Numbers Don’t Lie: Mastering Financial Intelligence in Real Estate

June 13, 2023

Title: “Numbers Don’t Lie: Mastering Financial Intelligence in Real Estate”

Episode 184

For today’s episode of Profit First for REI, Sharon Lechter joined us to tell us more about who she is as a person and as a business mentor.

Sharon is a business strategist, mentor, keynote speaker, and co-author of the #1 Best-Selling Personal Finance Book, “Rich Dad, Poor Dad.” She founded an organization that helps people through financial education!

Listen as she shares her story and what brought her to success, from doing crazy things to affecting millions of lives. Enjoy the show!

Key Takeaways:

[01:00] Introducing Sharon Lechter

[02:58] Brief background of Sharon and what she does today

[11:36] “Pay Your Family First”

[12:40] Part of the journey that excites her the most!

[18:21] Sharon’s learning opportunities

[26:10] Advice to real estate investors

[29:54] Connect with Sharon Lechter

Quotes:

[13:41] “Find joy in every single day, and if you know you’re making a positive impact on somebody, there’s no greater joy.”

[16:54] “You are financially free when the income from your assets exceeds your monthly expenses.”

[28:46] “Challenge yourself to do something new and experience a little bit different life.”

Connect with Sharon:

Website: https://sharonlechter.com/

Tired of living deal to deal?

If you are a real estate investor or business owner who is tired of living deal to deal and want to double your profits, head over here to book your no-obligation discovery call with me. Either myself or someone from my team will hop on a short call with you to get clear on your business goals, remove any obstacles holding you back, and map out a game plan to help you finally start keeping more of the money you work so hard to make. – David

Transcript:

Speaker 1:

So many people compare themselves to everybody else. Yeah. And you see somebody’s life on Facebook and you think it’s perfect, and I can guarantee you it is not. And so I just encourage everybody to stand in your own truth, your own power. Do not step into the world of gray. You know, do, don’t do something that’s expedient just because you can do something because it’s right and it’s gonna help propel your forward.

Speaker 2:

If you’re a real estate investor who’s sick and tired of living deal to deal, then welcome home. Hear from everyday real estate investors just like you, and discover how they’ve completely transformed their business by taking a profit First approach. This is the Profit first for R e I podcast, where we believe revenue is vanity. Profit is sanity. It’s time to start making profit a habit in your business. So here’s your host, David Richter.

Speaker 3:

Hi fan girl in this episode. So, just a warning, right at the beginning, my interests are usually better than this, but I have Sharon Lecter on today, co-author of Rich Dad Poor Dad. I mean, I got started by reading Rich Dad Poor Dad. And man, I love this episode. She just, she just tells more of who she is as a person and what has brought her success and the crazy theme she’s done along the way to affect literally millions of lives. So I hope this one is as fun to listen to as it was to record. Thank you so much for being a listener and enjoy the episode. Welcome back to the Profit First r i podcast. Man, I’m excited about this episode. I know I say everyone’s amazing and they are all the guests that we’ve had on. But Sharon, Sharon Lecter is special.

Like, especially to me. Like I feel like there would not be the Prophet First i I podcast without the work that she did and the work she continues to do. Because like I read Rich Dad, poor Dad way Back in the Day and she co-authored that book, but then she’s wrote out Witting the Devil and she’s written, you know, three feet from Gold. She works with the Napoleon Hill Foundation. Like there’s so many things that she has her hands in. Like I bought the, the entrepreneurial package for the kids and my, my daughter’s only six. Like, I just wanted, like anything that you put out, like I love that stuff. So I just wanted to say number one, I’m gonna fan girl a little bit here at the beginning. So then number two, I just wanted to make sure if you’re listening to this as a real estate investor, you’re gonna get a wealth of knowledge here today. But Sharon, thank you so much for being on the show.

Speaker 1:

Well thank you so much David. I’m delighted to be here and I’m just so proud of you for your initiatives and continuing to move financial literacy forward in helping people take control of their financial lives, both as businesses and as real estate investors.

Speaker 3:

Yeah, well I appreciate that cuz that’s man, that is one area that seems to kick people’s butt all the time or that they don’t really focus on it, but you’ve really taken this by the reins and said, how can I help as many people as possible? So, man, I feel like there’s so many to, in so many ways we could take this. Do you wanna give just a brief overview? Maybe no one’s ever heard who Sharon Lector is. Like, can you give a brief background and like what you’re doing today if, if possible with the law?

Speaker 1:

Certainly Dave, but of course I’ve been around long time, as you can tell. So I started in a very lower middle class home. We lived in a small house between my mom’s beauty shop, my dad’s used car lot. Neither one of them even had high school diplomas, but they were self-taught and they were entrepreneurs. We owned real estate that I had to go scrub out between tenants, the bathrooms, and I, you know, I swear I’d never be an entrepreneur. We, he had had orange grows. We talked about things like assets, cashflow, appreciation at the dinner table. And I did not know until much later that that was a very unusual upbringing that I had the benefit of learning about money from a very early age. But I was embarrassed where we lived. My friends parents were CEOs, military officers. So I swore I was gonna become a a, a sophisticated professional.

I was the one of the only women in my accounting classes. I was one of the very first women in public accounting in the southeast United States. Started my career. I thought I was pretty hot stuff, young single living in Atlanta. And then I realized that I wasn’t in control of my life. Mm-Hmm. <affirmative>. And all of a sudden at the April eight, right old age of 25, my parents looked a whole lot smarter and I started realizing how much benefit I had from understanding the power of money and whether, you know, you’re either in control of your money or your money’s in control of you. And I was frustrated cuz again, I did, I was not in control. I, I was still very successful. But I had a call from a client invited me to go to a company he was buying out of bankruptcy.

Hmm. I started going back to my condo doing the old pros and cons and didn’t help me a bit, but my hand kind of took off and wrote across the top of the page, why not? And that’s still my mantra today. Why not go where no one else has gone? Why not take the path less traveled? Why not solve a problem? Why not serve a need? And so I made the decision to leave. It actually ended up being a really bad business decision. Found all kinds of corruption when I got up there. But had I not made that bad decision and Napoleon Hill says out of every adversity comes a seed of an equal or greater benefit, I would not have met a young attorney named Michael Lecter. And we are, have been together 43 years in counting. So Oh wow. My worst business decision became my best life decision.

Wow. Wow. And so you just never know, we cannot change the past but we can learn from it and keep moving forward. So that started my journey as an entrepreneur and I’ve never looked back. I started the, yeah. Talking children’s book industry. The children’s books had the sound strips down the side with the inventor of that. We grew that around the world and we realized, you know, that in order for people to trust us, cuz that back then kids didn’t have electronics. I know it’s hard to imagine, but they didn’t. So we did deals with little companies like Disney, Warner brother, Sesame Street, Marvel Comics, and helped us explode that around the world. We sold that company in 1991 and we moved here to Arizona and in 92, my oldest son went off to college in September, came home in December and told us he was in credit card debt.

Now we didn’t even know he had a credit card. He said he had gotten surpris, he had gotten to school and there were these tables, free pizza, free money, free t-shirt, free money. And he had a really good time his first semester in college. Mm. But we refused to bail him out. He had to work to get himself and to repair his credit. And that was December of 1992, David. And that’s when I dedicated the rest of my career to financial literacy and financial education. So I started working with school systems. Fast forward a few years, had another phone call. My husband had this guy come into his office in Bermuda shorts and flip flops with this idea for a bird game. And it was Robert Kiosaki. We met at the very first beta test of the Bird Game Cash Flow. I’m the only one that got outta the rat race. But I loved it because it was consistent with what I was teaching, the importance of buying, building, and creating income producing assets.

Speaker 3:

So wait, wait, wait. Can I ask right there, you were the only one that got out of the rat race, like when you played the first, the concept of the board game. Yes. That’s awesome. I love that. I just love, sorry to interrupt, but that was No, that’s really interesting.

Speaker 1:

I was leaving that day to take my daughter to college and I did not know that he was very depressed and almost didn’t move forward with the game because I was the only one that got out. I left thinking, this is a goal mine, we need to bring this. So I volunteered to help him commercialize it with my contacts. And in that process my husband helped him get a patent on it and you know, he told me he was gonna charge $200 and I was just helping him as a friend. And I said, well that’s pretty pricey for a board game. You should probably write a brochure that explains your philosophy so people will understand better. And that’s when he asked me to become his partner. And together we wrote the brochure for the board game and it was called Rich Dad Poor Dad.

Most people don’t understand that we never expected the book to become a life of its own, nor do we expect it to be the first of 15. We only had, we really thought that was the only book. And then we said, well maybe we’ll do a trilogy. So we did Rich Dad, poor Dead Cashflow Quadrant, rich Dad’s Guide to Investing, thought we were done. Oh no, we kept going. So in 10 years we were partners. We did 15 books together. And then wow. I launched the Brand Rich Debt Advisors to bring in experts to talk about their specific fields of expertise. And we were very, very fortunate the, the, the brand took off around the world. And this was before Amazon, believe it or not, before the internet. And we ended up in over 110 countries in over 50 languages. And it was, we, we built the largest personal finance brand in the world.

Yeah. In 2007, 10 years. We were no longer aligned. He wanted to go under franchising. I did not believe in the model. So I made the decision to leave at the height of our success. Yeah. Not knowing what was next for me. So I tell people sometimes you have to close the door for other doors of opportunity to open. I thought Rich Dev was my legacy, but somebody upstairs said, no, there’s a lot more for you to do. Yeah. And that’s when that fall I got a phone call from President Bush asking me to be the, on his very first presence advisory Council for Financial Literacy. Oh wow. And I served both Bush and Obama for your audience cuz financial literacy is a, should be a non-partisan issue. And then a few months later, we know what was happening to the economy. In 2008 I got the call from Don Green at the Napoleon Health Foundation and he had found out that I had left Rich Dad and he said, we need your help to reinvigorate Napoleon Health’s teachings.

And that began an incredible relationship. I’ve done four books in cooperation with the foundation and it’s just been an incredible delight to b gone from building the largest personal finance help reinvigorating the world’s largest personal development brand. And in that time we wrote released three Feet from Gold, outwitting the Devil, think and Grow Rich for Women and Success in something more. And then Ink Magazine reached out, we did a book called Exit Rich, which was released last year, a year and a half ago. And it’s about really making sure you build your business. They, it not cannot only be successful but sustainable and scalable and scalable. Cause so many people wanna sell their business but they can’t cuz they haven’t put it together correctly. And so that, and I’ve got a new book coming out this, this year. It’s gonna be How Money Works for Women. So we just keep moving forward and I appreciate the, this kind of gets me to where we are here.

Speaker 3:

That’s awesome. No, I thank you for that. And I, if you’re listening, I endorse like all those books, I think outwitting the Devil if you, if you have kids that are in school especially, that is such a great tool to see like, okay, how can I take charge of their education? Like we moved to Florida to put her in a d my daughter in a different school that has those philosophies from Outweighing the Devil. Like, like just being proactive. So I love that one. The Three Feet From Gold was incredible Exit Rich as well. If you’re listening to this, the six Ps that they talk about in there, like learn the six Ps that you need inside your business in order to get where you want to be to make sure that as you’re growing, you know that it’s sellable at any time. You know, you’re wanting to make your business, you know that Fortress, which I Yeah, yeah. Anything that Sharon puts out is gold. I love it. And I love your philosophies as well too. You, you have like helping families first or what’s the, what’s the found? Is there a foundation or like something that you’re helping with the actual

Speaker 1:

Yeah, my corporate, your corporate name is Pay your Family first. You know, we’ve, yeah, Napoleon Hill came up with Pay Yourself First, which many people think, you know, the banks use it, financial planners, but Napoleon Hill is the one that came up with Pay Yourself First. And I said, you know, let’s, let’s think about our families. Let’s not just build wealth, let’s build generational wealth. Yeah. Pay your family first. And so that was the name of my company. And we do have a foundation as well, the Economic and Power for Med Foundation.

Speaker 3:

Awesome. No, I love that. Pay your Family first. Well that, that fits right in line with the Profit first for real estate and investing. Because the whole premise is making sure that as an entrepreneur they’re paying themselves first. Like that they’re, that they’re not just running and gunning and putting their business right into the ground. So that definitely is resonating here. So, okay. That’s a, that’s quite an illustrious career. What would you say out of the, all the things that you’ve done up to this point in your life has been, has given you the most excitement like that you’ve gotten the most enjoyment from? Because you have literally touched millions of lives across the world with all the things that you’ve done.

Speaker 1:

Well, I, I appreciate that question, David. You know, it’s kind of like people asking me, which is your favorite book? And I goes, it’s like asking somebody who their favorite child is. Okay. <laugh>. And then somebody said, well, I have one <laugh>. But you know, it’s my joy comes every single day. I had somebody reach out to me yesterday and they are a multimillionaire in real estate. And they said, you know, I listened to you back when I was in college and that’s why I’m, I’m where I am today. And those, they just fill me up. I mean, it’s just amazing the comments that I get. And so you know, my dad asked me every night when I was little, have you added value to someone’s life today? And you know, he’s been gone 17 years, but I still ask myself that every night, Sharon, have you added value to someone’s life today? And I think, wouldn’t the world be a better place if we all thought about that? So of course, you know, I can say my greatest joys was the day I got married or the day I had with my son. And but my joy is you choose your joy, find joy in every single day. And if you know you’re making a positive impact on somebody, there’s no greater joy.

Speaker 3:

Yeah. Oh man. The more I talk with Sharon, the more I like her. This is so good because this is where every single day, you know, bringing that joy, it’s not just an event, profit is not just an event in your business, it’s a habit that you instill in. It’s like the same thing in your life. Joy is that habit that you have day after day. So now that’s, that’s incredible. Okay, so there’s so many ways I could take this. I’m trying to think for the real estate investing audience, do you, okay, let’s ask around real estate investing. Do you still hold real estate or do you, have you gotten more on the, like now the personal development side of cash in all of that? Like, or what’s your involvement in the real estate investing industry?

Speaker 1:

No, and I’m, I’m sure you’re well aware of the stats, 90% of millionaires ma made their money in real estate Yep. Or hold their money in real estate. So real estate is a huge asset category and you know, when financial planners tell you to diversify against paper assets, stocks, bonds, mutual funds. Right. A true diversification is across asset categories, businesses, paper, real estate, intellectual property. So that’s the kind of diversification that I teach. And we went through all kinds of different real estate investing. We did the three twos, we did the flipping, we did, you know, a large apartment complexes and now most of our holdings are through syndications and through long-term community development projects. Yeah. Where those don’t have cash flow, you know, but they’re gonna have significant upside on the other end. So Yeah. But real estate is so much easier to invest in today than it ever has been. Yeah. And so I really, you know, recommend everybody, even if it’s just put a little money on a reit real estate investment trust, just get your toe on the water and start doing some real estate investing.

Speaker 3:

Oh, okay. I I love that. So then the focus here, you know, proffers for real estate investing, like the financial literacy side, literacy side, a lot of real estate investors, which you might have know this from personal experience or from interacting with real estate investors, a lot of them trade their W2 paycheck and paycheck to paycheck living for deal to deal living. Why do you think a lot of people live deal to deal in the real estate world?

Speaker 1:

Well, one of my biggest initiatives is helping real estate agents, insurance agents, they that live on commission, you know, many of them are what we call Henry’s high earners not rich yet, cuz they haven’t understood how to redeploy their commissions into assets for themselves to build personal wealth. But they’re in the cat, cat bird seat. They see the deals, they see the opportunities and I want them to start capitalizing and start investing in themselves to build that wealth. And it’s such an important issue because, you know, if you, if you’re just exist on flipping, okay, you’re really testing the timing of the market and it ordinary income you exist. You know, if, if you are invested in, in buy, hold and rent, when that income that comes in, if you’re, if you are actively participating in this ordinary income. But if you are a passive investor, that’s passive income and that’s how you build personal wealth.

You, you are financially free when the income from your assets exceed your monthly expenses, that means you don’t have to get outta bed and your money’s still coming in and it doesn’t have to be millions of dollars. When I met Robert, he lived in a two bedroom condo and he had two small apartment complexes. He was making a hundred thousand dollars of passive income. His expenses were 35, 30 6,000 a year. He was financially free. That’s the message I wanted to make sure the world heard because, you know, people think to be financially free, I have to have a gazillion dollars in the bank. No have assets generating revenue for you so that your monthly expenses are covered. That’s financial freedom.

Speaker 3:

Yeah, no, that’s really good because I feel like a lot of people get into real estate investing but they don’t really invest in real estate. It’s more like the flipping, it’s more like a job or, or something like that. And it’s like we gotta make the the leap from you know, day job to actually and as an investor or like the cashflow quadrant and go from one side to the other or from the different squares. So. Okay. That’s awesome. I just, I wanted to get your perspective because a lot of people mm-hmm <affirmative> ask a lot of people that on this on the show. Okay. Then was there any point, cuz you said something at the very beginning, you said your bad decision turned into your best life decision, so a bad business decision. Has there ever been a time as an entrepreneur where you’ve had the dark days where you thought you would throw in the towel?

Speaker 1:

What do you think?

Speaker 3:

Yeah, <laugh>. Yeah.

Speaker 1:

Success is not a straight line. Yeah. you have successes and you have learning opportunities and that’s part of the journey to success. And so everybody has it. Of course we wanna talk about our successes because that’s what makes us happy. Yeah. But those successes are built on the back of things that didn’t go the way we wanted them to and we learn from them and keep moving forward.

Speaker 3:

Yeah. Would you mind going into any of those? Do you have any specific instances? Because I know we like, we like talking about the fun stuff because we know about Rich Dad Portea, we know about the cash flow, we know about like the Napoleon Hill, but like were there some of those points during any of those times going through those companies where it was like, oh my gosh, this is just, this is nuts. I don’t know if I wanna keep doing this.

Speaker 1:

Well certainly the decision to leave Richad was a tough one cuz we were at the high like it success. But after the talking Children’s book Company Sight and Sound, where we sold that we had a huge successful run. We went from one to nine to 23 on the way to 52 million. I met that entrepreneur that had the next evolution of that where you touched the page to to to the, the talking book. And so I became in involved with him, invested in the company was running that company and it was a colossal failure. I mean, he brought somebody in with money who was not an honest guy. I said, I walked in here with my integrity, I’m gonna walk out with it as well. So it’s really important to make sure that what you’re building has quality and has sustainability and that you live in a world with integrity. So it’s really important to not stay in a situation that, you know, you’re not standing in your own truth and in your own power.

Speaker 3:

So I, I love that message since you have that experience across the different industries and that, how do you think people without integrity get to that level? That’s what I’ve always wondered. Like how do they get there themselves, even in that position? Cuz I feel like at certain levels, like a lot of people can either sniff the BS or have a good, have good processes in place or something to like screen something like that out. So like how <laugh>, how have you seen people slide by that? And then how can the listeners say, okay, this is what I need to be looking out for, or a question I always need to ask her. How do you filter that out now going forward? I’m very curious about that because I’m sure you’ve seen that, not just that one time, but you know, in your industry

Speaker 1:

There, there are, yeah, there are a lot of successful people that aren’t very nice and don’t take into consideration other people along the way and they, you know, they’re strong minded, strong-willed and they create success. You know, but success to me is not the money in your bank account, it’s how you feel about yourself when you look in the mirror and they feel pretty good about themselves cuz they don’t care about anybody else. And so, you know, the, the world turns with, with good people and not so good people. So, you know, there are, I so many people compare themselves to everybody else. Yeah. And you know, it’s like you see somebody’s life on Facebook and you think it’s perfect and I can guarantee you it is not. And so I just encourage everybody to stand in your own truth, your own power.

Do not step into the world of gray. You know, do, don’t do something that’s expedient just because you can do something because it’s right and it’s gonna help propel your forward. And there are always gonna be those people in the world that succeed in spite of being mean and start in spite of not caring about other people and you know, good for them. But all that wealth, they’re gonna probably die with it and nobody’s gonna be there to support them and love them. And that’s, you know, what’s important to you, your family, your friends, your finances, your faith, you know, all of it goes, works together to create one big life.

Speaker 3:

Yeah, no, I love that. So then do you have a filter for those type of people in your life now? Or like, as you can, cuz I’m sure your antenna picks up pretty quickly on that cuz if you’re not of that. But then I’m just wondering like if you get into a heavy business situation like that where it’s like, oh this sounds real great, then you meet the person’s like, oh my gosh, you know, like, what’s going on here? So I’m just wondering if you have any, anything for the listeners you teach, how

Speaker 1:

You you have to teach yourself how to say no, you know, you get excited about an opportunity and then you discover something and you go nope. Not worth it. Just not worth it. And you know, as you become more visible, more successful is gonna happen more often people want to attach their their business to yours because of your level of success and you have to be very careful. You have to be very guarded and, and create those systems. I have a team when I get invited to speak, I don’t say yes even if they’re willing to pay my fee unless I know who, who, who else is on the stage with me, who, who’s attending so that I know it’s the right stage for me to be on. And that’s something that you know, too many people, we just get an offer and we go yes, yes, yes.

Be be guarded about your own integrity. Be guarded about who you align with, the power of association. If you read three Feet from Gold, you know, I talk about how the success equation, if you go to personal success equation.com, I have a free ebook. Your passionate and your talent that’s all about you, your school, what you know, what you’ve learned and, and what your passion is. But true success doesn’t stop there. You have to have the power of association. Who, who do you hang out with, who’s on your team? And then taking action times A, so it’s P plus D times A times A, and then plus f faith, having faith in yourself, having faith in what you’re doing, having faith that you will succeed. And that’s the personal success equation. And go to personal success equation.com. And when I start working for with someone as a mentoring client, I go through that cuz it’s usually the power of association that needs to be tweaked.

They’ve either kind of outgrowing the people they hang out with and they need to find new people to challenge ’em to move forward. They need a mentor, they need somebody that’s strong where they are weak and then that confidence that that faith in themselves and they kind of go hand in hand because when you have a bad day, if you got the right people around you, they’re gonna lift you back up. Yeah. And so it’s really important to analyze your success and when you have somebody that’s wrong for you, that kind of pulls you down, that power of association has a negative force on it. You wanna have people around you that lift you up, that share your message, share your intent, and wanna elevate the people around you. And that’s, it’s so important to analyze every new association cuz bad associations, you know, one toxic friend can create a toxic environment. One toxic employee can create a toxic environment. So it’s very important that you guard yourself, guard your environment, guard how you spend your time, and make sure that you really are focused on forward momentum in a positive and, and a, you know, a way to add value to the world.

Speaker 3:

Yeah. that’s really good. So she g just gave you there the personal success equation, you know, and like going into that website, getting the download, going to and making sure that, oh man, this is so good that you have the faith in yourself, but then you’re associating with the right people and even on your team, if you’re building a team, that’s very important to make sure you’ve got the right people there and not the toxic work environment. Just so many different things that you can take away from that. Okay, well then just a few last questions here on the pro first r e I show What, okay. And for the real estate investing world, what advice would you give to a real estate investor? Like just to the, the anything from all your experience where to say, okay, this is what I wanna leave the group with.

Speaker 1:

Well obviously for many years the real estate market has just been going up, up, up, up and great. And then the last, you know, six to nine months, we’ve seen a lot of fear, a lot of confidence going down interest rates going up and people are scared to death. It’s over 5%. Well I remember when they were 17, 18%. So, you know, it’s all about your perspective. Do the numbers work even at 5%? Do the numbers work? Does the cashflow work? And when you’re investing in property and it’s so important to understand that, you know, real estate is always gonna be here and people are always gonna need somewhere to live. So pay attention to those things that might be a little more recession proof, like multi-family housing and B and C properties, maybe not the A properties, maybe look at industrial self storage.

Those things happen. But, you know, we see in the third and fourth quarter of, of 2023 that there is going to be some tightening in the real estate market be just because of what’s happening in the economy. But that’s when opportunities become, you know, you, you make your profit when you buy the property, not when you sell it really. Right. You know, buy smart, have the numbers work and then you know, make sure you’re, you’re adding value. And again, know your numbers. That’s the biggest piece of advice I can give people cuz real estate, it, you know, even if the value goes down, if it’s still cash flowing every month, it only, you only, it only hurts you if you used to sell cuz the value will come back up.

Speaker 3:

Yeah, that’s great. I mean, it’s know your numbers that definitely resonate with that. Make sure that you’re in those places where you need to be. And I love the recession proof and she gave you several different categories, you know, and she’s got a, a great experience in making sure that you’re getting to where you really want to be. So then just one final question here. What ha what would be one habit that you have that has led to continuous success over all these years? Is there something that you could kind of pinpoint and say, this is something that I keep that has been something as a habit of success for me?

Speaker 1:

Well, you know, my, my mantra why not is still alive and well, I say it all the time, be open to the possibilities. So, so many times we get ourselves into habits and into the way we do things and we’re not open to new, new opportunities because we put blinders on. And so I, I always challenge people, you know, when was the last time you did something for the first time? Hmm. Because that’s when you step outside your comfort zone. When was the last time you did something for the first time? That’s how you meet new people. That’s how you bring self-confidence. So challenge yourself to do something new and experience a little bit different life.

Speaker 3:

No, that’s really good. When was the last time you did something for the first time? That’s, that’s really good to get you from one place to the other. What got you here won’t get you there. So you can’t just keep doing the same things over and over again. Then you, you’ve pr provided a ton of value here. I love the, I love what you said from the very beginning, like your worst business decision led right to your best life decision. So it’s like the good coming from something that could perceived as like, oh, this is a negative, but you turned it around Joy coming from every single day. Have you added value to like what your father said to you? And now you’re passing that on. Have you added value to someone’s life? No comparisons. I thought that was such a great point too. Like we compare ourselves all the time, but like have faith in yourself. Teach yourself to say no and get that focus the success equation. Why not know your numbers so much Good here? How can people find you and like what is the thing that you want to get in their hands the most? I know you talked about the personal success equation.com, that’s one of the places, but is there another place where you’re like, Hey, this is what I’m focused on right now, but love for you to, to

Speaker 1:

Join? Yeah, thank you David. Yes. you can find me@sharonlecture.com. I also, you know, when I get mad about something, I usually start a new company. So when, when the pan when the pandemic started, I was just fed up with all the negativity and the negative news in the world and I’m still that way. It’s still horrible. Yeah. And so I start a daily message of motivation. It’s called think of ATM at the bank, the daily ATM deposit and it’s abundance tips and mentorship. And it’s something that I’m, I’m now at I think my 1300th message, but I’ve been doing it every single day. And it really is a way to get your day started off with positivity, thinking about abundance, thinking about getting rid of the negative thought patterns and getting rid of the negative airwaves. And I’m really proud of, it’s called if you go to atm dot sharon electr.com, you can find out more information about it. It’s like $8 a month or something crazy just for the, you know, handling the handling of it. But it’s some, it’s been, I’ve just been so thrilled with the response I’ve gotten from people because we just, we just need to pay attention to what we’re allowing in our brain. Mm-Hmm. <affirmative>. And so yes. And then you can find me, LinkedIn, Facebook, Instagram, all the, the usual places. But reach out to me, you can reach out to me directly at info@sharonlecture.com as well.

Speaker 3:

Awesome. Well that’s great. So we’ll make sure to put that in the show notes so you can get ahold of her. But then if you’re also listing as a real estate investor and this message resounded with you or you’re like, you know what, I have no idea what my numbers are and I’m thinking about the finances too much, or I’m Living Deal To Deal can also head over to simple c o.com. It’s where we can put that financial leader on your team to make sure that you get this stuff implemented and you’re actually building wealth, building those assets. So that’s where you could go there as well too. Sharon, thank you so much for being on the show today. This has been a true joy of mine to be able to interview. So thank you so much for being a part of that the show.

Speaker 1:

Thank you David.

Speaker 2:

This episode of the Profit First for r e I podcast is over, but there are plenty more where that came from. Are you ready to learn how David and his team can help implement the Profit First system in your business? Schedule a discovery call@simplecfo.com right now. We’ll see you next time on the Profit First for re e i podcast with David Richter.

Title: “Profit First Strategies with Jay Conner: The Power of Private Money”

Episode: 242

There are 15 reasons to love about borrowing private money over traditional money. One of them is making your own rules for your private money.

In this episode of Profit First for REI podcast, Jay Conner, a nationally renowned real estate investor and the king of private money. He talks about how private money works.

Jay helps you get your money from private lenders and will share with you the mindset that will get you money in the door without you ever having to worry about it.

Listen and enjoy the show!

Key Takeaways:

[01:01] Introducing Jay Conner

[05:00] Introduction to private money

[08:30] The Great News Phone Call

[11:23] Why don’t you use your own money?

[13:18] Maintaining relationships with private lenders

[15:40] Private money vs traditional money

[22:05] Things that make them want to recommend you

[25:18] Advice for real estate investors

[29:01] Connect with Jay Conner

Quotes:

[07:34] “If you are talking about private money and raising private money with an individual and you got a deal for them to fund, you already sounded desperate.”

[12:07] “If you want to scale your business, private money is the way to go.”

[16:05] “In this world of private money, we make the rules. We set the interest rate, we sent the length and all of that.”

Connect with Jay:

Website: https://www.jayconner.com/book-details/

Tired of living deal to deal?

Transcript:

Speaker 1 (00:00):

I got 15 reasons I love private money over traditional money. I won’t share all 15, but the biggest one is it puts you in the driver’s seat. The traditional way to borrow money is you go to the bank and get on your hands and knees and you’re begging and chasing. Well, they are making the rules right? Like the lender is making the rules. But in this world of private money, we make the rules, we set the interest rate, we set the length of the note and all that.

Speaker 2 (00:34):

If you’re a real estate investor who’s sick and tired of living deal to deal, then welcome home. Hear from everyday real estate investors just like you, and discover how they’ve completely transformed their business by taking a profit First approach. This is the profit first for REI podcast, where we believe revenue is vanity. Profit is sanity. It’s time to start making profit a habit in your business. So here’s your host, David Richter.

Speaker 3 (01:01):

We have Jay Connor back on the podcast. I love Jay Connor. He helps you get your money, the money from private lenders and that whole framework and process, but he does it from a passion and a place of heart. And servant Teachership. I feel like he goes out there and is a servant teacher of how private money works. Listen to this episode. He gives the magic question he tells about desperation and private lending, and I thought his perspective was so good, and then ultimately the mindset that will get you money in the door without you ever having to worry about it. So listen to this episode. Can’t wait for you to get value from it. Thank you for being a listener of the Profit First. RII podcast. Have a great episode. Hey, here’s the profit first RI podcast. Really excited to have Jay Connor back because he’s the came of private money. And this is where I love to go into this topic because I don’t care what kind of business you’re in, you probably need help with this, but especially if you’re in the real estate world, this comes up all the time at every event I’m at with every conversation I have. So we’re having the cane here talk about private money today. So Jay, thanks for being on the show.

Speaker 1 (02:07):

Hey David, thank you so much for having me come on here to talk about my most favorite topic. Of course, that being private money. And why is that? Because private money’s had a bigger impact on our real estate investing business than any other strategy that we’ve implemented in our business.

Speaker 3 (02:24):

Why did you go down that road though? I mean, you teach this all the time. You’re helping a ton of people, like anyone I’ve ever talked to that works with you is like he taught me how to do and I got money and it actually works. So I mean, how did you even go down that road where it made a difference on you and then you wanted to get it to others?

Speaker 1 (02:43):

Well, I actually backed into it. I didn’t do it on purpose. So here’s what happened. So my wife, Carol, joy and I, we’ve been investing in real estate, single family houses, other real estate full time here in eastern North Carolina since 2003. And here’s what happened. From 2003 until 2009, David, all I knew to do in my real estate investing business was rely on the local banks to fund my deals. I mean, all I knew to do was go to the bank, get on my hands and knees, put my hand underneath my chin, raise my skirt up so they could look at all my personal financial statements and stuff and actually beg to get my deals funded. That’s all I knew to do. And so I had a big wake up call in January of 2009 after being in this business here in Eastern North Carolina. I called up my banker.

(03:38):

I told him about these two deals I had under contract in Newport, these two single family houses. And David, I learned like that over the telephone that my line of credit had been shut down with no notice. My banker, his name was Steve, and the bank was bb and t at the time. I said, Steve, what in the world are you telling me? My line of credit is shut down. I got two deals under contract. You gave me no notice. Why is the bank closing my line of credit? He said, Jay, don’t. There’s a global financial crisis going on right now. I said, no, but now you just gave me a global financial crisis. Financial crisis, yeah, I ain’t got no way to fund my deals. And I got ’em under contract. So I hung up the phone and here’s what happened, David. I sat here and I asked myself a very important question.

(04:27):

And so I’m going to share this question with your audience right now. This question I’m going to share with you will help you solve any problem you’ve got. I don’t care if it’s business, financial, career, health, relationships. I don’t care what your problem is. By the way, David, these people going around and saying, any problem, you got some opportunity I want to throw up. I didn’t have no opportunity. I had a problem of not funding my deal. So here’s the question I asked myself. The question I asked myself was, Jay, who do you know that can help you with your problem? And when I asked myself that question, I immediately thought of my good friend Jeff, who lived in Greensboro, North Carolina at the time, and he was investing in real estate. And so I called him up and I told him what happened. And he said, well, Jay, welcome to the club.

(05:18):

I said, what club? He said, the club of the bank shutting you down and losing amount of credit. They shut me down last week. I said, well, how are you funding your deals, Jeff? He says, well, have you ever heard of private money? And I hadn’t. So Jeff told me about private money. He told me about self-directed IRAs and how people can use their retirement accounts and funds that they currently have and move them over to a self-directed IRA company and then loan that money out to us real estate investors, either tax deferred or tax free depending on the type of account they’ve got. Well, that just opened up my whole world. I’d never heard of that. And so what did I do? How did raise $2,150,000 in less than 90 days after being cut off from the bank? Well, here’s what I did, and here’s the secret sauce I put on my teacher hat.

(06:10):

So I put on my teacher cap, which is my private money teacher cap, and I just started teaching people in my own network what private money is, how they can earn high rates of returns safely and securely. And what’s interesting, Carol, joy and I, we got 47 private lenders right now. Not one of them had ever heard of private money and private lending. Not one of them had ever heard of self-directed IRA companies and what a third party custodian is. That’s important by the way, to establish a relationship with a self-directed IRA company because over half of my private lenders are using their retirement funds. And if I didn’t have that relationship to introduce them to move their retirement funds over, I’d be missing out on over half of my private money. So how did I go about raising all this money when I was cut off from the banks?

(07:02):

I led with a servant’s heart. I led with education. And here’s a really, really important point. I separated the activity. I separated the conversations of telling people what private money is and how they can earn high rates of return safely and securely and having a deal for them to fund. You see, desperation has got a smell to it. And when you talk about is that not true, David? Yeah, very true. So if you’re talking about private money and raising private money with an individual and you got a deal for them to fund, you’re already sounding desperate and you’re not even trying to sound desperate. So we don’t talk about deals and when we’re first exposing somebody to how they can earn high rates of return, we talk about private money. So how do we separate those conversations? Well, when someone has told me that they’ve got, let’s say they’ve got $150,000 they want to invest and get high rates of return conservatively, I’ll say, great, I’ll put your money to work for you just as soon as possible.

(08:11):

I don’t talk about a deal upfront. If they’ve got retirement funds that they want to get higher rates of return on, I’ll introduce ’em to the self-directed IRA company that I recommend. They’ll get their funds moved over. And so here’s what happens and here’s the magic sauce, David, I give ’em and I call ’em up with what I call the great news phone call. What in the world is the great news phone call? Well, the great news phone call is not a pitch. I’ve never pitched a deal in my life ever since I started raising private money in 2009. I pick up my handset with my cord attached to it here in North Carolina and I call some of your, don’t even know what that is. And let’s say, David, let’s say you’re one of my private lenders. So I’ll put my phone right up here and you’ll answer the phone and we’ll have a little chitchat and I’ll say, Dave, I got great news for you.

(09:06):

I can now put your money to work. I got a house in Newport with an after repaired value of $200,000. The funding requires 150. Closing is next Tuesday. You’ll need to have your funds wired to my real estate attorney next Monday. I’m going to have my real estate attorney email you the wiring instructions end of conversation. Notice I didn’t ask If you want to fund the deal, of course you want to fund the deal. You’ve been waiting for the phone call. I’ve told you the program. I’ve taught you the program, you know what kind of rate you get, what the maximum loan to value is, the program that I’ve taught you. And so now you’re waiting for the good news phone call, which I just gave you. And in addition to that, if you as my private lender, if you’ve moved your retirement funds over to a self-directed IRA company, you ain’t earning any money until I put your money to work.

(10:04):

You moved it at my recommendation. Now I’m ethically bound to put your money to work. You ain’t earning any money until you actually put her to work. So again, we separate conversations, we leave with a servant’s heart, we educate, and by the way, David, these people going around saying don’t just get the deal under contract. The money is show up. I want to throw up where is the money going to show up? Is it just going to rain out of clouds or something? No, get the money lined up and you can get it lined up fast. Just like me. There’s always going to be deals.

Speaker 3 (10:38):

Yeah. Oh man, that’s really good stuff. I love how you went down that road and it helped you personally. Now you’re just teaching a lot of people. I love that magic question. Who do you know that can help me with my problem? It’s that who, it’s not always the how. It’s the who did I know, and in that point it really helped you. I also run into a lot of times, I don’t know if you see this, where there’s someone who’s like, I could save a couple interest points if I just use my own money versus a private lender’s funds. What are your thoughts on that of always taking down your own deals versus going out there and putting the work into getting a private lender?

Speaker 1 (11:17):

Sure, I get that question all the time. They say, Jay, you making all that money? Why don’t you use your own money to invest in real estate? Why are you still borrowing private money? Well, here’s the answer. If you’re just going to do one deal, that’s a great use of your money. That’s a fantastic use of your money. But do you want to scale your business? I mean, right now we’ve got seven different projects going on, single family houses simultaneously. Well, I don’t want my money buried in seven houses or projects simultaneously, which here in our local market can easily be over 3 million with the prices of our homes. So if you want to scale and really, I mean most people have got a bottom of the bucket in their checkbook. So if you want to scale your business, then private money is the way to go. Another answer to that question is, do I want to pay myself 8% or do I want to use my money for something else,

Speaker 3 (12:22):

Right? Yep.

Speaker 1 (12:24):

So that’s a couple of answers to why I use private lending and why I’m still using 47 private lenders,

Speaker 3 (12:33):

Which is great. I love what you said. If you want to scale, it can run out of cash real quick. If you just keep using your own money where a lot of people have to choose between, okay, paying some percentage points or sleeping at night, and it’s like, I think I like your option a whole lot better, especially if you’re looking to grow. But I like how you said that one deal. That’s okay, but if you are looking to be a real estate investor, this is something you’re going to have to go down that road. Now, last time I asked you some questions about the private lending process. I don’t think I asked this one though, is how do you maintain a relationship with that many private lenders? You’ve got 47 people in your network that you call up with the good news call. So is it like how do you maintain a relationship with all those people?

Speaker 1 (13:22):

I mail ’em checks.

Speaker 3 (13:25):

I love that. That’s a great answer. Oh man. No better way to keep a relationship there.

Speaker 1 (13:33):

I mean, they love getting money in the mail, right? Yeah. They love mailbox money, so I mail ’em checks.

Speaker 3 (13:41):

So you mail ’em checks. So you’ve built a good enough business where you can keep 47 lenders busy and their money active.

Speaker 1 (13:50):

Well, to be totally transparent, I mean, it is a juggling act to tell you the truth. I mean, there’s more money than there is deals.

Speaker 3 (14:00):

Yep.

Speaker 1 (14:01):

There’s more money than there is deals. And so we got 47 private lenders. Some of them have got $30,000 with us, some of ’em have got a million dollars with us. I can’t buy a house for 30,000, but I can use 30,000 for rehab money. You can use private money, borrow private money in a junior position, you’ve got to disclose that. But I can put private money in a junior lien. But what comes into play there is what we call total loan to value. So I’m not going to be borrowing more than 75% of the after repaired value. I didn’t say the purchase price 75% of the after repaired value. But let’s say back to that example that we just talked about, David, where if I’ve got a after repaired value on a home of 200,000 for easy figuring, I can borrow up to 150,000. That’s 75% of the after repaired value. But if I buy it for a hundred thousand, which I do all the time, 50% of the after repaired value, I can have a private lender in first position at a hundred grand. I could have another private lender in second position at 50 grand. So add a hundred to the 50, now one 50 divided by 200,000 after repaired value, I got a total loan to value of still 75%.

Speaker 3 (15:27):

Yeah, I love that. And it seems like private money gives you flexibility and

Speaker 1 (15:32):

Options. Does that make sense?

Speaker 3 (15:34):

Yeah, that makes sense. A hundred percent.

Speaker 1 (15:37):

Oh, absolutely. Flexibility is where it’s all at. I got 15 reasons. I love private money over traditional money. I won’t share all 15, but the biggest one is it puts you in the driver’s seat. The traditional way to borrow money is you go to the bank and get on your hands and knees and you’re begging and chasing, well, they are making the rules, right? The lender is making the rules. But in this world of private money, we make the rules, we set the interest rate, we set the length of the node and all that.

Speaker 3 (16:14):

I love that. Flexibility is the ultimate play in real estate. You want to have flexibility and you want to be able to have that. So I love what you teach. Who is the person that you’re trying to teach out there? Is it the person that’s done one deal a thousand deals? Who are you trying to help the most with your business?

Speaker 1 (16:33):

Yeah, that’s interesting. At my live events, which is called the private money conference, and my live events, we have about 60% or so have already done deals. They’ve already done deals. They want to scale their business. They are real estate investors wanting to scale their business, and about 40% are looking to get their very first deal. So I’m helping everybody. I mean Stu and Harriet Baldwin from New York State, they enrolled and joined my mastermind membership community and they already had a portfolio of a hundred houses. They’d already raised over $2 million in private money, but they wanted to see how I went about it. Well, just one webinar that I recorded with them brought in 1.2 million in additional private private money. So I’ve worked with real estate investors that are brand new and those that are also seasoned to help them get more private money ready to go for their business.

Speaker 3 (17:33):

I love that. It sounds like a lot of people out there need private money, and even if you’re just getting started, if you don’t have the funds to do that first deal, like you mentioned, you do that first deal, that one deal at a time, it might be okay, but this sounds like a great spot where if you’re getting into it or if you’ve got lots of stuff going on, this could be another way to make sure your company can keep running without what you ran into with the banks back in 2007, eight or oh nine. Would you say that’s true as well?

Speaker 1 (18:04):

Absolutely. Absolutely. I mean, I’ve met very, very few people. In fact, I can’t even think of one. I haven’t met any real estate investor that says, I got enough money.

Speaker 3 (18:20):

Yeah, me either.

Speaker 1 (18:22):

I can’t use any more private money. However, David, you are looking at one right now. I got about almost $2 million right now, what I call sitting on the shelf waiting to be deployed. And I tell you what, I’ve had new private lenders come into my world that want to invest and just to prove to them that I can perform. I’ll take the new private lender’s money and pay off a current private lender, refinance the deal so I can get their money to work for ’em, right?

Speaker 3 (18:53):

Ah, yep, that makes sense. I like that. As you grow and scale, you might run into that issue and you make one lender a little bit happy. I mean, at least they’re getting paid off, but then they probably come back to you and say, I want you to put my money to work again. Do you have that come up a lot?

Speaker 1 (19:12):

Quite frankly, when I pay ’em off, they’re not happy.

Speaker 3 (19:17):

That’s why I said just a little happy, maybe a little bit.

Speaker 1 (19:20):

But when I pay ’em off, they’re not making any money on that money. In fact, with a new private lender, I’ll get ready to pay ’em off cashing out on a deal and I’ll call ’em up and say, Hey, just want you to know that you’re going to have a check coming in the mail from a real estate attorney’s trust account. We’re paying off this house. And they’ll say, Jay, can’t you just keep the money? And I’ll go, no, I can’t keep the money unless I’ve got your money secured by a property because we do not borrow unsecured funds. Now, here’s maybe a little advanced strategy for some folks, but I do substitutions of collateral or loan modifications all the time. If it’s a small amount of money that a private lender’s invested 30, 40, $50,000, and we use it for rehabbing a property. So when I’ve got another property I’m getting ready to start on, I’ll substitute the collateral and keep that 30 or $50,000 note in play. So they keep earning money on that money, but we will substitute the collateral just to a different project that we’re moving to.

Speaker 3 (20:25):

That’s awesome. So then sounds like you have a good problem. It’s like, I want that. Well, I think a lot of real estate investors would rather the problem, I have too much money versus I’ve got these deals and I can’t fund them. So I really like how you teach people that and where it could snowball into this, where it’s like, I’ve got 47 private lenders, I’ve got to go out there and get the deals for ’em. Absolutely. And I really like that. And

Speaker 1 (20:50):

For goodness sakes, you don’t start out with 47 private lenders. I started out with one, right? I started out with one and then that quickly became two and three and four and five because private lenders tell other people what’s going on. So I haven’t actively attracted private money for years because our current private lenders just keep sending us people. In fact, day before yesterday, day before yesterday, I got a phone call from the mother of a good friend of mine, his name’s Craig, lives in Newburg, North Carolina. Craig had told his mother about this investment thing that I got going on and she had never heard of it, which is really funny. I’ve been doing it now private money since 2009. So she calls me up and she says, Hey, my son’s been telling me about this investment thing you got going on. Tell me about it. So word of mouth gets around very, very quickly when you start doing business with private lenders the way I do.

Speaker 3 (21:53):

Yeah, I like that a lot. So in order to get people to talk like that, what are the biggest things that you do for your current private lenders that makes them want to recommend you?

Speaker 1 (22:07):

Well pay ’em on time.

Speaker 3 (22:08):

There you go. That’s a big one. Sounds like that would be a really great place to start.

Speaker 1 (22:12):

Pay ’em on time. But I also have three times a year I put on a party for our private lenders at the Dunes Club. So we have three times a year a VIP reception over at the Dunes Club on the beach, and it’s just an evening of private lenders getting together and we have a good old time and I feed them and give them all the soft shell crabs they want, and I tell ’em to bring their friends with them.

Speaker 3 (22:42):

Yeah, that’s awesome. So number one though, that anyone can do at any stage is pay people on time. So actually pay, would you say, what about communication? I hear that come up sometimes too. How do you do a good job on the communication with your private lenders as well?

Speaker 1 (23:03):

Well, it must be good enough. They never go away,

Speaker 3 (23:06):

Right? Yeah, that’s the big things I hear.

Speaker 1 (23:10):

Here’s one thing I have not delegated as far as communication. I personally, I mean my relationships with my private lenders are very, very important. So I personally pick up the phone, pick up the phone, and call my private lenders when I have got a deal for them to fund. I do not delegate that out. I could

(23:37):

Delegate that out, but I don’t, when I got a deal for them to fund, I’m the person on the phone keeping that relationship When I’m getting ready to pay them off. I don’t have a check just show up in the mail. Of course they got to sign a payoff instruction letter if a different closing agent is closing it for a buyer. But before any of that happens, I personally call ’em up and I tell ’em that we’ve got that property sold. We’re getting ready to pay you off. Or I’ll call ’em up and I’ll say, Hey, we’re getting ready to pay this property off, but I will keep your note open so you can keep earning money. I’m just going to substitute the collateral. We got some documents we’re going to email to you for you to sign and send back the communication. I’m personally involved in putting their money to work and letting them know when we’re cashing out and where they are on the deal.

Speaker 3 (24:31):

That’s awesome. Then since it’s the profit first I podcast here, I love this concept of the private money because you need your cash in your accounts. So to be able to run your business, do those things, and then setting up a separate account just for your private money lenders, so it makes it easier to do what Jay just told you to pay them back, to pay them back on time to be in good communication with them. So now this has been really good. Do you have any other advice before I ask you? How could they work with you? How can they get in touch with, because I know this is something that is needed desperately, that I send people your way all the time. I know I trust you to help people, but any other last minute advice here that you would give to the real estate investors listening to the podcast?

Speaker 1 (25:18):

Sure. I appreciate you asking that question. It’s going to be very hard to own a lot of real estate

(25:26):

Until you own the real estate between your ears. So what do I mean by that? People ask me, how do I start? How do I start raising money? I can tell you how you start raising private money. You get your heart right, you get your mindset right. So what do I mean by that? Well, what do you do? You lead with a servant’s heart, you lead with education, you put your private lender money hat on, you private lender, teacher hat on, and you leave with education, don’t pitch deals, and you really, really are concerned about the other person and realize, part of this mindset is realize you’ve got an opportunity to change people’s lives, right?

Speaker 3 (26:11):

That’s so good.

Speaker 1 (26:13):

We’ve got countless people that are particularly in their retirement years, that have thanked me and Carol Joy for making a difference in their retirement years to where they can, I mean, they don’t want to touch their principal. They want to live off of their principal investment. So they’ve been able to travel, go see grandkids, do all this stuff that they couldn’t do otherwise until they got involved in our program. So just know that you’ve got a way to really make an impact on other people’s lives. And lemme tell you another part of mindset. It ain’t about reaping. It’s not about reaping. It’s all about sowing. It’s all about sowing. I can’t be reaping all that private money and deals until I have sown and given and led with value first. So how you sow is how you’re going to reap.

Speaker 3 (27:08):

Yeah. Oh man, this is so good. I’m glad I asked that question because I hear the passion in your voice and I hear that you really care about the people you work with, the people that have private money lenders out there, you care about that relationship. I love what you said. Get your heart right, get your head right. I also think, like you said too, that if they don’t have that desperation has a smell. So if you’re out there, you’re desperate and you’re just going out there, then you won’t have people like you have that want to keep coming back, that want to continuously invest in you. So that was, I think, the best advice that you could give right there. Get it between your ears and get your heart right. I absolutely love that. And just to recap too, I love your magic question.

(27:55):

Who do you know that can help me with my problem? Then one day you’re going to wake up and you’re going to be like Jay, and you’re going to be helping other people with their problem. I’ve got money. I want to put it somewhere, and you’re the able to get them to where they can be. Desperation has a smell. I love that. And then honestly, I love that pivot. You are like, it’s not about the reaping, it’s not about the interest that I’m making or the profit I’m making for the deal. It’s more about sowing those seeds and ultimately you’re changing lives. That’s why you get private money, and it’s like that interest that you’re paying them is twofold. It’s like you get to sleep at night, you’re not using all your money and you’re getting to help someone else get a return that they wouldn’t be able to get anywhere else or in someone that they trust as well too, and that’s a little bit more tangible than the stock markets or all this other Bitcoin, some of that stuff that’s floating around out there. So this has been awesome. So how do people then, Jay, take that next step with you? Do you have a book? You talked about an event. What can people do?

Speaker 1 (29:01):

Absolutely. Well for your audience, David, I’ve got two gifts. First of all, I finished writing my book Where to Get the Money. Now, this is not a ebook. This is a book book that we actually send in the mail Autographic where to get the money. Now the subtitle is How and Where to Get Money for Your Real Estate Deals Without Relying on Hard Money Lenders or Traditional Lenders. It’ll walk you through step by step how to get all the private money you would want. Very, very easy to read. It’s $20 on Amazon, but you can get it for free. Being David’s audience, just cover shipping. You can go to www dot j Connor, J-A-Y-C-O-N-N-E r.com/book. So I’m an er, not an or. So that’s j Connor, J-A-Y-C-O-N-N-E r.com/book, and we’ll three day priority mail it out to you. Now, in addition to that, I’ve got an upcoming $3,000 per ticket live event right around the corner. But for your audience, Dave, I’m going to let everybody come for free with a measly $97 registration fee. This private money event. You can check it out at www.theprivatemoneyconference.com. The private money conference.com. That’s coming up right around the corner in June. Get on over there. Registrations are open, and I’d love to meet you in person at the private money conference.com.

Speaker 3 (30:31):

Awesome. I’m excited about that too. I love what you’re doing and you’re solving a big need that we hear all the time. Just like all people always needing to sharpen their acts when it comes to private money, you graciously have also invited me there to speak about Profit First. So I’m excited to get to tell people about that so they can get more private money and be more confident and not be desperate when they go and ask for people. So I’m really excited about that as well. So make sure we’re going to put those links there, but make sure either get his book or go to that event. I cannot endorse Jay Moore because I know how many people he helps, but then he also has the heart. You heard it right here. That’s how he wants to help you too. It’s very much a heart and a mission and a passion for him.

(31:13):

So Jay, thank you for coming on, for sharing your wisdom, your knowledge today. If you are listening to this episode and you feel stuck like, what the heck is going on? Where is my money? I don’t know what to do. I’m a little bit nervous to go out there and get private money. I can’t keep my own house in order. That’s where you could go to simple cfo.com where we can help you walk you through that process. We’ll link you up to Jay too. If you need private money or need to learn about private money, this is who we recommend. I recommend Jay to many people, so make sure that if you need that help you go to simple cfo.com. But Jay, again, thank you for being on the show and sharing your wisdom here today.

Speaker 1 (31:51):

David, thank you so much for having me. God bless you.

Speaker 2 (31:54):

This episode of the Profit First for REI podcast is over, but there are plenty more where that came from. Are you ready to learn how David and his team can help implement the Profit First system in your business? Schedule a discovery call@simplecfo.com right now. We’ll see you next time on The Profit First for REI podcast with David Richter.