In this episode of the Collective Genius Live podcast, I sit down with the ever-insightful Benmont Locker—COO-turned-educator and leadership force behind Ramp Academy and CG Elevate. Recorded live at our Select and Elevate event in Sarasota, this conversation dives deep into the core disciplines that truly move the needle in real estate investing. If you’re struggling to grow consistently or falling for shiny objects, this one’s for you.

Ben shares how building a business based on solid systems, data-driven decision-making, and foundational sales metrics can radically transform deal flow and profitability. We also chat about how Ramp Academy emerged to bridge the critical gaps between marketing and sales, the importance of staying in your lane, and what “scale” should actually mean for serious investors. Whether you’re stuck at a plateau or just launching your full-time investing journey, there’s gold here.

Episode Timeline Highlights

[0:00] - Ben’s rise from COO at Integrity First Homebuyers to educator and leader

[2:18] - Why data-driven strategy matters more than intuition in operations

[3:15] - How Ben built confidence and leadership through process and analytics

[4:29] - The true meaning of scale and why consistency may be more valuable

[5:06] - The “dolphin” model of revenue and the fix through systems

[7:43] - Inside the Elevate room: the curriculum, structure, and mission

[8:43] - The 6 core metrics every investor should master

[9:40] - Why doubling deal flow changes everything—and how Elevate helps

[10:35] - Avoiding shiny object syndrome: the crypto mistake that cost $200K

[12:37] - The foundational path to success in real estate investing

[13:02] - What inspired the creation of Ramp Academy

[14:55] - Why collaboration between sales and marketing is essential

[17:04] - Building a business intentionally with marketing as the foundation

[18:41] - A proven framework for effective, modern real estate marketing

[21:31] - How legislation and market shifts impact investor strategy

[22:17] - The mistake of forcing deals and the discipline of passing on bad ones

[23:10] - Why Elevate is the right community for growth-minded investors

5 Key Takeaways

1. Scale Isn’t the Goal—Clarity Is: Understanding what you’re scaling toward is more important than chasing growth for growth’s sake.

2. Master the Metrics: Gross leads, qualified leads, appointments, contracts, and revenue—track these relentlessly for sustainable success.

3. Consistency Beats Complexity: Foundational systems and repeatable processes drive real business longevity.

4. Stay in Your Lane: Chasing the next big trend (like crypto) without mastery of your core business can set you back dramatically.

5. Marketing and Sales Must Sync: Misalignment between marketing and sales creates chaos; collaboration delivers conversions.

Links & Resources

• Learn more about Ramp Academy: https://rampreia.com

• Connect with Benmont Locker on Instagram or Facebook

• Apply to join the CG community: https://thecollectivegenius.com

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In this episode of the Collective Genius Podcast, I sit down with Santini Lanicioni—a Hall of Fame college basketball player turned top-tier real estate investor. Santini shares how the values he learned on the court—discipline, competitiveness, and focus—translated into building one of the most dominant investing operations in Southern New Jersey. His journey from humble beginnings to orchestrating 400–500 deals annually is both inspiring and instructive.

We dive deep into Santini’s transition from athletics to sales, and eventually to real estate entrepreneurship. He unpacks the pivotal role of staying hyper-local in his market, the lessons learned through COVID-era adjustments, and how surrounding himself with the right team and community elevated his business. Whether you’re scaling up or just starting out, this episode offers a roadmap for turning adversity into opportunity and passion into profit.

Timeline Summary

[0:00] - Introduction

[1:13] - Meet Santini Lanicioni: athlete, investor, and local market specialist

[4:16] - Scaling from 160 rentals to 500 annual deals through hyper-focus

[7:06] - “Take what the defense gives you”: sports mindset in business

[12:01] - Overcoming a tough childhood and discovering basketball as a lifeline

[18:13] - The power of extracurricular activities for youth development

[22:07] - From disliking school to graduating with pride

[24:35] - Sales career lessons that laid the foundation for entrepreneurship

[29:01] - Falling in love with real estate through rental properties

[33:04] - COVID challenges: stuck capital, halted refis, and a major pivot

[39:01] - Building a sales team, bringing in an operator, and scaling smart

[42:15] - How joining CG changed the game for Santini’s business

[44:01] - What didn’t work: PPC and CRM pitfalls

[45:33] - The importance of staying active and focused in your business

[49:19] - Building a brand and a presence to recruit high-level talent

[52:31] - Why social media and networking are key to hiring success

[54:43] - The power of community, team culture, and leading by example

5 Key Takeaways

1. Hyper-Local Wins: Santini’s success came from narrowing his focus to just a few counties in Southern New Jersey—proving you can scale big by going deep, not wide.

2. Athlete Mindset Translates: Traits like resilience, discipline, and competitiveness developed through sports are directly transferable to entrepreneurship.

3. Sales is a Superpower: Mastering sales was the gateway that gave Santini the confidence and financial base to leap into real estate.

4. Right People, Right Seats: Hiring a strong operator and giving up control over what didn’t energize him allowed Santini to scale efficiently.

5. Don’t Chase, Focus: Whether it’s avoiding shiny objects in masterminds or resisting nationwide marketing, focus remains Santini’s greatest asset.

Links & Resources

• Learn more about Collective Genius: www.thecggpodcast.com

• Connect with Santini Lanicioni on social media

Closing Remarks

Thanks for tuning in! If this episode brought you value, please follow, rate, and review the Collective Genius Podcast. Don’t forget to share it with another investor who could use some real talk and real strategy!

In this episode of the Collective Genius LIVE podcast, I sit down with Ian Ross from Vivid Selling (formerly known as Objection Proof Sales), a dynamic sales trainer deeply rooted in the real estate investing space. Live from our CG Select & Elevate event in Sarasota, Ian brings the energy and wisdom, diving into the nuances of sales psychology, effective lead management, and the transformative power of trust in persuasion.

We cover everything from the top hiring mistake most investors make when bringing on a lead manager to Ian’s compelling concept of “persuasion without charisma.” If you’ve ever felt stuck trying to scale your sales team or get past the same objections over and over, this conversation is your playbook. Plus, Ian shares vulnerable and inspiring reflections on personal growth and the importance of community among high-achieving entrepreneurs.

3 Key Takeaways

• Sales resistance isn’t always about you – Understand the difference between credibility resistance and internal fear to better guide your prospects toward action.

• Lead managers aren’t junior sales reps – Hiring with clarity on role fit is crucial; treat lead managers as their own distinct position rather than a stepping stone to acquisitions.

• Celebrate the process, not just the wins – Sustained performance and growth come from focusing on daily actions, not just outcomes.

Timeline Summary

[0:00] - Introduction

[1:37] - Ian introduces his background in sales training and partnership with Steve Trang

[2:46] - Overview of Ian’s sales training work with real estate investors in the Collective Genius community

[4:43] - The #1 mistake people make when hiring a lead manager

[7:07] - Breakdown of Ian’s new talk: “Persuasion Without Charisma”

[8:07] - The two types of resistance in sales: credibility vs. internal fear

[10:22] - Ian’s powerful technique for helping prospects overcome their own objections

[13:04] - The difference between trust and likability in sales

[16:22] - Coaching salespeople to celebrate process over outcomes

[19:14] - Ian shares a deeply personal takeaway on community and connection from the event

Links & Resources

• Follow Ian Ross on Instagram: @vividselling

• Learn more about the Collective Genius community: www.thecollectivegenius.com

• Listen to more episodes: www.thecgpodcast.com

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