00;00;00;02 - 00;00;23;13

Unknown

Welcome to the Profit First for Real Estate Investors podcast. This series is the simple CFO Case Files, where our CFOs break down real client scenarios, financial systems and practical decisions from inside the business. Enjoy the episode.

00;00;23;15 - 00;00;44;01

Unknown

Hey everybody, we're back here with the simple CFO podcast. And I'm Gutierrez Cielo and partner of simple CFO. I am here to interview and break open the books for all of the CFOs that we've been working with over the multiple years. Join me with our first guest, Chris Saver. Chris Aber is a special friend of mine and a special CFO of ours.

00;00;44;01 - 00;01;03;01

Unknown

He's been working with us since about April of 2022. And let me tell you, Chris has jumped in wherever the CFO needs him. He has been instrumental in building different aspects of this business. He is not only committed to us, he's committed to all of our clients. He's been able to maintain great relationships with every client that he works with.

00;01;03;01 - 00;01;21;22

Unknown

He even manages a large partnership that we have with the client. He goes above and beyond. Never ceases to amaze me with what he does. Chris, thank you for being here with me today. I feel like we've learned super close. I'm excited for our relationship because you have really helped me become who I am and really helped me be a part of a CFO.

00;01;21;22 - 00;01;43;24

Unknown

So for years, and we've just keep working together. So how are you doing today? I'm doing good. How are you? I am wonderful. So. All right, let's dive in. We're as we've as we said in the podcast, when I interview David, we are going to over these next upcoming weeks. We're going to be interviewing all of our CFO.

00;01;43;24 - 00;02;01;06

Unknown

So we don't want to show you just we don't want to put the simple CFO out there and just talk to multiple people. We want to show you who actually does the work. And that's our amazing team of CFOs. They're the ones breaking open client books running through the process. We talked about our method methodology. We talked about everything we run through with clients.

00;02;01;06 - 00;02;26;10

Unknown

And now you just we're going to show you the proof of it. So I'm going to Chris is going to walk us through some clients. So Chris us dive in. So to start give me a quick 30s of who you work with, what you've seen and what you've seen our systems do for them. The typically we work with real estate investors, whether it's, you know, fixing flippers, str short term rentals, long term rentals, even multifamily.

00;02;26;12 - 00;02;55;05

Unknown

And sometimes we'll get, you know, trades every now and then landscaping, plumbing, Hvac, mainly real estate, you know, to say. So what type of real estate investors are you working with specifically? Lot of flippers. And multifamily. Yeah. And, I do some rentals as well. Some short term rentals. Mainly in the vacation spots. Yeah.

00;02;55;07 - 00;03;21;19

Unknown

All right. And so quickly, what are a few and a few words. What would you say that is the biggest result that you've been able to accomplish for clients is getting financial clarity is, number one, 90% of the time that I face is clients that really don't know where their money is or how much money they're making. And they're just lost.

00;03;21;21 - 00;03;46;03

Unknown

You know, they've done such a good job getting to the point of where they're at, but they don't know how to go further. And they've really hit this roadblock. And so getting clarity is number one. Most of the time clients they're really down and out and out. Like I don't know if I'm making money seem to be bringing in a lot of money in the bank, but I don't know if I'm making profit.

00;03;46;06 - 00;04;07;23

Unknown

And number one, we I focus mainly on clarity. If you can know your numbers and know what you're making, you can steer the ship better. That's awesome. And as a CEO, that's their job to steer the ship right. So that's what we help them do. All right. So let's let's take a step back a little bit. So this is how clients come into us.

00;04;07;23 - 00;04;29;21

Unknown

This is the results that you've been able to produce for the clients. But it's all part of the system that we run. Right. So so CFO is not only built on the book that David wrote and the methodology that David and I built together, it is really about giving results and talking to clients through that. So talk me through what it looks like in the first 30 days, like how clients come to you.

00;04;29;21 - 00;04;49;04

Unknown

What does that battle plan call look like? What's your first step in working with them? Most of the time, like when we get a battle plan call. For me, it's really to understand, like, where is the business hat? Like so the good, the bad, the ugly and in is where are you, like just getting real, you know, they come to you with fears.

00;04;49;07 - 00;05;12;11

Unknown

Concerns like they're nervous or scared, like put it all on the table, just like a doctor, you know? Just tell me where you're at. And we uncover so much of how you're set up, how you're doing. And then we start really focusing in on what are the things we can fix in a relatively short time, whether it's you're you're very disorganized.

00;05;12;11 - 00;05;34;29

Unknown

We got to get you organized super quick. If you don't have any clarity, we got to fix that super quick. He's a cash crunch process. You know we've got to figure out the low hanging fruit to get you more cash. So we really try to solve as much as we can very, very, very quickly while maintaining some of the long term goals of getting your business more sustainable.

00;05;35;02 - 00;06;01;08

Unknown

And trying to help you meet your goals, it's not this like a short, medium and long phase all all wrapped into one call. I like that short medium long phase. So short phase really is short to medium as our first 60 days. And that's what we try and run them through. So would you say that what makes us so different than their normal accountant bookkeepers that they've been working with?

00;06;01;10 - 00;06;21;25

Unknown

Let's see. So I mean, the main difference, I mean, yes, we specialize in real estate, which is great. I'd say the main difference that I've seen is more of a personal touch, because everybody that I talk to really on a weekly, biweekly basis, you really form a long term relationship with these people because you really, genuinely care and you're coming from it.

00;06;21;26 - 00;06;41;19

Unknown

Not like here, I'm just a service. You're going to pay this. You're really side by side. Being a silent but loud partner with them to really help them. Because the biggest thing that I find a lot of clients, and I hear this every single day, and I've been dealing with it for four plus years, is running a business is very lonely.

00;06;41;21 - 00;07;05;17

Unknown

It really is. And they have really nobody to turn to. Somebody that just doesn't give them blanket advice, somebody feeling really, truly helps them. When some of my clients make more money than they've ever made before and they spend less time in the business, I don't really get any bonus. You know, like compensation package from the client. It just makes me feel good because I accomplish one of their long term goals.

00;07;05;19 - 00;07;26;02

Unknown

So that makes us unique, makes us different. Most CPA firms are very hands off. They do the job, but it's they're not really relating to the client at their level. And I think simple CFO is different because we really meet you where you're at, where it's okay to be. It's okay to have your books messed up.

00;07;26;02 - 00;07;46;11

Unknown

It's okay to run a business and not know how much it's okay. Just bring it. Let me see it and we'll fix it. A lot of CPAs are like, we can't deal with you until you're down the road. Well, let's. You still leave that person going off on the right foot. If you genuinely have the mission of helping people, you just have to help people.

00;07;46;14 - 00;08;04;29

Unknown

You know? That's that's what we do. I love that, and I know from knowing you personally that you do truly have a heart of gold and really do want to help people. So most, you know, all the CFOs that we bring on, and I will truly say this in every meeting and to everyone out there listening that all of our CFOs just have a heart of gold.

00;08;04;29 - 00;08;23;07

Unknown

And I truly feel like if you are in this type of business and you're becoming someone's financial partner, you need to care. Now, we don't want to care more than the client themselves and the CEO themselves, but I will say that I have been there before. There are times where, and I know you and I have had these conversations where you do really feel like you care more.

00;08;23;07 - 00;08;41;25

Unknown

And there's that good thing is, is building that relationship and being able to relate to them. So then you can let them know this is truly how much I care. So I love how your heart of gold shines through and you think about the relationship is so different because you really, truly are building such a strong relationship. So that I love that.

00;08;41;27 - 00;09;01;03

Unknown

All right. So let's talk about the first 60 days of laying the foundation. So so our process is, you know, we go through profit first, we meet you where you're at. We want to lay that financial foundation, which includes we want to clean up your books. If you have any bookkeeping clean up, you want to make sure that everything's in the right place and tells a story about your business.

00;09;01;03 - 00;09;23;08

Unknown

So we're committed to doing that. We're committing to running that financial process. We're committing to you paying yourself, setting profit. First up in your business, analyzing your financials, setting up strategic goals. You know, so we're committed to that. So walk us through what that first 60 days of laying the foundation is for your clients and how well you've been able to work through that was your clients.

00;09;23;11 - 00;09;40;19

Unknown

It's generally a tough position in the very beginning because you're the client has to tell us everything where every stone is unturned, we have to find stuff. Right? So if you think, oh, I'm making money, then you really pull out the PNL. Are you really? So it's a lot of uncovering phase. It's a lot of admitting, hey, this is where I'm at.

00;09;40;21 - 00;10;13;29

Unknown

It's a lot of addressing how you're running the business and starting the process of fixing those problems. Usually that 60 day process is the biggest difference when it comes to, whether you're going to be success or not. All right. Well, think back and give me an example, because I know you've worked with so many clients and probably still work with the same ones you worked with four years ago, but come see if you can think back of one client that you worked with that walk me through what?

00;10;13;29 - 00;10;32;02

Unknown

That specific client. We don't want names. We don't want to put anybody out there. But one one specific client that came to us and what it actually looked like to uncover his books and roll out that first 60 days and talk about what he looked like when he came in and what he looked like when those 60 days were done.

00;10;32;04 - 00;11;01;12

Unknown

Whoo! That's a good one. In using profit first, our dashboard, our tools, everything you can think of, where you implemented, I would say a big one that I've got, here recently was a very large operator, 65 properties, thousand doors. They thought they were set up with a marginal profit. First set up. Come to find out, during the first 60 days.

00;11;01;12 - 00;11;22;16

Unknown

I found it here last week. We're in day 28. Their allocations were set up incorrectly. They were spending way too much money on rehabs. We had to claw back a bunch of stuff because they were cashflow negative. Day 29. We fix the allocations now where we're going to be cash flow positive for the first month.

00;11;22;16 - 00;11;45;08

Unknown

And he's been cashflow negative for the past eight months, just because he didn't have somebody to look through and pick apart exactly what was going on. So we identified very, very quickly based on the cash crunch cycle, every dollar coming in versus every dollar going out very, very quickly, because at first he identified that he was not making money.

00;11;45;08 - 00;12;09;10

Unknown

So we got to attack that problem very quick. I was able to isolate and figure out all the all the distributions that he was doing. He thought he was he was making enough money. He thought he was allocating the right amount of money. He wasn't. He was actually going into his own pocket, which is typical for this situation because they're robbing Paul to pay Peter taken from the rehab funds to pay operations cost.

00;12;09;10 - 00;12;24;26

Unknown

So we immediately put walls up, set a budget day 29, which we're at, I think today or tomorrow, maybe tomorrow, we're going to be cash flow positive for the first time in eight months.

00;12;24;28 - 00;12;45;02

Unknown

That's awesome. That's what everybody watch. Right. And he's been able to pay himself. Yes. He's actually going to go out on salary this year. Awesome. All right. So that sounds like the profit first methodology piece of it. So and that's another good question right. Someone says oh I read the book. Oh I have the tools. Oh I know how to do this myself.

00;12;45;02 - 00;13;04;14

Unknown

So perfect example. He came to us and said, I profit first. I have a system, so why can't they just use the book to get their results? Like what's so different about how we implement it versus a DIY from the book? Well, I usually tell people this all the time, there's so much free information out there. You know, ChatGPT YouTube.

00;13;04;14 - 00;13;23;21

Unknown

Here's how to fix this. Here's how to do this. If it was so easy, you would just follow it and do it. The problem is, is you need somebody that specializes in this to come in and fix your problems. Because I don't have really any emotion when it comes to numbers. It's just numbers to me. Like when I meet somebody, it's great, I love them, I meet them, they're great people.

00;13;23;21 - 00;13;42;15

Unknown

But numbers to me are non-emotional. You just have to, you know, you the numbers speak and a lot of times owners are very tied to the emotion of what they're doing. I know what I'm doing. This is mind. It's like their baby. Right? And it's we have to come in there and unravel it and say, this is the best way to do it.

00;13;42;18 - 00;14;05;17

Unknown

Non-biased. And of course, we do it tactfully. Of course I do. But yes, it's just because people see things different than what they actually are. Hiring a professional is is is all the difference in the world? I mean, I've it's countless times people have said I couldn't do this if it wasn't for you. I've heard this several times here in the last couple of months.

00;14;05;22 - 00;14;26;16

Unknown

It makes me feel good. But I'm like also sometimes, you know, you, you know, it's really your effort to it's a, it's a, it's a dual partnership. You put everything you have in it. I'll put everything I have in it and the results speak for themselves. That's awesome I love it. All right. So let's move into the CFO dashboard.

00;14;26;19 - 00;14;44;03

Unknown

Now we use a dashboard with all of our clients. Some clients say I just want these tabs. I want those tabs. Some clients want all the tabs. They want all the information they can get. Not sure exactly how much they all use them, but what do you track in the dashboard? What do you find as the most important sheets in there that clients look at they view?

00;14;44;03 - 00;15;04;11

Unknown

And why is it so simple for them to use the dashboard? One of the biggest sheets that I use all the time is one of ours. I don't know the exact, and we've renamed it several times on the charts, but it's really if I'm looking at a flipper that's doing ten flips as an average example, I need to see how much profit I have on the shelf at all times.

00;15;04;14 - 00;15;23;21

Unknown

So if you're the owner, you're looking at it from a 30,000ft level. How much profit do you have if you sold all your flips at a current level, how much cash back will you get? That is the sheet that we run by all the time and it's in. It's updated automatically, so the bookkeeper is doing a good job in implementing the information correctly.

00;15;23;24 - 00;15;48;12

Unknown

The dashboard will automatically update in. They're able to get that information a whole lot quicker than doing it manually, spending hours putting all this together. It's automated. That's a big one. The other one is our actual rolling. We have like, I have one. It's it's blended, but it's a 13 week rolling, cash, cash management.

00;15;48;12 - 00;16;10;11

Unknown

So, we I've run it every 13 weeks so we can kind of see what your cash flows so we can start planning for bills, planning for expansion, planning for a lot of things. Those are two of the biggest ones that we use because CFOs, we're focused on what we're going after, not what's behind us. Yeah, that's a very good point.

00;16;10;11 - 00;16;25;19

Unknown

We don't want to we don't want to crack it. Well, we want to make sure everything was done correctly. But we also want to make sure that we're building now so you can make better decisions. And, what what I've always heard is, oh, you don't have to go. I don't have to go into QuickBooks online anymore and go into reports and pull the report and do this.

00;16;25;19 - 00;16;41;00

Unknown

I can pull up my dashboard. I can see, you know, not only these are strategic sheets that Chris is talking about, but we have the balance sheet. We have the profit and loss. We have the cash flow. We have all the sheets that you could normally pull from, program. But then it's automatically they aren't updated every morning at 5 a.m..

00;16;41;00 - 00;16;57;23

Unknown

So it's specific to their needs. So talk about the sheets that you actually use specifically in your meeting. You. How often do you look at the forecast. What then do you redo it? How often do you look at the farm sheet? How often do you look and utilize these sheets together? Or is it just for them to pull?

00;16;57;25 - 00;17;23;04

Unknown

Well, no. I mean, the first sheet we use, we're rolling out the plan of profit. First we roll it out to make sure we can execute it correctly because there's no sense in allocating money. A if you don't have it, and B it's not going in the right spot to help you. I, we relocate the, the forecast every meeting we are constantly looking at what are we going after, what is the net profit we're trying to hit.

00;17;23;06 - 00;17;42;01

Unknown

And then we maximize it against our goal. So if your goal is to hit 50,000 net income and we're chasing towards 40 as of right this second, it gives the owner time to make an adjustment to hit 50. Right. So we're always focused on what we're going after and we're pushing it on that. We can hit it. If we don't.

00;17;42;01 - 00;18;11;02

Unknown

We use those sheets all the time. Of course we have other sheets in the dashboard. We're looking for other stuff for tax purposes, compliance, you know, all that good stuff that we do. But usually every meeting we're going after the forecast cash flow. Where is our cash balance? Where is it going? Why? All those things, when you sprinkle that on top of where is your business currently heading, it kind of creates that little gap because every business is fluid.

00;18;11;02 - 00;18;33;23

Unknown

It's moving. Whether they're buying something else, you know, acquiring another business, so many curveballs they get added that that sheet will help tremendously. Definitely. And the property cash management, the one you're talking about, because every flip is in there. So flippers have can have multiple flips going out at the same time. So you got this one over here, this one over there.

00;18;33;23 - 00;18;49;00

Unknown

And it tells you how much you got on the table, how much money is out there, what you're going to make when it closes, how long you've been working on it. So all those have up to date information to help them manage it. So ideally they can work through it with you because it's easier to have a financial partner walking through.

00;18;49;00 - 00;19;11;11

Unknown

But they could go put in their own flips. Right. And things pop in from QuickBooks and it'll tell them what what money is out there and what's on the table when the books are updated. Right? Yeah. And it also teaches them a couple other things like how to price a flip, like if they're going after a flip right now, they can use the calculator to see exactly how much they would make on that flip, how much cash back they would.

00;19;11;14 - 00;19;32;07

Unknown

They would roughly accept how much they would put as a down payment. What does that look like against their cash flow for the current quarter, current month? Or the 13 rolling average? Yes, all of it. It's also on the rental side too, so you can see how much you're making per month per rental.

00;19;32;09 - 00;19;52;28

Unknown

Well, I say that the tools are working well. Yeah, we have a lot of them in there. All right. Let's hone back in on a specific client because I want to see the full transformation. I'm going to ask you questions. And you can just kind of think of one client that you've been working with for a while, and maybe not long enough that you, you know, forget how they really came in.

00;19;52;28 - 00;20;14;16

Unknown

But so in the first 60 days or actually in the first five days, should I say, when you first talked to the client, what was their problem when they came in? What was the biggest problem they have when they came in? They had no idea if they were even making money. They kept saying the first thing he said that to me was, I see that I'm getting deposits.

00;20;14;16 - 00;20;34;01

Unknown

I can look at my bank statements and see that I have money coming in, money coming out, and I have no idea where it's going if I'm even making money at all. That was straight like first thing he said to me, did he have any systems in place at all? No, his QuickBooks was kind of set up, but it was not alike.

00;20;34;01 - 00;21;05;13

Unknown

It was not real estate accounting. It's more of a generic accounting which people know the difference. It was not tailored to, somebody that's flipping real estate. What were the first three things that you did with this client? Immediately got them completely cleaned up, worked with their bookkeeper immediately to get them to change the format of what they're doing so we can actually get some clarity focused on exactly what they're doing, their entire transaction map.

00;21;05;20 - 00;21;30;22

Unknown

How are they moving money in this business? What is the steps that you're currently doing changing all of it because it was robbing Paul to pay Peter borrowing money or just streamlining the entire process. When they first started, they were averaging maybe 20 flips a year and not making any money. In this past year, they did 200 flips and they made a ton of money.

00;21;30;24 - 00;21;51;28

Unknown

Wow. So that's real numbers 20 to 200. Why do you think that is? They just they know it. They know exactly where every penny is going. When we would have meetings, they would say, okay, we're selling, you know, 6 to 8 flips. This is exactly how much profit is coming in. We would move over and see how much you were projected to spend that much.

00;21;51;28 - 00;22;11;29

Unknown

Here's our net profit. Here's our allocation. Here's how much each partner was supposed to get, how much was rolling over to the next month. We were looking at projections as far as for the next quarter. If if you get the money game right, you can do way more flips than you thought possible, and their profit is awesome.

00;22;12;01 - 00;22;35;11

Unknown

And and you'd set up all the simple CFO tools for them. Got the profit first set up. How much would you say they're paying their staff now? And how much are they able to put in their reserves? So when the guy started, he was not paying themselves at all. He hadn't got a paycheck in three years when we started working, it took me maybe about 3 to 4 months to really get this kind of cleaned up.

00;22;35;11 - 00;23;01;08

Unknown

I pushed him really hard. Within the six months, he started getting a paycheck, a thousand a month. And when I met him a few months ago, he is now making 600,000 a year, from profit. Wow. That's amazing. And how much? As you say, he puts in reserves. On average, we started at 2% and now we're up to a full six, six and a quarter, something like that.

00;23;01;08 - 00;23;22;16

Unknown

We tried to do 5%, but the wife on the team said, you know, we reallocated exactly how much since they're doing so much, we had to raise their cash position. But ideally we started about 1%. Now we're up at six and a quarter. So 6% of every dollar that comes in, they're saving, which is amazing. That's awesome.

00;23;22;18 - 00;23;40;07

Unknown

And I'm sure when he gets his tax bill he's got a tax account now and he's putting money aside in taxes and he's not caught off and trying to dig around and find money for the tax bill and like correct. Yes. We did some creative things for tax. That's another good thing for people is once you put that tax money away, it's not money that's going to be gone.

00;23;40;07 - 00;23;57;01

Unknown

It's money you could use to buy a strategy as an example for him. That client had I mean, it was probably 250 grand sitting there. And they were like, well, why is all this money just sitting here? We could use it for marketing. We can, you know, okay. So we we use it to kind of fend off what the IRS was coming.

00;23;57;03 - 00;24;22;28

Unknown

We eventually bought a strategy with land easements, bonus depreciation, things like that. Completely raised the tax bill for not only one year, but we actually erased it for three years. So that extra 250 for the remaining two years actually went into the pockets of the owner. All because we planned ahead. That's awesome. I love that. So let me get this straight.

00;24;23;01 - 00;24;44;14

Unknown

Client comes in, has no idea what he's doing, can't pay himself. Books are obviously feeling down on himself, feeling like he's the only one in the world knowing. We know that he's not the only one in the world that did that. As you go on through this, you spoke to him. You became his financial partner. You became a friend, someone that would help him work through this.

00;24;44;14 - 00;25;10;16

Unknown

You implemented the simple CFO profit first methodology, set up his dashboard, got him comfortable, and today he's saying himself 600,006% into reserves and has either no tax bill or lowered his tax bill. And if he has to pay taxes, he has my side. If that's not a transformation, I don't know what what is. It took a while. He's been with me the longest, I think.

00;25;10;16 - 00;25;28;21

Unknown

But yes, it does take time. It just matters how much the owner puts into it. If you're willing to fight the battle, I'll fight it with you. But if you you know, if you're willing to roll up your sleeves and get at it, I'll help you. And he was one. He would call me privately in between meetings and man, I don't know, man, I'm struggling.

00;25;28;21 - 00;25;52;19

Unknown

I would be the voice to say, just keep going, I promise. It's coming, it's coming. Stay the course, stay the course. And it did. It's paying off. He's I think he has other plans where he wants to do multifamily and things like that. But he's in really good footing. He's. He's done well. That's awesome. Well, congratulations to you and him for, you know, sticking to it.

00;25;52;19 - 00;26;09;23

Unknown

And doing that because we all know that you have to be in it just as much as we do. So, kudos to you. I know that's one of many, many, many clients that you've been able to transform that way by using the tools. But I appreciate you getting on. I appreciate you sharing that story with us. It's super important.

00;26;09;23 - 00;26;33;04

Unknown

I mean, this is exactly what we do every day, every client, everything that we do. So all right, so for anyone that's listening right now as we close, give me some words of wisdom to any client that's going through what they they that they think their business is going under, they don't pay themselves. They're struggling. What's your words of wisdom for them to leave them with?

00;26;33;06 - 00;26;51;01

Unknown

I would just tell you, I hear you. I know exactly what you're going through. All of us are independent owners as well. Us, most of, if not all the CFOs have real estate too. So we know what you're going through. We use a lot of what our other clients are doing to kind of help everybody is this exclusive community type thing.

00;26;51;01 - 00;27;10;21

Unknown

So I hear you. I know exactly what you're going through. It can be fixed. That's the good news. There is hope. It's not down. You're not out. You still got you still got air in your lungs. You can fight back. And it's worth it. You got to find somebody that can actually go shoulder to shoulder with you and help you fix it.

00;27;10;24 - 00;27;31;00

Unknown

I love it, Donna said it better myself. That's awesome. I so appreciate you being here. Guys, I love how Chris said that. Like, you're not alone. You're not the only one that's doing that. Don't go at it alone. Don't think that it's going down and you're the only one that can save yourself. You have partners. The best one of the best folks is not about.

00;27;31;05 - 00;27;47;14

Unknown

You know what? You know, it's about who you know. Find the people that are next to you. If I was on your side, we. You need a system. We have it. You call if you make a simple call or head to simple cfo.com. Book a call, get clarity. Get the control that you deserve. Your business deserves it.

00;27;47;14 - 00;28;06;20

Unknown

And, Chris is here to prove it. And an upcoming episode where plenty of CFOs that have just as many stories that are just as powerful as that. So thank you for being here, and we'll see you all the next episode. So thanks for listening to the simple CFO Case Files on the Profit First for Real Estate Investors podcast.

00;28;06;23 - 00;28;20;16

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