Anna Kelley built roughly 2,000 doors by treating underwriting as a learnable skill, not a talent. On this episode, host Abel Pacheco and Anna talk about the reps that build judgment and the mindset that gets in the way.
In this episode:
- How proficiency is built: "You look at deals, you analyze deals, and you do it over and over and over again, and you become proficient." A single book and a few P&Ls got her started.
- The mindset gate: "If you tell yourself, I'm not financially minded, I'm not financially proficient, then you'll give yourself an excuse not to learn."
- Abel's payoff of reps: "if you don't have the practice, you may not even be able to find the diamond in the rough."
- Why the safest job in America taught her the market was not safe, and why she trusts income she can underwrite herself.
- The takeaway: judgment is built by repetition, and repetition is how you see the deal before anyone else does.
Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.
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