follow-up runway is usually the one who closes it.Align on the Definition of a Lead Before You Buy — What you consider a lead and what your provider considers a lead can be completely different things. Getting on the same page before you spend money is the conversation most investors skip.Your Lead Provider Is a Growth Partner, Not a Vendor — The best outcomes come from treating the relationship as a two-way feedback loop. Extreme ownership over your conversion numbers, paired with honest communication with your provider, is what actually moves the needle.RCS Is Coming and It Will Change First Contact — Rich Communication Services will allow investors to embed video directly into text messages — no links, no friction. The operators who move early on trust-building tech will have a real edge as seller skepticism continues to rise.Links & ResourcesProperty Leads — propertyleads.com (listener credit available — link to be dropped in show notes)SmrtPhone — the only phone system built for real estate investors; 5,000 minutes free calling at signupREI Tech Unlocked — September 19–21, Dallas, TX; implementation-focused event with Property Leads and other tech partners in attendanceThat Real Estate Tech Guy — thatrealestateguy.comThanks for tuning in to this week's episode. If you're spending money on leads and not tracking speed to lead or running a real follow-up sequence, this conversation with James is the push you needed. Share it with a fellow investor who needs to hear it. More high-signal conversations coming next.
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    38 Min.
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