Achieving Balance and Prosperity: The Entrepreneur Freedom Formula Revealed

January 23, 2024

Title: “Achieving Balance and Prosperity: The Entrepreneur Freedom Formula Revealed”

Episode: 216

There are three things all investors need, and all business owners need to protect to build the company they want to build.

Trevor Mauch, the CEO of Carrot, a tech entrepreneur and investor, is passionate about entrepreneurship and its impact on life, community, and prosperity. He has all the practical advice for investors and entrepreneurs.

Listen as he also shares the three S’s that sabotage business owners and ways to overcome this. Enjoy the show with Trevor!

Key Takeaways:

[00:57] Introducing Trevor Mauch

[02:32] Starting his entrepreneurial journey

[06:17] The hardest thing for entrepreneurs to focus on

[09:30] The Entrepreneurial Freedom Formula

[13:26] Different business levels and pain lines

[21:06] The Business Level 5

[28:19] Connect with Trevor Mauch

Quotes:

[03:18] “When you combine those three: Your purpose and vision, with a consistent business model, it creates profits.”

[13:50] “Business has levels. Every single level requires you to do pretty much the same types of things. You need to delegate the right next thing.”

[24:18] “The purpose of business is about growth, it is about the journey. Business is the best personal growth tool that I’ve ever seen.”

Connect with Trevor:

Website: https://carrot.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 (00:00):

The challenge that happens is once again, you get to that three-year mark, and you might get to the 300,000 mark or million dollar mark, and you hit that next pain line. If we don’t move towards a different vision that compels us forward, we’re not going to be motivated to go nail the business model and consistency. We’re not going to be motivated to buy back our time and energy because we don’t know why we’re doing it. What we do is we get distracted and then we do one of the three S’s. If we don’t have that clear vision, because the vision drives every decision.

Speaker 2 (00:29):

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 (00:57):

We have Trevor Mock today, the founder of Carrot, which a lot of people use his website, so if you don’t know him, probably living under a rock. But then he goes through the Entrepreneur Freedom Formula, the three things that all investors need and all business owners need to protect in order to build the company they want to build. And then the three S’s that always sabotage the business owner and take them down if they don’t have the Entrepreneur Freedom Formula in those first three things. So it’s like lots of practical advice gives the levels of business from $0 up to 10 million and the different roadblocks that you’ll hit. This is an incredible episode. No matter where you are on your journey, it will help you become a better business owner. Thank you for listening and enjoy this episode with Trevor. Hey, hey, welcome to the Profit First podcast. Trevor, thanks for being on the show,

Speaker 1 (01:46):

David, man, appreciate the invite, dude, and I’m pumped to be on here with you.

Speaker 3 (01:50):

Yeah, well, and I’m pumped that you’re here. If you’re listening and don’t know Trevor, he is the owner and founder of Carrot. So you probably are using one of his sites right now, or you’ve probably heard of it or otherwise you’re probably living under a rock. Go look at that site right away. I highly recommend his product to lots of our clients use it and love it and swear by it. That’s how they get a lot of their leads and capture ’em and still a lot of good stuff. So I’m really excited to have you on there, but I’m more excited because you’ve really dove into the science of the business levels and the entrepreneur journey and all of that. So let’s just dive into that. I would love to give people on here what drove you to go into the Entrepreneur’s journey and really study it like a science like you have?

Speaker 1 (02:32):

Dude, the biggest thing for me, I remember this is probably 2016, so about three and a half to four years into Carrot, the existing company that I’m running today in Carrot, this is probably the fourth or fifth company I’ve had, and I’ll use the word company in air quotes, because there were a couple of companies that looking back, they weren’t companies, they were product ideas. But I’ve had some failures, I’ve had some successes, and as we were growing Carrot and we were racking up those Ink 5,000 awards, we hit think 5,000 last five years in a row of fastest growing companies in America, which less than I think it’s less than some very, very small percentage of companies hit. And I was asking what have I learned during this? And I think the biggest thing for me too, David, is when you’re on the journey, and initially when you start a company, oftentimes you’re doing it because you’re running away from something, right?

(03:22):

You’re running away from a job you don’t like, you’re running away from an income ceiling that you’re capped at over there, you’re running away from someone saying you can’t do something or accomplish something. You’re like, I’m going to prove it wrong. And so you’re running away from something, you have a business idea, you get some consistency in it. You might hire a few people, but then eventually that thing that you’re running away from is no longer the motivation because you’re away from it now. And we’re sitting there about three years into the company. I call it the three year turn and burn cycle. About three years into that company, some things start to happen, and it could be two years for you, it could be four years for you, it could be five, but about three, some of those things that can happen. And this is where I was in 2016.

(03:59):

I was about three years into that, about three years into that company, I was sitting there and going, okay, I’ve learned a lot. This company is growing at that time, I think we’re just over a million a year in revenue. And I’m going, things are hard. Things are really, really hard. And we’ll talk about the pain lines and the growth levels here in a bit. But I was sitting there going, okay, is there something to this business thing that I can grow through this level and everything’s going to be fixed, clouds are going to part, angels are going to sing. Are there different levels in business where there’s always going to be the right next thing to fix and how can I truly build a business that gives me what I want? And I sat there in the coffee shop, David, and I said, what do I want?

(04:38):

And I said, I want my business. I wrote right in there in the middle of this Venn diagram. I said, for me, business is about freedom and impact. Freedom from the things I don’t want in life and freedom to do the things I do want in life, impact of the people around me, my family, but also impact of the world in the way that I want. And I asked that question, how do you create a business of freedom and impact? And that’s really what led me to write that down. Well, there’s the first part of it, which is purpose and we can kind of dig into what that means in a bit. The second part of it is I take that purpose where I want to go, what that vision is, who I want to become, and I say, well, what’s the business model that’s going to help me do that?

(05:13):

Instead, I need to build consistent profits for profit. First comes in and then after that I go, okay, cool. I can have purpose. I can have consistent profits, but I can also have a business I despise because I’m working a hundred hours a week where I haven’t learned how to build systems or delegate and get my time and energy back. So then the third part of that is energy and time. When you combine those three clear purpose and vision with a consistent business model that creates profits and then you learn how to buy back your energy and time, it creates this flywheel man that when you’re in it, you have a business of freedom and impact. So yeah, all in 2016 sat there, drew it out, and since then I’ve been refining that model on how you fix the things when they break at the different levels.

Speaker 3 (05:53):

That’s awesome. I love the simplicity, purpose, profits and then your energy and time, and I like how you break that down. Before we go into the different areas, what would you say is the hardest one for entrepreneurs to focus on? Is it the purpose in finding that or is it the profits? Is it the energy and time? Do you see different things? I’m just wondering from those three main areas, what one people struggle with the most?

Speaker 1 (06:17):

Yeah, dude, that’s such a good question, man. My first reaction was going to be all of them, but at different stages. But I’ll give you a real answer as I kind of really think about it more deeply right now is yes, each one of those is important to unlock the next thing at a different stage, but I feel that honestly the purpose and vision part is the most important and here’s why you can have that. And going back to what I said a second ago that initially when we start a company and let’s say we’re at $0 in revenue, the identity that you need to adopt in order to go from your job that you don’t like or your existing business you don’t like, right? To then move forward is you need to be a dreamer. You need to then have a dream of something greater.

(06:59):

But the challenge that happens is once again, you get to that three-year mark and you might get to the 300,000 mark or million dollar mark and you hit that next pain line. If we don’t move towards a different vision that compels us forward, we’re not going to be motivated to go nail the business model in consistency. We’re not going to be motivated to buy back our time and energy. We don’t know why we’re doing it. And so what we do is we get distracted and then we do one of the three S’s. If we don’t have that clear vision, because the vision drives every decision, vision drives every decision. One of the three S’s is this, when you hit those pain lines, a hundred thousand, 300,000, 1,000,003 million 10 is you either sabotage, so you inadvertently make decisions that prevent you from stepping into that pain more, right?

(07:42):

You inadvertently don’t take the phone call, you don’t answer that email back. You don’t follow up on some things that you know are going to create business like, ah, if I do that, it’s going to get worse. The pain’s going to get even worse. And then what happens is eventually as you do that more and you reinforce yourself that yes, this is painful to step into growth, then you do the second S, which is settle. So a lot of people then settle and you go, okay, I’m doing a three and a half million a year right now, or whatever it is, or 2.5 and I’m stuck here for the last two years, and things are hard. You start to settle a little bit. You do your planning for the next year and you go, you know what? I got into business to have fun and to get energy, and this isn’t as fun anymore.

(08:19):

I’m making some money, but I’m not waking up in the morning looking in the mirror excited about what I’m about to do at most days. And then you settle and you go, this business is way fun. When we’re doing three quarters of a million a year, let’s just trim the team down a little bit. Let’s go to that. My margins are going to be great again, let’s settle back there. Or the third thing, the third S that can happen is we sell. We go, you know what? This is hard. Maybe I want to restart. Let me just capture some of that value right now. I’m going to go restart something. So those are the things I honestly can’t remember what your original one was like what’s most important, the reason I bring that one in is because when you hit those pain lines, you’re not going to be motivated to fix those things unless you’re clear on vision and that’s a whole nother topic on how you get clear and vision the right way. Most people in my experience do it the wrong way.

Speaker 3 (09:05):

Yeah. Wow, man, that was gold. This is great. You’ve already got the three, what do you call the first three, the purpose profits and then energy and time. What do you call those three things together? Do you have something that you named those three? Because the three S is obviously what? That one was easy. It’s the three S’s

Speaker 1 (09:22):

I do, man. Yeah, I’ve got my iPad pulled up here. I’ve got graphics and models, probably some of the big model drawer, so it’s called the Entrepreneur Freedom Formula, and within that entrepreneur freedom formula you’ve got, it’s the Venn diagram, those three things. Let me see, dude, if I can share this really quick or I can definitely get you the graphic and you can share it in the show notes or something.

Speaker 3 (09:45):

Oh yeah, that would be great. A lot of this will just be audio for people. So that’s the entrepreneur freedom formula, which is the purpose, profits, and then energy and time, and then the three S’s, sabotage, settle and sell. So a lot of people turn to that if they don’t have the right purpose or they don’t know what they’re doing it for. That’s what I heard from

Speaker 1 (10:07):

There. Exactly. Because at that point, what happens at those levels where things get hard, those pain lines, a hundred thousand, 300,000, a million, 3 million, 10 million, 30. What happens is things get hard. We don’t like to be in pain as human beings. Like I said, we’ve already escaped that original thing that we were trying to run away for. We haven’t chose to run towards something anymore that’s more exciting. That gets us excited to grow through that pain line. And so if we’re not clear on that vision, we don’t have the motivation to want to grow through that pain, right? It’s like if I told you today David, Hey dude, in three months you’re running a marathon and you’re looking at it going, oh man, I’ve never wanted to run a marathon. That sounds like pain. I don’t want to go do that thing. Sounds like a cool challenge, but you’re going to get training on it and eventually you have a decision to make.

(10:58):

You’re going to go, okay, why am I doing this? Am I just doing it? Trevor challenged me to do it. It’s just another challenge. Or am I doing this because there’s a greater why behind it that I know that the person I’m going to become while doing this marathon training and running that it’s not about the marathon, it’s about who I become while training and doing it that that person I want to become is going to lead me towards the life I want more. If that’s the case and you’re clear, I’m doing it because I’m becoming a different person while going through this pain, you’re going to do it, dude. But if you’re not excited about becoming a new person through that pain, then we’ll go into one of the three S’s and this fortuitous cycle, you’re going to go start a new company, you got distracted and you’re always going to hit that same pain line at 3 million or whatever the number is, and you’re never going to grow over that. And then you’re always going to go start a new business and you’re going to wonder, why can’t I crack through this thing? And it goes back to vision and identity.

Speaker 3 (11:55):

So sabotage, you could also put squirrel there. That fits right in with the yeses too, the squirrel syndrome. Oh, there’s another thing that I want to go do in there, taking it away from

Speaker 1 (12:03):

You. That’s a way common way people sabotage, right? Because what happens oftentimes when we get successful and we build that business, especially that’s let’s say over a million a year, we think we’ve got the golden touch, man, I figured this thing out and I see an opportunity here and I see an opportunity here and people say, I’m pretty good here. We take our eye off the ball of that business that got us here and those consistent profits hopefully that you were cranking but isn’t as exciting to you anymore. You don’t have a reason why to grow through that pain and learn the next skillset. You go back into what’s comfortable, which is I like starting things. That starting things gives me energy. And so you start the new thing, the thing over here starts to tail off and you’re just continually in this up and down cycle every three to five years. Yeah,

Speaker 3 (12:45):

That makes total sense. I love that in that framework. That’s such a great framework. That’s why if you’re listening to this follow Trevor, follow his stuff, this is what he’s putting out there. He cares about you as a person and the whole part here where you can create a business that actually gets you to whatever freedom means to you. Now, you’ve talked about different levels, like a hundred thousand, 300,000, 1,000,003 10. I’m asking this question selfishly because I’ve hit one of the marks that you’ve said. So are there different things to break through the ceilings at the different levels or is it going back to those three core things and working on one of them? So I just wondered, you keep mentioning the different revenue marks and that you were even there at the million and hit the ceiling at the million, so I don’t have to hear your thoughts on the different levels,

Speaker 1 (13:28):

Dude, for sure. So what I’m going to do here, David, I’m going to see if this is going to work. I know this is going to be for you and I to see, but I think it’ll give you some good clarity and I’ll get people the picture of it. I’ll get it to you somehow. Lemme see if I can’t share my screen and then I’ll kind of talk through these. So while I’m pulling this up, what I want people to think about and really solidify in their mind is once again, business has levels, right? We’re going to go through those levels and every single one of those levels requires you to do pretty much the same types of things. You need to delegate the right next thing. So it’s about delegating the right next thing, and we’ll talk about what that is in here because it’s different types of things to delegate at each level.

(14:10):

So let me just share this with you. Hopefully this doesn’t mess things up, but you delegate the right next thing at each level, you’re required to step into a new identity, and I’ll tell you what that is. It’s not being someone that you’re not. It’s about growing into the type of person who can have a business at that higher level and enjoy it. And then the next thing is a slight adjustment to a process or your cadence in some way. So I’ll kind of walk through a few of these here and I’m going to verbalize them because I know most of you all are listening to this, but I’ll get this to David where you guys can go to my website. I don’t have it uploaded there yet. I have this from my internal coaching group called Epic, but you guys can go to trevor mock.com, trevor mock.com, that’s MAUC h.com.

(14:55):

I’ll get it uploaded over there somewhere. You’ll be able to find it. So I’m going to talk first, David for a few minutes here on the pain lines and then the couple most important elements of this that we can talk about in this episode. So we’re going to talk about 15 to 20% of the model for sake of time, but you’ll see as I’m showing this that I do have it broken down to where here’s the pain lines at each level and we’ll go through the most important pain lines and then you’ll see that here’s the entrepreneur freedom formula, the purpose, the consistent profits, energy and time. Within each one of those, there’s different nodes that we would talk about strategy or doing the energy outer or building playbooks or delegating things like that. And then we’ve tied them into the model down here. So you’ll see within each one of those sections, what are those elements and how do they change at each level?

(15:45):

Let’s just talk about the a hundred thousand to 300,000 level. That’s what I call level two. So the first pain line that you’re going to experience as an entrepreneur, I’m not going to go through every one of these, but I’m going to start at the bottom. Then I’m jump up to the 1 million plus. Okay, so the first pain line you’re going to experience if you’re just getting started as an entrepreneur, that zero to a hundred thousand dollars revenue mark, that’s really probably it’s just going to be you. Your team is, you might have a va, you might have a mentor that’s going to helping you, but it’s pretty much going to be you, your pain line that you’re going to experience. The thing that’s going to be hard that you need to get over is that pain line of mindset, right? It’s like, man, I need to flip my risk profile so there’s no plan B until I do that and I shift my mindset and I really focus on that, I’m not going to break through that pain line.

(16:31):

I’m never going to get to the a hundred K because you get to a hundred K, it means you have to repeatedly have some level of success to close some business. The identity that you need to step into to get through that first a hundred thousand dollars a year in revenue is you need to move from being okay with the status quo in your life for your job or your business with being a dreamer. Again, I’m going to dream that there’s a new possibility. I’m going to dream that there’s something new. I don’t know how to do it, but I’m going to dream that there is something new. And so I’m not going to go into every little item here, but there are then moves that you need to do on strategy, on marketing, on leverage, on how to buy back your time, things like that, right?

(17:05):

So now let’s say you move up and you get over a hundred thousand dollars a year in revenue, and I’m skipping through a lot of this y’all for sake of time. The next pain line you’re going to hit in that a hundred thousand to 300,000 range is really about time management. You probably still have a job at that point or it’s just really new and you’re probably doing everything in your business. You might have an executive assistant or VA or you might be working with an agency to help you with marketing or something. You probably have some people helping you with something, but you might not have enough revenue to have full-time employees yet. And so dude, you’re running and gunning, right? You’re going, okay, I need to start to really master my personal productivity habits now, and I get that done. Your identity moves from a dreamer, you’re still dreaming.

(17:48):

These build each other. Your identity now moves into a rugged individualist. You’re going, okay, I’m going to put my head down. I’m going to make this thing work. And you’re probably doing everything. You’re learning everything, okay? You want to go full-time, your purpose is going, you’re still trying to move away from that pain. Once you lock that in and you nail that one market, that one marketing method, that one product that’s going to help you get to the million, then you move up over 300 k. But you can never go beyond 300 K and truly move past that million dollar level if you don’t know how to delegate. Okay? So your next pain line, the 300 K to a million dollar mark is let’s say you got over the 300 k, but you’re stuck at 400,000 year in revenue and you’re just like, man, I’m stuck here.

(18:27):

I’m stuck at 500, stuck at 600, stuck at 700, and I go back down. You don’t know how to delegate. Well, that’s accomplishing tasks through others. Now, recognize I’m saying tasks here because as we go up million to three, three to 10, you’re delegating different things. I’ll show you what those are, but in that 300 K to a million, your identity shifts from a rugged individualist to now I need to learn how to delegate and really build some people around me. But the business is still built around you as the star performer, right? You’re really, really good at this one thing at sales or at whatever the product is or whatever it is, you now step into that identity to go, cool, I need to buy back my energy and delegate some things that drain my energy, that help the business run, but the business is still built around me, right?

(19:14):

If I go away, the business probably isn’t here anymore. I’m trying to get consistent income cranking so that I can have more confidence to build more of a team. You crack over that million dollar mark and now this is where the biggest change happens due to where I see most people stopping or having pain and then they move backwards, at least in the real estate investment market. The pain line here in the one to 3 million, the pain line here is scaling process is okay, I’ve learned how to make money. I’ve learned how to get some level of consistent income. Man, I’m crushing it here and every time I go into the different parts of the business, it works great, but dude, I’m just wearing myself out because I can’t go fix every part of the business. And now in order to really get over that $3 million mark and stay over it, you have to be a builder.

(19:57):

Now the identity is I need to shift in from the star performer to a builder. I’m still going to be performing on the thing that drives my energy and drives the business forward, but I need to be building things now. I need to build people, I need to build processes. I need to get really good at finding those processes that build the business. Hire the right next person, or your first manager is probably going to come in this phase, and then I need to go, how do I build them up and how do I make sure the process is run and I go do the things that give me energy more? I’m looking for freedom in this phase, dude, that’s what happens is we go, okay, I got some consistency. Having a million dollar a year business isn’t quite what I thought it is. It’s cool, but my margins now are shrinking because I’m starting to hire some people. But now I really want to start to grow freedom. I want this business to create more freedom and I want to create a self-managing business. This is the last one I’ll go over right here, Dave, and then I’ll toss it back to you and you can take it where you want to go.

Speaker 3 (20:49):

Sounds good. This is really good. I love that especially that you’re hitting the pain line on each level because I think that’s what a lot of people that are listening, it’s like, where am I on this chart? And I would, yeah, I definitely want to get the chart in the show notes for sure, because that’ll help ’em follow along.

Speaker 1 (21:03):

Love it. Yeah. So level five now in my matrix is 3 million to 10 million that mark there. You can only get over the 3 million and stay there. Once again, if you’ve turned into a builder, you’ve built those playbooks, those core playbooks, you’ve hired some people, you have a first manager, maybe or two, and you’ve shifted from, I’m going to start performer for everything to, I understand I’m going to perform here really well still, but I need people to run the core functions I used to run. Now in the three to 10 million, you’re probably going to hire your first head of your first head of or director type of role who truly helps make that plan and drives the results. But the pain line here is leadership. Man, I know for me, I never really read leadership books, David, when I was in the sub 3 million because at that time I thought, dude, I’m a good leader.

(21:51):

I don’t need to read these leadership books. I’m going to read stuff on marketing and sales and dah, dah, dah, dah. And then you get about four or 5 million a year in revenue, and I start to hit these walls and I’m like, the walls are happening because I don’t know how to lead as well as I thought I did. I’m not delegating results well, I can delegate a task all day long. You have the 300 K to a million. I can delegate tasks all day long. I can tell you exactly how to do that. I can tell you what the cadence is to communicate with that person. I’m delegating a task to 1 million to 3 million. You’re delegating projects. You kind of might map out an outcome and delegate it to a person or a team and they go do the project and bring it back.

(22:26):

A project is just a list of multiple tasks tied together to create an outcome. But then 3 million to 10 million, you’re delegating results. That’s harder. That’s way harder because now not only do you need to map out the strategy probably of those things that you own in the business, now you need to have a leader who can take the strategy, collaborate with you to make a plan that you guys are both confident in. They take the plan and now you’ve got to create a cadence to where they’re coming back to you showing here’s what’s happening on the plan, and are we hitting a results in the scorecard or not? That’s all about leadership, dude, am I asking them good questions? Am I removing their blocks? Am I building my people so my people can build the company? And that was hard for me. You have to shift out of performer through to builder into leader.

(23:09):

And so many of us, we want to go back to performer in this phase. We want to go back to, no, I just need to keep building people around me and just let me go shine, which is true to a point, but we need to have the leaders. And at this phase, what we really yearn as an entrepreneur is we’re going, we’re building, we’re building. I’m making some more money, but man, I still want to get that self-managing business so I can get my freedom that I was hoping to get because I want to make an impact because now I got my bills paid for. Hopefully if you’re using profit first, you’ve got your bills paid for if you’re doing 3 million or above. But now I’m like, dude, is that all this is? I thought when I hit a hundred thousand a year, the clouds are going to part, the angels are going to sing.

(23:47):

Life is different. The weight’s off my shoulders doesn’t happen. So you go, maybe it’s a million year you hit the million a year, clouds don’t part, angels don’t sing. Nothing really changes except for maybe a little bit more comfort to not have to look at the right side of that menu at the restaurant. And then you go, maybe it’s a million a month, you hit the million a month mark clouds don’t part angel don’t sing. And that’s when going back to 2016, I start to think about that to go, huh, maybe business isn’t about hitting an outcome, but maybe literally the purpose of business is that it’s about growth. It’s about the journey. It’s about business is the best personal growth tool that I’ve ever seen. And when you see the levels which you recognize is this is your roadmap, this says, what do you need to learn?

(24:33):

Who do you need to become in order to grow through this so that you can make a greater impact? And now my journey with business is about, it’s the tool to help me grow, and it’s the tool to help me help others grow so that we can impact the world in a great way. Last shift here, David, is once you get over 10 million, and this one was really hard for me, and I wouldn’t say I’ve mastered this part, I’m still learning on this part, but once you get over the 10 million, your hires then become C levels like true C levels, right? Most people in our industry, in the real estate investor industry, they have a COO, right? Most COOs that I see in our industry are at best in operations manager at best, maybe even an executive assistant. So when you meet a true c-level person, they own strategy.

(25:24):

That’s the big difference here is now you have to look at the core functions of the business and say you as David go, okay, I’m going to still own strategy in this one part of the business, or maybe two, but I need to hire a leader who truly owns and builds the strategy in these other core parts. That’s way different than someone who can just manage projects, manage your company cadence, things like that. Your identity now shifts from leader and that builder into visionary. Now you have those amazing C levels around you, or you maybe get your first C level, you’re focused on building your empire and you’re focused on having this business really build legacy. But now you’re pulling out and you’re thinking a lot further out. Now you have more thinking time on your schedule. That’s what you need to create. It’s more thinking time on your schedule, and you have wide swaths of time to think because vision’s all about thinking it’s not about doing. So that’s the levels, man. I’ll toss it back to you. It probably was long-winded on it, but take us where you want to go.

Speaker 3 (26:22):

No, I was going to say this was incredible. I mean, if you’re listening to this, I mean it should be charged thousands of dollars for this episode because of this is what Trevor has taken and into a science of like here you are from $0 to 30 million and the different pain lines, the identity, what’s your purpose, the strategy, the marketing, leverage, energy process, all the words I’m saying, and then where do you go with that? And it’s like, this has been incredible. I wanted to also latch onto one of the things you said there near the end, you said that business is one of the best personal development plans out there of improving yourself. And I a hundred percent agree. I think it’s the more roles in your life where you take responsibility, like business ownership or if you like being a parent or being a spouse.

(27:07):

It’s like that type of thing. It’s like that just constantly makes us level up. And if you want to level up, it’s nice to have a plan. It’s nice to follow people like this that have gone out and said, here’s the different things that you’re going to run into. So that was a masterclass in what are you going to hit at these different roadblocks, and then who do you need to become? I love how you have identity on there, and that was great to be able to say, who do I need to be at this stage of business? So, oh man, this has been gold. We need to get you back on again so we could go dive deeper into it. But I think there’s the three things you set up front, the entrepreneur freedom formula, if you would’ve just stopped there, you would’ve given a ton of value with purpose, profits, energy and time protecting all those things and how they are together. And then what you said, the hardest and thing to protect is that purpose and making sure that that’s the most important thing. Otherwise you’re going to sabotage, settle or sell. So I mean, this has been incredible. So you said Trevor mock.com, M-A-U-C-H to be able to get this download, but is that where you want to point people to? How do people, I don’t know if they’re interested in more of Trevor and this information, how they get ahold of you or follow you?

Speaker 1 (28:19):

Yeah, dude, I appreciate it, man. So this type of stuff here. So with Carrot, the company that I run, we’re a marketing company. We help people dominate Google in the real estate space and others. And so if you go to carrot.com, you’re going to find a lot of marketing stuff. But this kind of stuff here, we do have a podcast called The Carrot Cast, like the vegetable carrot cast.com or look it up on Spotify or Apple iTunes. For years, I’ve been recording these Thursday episodes called Truck Talks called Truck Talks because literally I’m just recording and it’s on my cell phone in my truck I drive to or from work. It’s about a 15 minute drive. So a lot of entrepreneurship talk on there. Cool thing though, David is as we’re talking right now, we’re actually going to pull Truck Talks out of probably doing a hundred plus episodes of Truck Talks, talking to entrepreneurship journey stuff, me wrestling through the journey myself from where I was to multiple eight figure businesses, and now we’re pulling it out as its own podcast.

(29:13):

In about a month, it’s going to be called the Entrepreneur Freedom Formula. And so we’re going to be only having conversations like this depending on when you’re listening to this, go look up the Entrepreneur Freedom Formula, look up my name on the podcast stuff, or last part dude, which will connect people every day to everything. Just hit me up on ig, on Instagram, it’s Trevor dot Mock, that’s M-A-U-C-H. If you DM me over there, I can send you this model and I can send you a video that I have that I’ve kind of created that goes deeper into it, but that’s where to start. Kind of my playground for this stuff, dude, is I work with 30 high level investors in our space, in my Epic program, and I get to talk with them every week, and I just keep on refining the model, refining the model, refining the model. That’s been fun.

Speaker 3 (29:59):

That’s awesome. And there you go. There sounds like if you go to his Instagram, that could be where you could get this, what he talked about today. So you can get the visual, you can get a video that goes along with it. It goes deeper into it. So if you like the stuff that was going on today, it’s like it is literally wherever you are in business. He’s got that on that sheet, so please go get it there, but then follow him in all this other stuff. If you’re not using care, like I said, are you living under a rock at this point? Go and do that. He can help you with the marketing side, and he’s got a great team. He actually follows this stuff and not just believes in it, but lives it and preaches it and lives it as well too. So Trevor, thank you so much for coming on today.

(30:37):

And if you were listening to this episode and you’re like, I am struggling with the profit part, like, okay, I’ve got the purpose, I’ve got the vision, I’ve got energy time. But if you aren’t making money at the end of the day, go to simple cfo.com, schedule a call with us, we’ll see if we can at least point you in the right direction, whether it’s us or someone else in this space, because so many people struggle with the financial area, the actual tactical, practical, what do I do with the money that comes in? We can help you on that part. Remember to make profit a habit in your business for the love of God if you’re listening to this, especially after today’s episode with the Step-by-step formula that Trevor gave you. Trevor, again, thank you so much for sharing this with the listeners today and for being an awesome guest.

Speaker 2 (31:19):

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.

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):

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.