08.27.2026 PropStream
Disclaimer: This article is for informational and entertainment purposes only. The experiences and opinions shared by guests are their own and do not guarantee similar results. PropStream does not provide legal, financial, or investment advice. Real estate laws, licensing requirements, and outreach regulations vary by location. Always verify applicable regulations and consult qualified professionals before making real estate or business decisions.
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Key Takeaways for Real Estate Agents:
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Over 1,000 real estate deals. Nearly 95% closed over the phone. That's the experience Steven Morales brings to the Season 4 premiere of PropStream Pros.
A Tampa-based real estate investor and entrepreneur, Steven joins host Burton Alicando to share his approach to closing deals, overcoming rejection, and building a successful real estate business by putting people first.
From practical cold calling tips to lessons learned over 11 years in real estate, there's plenty to take away from this conversation.
Watch the full episode below, or keep reading for the key highlights!
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Watch or listen on your preferred podcast platform: |
From Four Jobs to Over 1,000 Real Estate Deals
For Steven Morales, the journey into real estate began while he was juggling four jobs. A customer who regularly arrived at his restaurant in luxury cars caught his attention. When Steven asked what he did for a living, the customer introduced him to sales and real estate investing.
Over the course of eight months since he first searched for real estate wholesaling in 2015, Steven struggled to close his first deal. His initial reaction to wholesaling was, "This sounds like a dang scam." But he kept learning and pushing forward.
The turning point came when he connected with a mentor at a networking event.
As Steven recalls, "And then when I connected with my mentor (I was at a networking event), I got two deals in two weeks."
Today, with over 1,000 deals behind him, Steven's journey highlights the value of persistence, mentorship, and taking action.
Why Steven Morales Closes Real Estate Deals Over the Phone
For Steven, closing deals over the phone is about efficiency. Instead of spending an entire day traveling between property appointments, he can speak with multiple homeowners, evaluate opportunities, and make offers in less time.
His approach starts with understanding the homeowner's situation, reviewing comparable properties, and researching what investors are paying in the area. When necessary, he works with local agents for on-the-ground assistance.
Steven also puts his approach on display through Deal Desk, his live calling series, where viewers can watch real seller conversations unfold, including objections, negotiations, rejections, and signed contracts.
As he explains, the value is in seeing the entire process, not just the successful outcomes.
Three Lessons for First-Time Cold Callers
What about investors who haven't made their first seller call yet? Burton shifts the conversation to beginners who may feel nervous about picking up the phone, handling objections, or facing rejection.
Steven knows that feeling. He admits that he sounded robotic when he first started, but years of practice, mistakes, and rejection helped him build confidence.
His first piece of advice? "Don't be afraid to mess up."
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But that's just the beginning. Steven shares two more lessons for new callers and looks back on a mistake that held him back for 8 months before he closed his first deal. What did he do differently to close two deals in just two weeks? |
What Separates Good Investors From Great Ones
Even after more than a decade in real estate, Steven believes there's always room to improve. When Burton asks what experienced investors should add to their skill sets, he shares three valuable lessons:
- Always keep learning: Steven considers himself a student of real estate, emphasizing that even experienced investors can learn something from newcomers.
- Have more solutions available: Cash offers aren't always the right fit. Understanding creative financing, seller financing, subject-to arrangements, and novations can help investors explore solutions based on homeowners' needs.
- Differentiate yourself through service: Homeowners may have had negative experiences with other investors. Building trust, setting clear expectations, and genuinely listening can help you stand out.
As Steven says, "I wanna structure my offer based on what the homeowner's needs and wants are, not what my needs and wants are."
That philosophy carries into his approach to negotiations. Rather than pushing every seller toward the same type of transaction, Steven focuses on finding an arrangement that makes sense for the situation.
Putting People Before Profits: Steven's Definition of Success
Over the years, Steven's definition of success has evolved beyond closing deals and making money.
Early in his career, he was motivated by money, cars, and financial freedom. Today, he places greater importance on his faith, marriage, family, relationships, and the people he can help through real estate.
"We look at every single lead in our system as a person who has a problem," says Steven.
Instead of treating every conversation as an opportunity to make money, Steven encourages investors to understand what homeowners are going through and determine whether they can genuinely help.
For Steven, financial freedom is also about more than reaching a particular income level. It's about having the flexibility to spend time with loved ones, pursue personal goals, and make a positive impact.
Beyond Real Estate: Steven's Passion for Boxing
Watch the full PropStream Pros episode to hear Steven and Burton discuss boxing legends like Terence Crawford and Ryan Garcia, and discover how Steven applies lessons from the boxing ring to real estate negotiations.
The Biggest Takeaway From Steven's Journey
At its core, Steven Morales' journey is a reminder that success in real estate isn't just about closing deals. It's about having the courage to start, learning from rejection, and consistently improving your skills.
But perhaps his biggest lesson is the importance of putting people first. Over 11 years in real estate, Steven has learned that understanding homeowners' problems and finding meaningful solutions matter more than chasing the next commission. It's an opportunity to help others, build lasting relationships, and create a life with greater purpose.
Watch the full hour-long PropStream Pros episode for more stories, candid conversations, and insights straight from Steven. We've covered just the highlights, but there's plenty more to take away. You might just find a lesson that changes how you approach your next deal!
Follow Steven’s journey:
YouTube: Steven Morales
Skool Community: Deal Desk
