Let’s start with a tough question: do you sometimes feel like you’re wasting your time with property investing?

Maybe you’ve got the motivation, you’re putting in the hours, but you’re not getting the results you want. It’s frustrating, and you’re definitely not alone. The truth is, most people who start investing in property don’t get very far. Not because they lack the desire or drive—but because they’re not doing the right things.

In this post, I’m going to talk about exactly that: the right stuff. What it is, why it matters, and how you can start doing more of it. I’ll also share something incredibly powerful that one of my early business coaches, Andy Gwyn, taught me—a formula for massive success.

The Formula for Massive Success

Here it is:

Massive Action × The Right Stuff × Consistency = Massive Results

Simple, but absolutely game-changing.

Let’s break it down.

What Massive Action Really Means

Taking Massive Action means committing to doing the work. Property investing isn’t passive in the beginning. You’ve got to put in the time and effort upfront. But here’s the beauty of it—once you’ve done the work to acquire the property, you can hand it over to someone else to manage. Then you start to enjoy that long-term rental income, plus the capital growth that builds over time.

The Problem: You’re Taking Action, But Is It the Right Kind?

There’s no point running at 100 miles an hour if you’re heading in the wrong direction. A lot of people confuse being busy with being productive. So let’s focus on what the right stuff actually looks like.

There are five key steps that make up the right stuff.

Step 1: Find or Attract Motivated Sellers

If you’ve read my book Property Magic, you’ll already know how vital this is. Too many people waste time talking to sellers who aren’t motivated. But when someone’s under time pressure, dealing with a problematic property, or has had sales fall through—they’re far more flexible on price and terms.

These are the people you want to work with. And you don’t just find them; you can attract them too, by showing up consistently and being visible in the property world.

Step 2: Run the Numbers Quickly

Before you even go and view a property, you should know whether the deal stacks up. That means looking at the cash flow and the return on investment (ROI).

Golden Rule #3 in Property Magic is that you only ever buy properties that give you positive cash flow. You should know how much rent you’ll get, what your costs are—mortgage, insurance, maintenance, management—and what’s left over at the end of the month. If there’s no profit, walk away.

Once you’ve got the monthly profit, divide that by your upfront investment to get the ROI. But no matter the strategy, the numbers have to work for you.

Step 3: Go and View the Property

Don’t overthink it—just book the viewing. Talk to the seller or the agent. Ask questions that go beyond the basics. You’re not just looking at bricks and mortar—you’re building rapport and uncovering what the seller really wants.

Need help with the right questions to ask? Check out episode 37 of the Property Magic Podcast, where I cover 22 essential questions to ask motivated sellers.

Step 4: Make an Offer on Every Property You View

Here’s a mindset shift: you actually want the seller to say no. Why? Because if they accept your first offer without hesitation, you probably offered too much.

A rejection opens the door to negotiation. Ask them, “What would work for you?” and very often, just increasing your offer by a small amount can get the deal done.

Whether you want the property or not, there’s always a price that makes it a bargain. Make an offer—it’s brilliant practice. The more you do it, the better you get. And when the perfect deal comes along, you won’t be fumbling your first negotiation.

Step 5: Always Follow Up

Most people don’t do this. But this step is absolutely critical.

Most offers get rejected. Sellers become more motivated over time. And in the UK, one in three sales fall through. So even if a property looks sold, don’t forget about it. Check back in a few weeks. You might catch it just as a sale collapses—and that seller will be desperate for a solution.

You need a system that lets you follow up with every seller and every agent you’ve spoken to. Stay in touch. Because when that deal reopens, you’ll be top of mind.

Why Most People Fail: A Lack of Consistency

Consistency is where the magic happens. This is the bit so many investors skip. They dabble. They try something once—send a few landlord letters, maybe one social media post—and then stop.

That’s not how this works.

If you’re trying to attract investors or joint venture partners, they need to see that you’re in this for the long haul. And on social media, not everyone sees your posts. Algorithms only show your content to a small percentage of your audience—unless you keep posting and get engagement.

Be Visible. Be Consistent. Share Your Journey.

Post your progress. Your training events. Property viewings. Refurb updates. When you finally close a deal, that classic photo with the keys in hand—post it.

Let your network know that you’re active, that you’re investing, and that you’re serious.

And don’t split your life into separate profiles. You are one person. Let people see both the business side and the human side—your holidays, your hobbies, your wins, your lessons. People invest in you, not just your deals.

Massive Action × The Right Stuff × Consistency = Massive Results

If you’re not getting the outcomes you want, ask yourself: am I really doing all three?

This formula works. I’ve seen it time and again with my most successful students. They follow this framework, and that’s why they get the results.

So, which one do you need to work on? Are you not taking enough action? Are you unsure if you’re doing the right stuff? Or maybe it’s the consistency that’s letting you down?

Let me know in the comments—let’s keep the conversation going.

And as always, invest with knowledge, invest with skill.