Matt Viberock is a systems-driven entrepreneur. He is the founder and CEO of Let’s Grow COO. He helps fractional COOs and sales leaders streamline operations and sell responsibly. He is the founder and managing partner at Moon Tower Property Solvers. Matt has been involved in over 2,000 real estate transactions. He is the co-author of the original Brewer Method course on novations.
Matt currently trains top-performing acquisition reps through his website, acquisitionreps.com.
As a young child, I wanted to be a fighter pilot. That was my plan through high school. I had received two full-ride scholarships (Air Force and Navy). As I went through ROTC at Texas A&M University, during the first year, I had a problem with authority. I quickly realized that going into the military was not for me.
Real estate investing was always a backup plan, as I had read Rich Dad Poor Dad. I chose to work in the car industry after graduating from Texas A&M University because I wanted to stay close to my grandfather, who passed away shortly after.
My next destination was New Western Acquisitions, where I worked as a disposition manager. I was among their top sales reps within 7 months. At that time, I had to drive 92 miles each day for work, and sustaining the same job long-term wasn’t feasible.
Afterward, I worked for a company called Lifestyles Unlimited, and I was their only realtor in the Austin area. My job was to find underwriting deals for the members of Lifestyles Unlimited. My clients would buy 10 single-family properties, and after a 1031 exchange, they would put that money into a multifamily property.
My journey in the real estate world took an interesting turn when I became the transaction coordinator for a big real estate team that was doing 200–300 transactions annually. I built out their entire operations systems.
At the recommendation of my boss, I left the job and started my own transaction coordination company, which I ran for 8 years. My experience with 2,000+ transactions has made me see every side of the single-family business.
As a business owner, I found Eric Brewer and Steve Trang’s course about novations. After having good success with that course, I started helping people in another mastermind group. My journey started by coaching people.
I would charge them $5k, train them, and return their deposit after their training was complete by finishing three deals. People were blown away by the deal.
Eric and I decided to turn the information into a course to help more people. That’s when I created the first iteration of the Brewer Method novations course. For the next three years, I coached 500+ investors on using novations to scale their investment business.
Weekly calls were offered in my course. Although it was a course about novations, people were not actually talking about it. Week after week, I was getting questions about:
These were basic problems preventing investors from reaching the next level.
After selling my shares to Eric, I started my current company, where I consult for businesses doing $500k–$1M in annual revenue and help them reach the next level.
More often than not, the owner is the biggest bottleneck because they can’t get out of their own head. We recommend doing a time study to understand where your most precious resource is being spent.
We did a time study for a company making $1M in profit. The owner was still handling $10/hr and $30/hr tasks. Once those tasks were delegated, his workweek dropped to 22 hours, but his hourly value increased by $300/hr. That’s the power of focusing on what truly matters.
Another major bottleneck is analysis paralysis. Remember: “Done is the new perfect.” Business is always a work in progress, and perfection is never achieved. If you want results, take action instead of waiting for everything to be flawless.
Hiring is another common pitfall. Bringing in the wrong people, and failing to train them properly is one of the biggest mistakes in any business. The key is finding the right person and training them with the right process.
The CEO is always the visionary. They set the strategy and roadmap. According to Matt Viberock, a CEO has three core responsibilities:
Everything else should be delegated to a COO—unless the CEO is more operationally minded.
Many of the best acquisition reps come from backgrounds as first responders or military NCOs (non-commissioned officers). Why? Because the role demands grit and conflict-resolution skills to handle unexpected situations on the spot.
We’ve built a structured 90-day training program for all new hires:
Our team goes through four weekly sales training calls:
On top of that, the company owner should run daily live sales training with the team. Review your top 10 hot leads and map out the plan to convert them.
Most owners have a hard time letting go of the sales process. If you’re the best salesperson on your team right now, then you should stay in sales. When you are in the transition phase, you should handle inbound leads yourself until your acquisition rep has completed training.
Delegation should always follow three steps: Me, We, and You.
Top-level talent doesn’t work with B-level teams. It’s important to understand the difference. You can’t have a rockstar sales rep without an effective CEO. That means you should have other systems in place before bringing in an acquisition rep. It’s also important to note that finding an A-player takes time.
We take a 90-day approach to source the right talent while also helping you set up other systems.
Note: You shouldn’t bring a sales rep on board unless you’re willing to spend $5k–$10k per rep.
Novations are one of the best ways to structure a real estate deal. They provide a better experience for the seller but can only be executed if there’s sufficient time to find a buyer. There are 27 states that restrict wholesaling and novations. South Carolina is a state where wholesaling is considered illegal. Make sure you understand local laws before structuring your deals differently.
Start with the basics. You need a really good realtor and a transaction coordinator. The realtor should understand the novation process and let you guide the conversation. You also need a top-performing disposition manager, along with an attorney, a title company, and a good inspector. It’s recommended to start small and local because laws vary from state to state, making it challenging to go nationwide.
It's simple. Business owners often complicate the concept of SOPs. It should be an 8–10 step process. You can record yourself on Loom to create an SOP whenever you are doing something more than once.
We have had many success stories, like this one client who was investing in Long Island, NY, a highly competitive market. He came to us with a negative balance of $250k carried forward from the previous year. That meant he was spending out of pocket just to stay afloat.
His company was trying to do everything. We decided to be intentional about focusing on only one side of the investment business. Focus on one thing, document the process, and once your business becomes profitable, you can start delegating tasks to more people.
The investor was great at fix-and-flips, so we decided to focus on that first. Once that was successful, we created a separate business for wholesaling.
Our client is set to make a $500k profit from his fix-and-flip business, and the profit from his wholesaling business can also support the rehab business.
I have over 100 volumes in my Audible list, but I would recommend one book in particular.
Many investors think that their first hire should be a sales manager or acquisition rep, which is wrong. If you’re good at sales, you may need an executive assistant to handle repetitive, low-value tasks. So the recommended book is:
The Founder and the Force Multiplier by Adam Hergenroth and Hallie Warner
Another recommendation: Second in Command by Cameron Harold
On a professional level, I am focused on helping CEOs and acquisition agents. You can learn how to become an acquisition agent with us. We will actually pay you to go through our training. You’ll receive pre-qualified leads, and once you close 5 contracts, you’ll get top-tier certification. We will place you with one of the pre-vetted companies. Your tuition fee is paid back once you close a deal. All you need is ambition and a desire to learn, and we will give you the best sales training for closing more deals.
On a personal note, I am on a weight-loss journey. I am also working on my pilot license.
To connect with me, just go to acquisitionreps.com or search for my name on Facebook.
Success in real estate starts with the right leads. At MotivatedSellers.com, we provide the quality and consistency you need to close more deals.
Motivated sellers are looking for investors like you!
Contact us at
+1 (305) 771 1557
MotivatedSellers.com is committed to digital accessibility for individuals with disabilities. We welcome feedback and accommodation requests. If you need assistance or wish to report an issue, please contact us.
Copyright © 2025 Seliger Ideas Inc. All Rights Reserved.
Your Privacy Choices