If you're still tracking your hotel pipeline in Excel and spending two hours screening each deal, you're working harder than you need to. Ziggy Hallgarten lived with that frustration as an analyst, so he built the solution.

In this episode, you'll get fresh market insights from the ALIS Conference, learn how AI can cut your deal analysis time dramatically, and hear what the entrepreneurial journey looks like when you're solving a problem you experienced yourself.

A Cornell Hotel School graduate who worked in acquisitions at institutional firms before founding Broome.ai shares what he's seeing in the hotel market, why he left to build his own company, and how AI is transforming the way investors analyze deals. Ziggy Hallgarten bootstrapped his startup after watching teams waste hours on manual workflows, teaching himself to build software using AI tools to automate the deal screening process he knew was broken.

In this episode, you'll discover:

• What the mood was really like at this year's ALIS Conference, and which markets are heating up
• How Broome.ai cuts deal screening from 2 hours down to 30 minutes or less by automating data extraction
• Why Ziggy left his family's hotel business to build his own company from scratch
• Free tools you can use to build software prototypes without any coding knowledge
• Where AI will have the biggest impact on hotels: revenue management and operations
• The biggest mistake founders make: trying to solve every problem instead of focusing on one
• Practical ways hotel investors can start leveraging AI in their workflow today

Whether you're an independent operator trying to compete with bigger shops, curious about where hotel investing is headed, or thinking about starting something of your own, this conversation delivers real insights from someone living on both sides of it.

About Ziggy Hallgarten

Ziggy Hallgarten is the Co-Founder and CEO of Broome, a software company building AI agents that automate the complex administrative workflows of Commercial Real Estate transactions. A graduate of Cornell’s Hotel School, he traces his hospitality roots from folding towels as a 10-year-old pool boy to managing acquisitions for institutions like PGIM Real Estate and family offices like Oliver Companies. Frustrated by the inefficiencies of the deal process, Ziggy transitioned from investor to founder in 2025 to build the solutions he needed as an analyst.

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What if there's a way to scale a hospitality portfolio without having to own the real estate? For operators looking to grow quickly without raising millions in equity or navigating complex bank financing, the OpCo-PropCo model offers a compelling alternative path.

In this episode, you'll discover how to build a hospitality brand by leasing properties instead of buying them, command premium ADRs without real estate risk, and scale across multiple markets using the OpCo-PropCo model.

An outdoor hospitality founder who operates campgrounds, backcountry lodges, and micro-hotels across Colorado, Arkansas, and California shares how he scaled to four properties in three years without traditional financing. Sam Degenhard's Campfire Ranch model separates operations from ownership, partnering with land investors who buy the real estate while he focuses on building a brand that commands $90 to $1,400 ADRs and spends just 2-3% of revenue on marketing.

In this episode, you'll discover:

• The exact lease structure that lets you scale hospitality properties without raising millions for acquisitions
• How to partner with real estate investors who buy the land while you control 100% of operations and guest experience
• Why focusing on the business side lets you open properties faster with significantly less capital
• The owner-operator staffing model that runs an 8-bedroom lodge profitably with one employee
• How to command 4-5X market rates by building brand loyalty instead of competing on OTA platforms
• The due diligence process that identifies underperforming assets is perfect for operational turnarounds
• Why subscale properties under 30 keys deliver better margins than traditional hotel models

Whether you're an operator exploring faster paths to scale or an investor looking to understand how hospitality brands grow without traditional real estate ownership, this episode reveals a proven model that separates the business of hospitality from owning the dirt and the strategic advantages that come with focusing purely on operations.

About Sam Degenhard

Sam Degenhard is the Founder and CEO of Campfire Ranch, a vertically integrated outdoor hospitality brand building a diverse "collection" of adventure basecamps, ranging from developed campgrounds to backcountry huts and renovated lodges. A veteran of Red Bull’s sports marketing team, Sam famously traded his corporate career for life in a teardrop trailer on public land, launching a business dedicated to removing the "friction" of camping for the experience generation. He now specializes in the acquisition and operation of sub-30-key assets in high-recreation markets like the Rockies, the Ozarks, and the Sierra, utilizing an OpCo model to partner with real estate investors while delivering high-touch, community-driven guest experiences.

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Most investors think they're building a business, but they're actually building themselves a job. The truth? If you died tomorrow, your "business" would die with you.

A real estate investor who scaled from 80-hour weeks to just 4 hours per month reveals the exact automation framework that freed him—and how to apply it to any real estate asset, including hotels.

Mark Podolsky built a multi-million dollar land flipping operation, lost 50% of it in 2008, then rebuilt it into a passive income machine that runs without him. His approach isn't about working harder—it's about systematizing smarter.

In this episode, you'll discover:

• The 3-step system to automate ANY real estate process: Do it, Document it, Delegate it
• How to systemize direct-to-owner outreach for boutique hotels (instead of competing on broker listings)
• How to lock up deals with minimal capital and flip them to other investors (the arbitrage model)
• How to use inexpensive virtual assistants to handle repetitive acquisition tasks
• Why the biggest mistake new investors make isn't about the property—it's about their calendar
• The "brick your phone" strategy that helped Mark reclaim focus and family time

The real question isn't whether you can find deals. It's whether you can build a business that doesn't require you to do everything yourself. This episode shows you the framework to buy back your time while building real wealth.

About Mark Podolsky

Mark Podolsky, widely known as "The Land Geek," is a former investment banker turned land investor who has completed over 6,000 unique raw land transactions since 2001. As the author of Dirt Rich and host of The Art of Passive Income podcast, he teaches investors how to acquire distressed land for pennies on the dollar to generate passive income without the headaches of "tenants, toilets, and termites". Through his coaching platforms and automation software like GeekPay.io, Mark empowers entrepreneurs to build scalable, recession-resilient businesses that break the cycle of solo economic dependency.

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Most hotel owners think the only way to reduce OTA dependency is to throw more money at Facebook ads or hire expensive marketing agencies. But the real solution isn't more budget, it's leveraging what you already have: authentic stories and staff who actually care about the guest experience.

A hospitality marketing veteran who's advised VCs and built a 1.6 million social following reveals the direct booking playbook that independent hotels are using to reclaim revenue from OTAs. Scott Eddy has spoken at hundreds of conferences worldwide, doing the unexpected: giving away strategies that agencies charge thousands for.

In this episode, you'll discover:

• Why rolling out the red carpet for OTA guests (instead of alienating them) converts 30%+ into direct bookers
• The exact content categories that drive bookings and why shaky iPhone footage outperforms polished videos
• How to make your front desk staff into content superstars without hiring an expensive agency
• The one Instagram metric (hint: it's not followers) that actually predicts revenue
• Why "saves" and "comments" matter 10x more than likes for direct bookings
• The AI-discoverable scripting framework that's replacing traditional SEO for hotel discovery
• How long-form storytelling videos outperform short-form for brand discoverability (despite what Instagram tells you)
• The fatal mistake 80% of hotels make: posting beautiful property photos with promo text overlays that actively repel guests

If you're serious about reducing OTA dependency and building a direct booking engine without a massive marketing budget, this episode will provide the roadmap. Don't make the expensive mistake of outsourcing what your in-house team can do better.

About Scott Eddy

Scott Eddy is a globally recognized hospitality brand strategist and digital pioneer who transitioned from a decade in investment banking to founding the first and largest digital agency in Southeast Asia. With a combined following of over 1.2 million, Scott has hosted the travel series Video Globetrotter on Lifetime Television and is consistently ranked among the top 15 hospitality influencers in the world. He now travels full-time as a consultant and keynote speaker, helping hotel brands convert authentic storytelling into measurable ROI while championing the "independent advantage" through raw, human-centered digital engagement. A genuine citizen of the world, Scott lives entirely out of hotels and cruise ships, leveraging his experiences in 85+ countries and 120+ cruises to provide a unique "perpetual guest" perspective on the evolving travel landscape.

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Most first-time motel buyers don't lose money on the purchase price. They lose it by underestimating CapEx, guessing on underwriting, and assuming they can "market" their way to higher occupancy. That's how people get smoked.

In this episode, you'll learn a simple, real-world way to sanity-check a value-add motel deal, including what "light reno" actually costs per key and which levers really move ADR.

My guest is Jordan Malara, an ex-Space Force engineer who went from managing short-term rentals to building a 60+ key hotel portfolio in just a few years. He's breaking down his first deal: a 27-key motel he bought for $2.45M with $500K in renovations, using SBA 7(a) and seller financing.

What you'll learn:

• Why "$20K per key" is a better starting point than your optimistic spreadsheet number
• The hidden CapEx that blows budgets: sprinklers, fire systems, laundry equipment, and code compliance work
• Jordan's 60% expense ratio sanity check, and why occupancy lifts are way harder than you think
• How he structured SBA 7(a) + seller financing in second position (and what made the seller say yes)
• The upgrades that paid back fastest: amenities, lobby experience, and staff, not bathrooms
• How he outsources revenue management and bookkeeping globally without bloating payroll

If you got value from this episode, share it with one friend who wants to buy a hotel. And if you want to talk through a deal, email me at info@hotelinvestorplaybook.com.

About Jordan

Jordan Malara is a former U.S. Space Force engineer turned hospitality entrepreneur who transitioned from managing satellite operations to building a high-performing portfolio of boutique hotels. Previously the Director of Operations for Renjoy, where he oversaw 180+ short-term rentals, Jordan co-founded Springs Hospitality to apply engineering-level systems to the revitalization of undervalued assets like the Adventure Inn Durango. He specializes in leveraging creative financing and narrative-driven branding to transform distressed properties into thriving community hubs, teaching investors how to scale from residential units to commercial hospitality with operational discipline.

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Learn how to use AI to underwrite faster, streamline operations, automate the busy work, and make better decisions. Start your 7-day free trial of the AI for CRE Collective here.

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Think you need hotel operations experience to invest in boutique hotels? That belief may be the only thing standing between you and building serious commercial real estate wealth.

In this episode, you'll discover how a Gulfstream pilot raised $1.5 million and became co-GP on a 130-room boutique hotel in Tennessee's Smoky Mountains - without managing a single employee or making a single bed.

A private jet captain who flies billionaires by day reveals his exact framework for partnering on commercial deals, vetting operators, and bringing value to the table through capital raising and deal analysis - not daily operations. When a USDA loan delay tested the partnership and threatened investor confidence, his communication strategy and the GP team's quick action turned a challenge into a case study on how strong partnerships weather any storm.

In this episode, you'll discover:

• How to add massive value as a hotel investor without operations experience (the skills that actually matter)
• Why 80% of Curt's $1.5M came from his existing network (not Instagram followers) and how to leverage yours
• The critical questions to ask operating partners before co-signing on a major hotel acquisition
• Why booking 3,000 additional room nights and raising ADR from $85 to $129 proves the value-add model works
• The monthly communication framework that kept 100% of investors confident during an 8-month loan delay
• How GPs can inject capital at 10% interest to avoid diluting investor shares during unexpected shortfalls

If you're ready to stop letting "lack of operations experience" keep you out of hotel investing, this episode shows you exactly how to raise capital, structure partnerships, and protect investor relationships, even when deals don't go according to plan. This is proof that you can build commercial real estate wealth without being the operator

About Captain Curt

Curt Marker is a 15-year veteran pilot and the CEO of Captain Capital, a commercial real estate firm specializing in developing high-demand assets such as small-bay industrial flex space and boutique hotels. As a third-generation aviator and active private jet captain for billionaires, Curt translates elite "cockpit discipline," safety checklists, and high-level service into rigorous risk management for his real estate projects. He is widely recognized for his radical transparency and "skin in the game" philosophy, focusing on building long-term trust and resilient wealth for his investor partners. Curt also hosts The Captain Curt Show, where he educates professionals on transitioning tax-inefficient income into high-performing, cash-flowing commercial portfolios.

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Learn how to use AI to underwrite faster, streamline operations, automate the busy work, and make better decisions. Start your 7-day free trial of the AI for CRE Collective here.

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Most first-time hotel syndicators are already breaking the rules; they just don't know it yet. If you've ever taken money from friends and family without the right structure, you may have accidentally sold securities. And if you're paying someone just to raise capital? That's another violation waiting to happen.

In this episode, you'll learn exactly how to raise money for hotel deals without putting yourself or your investors at risk.

A securities attorney who's structured hundreds of capital raises and lost $1 million on her own failed fund shares the hard lessons that transformed how she builds partnerships today. Bethany LaFlam now co-owns a boutique resort in Belize and is building a luxury hospitality portfolio, all while helping Main Street operators avoid the costly legal mistakes she's seen kill deals.

In this episode, you'll discover:

• The #1 way sponsors accidentally break SEC rules (and how to stay compliant)
• Why 506B vs. 506C matters and how to choose the right structure for your raise
• The capital raiser compensation mistake that can get you investigated
• How to vet partners before you commit (including the exact questions to ask)
• Why "investor perks" like free hotel nights require careful legal structuring
• The mindset trap that kept her broke for years after a failed $50M fund

If you're planning to raise capital for a hotel deal, this episode could save you from a costly legal mistake or worse, an SEC investigation. Don't skip the compliance conversation.

About Bethany

Bethany LaFlam is a seasoned securities attorney, real estate investor, and Managing Partner at Premier Law Group, where she helps syndicators navigate complex SEC regulations to raise capital safely and effectively. With over two decades of legal experience, she champions the "Power of OPE" (Other People’s Everything), a strategic framework designed to help entrepreneurs scale their wealth and businesses without burnout. Bethany is also the author of the bestselling book The Power of OPE and the founder of the Conscious Capital Collective, a community dedicated to intentional wealth creation and luxury hospitality investing.

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Join The Conscious Capital Collective

Learn how to use AI to underwrite faster, streamline operations, automate the busy work, and make better decisions. Start your 7-day free trial of the AI for CRE Collective here.

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Stop treating your front desk like an expense; it's costing you hundreds of thousands in property value. The biggest mistake boutique hotel owners make isn't about the property itself. It's ignoring the untapped revenue sitting right at your check-in counter.

In this episode, you'll discover how to turn your front desk into a profit center that can add 5% to your bottom line and potentially $500,000 to your hotel's valuation.

A hospitality revenue expert who helped pioneer the car rental upsell model and has spent 25+ years turning frontline employees into sales engines joins us to break down the exact system. Joffrey Toffetti's company, Frontline Performance Group, works with properties from 20-room boutiques to major brands, and his approach has transformed front desk agents from minimum-wage employees into top earners making $50K+ through incentives alone.

In this episode, you'll discover:

• Why the "value mode vs. experience mode" mindset shift changes everything about guest interactions
• The 3-tier incentive structure that motivates front desk staff without blowing your budget
• How late checkout offers alone can generate $40,000+ annually (with almost zero cost)
• The conversion metrics and "URI" formula to track whether your upselling is actually working
• Why keyless entry and kiosks might be sabotaging your guest relationships and revenue
• How to spot upsell opportunities during due diligence before you even buy a property

If you're serious about maximizing hotel profitability, this episode will change how you think about staffing and guest experience. Don't leave five figures on the table every year because your front desk doesn't know how to sell.

About Geoffrey

Geoffrey Toffetti is the CEO of Frontline Performance Group (FPG), where he leverages over three decades of experience to transform hospitality frontline teams into powerful revenue generators. Rising from a resort valet to the C-suite, Geoffrey has guided FPG’s expansion to over 2,500 properties across 100+ countries, helping global brands like Hilton, Marriott, and Hyatt unlock over $2.3 billion in incremental revenue. Through FPG’s innovative IN-Gauge SaaS platform and a "service-based sales" philosophy, he empowers hourly staff to elevate the guest experience while driving significant bottom-line profitability without additional capital expenditure.

Connect with Geoffrey

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Learn how to use AI to underwrite faster, streamline operations, automate the busy work, and make better decisions. Start your 7-day free trial of the AI for CRE Collective here.

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