Real estate is one of the most powerful ways to build long-term wealth, but only if you know how to do it right.
Brian Higgins, a full-time real estate investor, has learned that success doesn’t come from just buying property. It comes from understanding how to analyze deals, focus on cash flow, and adjust your strategy when the market changes.
In this blog, you’ll learn how Brian transitioned from insurance to real estate and how his smart strategies can help new and experienced investors avoid common mistakes and make better financial decisions.
Watch Brian explain how he evaluates real estate deals and builds lasting cash flow in this quick video:
Why Cash Flow Matters in Real Estate
One of Brian's biggest lessons? A deal that looks good on paper isn’t always profitable in real life. Many properties appear solid but end up losing money once you factor in repairs, vacancies, and monthly expenses.
That’s why Brian believes in using a cash flow real estate strategy. Before he buys a property, he runs the numbers to make sure it generates enough income to cover its costs.
In short: if it doesn’t cash flow, it’s not worth it.
How Brian Evaluates Real Estate Deals
Brian’s approach to real estate investing is simple: don’t guess, plan instead. He carefully evaluates every deal before making a move.
Tools and Techniques for Deal Analysis
To avoid surprises, Brian uses a detailed checklist that includes:
- Creating a scope of work for any repairs
- Checking local comps and rental market rates
- Running a cash flow calculator with vacancy and maintenance estimates
- Testing the deal with both best- and worst-case financial scenarios
If you’re wondering how to start investing in real estate, learning how to run these numbers is your first step.
Changing Strategies with the Market
Real estate isn’t a one-size-fits-all business. What worked last year may not work today. Brian knows that staying flexible is one of the keys to staying profitable.
MLS vs. Off-Market: Which Works Best?
At first, Brian focused on buying from the MLS (Multiple Listing Service). But as competition grew and profits shrank, he moved toward off-market deals, where there’s more room to negotiate and find better opportunities.
How Wholesaling Keeps Brian Profitable
To stay active during slower markets, Brian also uses real estate wholesaling. This strategy allows him to secure contracts on properties and sell them to other investors without needing to hold or fix the property himself.
He also pays close attention to regional housing market trends, adjusting his approach depending on what’s happening in each market.
Avoiding Equity-Rich, Cash-Poor Mistakes
A common mistake in real estate is becoming equity-rich but cash poor, owning a valuable property that doesn’t generate enough income. While the property may be worth a lot on paper, it doesn’t help your bank account if it can’t cover its bills.
Brian avoids this by reviewing his portfolio regularly and selling or refinancing underperforming properties. He focuses on cash-flowing rentals that create steady income and support long-term growth.
From Insurance to Investing: Brian’s Backstory
Brian didn’t begin in real estate. He started his career in the insurance industry, helping clients manage risk. Over time, he noticed something interesting: many of his wealthiest clients owned real estate.
That insight sparked a change. Wanting more control over his income and future, Brian began buying single-family homes, then expanded into wholesaling and portfolio management.
His story shows that with the right mindset and strategy, it’s possible to make a big career shift and succeed.
Final Thoughts: How to Follow Brian’s Formula
Brian Higgins proves that you don’t need to be lucky to win in real estate; you just need a smart plan. His three biggest tips?
- Run the numbers before buying any property
- Focus on cash flow, not just appreciation
- Stay flexible as the market shifts
If you follow these steps, you’ll be on your way to building a real estate business that’s both profitable and sustainable.
FAQ: Real Estate Investing with Brian Higgins
Q1: What’s the best real estate investing strategy for beginners?
Brian recommends focusing on cash flow real estate strategies. Start small, buy rental properties that earn monthly income, and always evaluate your numbers.
Q2: How do you analyze a real estate deal?
Look at repair costs, rental income, property taxes, and maintenance. Use cash flow calculators and test different scenarios to avoid bad investments.
Q3: What does “equity-rich but cash-poor” mean?
It means a property has a high market value but low or no monthly income. Brian avoids these by focusing on cash flow first.
Q4: How did Brian Higgins get started in real estate?
He began in insurance but noticed his wealthiest clients owned real estate. That inspired him to start investing, and he eventually built it into a full-time career.
Q5: What should I do when the market slows down?
Brian shifts to off-market deals and wholesale real estate to stay profitable even when traditional buying slows.
