500+ Deals Yearly for Local New Jersey Real Estate Powerhouse featuring Santini Lanicioni

In this episode of the Collective Genius Podcast, I sit down with Santini Lanicioni—a Hall of Fame college basketball player turned top-tier real estate investor. Santini shares how the values he learned on the court—discipline, competitiveness, and focus—translated into building one of the most dominant investing operations in Southern New Jersey. His journey from humble beginnings to orchestrating 400–500 deals annually is both inspiring and instructive.

 

We dive deep into Santini’s transition from athletics to sales, and eventually to real estate entrepreneurship. He unpacks the pivotal role of staying hyper-local in his market, the lessons learned through COVID-era adjustments, and how surrounding himself with the right team and community elevated his business. Whether you’re scaling up or just starting out, this episode offers a roadmap for turning adversity into opportunity and passion into profit.

 

Timeline Summary

[0:00] - Introduction

[1:13] - Meet Santini Lanicioni: athlete, investor, and local market specialist

[4:16] - Scaling from 160 rentals to 500 annual deals through hyper-focus

[7:06] - “Take what the defense gives you”: sports mindset in business

[12:01] - Overcoming a tough childhood and discovering basketball as a lifeline

[18:13] - The power of extracurricular activities for youth development

[22:07] - From disliking school to graduating with pride

[24:35] - Sales career lessons that laid the foundation for entrepreneurship

[29:01] - Falling in love with real estate through rental properties

[33:04] - COVID challenges: stuck capital, halted refis, and a major pivot

[39:01] - Building a sales team, bringing in an operator, and scaling smart

[42:15] - How joining CG changed the game for Santini’s business

[44:01] - What didn’t work: PPC and CRM pitfalls

[45:33] - The importance of staying active and focused in your business

[49:19] - Building a brand and a presence to recruit high-level talent

[52:31] - Why social media and networking are key to hiring success

[54:43] - The power of community, team culture, and leading by example

 

5 Key Takeaways

 

1. Hyper-Local Wins: Santini’s success came from narrowing his focus to just a few counties in Southern New Jersey—proving you can scale big by going deep, not wide.

2. Athlete Mindset Translates: Traits like resilience, discipline, and competitiveness developed through sports are directly transferable to entrepreneurship.

3. Sales is a Superpower: Mastering sales was the gateway that gave Santini the confidence and financial base to leap into real estate.

4. Right People, Right Seats: Hiring a strong operator and giving up control over what didn’t energize him allowed Santini to scale efficiently.

5. Don’t Chase, Focus: Whether it’s avoiding shiny objects in masterminds or resisting nationwide marketing, focus remains Santini’s greatest asset.

 

Links & Resources

 

• Learn more about Collective Genius: www.thecggpodcast.com

• Connect with Santini Lanicioni on social media

 

Closing Remarks

 

Thanks for tuning in! If this episode brought you value, please follow, rate, and review the Collective Genius Podcast. Don’t forget to share it with another investor who could use some real talk and real strategy!