Category: Multifamily
Air Date: 11.18.2020

While growing up on the wrong side of the tracks, a stray bullet ripped through the walls of Sterling White’s family home. In the moments that followed, eight-year-old Sterling decided to take control of his reality and begin working toward his future. From humble beginnings selling Kool-Aid, Sterling has since made his success from hundreds of single-family and multi-family deals and has accumulated over $18 million in assets. In this inspirational yet insightful episode, we hear about how Sterling’s resilience and acceptance of failure pushed him forward. He discusses how he started out in single-family investment at the age of 23 before landing his first multi-family deal in 2017. As he explains, he hasn’t looked back since. We then dive into how Sterling has streamlined his entire approach to real estate, spending less time and energy per unit, and completing fewer transactions while yielding similar returns to single-family. You’ll also hear how Sterling spots good investment deals, as he shares the vital questions he asks new partners, and when it’s the right time to walk away from them. He also tells us about the biggest mistakes he has made in real estate, and how a certain world record attempt taught him valuable life lessons. Join us today!

Key Points From This Episode:

  • Introducing today’s guest Sterling White, and his expertise in the real estate industry.
  • Sterling shares details about his professional background.
  • How Sterling wanted to create a better reality for himself at a very early age.
  • Sterling gives brief highlights of his career in real estate so far.
  • Hear about Sterling’s world record attempt.
  • The valuable lessons Sterling learned from his failure at the fireman carry mile.
  • Why Sterling prefers investing in multi-family over single-family.
  • How Sterling scaled up from single-family to hundreds of multi-family units.
  • How Sterling decided which markets he was going to move into.
  • The way Sterling decides what is going to be a worthy investment.
  • Sterling tells us about one of his biggest multifamily mistakes.
  • The qualities that Sterling looks for in his investors.
  • Sterling’s forecast on what the near future holds for real estate with respect to the recent US election.
  • The important questions Sterling asks his investors and partners.

Tweetables:

“From an early age, I had to figure out how to change my reality and make money in a legal sense. My first product was Kool-Aid and then Pokémon cards. Today I have been involved with 150 single-family units and around 600 family units in total. ” — Sterling White [0:03:00]

“What I learned from my world record attempt is that failure is not so bad. There were newscasters, family, and friends, and it was a huge event. It also taught me to overcome adversity.” — Sterling White [0:05:01]

“Our mission calls with investors are like interviews — they’re asking us questions, we’re asking them questions, just to see if it’s a good fit.” — Sterling White [0:13:43]

“If you have made a mistake, it’s always better to give the investor the bad news rather than letting them find out.” — Sterling White [0:16:13]

“The first rule is: don’t lose the money. The second rule is: refer back to rule number one.” — Sterling White [0:20:01]

Links Mentioned in Today’s Episode:

Kent Ritter

Sterling White

Sterling White on Instagram

Sterling White on LinkedIn

Sonder Investment Group

The 4-Hour Workweek

iTunes

YouTube

Shoe Dog on Amazon

If you enjoy the guests and content please subscribe and leave a review.  Your reviews matter and each one has a major impact on the success of the show!

Interested in Investing Alongside me in our next multifamily deal?

Contact me at kritter@birgeandheld.com.

My operating partner, Birge and Held Asset Management has a twelve-year track record creating sustainable wealth for over 2000 investors through high-quality multifamily investments.

https://birgeandheld.com

Thanks for listening!

—Full Transcript Below—

SW: “My brother and I, we were actually sitting down – we’re about five or six years old in the dining room, eating like ramen noodles and cut up hotdogs, and then soon as we go upstairs, a bullet comes right through the back patio where we were sitting.”

[INTRODUCTION]

[00:00:13] KR: Welcome to Ritter on Real Estate, the show about how to passively invest like a pro. On each episode, I interview real estate experts who give their top investing advice, strategies, and tools that break down the insights and the practical steps to avoid the pitfalls and make better investments. I want to help you passively invest like a pro. This is Ritter on Real Estate, and I’m your host, Kent Ritter.

Hello fellow investors, welcome to Ritter on Real Estate. I’m very excited to have my guest on today, he’s a kind of a local legend around town here. I think everybody in Indianapolis knows who my guest is and so without further ado, Sterling White. He is the principle of Sonder Investment Group, he has 18.9 million assets under management, which includes 400 apartment units throughout the Midwest. He’s also a bigger pockets contributor and he’s a former world record attemptee. We’ll have to dig into that a little bit because that’s a very interesting fun fact.

[INTERVIEW]

[0:01:24.2] KR: Thank you Sterling for being on the show.

[0:01:26.3] SW: Yeah, so everyone, go ahead and strap your seatbelts in and also tie your shoes as tight as you can, because we’re going to take you along for a ride.

[0:01:36.9] KR: Right on man. Well, awesome. So, yeah, I want to start there. I want to start with your story. Help our listeners understand a little bit more about you and maybe sprinkle in a little bit about that world record, too.

[0:01:51.8] SW: Gosh, yeah, quite a bit. I’ll give everyone a cliff note version. So, born and raised here in Indianapolis Indiana, Kent mentioned a legend, I don’t know about that. So much more to go of course but born on the not so good parts of the city where you wouldn’t want to walk your dog at night or even during the day, and when people map out Indianapolis, they would put that in a red zone. But in essence, it is single mother, fraternal twin brother,  grew up in section eight housing, welfare, food stamps and I just remember at one point, Kent, my brother and I, we were actually sitting down – we’re about five or six years old in the dining room, eating like ramen noodles and cut up hotdogs and then soon as we go upstairs, a bullet comes right through the back patio where we were sitting.

So, I may not be here, he may not be here, but just ended up using that as fuel versus being a product of the environment. Entrepreneurship came into existence for me, that whole spirit was I had to figure out a way to earn money in the legal sense. The first product was Kool-Aid, the second was Pokémon cards, and fast-forward how I got started in real estate, this was 2009, construction side. Shortly after that, gotten to investing at 23 years old, bought a single-family house, no money out of pocket. Fast forward from that, 150 single families and then 2017, made the entire shift to multi-family and the very first deal I acquired in 2017 was the 46 unit deal.

And yeah, fast forward to where I am now is the most I was at 600 units and have since sold some and now just under 400 unit at this present time. More than happy to go back to the world record attemptee but I know there’s quite a bit to unpack there.

[0:03:29.1] KR: No man, that’s obviously an awesome story of resilience and of – just the entrepreneurial mindset which I love, you were hustling from the beginning with Kool-Aid and Pokémon cards. You’re probably a force to be reckoned with out there in the school yard.

So, a couple of things there, one, yeah, okay, what is the world record, what was the attempt, I’m super curious.

[0:03:53.7] SW: Okay, I read this book called The 4-Hour Work Week, which is by Tim Ferris, and along with other practical things I got from it was picking a goal that scares the absolute – this is probably not – I’ll keep it – crap out of you. So, I don’t want to have to ease on the next episode on iTunes. But so, from that is, I picked one goal that really scared the living crap out of me and that was attempting a world record and so the record was, world’s fastest fireman carry mile.

So, what I do is, I’m not a fireman for those of you who are curious. I just carry someone in a fireman’s position, those of you who are visually seeing this, you can actually deal with, those of you who are not, you’ll have to hop on YouTube or somewhere else but in essence, carry someone equivalent weight, fireman’s position and I have to beat a specific time which was 11 and a half minutes. That was that attempt a year and a half, I was training for it, day of the event, just a spark of urgence.

I dropped the person halfway through the attempt so the attempt was over but what I ended up learning from that experience was one, failure is not so bad, there was newscasters, there was family and friends out there, a huge event and then two is, there were so many adversities that I had to face leading up to that one. My back went out three months into the actual training. So, I was bed rested about two weeks, two to three weeks and then also, two weeks prior to the actual event, the person I was training with actually backed out.

But I just kept pursuing, pursuing, and then went for that attempt and yeah, it was a huge unlock and a lightbulb for me in what is it, those highlights of my journey.

[0:05:36.1] KR: Oh man, that’s awesome. I think there’s so many good lessons there, right? You call out and I think taking those into your career is probably why you’ve had the success that you’ve had. So, getting into the investing side of things, you mentioned you went from – you had 150 single-family homes?

[0:05:52.6] SW: Yes. Here in Indianapolis and Dayton, Ohio. With not – if I were to go do it again, I would do it again but I’ll tell you guys, there is a lot, self-managing at the same time and still acquiring.

[0:06:05.1] KR: Oh gosh, yeah, I can’t even imagine. I’m probably – I know the answer to this but share with the listeners what was it that made you make that flip from single to multi and why multi-family became your investment choice?

[0:06:19.7] SW: The first one is an economy of scale, you have – I purchased 46 individual homes and 140 that first deal — which was a 46-unit apartment. I’ll tell you that it was a lot more seamless, one buyer, multiple doors in one location versus with 46 single families, there was close to about 35 to 40 different transactions. They’re all scattered throughout the city of Indianapolis, if maintenance comes in, repairs, you got to go, here, you got to go over there versus with apartment of it — so it was that and then also, it’s just easier to scale in terms of where we were looking to go, more efficient to do the single-family in the multi-family and then also, it’s more treated as a business on the multi-family side versus the single-family. From an exit standpoint.

[0:06:57.9] KR: Got you, you haven’t seen a difference from a return profile, you see fairly similar but what you have seen are a lot of savings just from expenses and time it sounds like, right? Talk about economies of scale, driving that home, meaning that you’re spending less time, less energy, less cost per unit by focusing on multi-family and getting all those doors under one roof, right?

[0:07:23.6] SW: Exactly, and when we were on the single-family, we had to build a whole entire acquisitions team, we still have the same thing on the multi-family but it wasn’t even close to how it was on the single-family.

[0:07:35.5] KR: Right on man. You got – kind of left off, you got into multi-family, you’re at your 46 units, then you scale up to – you said you were at 600 at one point, right? So talk to me through the process as you went from that first 46 and scaled up to the 600 —

I mean, what was it that – how did you change your process as you went through that and as you called up. I mean, how did business have to change?

[0:08:03.5] SW: Yeah, I would say is — one, had to transition our business from the single-family so no longer own the single families but also telling the team “Hey, we’re no longer acquiring those,” and I’m saying those — but no longer required in single-family, we’re focusing our efforts moving forward to the multi-family and then also, we tweaked and just going direct to owner. That was another big approach that we took too and just expanding to other markets because there’s only a finite of apartments that are in I would say C plus to B minus neighborhoods that are 75 to 160 units.

So from that, we could have kept digging into Indianapolis but from that, we decided okay, let’s expand to other markets so we can build that type of line in terms of the pipeline, that way, because the more context we make, the more likely it’s able to lead to a contract.

[0:08:57.8] KR: Yeah, that makes sense. What was it from a market standpoint as you were looking at –

[0:09:04.7] SW: Like Louisville, we expanded to them.

[0:09:06.9] KR: Yeah, you’ve got your multi-family or you’ve got your 150 single families, you’re getting into multi-family. How did you start out deciding which markets you were going to be in and what are the things that you’re looking for in Markets to say hey, that’s a market that I want to be in.

[0:09:19.6] SW: Yeah, so, it is looking for markets very comparable to Indianapolis. So staying in the Midwest and the common ones, economics is job growth, rent growth, population growth, w hat’s the unemployment rate so looking at those measurements. But also, the most important thing is the price per door in correlation with the actual rents. Meaning that if average rent on a specific property is 750 or 800, we’re expected to be all in anywhere between about 45 to 50,000 on a per unit basis.

That’s what we’re looking at also in the C plus to B minus neighborhoods and so, we’re looking from a top level, the top economics of the market and then we go even more deeper and say, “Okay, these are the neighborhoods, what does it look like on a price per door?”

Meaning, if we were in New York and it was renting for I don’t even know if the rents are out there, 750, 800 — their price per unit is probably what? 150, 200, 250?

[0:10:20.4] KR: Yeah, or more I imagine. Yeah. Very good. So Sterling, as you’re evaluating deals and getting down to the particular property, what are the things that you’re looking for on that property that make you think this deal is going to be a success, are there things as you’ve acquired your 600 units that you start to see in common among properties that have done well?

[0:10:46.2] SW: Yeah, I would say is that their mom and pop operators, that’s always been our go to in terms of — one, the operator is mismanaging it and they also have a motivation, a high desire in selling the property which allows us to solve the problem and then get the property at a discount and then as far as the rents being anywhere between $75 to $100 in terms of being able to pus those up and then also minimally, I’m a cash flow guy — that it’s double-digit returns on the cash on cash to our investor partners.

From a deeper level, during due diligence, we’re looking at how’s the crime rate? What’s the vacancy rate? That’s there in that specific location? And then also, what is the median income, to ensure that it actually does support our increase in the rents as well. But one thing is, there is a team involved, it’s not just myself and that’s always the crucial and vital point — because I’ve made a one-million-dollar mistake on a deal, Kent.

This is a personal lesson for everyone that’s out there.

[0:11:511] KR: Yeah, do tell.

[0:11:53.4] SW: This was 156 unit, luckily, we were still able to acquire it here in Indianapolis — in which submit an offer to the owner, this was seven million dollars and I was the one doing majority of the underwriting and once I got the team involved, they said, your rents are a little bit too aggressive in which you believe you can push those up to, by about $75.

So, $75 across 156 units times 12 months, that was a huge swing so it ended up having to go back to the seller and they accepted a concession but still, that’s one of those things that’s why it’s important to have a team involved, especially to double-check things.

[0:12:32.6] KR: Yeah, absolutely, I mean, I think the team is critical and I think glad you had a seller that was understanding and allowed you to come back and still get that deal done but, I think finding that out ahead of time before closing the deal, right?

[0:12:47.7] SW: Yes.

[0:12:48.0] KR: That’s what really matters. I mean, at the end of the day, right? Having that team to support you, yeah, I can’t even read more of that, absolutely critical. So, you’re taking on investors for your projects, I mean, what do you look for in an investor?

[0:13:03.1] SW: I would say, and it’s for passive investors that are on here and also, operators too is it’s – during that initial call, we always have phone calls with our investors is, it’s interview process, they’re asking us questions, we’re asking them questions. The first thing is, if the person says, I’m looking to get my cash in and out as quickly as possible, that’s not a good fit from the get go.

So, that’s one thing, and then also, if they want, control, and say, “Hey, if the market is hitting the fan or correction happen, I would like to have say so,” in terms of, in their very, what is it, very involved and very vocal, then that’s one of those people that is most likely just not going to be a good fit because we’re the professionals, we’re the ones that’s doing all the day to day, we’re in the trenches, those are two key things that we’re looking out for.

[0:13:52.9] KR: Got you, yeah, somebody, you’ve got to be willing to –

[0:1355.9] SW: Easy to work with.

[0:13:59.3] KR: You want everybody, you wish everybody is easy to work with, but you want investors that I think understand their role as a limited partner, right? Is what you’re saying. They’re investing because you’re the expert and that’s why they’re trusting your expertise and they have to be realistic about timeframes, right?

These are liquid, longer-term investments and that’s one of the drawbacks to investing versus stock market. Where you can trade your money in and out, right?

[0:14:24.3] SW: Or just press a button and you know, you’re able to get your cash out.

[0:14:28.7] KR: Yeah, or press a button and get cash out but there’s a lot of pros to those cons, right? I mean, that’s what the higher return expectation is, right? That return premium based on that ill liquidity. As long as you’re hitting those returns, I’m sure you have no problem bringing investors in that fit that profile.

So, I know you’ve done a lot of deals, you’ve done from single-family into multi-family, share some of your lessons learned with the group. I mean, we talked about your lesson learned or on the kind of the aggressiveness of the rent bumps. What are some other things you’ve learned throughout the years that can help people not make those same mistakes as they’re investing?

[0:15:5.9] SW: Yes. So I would say first and this goes from an operator standpoint and also investor standpoint — is to be as transparent and communicate issues to your investors, or problems that happen to come up as soon as you can versus them finding out whatever the issue is. It is best to give the bad news versus have the investors to find out about the bad news. So I haven’t ran into a case where they found out about the bad news but I’ve learned that lesson from others and have it replicated it.

So that is one from a passive investor standpoint is — if it seems as if you are operating is hiding things or not fully transparent or if they’re let’s say they are doing monthly updates and they only do the updates six months, that could be from a communication standpoint. So we were regularly in touch with our investors. So that is one thing a passive investor would want to seek in an operator. A

nd then the second is the always raise enough money to take care of improvements for a property. I heard this mistake from other operators and this is the thing is when learning from others this is one quote I like is that, “Yes it is good to learn from your own mistakes but it is even better to learn from others.” So there was this one deal of 50 units, in which the numbers were a little bit too tight. So we couldn’t actually raise enough money to take care of the improvements. We thought we could take them out of cash flow, which was a big mistake.

It ended up biting us later and we had the sell, got investors good but that is just one of those things that if we were not at the height of the market, it could have been a different story. So that’s one thing, if the deal is too tight for you to all raise up the money upfront just move on to another one.

[0:16:58.1] KR: Yeah. I mean that is an awesome lesson. I think in my own experience I mean running into a similar situation and wanting to, you know, I think this idea that you can like, “Oh, we’ll do those improvements out of operations” right? And it sounds great upfront but it just doesn’t work because you are never going to have that. You’re never be able to catch up that cash flow to really do what you need to do and you are going to end up undercapitalized.

And you’re either going to have to do a capital call and ask for more money, which nobody wants to do, or you are not going to be able to fulfill the business plan, right? So I think that is from the investor side, if you are hearing sponsors say that I think that’s a red flag, you want to have all your money upfront to do what you need to do and that’s the safe, conservative play.

[0:17:34.0] SW: Yeah and I know people are going to still hear that mistake from the both of us and make the mistake themselves and then they’ll experience of like, “Oh that’s why they said that,” so — but if you guys could put a star next to that, if you have it just in the back of your head is when the deal comes tight and that’s happening that Kent and I are just spinning around your head — “No, no there is not enough money in fact —“

[0:18:03.4] KR: Yeah, you know you can’t fall in love with the deal right? I mean that’s what happens to people is they fall in love with the deal, meaning you are trying to make the numbers work.

[0:18:08.4] SW: Looking over the red flags, oh no that’s a red flag. No, we’re good. Let me look at all the good things.

[0:18:14.8] KR: That’s right, like if you are at that point where you are trying to get that creative to make the deal work then like Sterling said, pass on the next one. There are a hundred other deals out there that you should do. As an investor, if you see that in the business plan, again I think that’s a thing to look out for. The other one I like to call out is just the assumed re-fi, you know? I’ll just throw that in there. I hate to see that in underwriting because there is so much that could happen.

You may not be able to re-fi, it may not be the right time. You may not be able to find a bank to do it, you know, rates may go in the wrong direction. So assuming that is going to happen and putting that, baking that into the underwriting and then talking about those returns — I think this is not the conservative approach to take. So, which I am thinking if you are investing, you think about your own money you want to know. You don’t want to know what the best-case scenario is, right?

You want to know what the most likely scenario is. You want to know what the worst-case scenario is and so.

[0:19:06.3] SW: Yeah, protecting your downside and taking a calculated risk.

[0:19:11.0] KR: Yeah, exactly right. It is more about you know, the first rule is don’t lose the money, right?

[0:19:16.7] SW: Exactly and rule number two refers back to number one.

[0:19:20.7] KR: Exactly right. Well Sterling, as you’re looking into the future here, obviously we are filming this right after the election. We still don’t quite know how things are going to shake out but what’s your forecast as you’ve been looking out in the future? I mean I am not expecting you to tell me who the president is going to end up being or anything I mean.

[0:19:41.6] SW: I am not getting into politics, Kent.

[0:19:42.3] KR: Right but just from your outlook and maybe referring back to your plan and your strategy, what do you think is going to happen over the next year? How are markets going to look and change and then how are you acting based on that?

[0:19:56.2] SW: Yeah, I would say one, whoever is in office — whatever gets pushed down in terms of their power or changes, taxes, whatever the case may be is — it is still up to me to figure out, navigate, make adjustments that’s pivot as entrepreneur, or business owner, or human being. So that is one thing and I still feel things are especially here in Indianapolis collections are good. The occupancy is good, even with that the certain regulations on the eviction side —

Everything has been fine, nothing too alarming. So, I don’t feel like here in Indianapolis things are going to skip a beat. Seller’s expectations are still very high in terms of their prices. They may start to come down a tad bit but still there are people that are going to be paying premiums more than I would. So just heavily taking the direct to owner approach and going direct, and then also just always working towards my main mission — which is being an ideal and a message to those kids who came from the environment or in the environment that I am in.

That, “Hey, you don’t have to take this path that many people take that my brother ended up taking it is basically a hard time to do to that, you can take this path. This is how I took it and here is the blueprint and the world map.” So that is my big picture — what is it, the North Star that I am working towards.

[0:21:10.3] KR: That’s awesome man. I love hearing that. It is not – I mean you are taking accountability is what you’re doing and you are taking accountability say, no matter what the external factors are you know I am nimble and I am going to figure it out, right? And you are going to adjust and you are going to pivot like you said. So, love that attitude.

[0:21:26.5] SW: And that was a question I asked my little one. So I have an eight-year-old, just imagine me with a full head of hair like Tarzan and so, I asked her what are things we can control and what are the things we can’t control and she said, “We can control what goes on in the inside,” and from that standpoint, what we can’t control what goes externally. So it is the same thing that goes back into the election. Whatever happens it is what it is but I know that whatever the case is that me as a person I still have to figure it out.

[0:21:55.8] KR: Yeah, I love that. I mean you are teaching mindset to your eight-year-old. I mean that’s what it’s all about, right? That is the key to success that’s it just you can –

[0:22:05.2] SW: Oh you just leaked my key to success.

[0:22:07.8] KR: Oh man, well, I am going to steal your thunder but it is the most important thing, right? As you said, you can control how you react to situations. You can’t control the situation but you can control your reaction and that’s the key to being an entrepreneur and being an investor too, right? It’s like, you know, the worst thing you can do in the down market is panic and sell, right? You got to be able to hold steady and see through what is going on.

Have a vision and find those opportunities. I think that is what you’ve done and I am sure you will continue to do man. So I appreciate you giving your wisdom here on the show today.

[0:22:43.6] SW: Oh for sure.

[0:22:44.5] KR: So the last segment that we have before I let you go is the keys to success and I want to I ask you a couple of questions here and get your thoughts to help everybody else level up out there. So what is the one question that every investor should be asking their deal sponsor before they make an investment?

[0:23:03.8] SW: Oh gosh. Man, you asked this at the beginning and I should have chewed something in — is tell me about the deals that didn’t go according to plan and how did you end up navigating through those. So that would be one question. I believe I’ve had that several times and, well, not several times, a very select few amount of times and I would say to ask that more and really just understand from the operators of their response —

Did they stutter quite a bit or do they actually sound transparent in terms of what they’re actually communicating because on my side, everything is not rosy. We do have our good deals and the ones that have had home runs but there have been some deals that done okay and we’ve had to make pivots just due to the market and that is just one of the names of the game but it is how you exactly pivot during those tough times.

[0:23:54.4] KR: Yeah, I think that is a great question and you are looking for it sounds like one, their response. I mean are they being honest? Are they being transparent? But two, yeah their ability to pivot and be nimble. I think that is a key quality to any sponsor’s success. I think that is a really insightful answer. Next question, what are you most proud of in your career?

[0:24:17.3] SW: I would say my – what I enjoy most is the DM’s and the people reaching out to me via email that say, “Thank you so much Sterling, for the information that you put out there. I’ve been able to get my first deal. It changed my life, my mindset. I have been able to overcome limiting beliefs.” So that is what I would say I’m most proud of in terms of I really don’t look at myself as a motivational figure, or anything, I just share my story in hopes that it does provide some fuel and insights to others —

That hey, wherever you are in life that there is still a way for you to get to where you are going instead of complaining. Just ask better questions on how can I do something versus just complain and not do anything about it.

[0:25:03.4] KR: Awesome and what’s one book that everybody should be reading?

[0:25:07.6] SW: If you haven’t read it already, there is a book Shoe Dog that is by Phil Knight. Have you read that book Kent?

[0:25:15.1] KR: No, I haven’t. I am going to have to check it out.

[0:25:16.7] SW: Yeah, it’s a fantastic book. Phil Knight is the founder of Nike and this was one book I read and I stayed up all night, multiple nights reading it, and it felt like I was actually there and a couple and multiple times, it was that well-written.

[0:26:33.0] KR: Awesome. Yeah, definitely adding that to the list, and last but not least, what is your number one key to success?

[0:26:41.2] SW: Mindset. Huge. If there is – I feel like I could share all of the tactics, the strategies, the tools but if someone doesn’t have the right mindset, it is like a thermostat. Their mindset, they can be capped out at 50 degrees in order for them to get that first deal, they need to be at 60 degrees. So they will always find some way to sabotage themselves if they don’t have the necessary – let’s say they have a limiting belief or let’s say someone wants to be a millionaire.

However, they have a limiting belief that says wealthy people are bad people or rich people in order to get to that point they have to do unethical things and if someone is –

[0:26:18.1] KR: Yeah, money is evil right?

[0:26:19.6] SW: Exactly, money is the root of all evil. So it’s one of those things that is your thermostat. So if you are at 50 degrees and in order for you to become wealthy, you need to be above that and unless you don’t get – have the right mindset, you’ll never get past that threshold.

[0:26:34.2] KR: Now, that’s awesome man. I couldn’t agree more. One follow up bonus question to mindset, what do you do to develop and maintain your good mindset?

[0:26:45.9] SW: I would say one, I don’t watch the news in terms of what’s going on, what the election, all politics and that, I understand to a minimal like on a high level because people inform me and yeah, I don’t want to go there but I didn’t even know the NBA playoffs was the NBA playoffs until when the Lakers won the championships. So, that just goes to show you how much out that. So that is one thing is cutting out the news and then on a daily basis, I am always listening to something that is self-improvement.

And what really helped me in my early 20s when I took a different trajectory in life, more of the when I had this good experience and – well not good experience but this Ah-ha light bulb experience that I start on the self-improvement path and really started feeding my mind positivity, removing, replacing a lot of limiting beliefs with more empowerment.

[0:27:34.3] KR: Yeah that’s awesome. Awesome, so keep the garbage out. Don’t listen to the evening news, right? Or really most of what is out there with these things.

[0:27:43.4] SW: The majority but yeah.

[0:27:44.5] KR: Yeah and two, then feed yourself positivity. So you listen to something positive every day.

[0:27:53.2] SW: Yeah and third is if someone is toxic that’s around you even if – I don’t really want to say family but even if it’s a friend, you just have to cut them out because they’re just going to keep draining you and it’s like crabs in a barrel I believe is the analogy is you are that one that’s looking to get out and they’ll just grab you right back in.

[0:28:12.7] KR: Yep. Yeah, I mean there is so much to that like I mean maybe it’s a cliché but you hear about you are the average of your five closest people or whatever it is but I think that really is true. I mean you are going to achieve or basically not achieve similar things to what those around you are doing, right? So you surround yourself with good people, feeding yourself positivity, and keep the negative things out and yeah man, I think those are all great tips.

So I appreciate you giving us those little tidbits at the end. Well Sterling, man it’s always a pleasure to connect. Thank you so much for coming on the show and giving value to our listeners today. How can folks get a hold of you if they want to hear more about your story?

[0:28:49.1] SW: Yeah, so one is you can follow me on Instagram. It is @sterlingwhiteofficial. One more time, that’s Sterling White Official and then also my company website is somderinvestmentgroup.com.

[0:29:02.8] KR: Awesome and we’ll put all of that in the show notes so that you guys can reach out to Sterling. So Sterling, thanks again and always a pleasure man. Can’t wait until next time.

[0:29:11.2] SW: All right.

[END OF INTERVIEW]

[0:29:52.4] KR: Thanks for listening to another great episode or Ritter on Real Estate. Hit the subscribe button to make sure you don’t miss out on the content that will make you a better investor. Also, visit kenritter.com for articles, videos, and tools curated just for passive investors. Until next time, this is Ken Ritter on Ritter on Real Estate. Now go out and invest like a pro.

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