Last updated: 26 Dec 2023
In episode 9 of Deal Finder’s Corner - a weekly talk show brought to you by Property Filter, your favourite Frenchman Guillaume Black, had the pleasure of talking to Jackie Tomes, the inspiring Founder & CEO of Tomes Homes and a remarkable Property Strategist who since 2016 has helped to scale up more than 120 property business.
Starting with 1-bed flat
Jackie's incredible property journey began with determination and hard work. It took her 18 months of sacrifice, working a second job, and saving diligently to purchase her very first property investment—a 1-bedroom flat in Erith, South-East London. This grotty flat became the stepping stone for an extraordinary transformation. Learning how to do networking and work with property investors proved to be a game changer for Jackie and her husband, Dave. Empowered by this knowledge, they expanded their portfolio rapidly, acquiring an impressive 10 properties in just 12 months.
“Shiny deal syndrome”
In their third year of activity, Jackie and Dave experienced a challenging phase for their business. They found themselves caught up in the "shiny deal syndrome," where they were tempted by various exciting opportunities that seemed too good to pass up. As a result, they ended up making only one deal despite investing countless hours into exploring different prospects. This experience served as a valuable lesson, teaching them the importance of staying focused and refining their investment model to achieve greater success. They decided to adopt a more strategic approach and learned to say no to distractions that didn't align with their long-term goals. This shift in mindset ultimately led them to refine and replicate their successful model, paving the way for acquiring multiple properties and expanding their portfolio exponentially.
Strategic approach
According to Jackie, in order to make more deals in less time, you need a scalable business model, a systemized approach, and access to unlimited cash. In 2016, she identified three crucial components that became the foundation of her ready-made strategy for growing a successful property business:
Do Deals:
Sourcing Plan: create a sourcing plan with clear criteria to filter out distractions and focus on the most promising opportunities
Deal Criteria: nail one model before diversifying to maximise success potential and avoid spreading resources thin
Deal Pipeline: establish a replicable deal pipeline (waving at Property Filter members!) that consistently secures deals without constant involvement, ensuring a steady flow of investment opportunities
Raise Finance:
Structure & Proposition: transform your deals into a valuable investor proposition, making them attractive and appealing to potential business partners
Investor Pipeline (FCA): develop a pre-qualified pipeline of the right investors even before deals are agreed upon, streamlining the finance-raising process
Right Investors: identify and create a database of investors, focusing on building strong relationships with those who share your vision. Have a pre-qualified pipeline of the right investors ready to go BEFORE the deal is agreed
Keep Focused:
Right Systems: consider the Cash Conversion Cycle, understanding how long it takes for a deal to start yielding returns (average 12 months). Adopt a systemized approach to implement the right systems that support your business's growth and efficiency
Right Team: be what your business needs during its early stages, making strategic hires once cash flow allows for expansion
Routines & Habits: stay motivated, focused, and consistent in pursuing your property investment goals
Success Story
By applying the principles of this strategy Jackie and Dave elevated their ventures to purchasing blocks of flats by the scenic coast of Kent. Their portfolio grew from that humble £108.5k deal to an astonishing £13M, raising over £4.2M in investor finance to make their dreams a reality. They built a powerhouse team that enabled them to run their property business from anywhere in the world. They curated the life they desired—filled with freedom and choice. Now, Jackie is on a mission to help others achieve their dreams too. With “Property Strategy”, she empowers investors to find their focus, clarity, and scale-up their property investing through smart business strategy and systemisation.
"Choose your business model, keep focused, make sure that you don't diversify too soon. Stay focused long enough to make the business truly work for you and make sure you're taking a systemised approach to growing your business rather than spending lots of time systemising it."
If you're eager to do more deals, raise more finance, and turn your property investing aspirations into reality check episode 9 of Deal Finder’s Corner featuring Jackie Tomes here.
Additional Resources
Scale And Exit Your R2R Empire Then Commute Once A Month From Bali With Adam Goff
Unlocking Property Investment Success With Richard Evans: How To Focus On Deals, Not Searches
The Magic Behind A Successful Property Refurbishment - Proven Recipe From Martin Rapley
Mastering The Art Of Deal Success And Property Negotiation In 7 Steps With Saj Hussain
Deal Finder's Corner is your weekly property talk show, proudly brought to you by Property Filter. Our mission is to equip you with the best resources by inviting expert guests to share the most up-to-date and effective strategies, tactics, and insights for finding and securing property deals across the UK.
