How Profit First Helps Esteban Andrade Manage Five Revenue Streams

February 20, 2023

Episode 157: How Profit First Helps Esteban Andrade Manage Five Revenue Streams

The Profit First REI Podcast

February 20, 2023

David Richter

Summary:

Many entrepreneurs struggle with financial management because they don’t know these three essential numbers: what you’re making, spending, and keeping. Having multiple revenue streams means knowing all this information from different businesses.

Today’s guest, Esteban Andrade, provides a unique look into the Profit First model. Unlike other guests who have applied the model and reaped its benefits, Esteban is in the middle of the book, slowly being made aware of his pain points and how to overcome them for his five revenue streams. Let’s dive in and learn with him!

Key Takeaways:

[00:47] Introducing Esteban Andrade and His Background

[03:31] About His Virtual Assistant Service

[08:02] Esteban’s Different Revenue Streams

[14:15] Esteban’s Financial Situation

[17:46] How Much Esteban Makes, Spends, and Keeps

[20:37] On Living Paycheck to Paycheck

[21:54] What Would Esteban Do Differently If He Started His Business Over?

[25:18] Advice for Real Estate Investors

[28:23] Connect With Esteban

Quotes:

[04:08] “It’s hard for [new entrepreneurs] to understand that they need to create not only a system to generate leads and closings…but be able to grow through people.”

[15:00] “One of the biggest things that I do not have, because I do not have a CFO or someone that is financially like an expert inside of my company, and that’s kind of like one of my biggest pain points.”

[25:54] “I was trying to keep almost every single penny as possible…It felt real good to have…good profits. [But] I was not utilizing those profits to properly. [I didn’t] put it back into the things that will make me grow and make me more money.”

Connect with Esteban

Instagram: https://www.instagram.com/estenick

Linktree for redirects to his businesses and podcast: https://linktr.ee/estenick

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

Transcription:

Esteban Andrade:

First of all this money that is coming in, how do I make sure that I am using the proper amount of money to pay myself, but I’m also using the proper amount of money to do research and development to reinvest back into a specific, uh, investments, right?

Outro:

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.

David Richter:

Hey, we have Esteban Andra here today. He talks a lot about what his businesses have gone through, how he’s felt about wolfing, paycheck to paycheck. Sometimes we do spend a lot of time talking about his different revenue streams as well too. So I hope this brings you not only the hope of where you’re coming from and where you can go too, but also that people, no matter what they’re doing, a lot of them just don’t know those three simple numbers, what they’re making, spending, keeping. We talk about that with Esteban right here on the show. Thank you for listening. We couldn’t be where we are without you. Please have a good rest of your day and enjoy this episode. Hey everyone, we have Esteban Andra here. I’m super excited to have him on. We’re actually using his services currently. Uh, we need someone to help us and he’s gonna talk a little bit about that, but Esteban has started the Profit First Journey and the system, but I wanna get him on here. So, Esteban, thank you so much for being a part of the show today.

Esteban Andrade:

Thank you, David. It’s an honor to be, uh, speaking in a podcast of an author of a great book,

David Richter:

<laugh>. Well, thank you. I appreciate that. And what I wanna do is dive a little bit into what you’re doing, how you’ve got things set up, you know, how you’re helping the real estate industry, but also, you know, you’ve also started the Profit First system, so, you know, just telling a little bit about that. Maybe we can do some interactive things on here as well too today. But give a little bit about your background here and you know, what you’ve got going on.

Esteban Andrade:

Absolutely. So background first is that I studied engineering, so I’m an engineer by graduation. That’s what my university certificate actually says that I am. I went to, uh, Carleton University in Ottawa and ultimately become a real estate, um, real estate entrepreneur. Like after I graduated from university in Canada, I went to this automotive world in Detroit. But then it’s funny because from cars and working in cars, signing cars and being able to earn good money as an engineer and working my ass off, I found that there was like a hidden gap. Like there’s a, there’s this gap in real estate, uh, for real estate investors, and I wanted to become a real estate investor so bad. So in Detroit, it’s very easy to fall in love with the potential of real estate because there are so many houses and buildings

David Richter:

Yeah.

Esteban Andrade:

That need, uh, repair. So that’s kind where I started my entire journey falling in love with like real estate architecture of Detroit and, uh, ultimately helping other people that needed help in the real estate side. Right.

David Richter:

Awesome. So then now you’re helping real estate investors. You have a virtual assistance service and you’ve got, and just talk about that a little bit.

Esteban Andrade:

Yeah, absolutely. So one of the biggest gaps that we see from real estate investors is they perhaps start, uh, generating appointments and they perhaps start closing these appointments and closing them into contracts, getting deals done. Um, a lot of real estate investors start their journey by themselves, solo printers, and that’s completely fine. Some of them are common in as partners, uh, but through time, um, a lot of people really um, it’s hard for them to understand that they need to create a, not only a system to generate them leads and closings and, you know, appointments and closings, but be able to grow through people. And, uh, sometimes it’s very hard to find talent in your local market or just to find talent at all. Um, and also people that start this business now have learned to also start it remotely. So there is businesses out there, real estate investors that ultimately are buying houses outside of their market or buying houses in like another state that is like miles and miles away and they have a virtual business and have a remote business. But regardless of that, the whole goal is to go and grow through people. So we thought that there was a gap of people, uh, of investors, not able to find talent right quickly, not able to have access to talent quickly because they have to go through this Indeed application or LinkedIn job host. Uh, and being able to bring in all this unqualified people, but ultimately also pay them so much, uh, because they are going to be a local employee. But you are a startup, you’re a small business owner, right? So how can you actually be profitable, uh, starting out if you have to hire like local employees, if you have to hire local people, like you are gonna be very tight and you will not be able to reinvest any profits as quickly as you would if you do the remote part of it, the remote acquisition of people. So that’s where we come in. Remotelatinos.com comes in as that, uh, perfect partner that will help you not only get prepared to meet a players and prepare you to meet a players, but interview them properly, help them get an amazing onboarding because real estate investors in wholesalers, now that they’re into this business, need to understand that they have to be able to hire an A player but retain the A player. So we’re gonna be able to help them on the retention part of the A player. We’re gonna be able to help them on the first 30 days of the A player and even help them like, just check in with this real state Latino VA virtual assistant that can do almost anything and everything in your business and just give your time back. So time back is what’s something that you are gonna get from it. You’re gonna also be able to work with people that are in your same time zone. People that are graduated from university in their country or in the United States. They have perfect English and they’re able to take your business pain points and you’re basically any bottleneck that you have in your business cuz you have no more time to do that or you don’t really wanna put time into this busy work now you’re gonna give it to a lead manager right now, you’re gonna give it to a, uh, executive assistant. Now you’re gonna give it to, for example, you guys a advertising manager. Now you’re gonna give it to your, a social media manager. Now you’re gonna hire a potential acquisitions, uh, remote Latino VA like someone that helps you acquire properties.

David Richter:

Yeah, so you can see he’s going, he’s got a lot of different of those aspects for you in the real estate world, which I absolutely love cuz I do see a lot of that. Now, Esteban, I wanna get into your business and you had mentioned before we got on talking about the different revenue streams and maybe even, I don’t know, we’re testing out something here on this episode, maybe giving some coaching and guidance here, you know, on like what Esteban is doing. And you know, like that’s where I wanted to download from you. Okay, what are the different revenue streams? What are you going through? You know, maybe talk about profit first and like what you have set up and what else can be done. So why don’t you give us a download of, you know, where you are right now in your business?

Esteban Andrade:

For sure. So I have a few revenue streams. Um, I’m gonna go towards the most profitable, the highest revenue. The first one is that I created a real estate marketing business and this real estate marketing business, ultimately, uh, it drives motivated sellers to investors through paid advertising. Uh, so we have investors pay us in a, let’s say 16 week, six months or 12 months. And we seldom this package so that ultimately they’re invested into a long-term play for marketing. They pay us a package, either a paying or they pay us a package in a monthly basis. So overall, as we stack up our clients and we have over, um, 60 clients now we have a recurring revenue, right? Like at the beginning, like whenever I was doing wholesaling, uh, it was like a long sale cycle, so I would have to wait

David Richter:

mm-hmm. <affirmative>

Esteban Andrade:

A few months sometimes for a deal to close and get the money in my bank. But here I get paid, like someone gets into a call, we agree that this makes sense for both of us, and I can get paid that same day. I can get paid the day after or during the follow up call, but I can get paid in during that same week span. So now we have a recurring business model, right? A recurring revenue business model, and that’s what’s called, uh, that we have a monthly recurring revenue on that. And that’s number one. Number two, I have, uh, the remote Latino side, which is the virtual assistant placement and recruitment, uh, agency. We pick and handpick, uh, a players, uh, rock stars and we put them into real estate businesses, inside of estate businesses. And we ensure that these are going to stay with our client. And we do that and we have a one-time pay for placement. And after that there is a monthly fee where it’s basically an assurance that we are properly managing and helping you with that person. And that comes with an insurance, all right? Where you can come back, uh, for a period of time, you can come back and if the va if the employee that didn’t work, we can replace it, right? We can go ahead and replace it once again. And the other revenue streams is, uh, I do coach people in marketing, all right? I do coach people in, um, systems marketing and sales. Uh, so, people that get, you know, give me this, the opportunity to get, create this other revenue are other real estate marketing agencies or marketers that really wanna learn about real estate marketing. Um, real estate investors don’t wanna learn it themselves. So we go into a done with you format where they ultimately, uh, pay me a one time or breaking down into two, we go into a six weeks period of done with you and they pay me like about right now it’s like 5,000 or something. And they end up going through the modules that already have pre-created and also a weekly kind of like coaching training on how to do Facebook ads, how to do Google ads, how to properly do the systems for it. And then the fourth one, uh, that will have is all the affiliate stuff. So I have people that are ultimately, um, sending, we are sending them clients and they’re sending us clients, but there is software or there is, uh, other services that our clients use and that we also offer to them. Why? Because I, that these people need it. So for example, uh, if they need to create a corporation, we send it to them, right? We send it to like a, um, someone like, uh, prime Corporate, right?

David Richter:

yeah

Esteban Andrade:

If they ultimately need a skip tracer, we send it to someone that has a great skip tracing, if they need, for example, a Profit first model where it’s a CFO type of, uh, program, then we will be sending it to, uh, David Richer and the team. So those are more of affiliate comes in. Um, I have to give my, uh, I think it’s a 10 99 that I send every single time and uh, and I get paid. And that one I only get paid because if I put my word out or my team puts the word out, we get paid, the company gets paid on their, uh, on that. And, uh, it’s more of like, more of a, becomes more of a passive income type of thing cuz we just use a word. We don’t do too much effort into like selling it, right? But it’s definitely part of our process that will be kind of like, uh, the main four sources of income. The other one, the fifth one would be, uh, the real estate that we have, right? Um, so we have real estate, uh, acquired outside of the country. We have real estate acquired here inside of the country. And they both are mainly for long rentals, like long-term rentals, right? So the real estate that we acquire outside of the country, we try to do long-term rentals and um, if it makes sense, we do Airbnb. Uh, but the long-term rental is, it’s a game that we like the name of, its like gotta be just long term. And the other one would be, um, uh, the syndications that are part of this and uh, that we are part of, for example, pays more visas, uh, that gives us a monthly, uh, a monthly payment based on an agreed compound that we have, right? Um, an IRR that we have discussed prior to getting to the deal and being able to get paid. And at the end of two years, two to two to five years, we get paid at profit. So, uh, that’s kind of like, uh, where we are, the five, the main five streams of income that we currently have.

David Richter:

Awesome. Okay. So then from there, what do you need help with then on that side? You know, like or what <laugh> do you have any issues going into these businesses or anything on the financial end?

Esteban Andrade:

I think that one of the biggest things that almost every single business struggle and I struggle is first of all, all this money that is coming in, how do I make sure that I am using the proper amount of money to pay myself, but I’m also using the proper amount of money to do research and development to reinvest back into a specific, uh, investments, right? Or to invest back into a mastermind. So that’s kind of like one of the biggest things that I do not have cuz I do not have a C F O or someone that is financially like an expert inside of my company. Um, and that’s kinda like one of the biggest pain points. Like, like for example, um, right now I don’t know if I exactly need to be paying myself $87,000 a year compared to like $300,000 a year or $150,000. I don’t know that right now. And that’s also because I only have read, um, profit first just a quarter of the way, right? <laugh> and uh, and someone like you would come in and tell me a better, you know, a better answer to that.

David Richter:

Well, let me ask you, is it, are you supporting yourself? Do you have a family? Do you have kids?

Esteban Andrade:

Uh, I don’t have kids. Um, I, the only thing that would be like similar to a kid’s dog is a dog. So I’m sure I’m asleep. <laugh>,

David Richter:

<laugh> You’re a free agent? No, uh, no wife or do you have a girlfriend?

Esteban Andrade:

<laugh>? Um, so I, no, we recently like went through a breakup, so,

David Richter:

Okay, well then there you go. The, you’re hearing everything on this podcast, you know, about

Esteban Andrade:

<laugh>

David Richter:

Esteban’s life, but that’s where we ask a lot of people is where you need to be. And those closest to you, do you have business partners in any of these revenue streams?

Esteban Andrade:

Um, so only in, uh, only in two. So the, the Latino side, which is the virtual assistant and the property acquisitions, um, outside of the country. Um, so that would be my parents, but uh, the one that is inside of the country, that will be by myself.

David Richter:

Yeah, that would be the first thing I look at is what do I need to make that provides me with my current lifestyle? And then what do the business partners that we have in these businesses do they need something specific from that business? That’s what I would build first and then say, can I build everything else around that? Then a lot of people just say, I, you know, winning the prayer plan, you know, like, I hope this works out, or like, I hope 87,000 is good or like, I wanna pay myself more, but I don’t know if I can. It’s like, well, okay, we gotta, we gotta see what do I really need on a monthly basis for the lifestyle that I want to live as the owner and make sure that, okay, do I have enough to be able to grow the business after that as well too? What do we have coming in? A lot of people don’t know what they’re making, spending and keeping in their business. That’s what we have to make sure. Can we break that down per business? Those are the couple questions I would ask yourself first, who are the other people in my life and in these businesses that depend on it or need something from it and then go from there. But that would be one of the big things. My next question to would be to you do you know down to the penny almost how much you’re making spending and keeping from each of these businesses?

Esteban Andrade:

Um, yeah, so like the the net profit, how much for each one of the business? Well I know that for instance,

David Richter:

No, not even net <laugh> for, well I’m talking about in cash, like what are you making from each business in revenue? You know, like that’s coming in, how much are you spending out the door every month? And then what are you actually keeping? Are you keeping any of it? Now I’m, I don’t care about some number on some p and l that shows up on your QuickBooks account. I’m talking about like, do you keep any of it from each business? So that’s what I’m talking about. Do you know what you make, spend and keep from the businesses to clarify?

Esteban Andrade:

hmmmm, gotcha. Yeah, so you know, if we were to talk about PN PNLs and things like that, that is something that it would not give a clear picture to your answer, but I definitely know that at least every single month I want to keep for myself a specific percentage and I look, here’s one, here’s what I actually, um, do whenever I allocate a specific, uh, amount every single month and this is like the first few chapters that I learned from Profit First. And is that if you are looking to have like a specific revenue, uh, income in your business, then you have to have like, and let’s say it’s, it’s a specific range. You have to have a percentage of real profit like owners pay that you want to keep. So right now, even though I’m not paying that myself as a w to that exact amount, cuz you might know better, I’m keeping at least 10%, that’s what I’m keeping. All right? Uh, and that will be the owner’s pay. So that is exactly like what would be I exactly would put into my business. But now the problem is that I don’t know how I would translate that into like a W two pay, right? If I keep

David Richter:

sure

Esteban Andrade:

10% of like my millions dollars of business, then that means that do I have to pay myself as a DA two, all of that, or like I just keep it in that specific bank account that I created for that, right?

David Richter:

Sure, yeah, totally get that. And that all depends on how your business is set up and all that stuff, like for the W2 part. But for like the cash part, it’s easy. You put 10% in the account and you have it sitting there if you wanna pay yourself w2 or if it exceeds w2, then you start taking draws out of there as well too. So that way it’s a split between, you know, the salary you pay yourself and then draws it. You can take on a monthly basis. But yeah, that sounds like a good setup to have at the first. So I couple last questions here. Have you ever run into situations in your business where you’ve been in cash crunches or felt like you’re living paycheck to paycheck in your businesses?

Esteban Andrade:

<laugh>? Um, yes. Um, <laugh> and I definitely felt like, maybe not this month exactly, but the months prior to that and it was, even though it was not real and it was because the revenue decreased just a little bit, right? And we still have the same type of expenses and I know that whenever a revenue decrease and there is a non-performance of sales, I have to reinvest back into the business. So I had, I was spending more than regular, so obviously that filling was like, oh, I’m leaving paycheck to paycheck, even though the entirety of the year I was like always net positive. But that feeling itself of the few months of the, let’s say three months in consecutively, it was exactly that. Wow, I’m leaving paycheck to paycheck.

David Richter:

Yeah, it’s hard sometimes it’s hard to see the macro view when the micro’s not going too well, you know, like when the months are are hurting you, but the years going well overall. So I definitely get that a lot of people are in that place. If you were to start your business over again or any of these businesses, would you do anything different?

Esteban Andrade:

Well, yeah, man, honestly, um, if I were to start, first of all, I will set up my business correctly. For the longest time I did not set up my business to be a, I knew I was gonna make money. I knew I was gonna make a lot of money and I was working work real hard and I only did an L L C and I did an escort really late. Uh, so that means that I set it up as an L L C, but I was being taxed in LLC and I made a million dollars and I got taxed as an llc. I did not get taxed as an S corp. So that’s one of the biggest things. So setting up everything, but not only setting up like the business structure, but like setting up on how I’m gonna get paid. Listen,

David Richter:

Yeah,

Esteban Andrade:

Sometimes one of my businesses, um, would come in and ask for our clients for the ad spend. And that money, for example, is not money that I’m responsible. Like, I’m only responsible for managing ad spend, but I’m only responsible just to paying Facebook towards that. So if I have it in the same bank account, like as everything, cuz my client gives me the entirety of that money, then I’m not gonna, uh, I’m not gonna be able to know and track separate which one is which. So how much did I exactly spend from ad spend compared to like how much did I exactly, uh, got from the payment that my client actually gave me? And that is because I get clients, I get clients, I get clients, and even though I know that a specific client is only spending a maximum of $1,500 a month, let’s say on ad spend or $2,000 a month on ad spend, I still have to do transactions with my own credit cards on that specific account to Facebook or to Google or such. And it all becomes mayhem. Like it’s very, very hard now to start tracking things. So being able to like, uh, properly create different bank accounts, that’s something I would do. And look man, I honestly like, I would love to like listen from your part, um, separating ad spend, separating taxes, separating my actual management profits and stuff like that. Um, like I would listen, I would love to listen on your end like a model like mine where I get to have money, uh, in smaller chunks than like an assignment fee, for example. Uh, and I have to be able to track it separately because otherwise it would become a crazy mess, uh, if I don’t set it up in the beginning. So I guess

David Richter:

Yeah

Esteban Andrade:

Like I would love to listen to you on that side.

David Richter:

Well, there you go. So yeah, <laugh>, well we’ve got a lot of content out there, that’s for sure. And we’ve got the book, make sure you finish the book so that way you can start implementing that cuz that’s what I think will help the most. But yeah, I get that a lot of people wish <laugh>. I have a lot of people when I go out there and speak now or just come up and say, man, I wish this thing would’ve been around 20 years ago, or, you know, that I wish I would’ve started this at the very beginning and I’d have so much more money now, you know, than I would have if I, would’ve set this up so long ago. So we hear that a lot for sure. Then what would you give as advice, as parting advice to the real estate investing community here? Uh, before I, the last question I have

Esteban Andrade:

For sure. Do you want me to give them a life advice, making sure that they

David Richter:

anything,

Esteban Andrade:

money, advice, anything? Um,

David Richter:

Yeah, some of your best advice that you could give them.

Esteban Andrade:

<laugh> Let me just real think about this one because I have a few advice is that I gave myself, um, so, uh, if I were to go back and, um, before I started my business, um, I was trying to like keep almost every single penny, uh, as possible after I made money. And because it felt good, it felt, uh, real good to have some sort of good profits and some sort of good bank account and, sexy look that is growing, right? And I was not utilizing those profits to, uh, properly putting it back into the things that will make me grow and make me more money. And it was mostly because the lack of knowledge of

David Richter:

yeah,

Esteban Andrade:

How much money should I actually be able to afford to pay to reinvest back into the business? Well, I did not have any, some sort of projection, right? So I did not have any sort of, um, roadmap that will tell me, look, Esteban, you just made $2,000 in this sale and you’re, you have two more clients coming in, which means that you’re gonna have $6,000. That means that for the next two, three weeks, you’re gonna be able to spend let’s say 60% of that and put it back in ad spend marketing and put it back into like solidifying your, your systems and you’re gonna be good. Why? Because the projected amount is gonna be that. So holding to my profits was one of my biggest holdbacks because I did not know that I could accelerate my growth in a very, a structured fashion right? In a very, uh, coordinated fashion because having money and seeing the money in the bank account, it was a good feeling, right?

David Richter:

Yeah.

Esteban Andrade:

It’s not like I did not understand the concept of investing I did. It’s just that it was hard to let it go because I had the money in here and I see it, right?

David Richter:

Right.

Esteban Andrade:

And then when it disappears, it’s a weird feeling. It’s like feeling like, oh, I’m broke, or something like that, right? So I did not want to have that feeling. So letting go of your profits real fast is one of the biggest things, um, that I would give myself away because it means growth, it means, you know, reinvesting back quickly into marketing, into like, teams, into getting my time back into being able to like have a better, yeah, just better allocated peace of mind and time into the business that I’m creating.

David Richter:

Yeah. Awesome. No, good stuff. I like it. And then where would people go to find you? Where’s the best place to find you? With all the stuff that you’re doing, you’ve got a lot of stuff to help people. So what’s the best pace?

Esteban Andrade:

Um, so people can actually visit me on Instagram. My Instagram is kinda our, it’s kind of like my new business card, right? And you’re gonna be able to find a link tray in my Instagram, which is @estenick and that has everything. So my Instagram, you can find me, e s t e n i c k, you can follow me, message me. I’m currently, answering my messages. Um, and, uh, you’re gonna be able to see everything that we have going. So link three will, you’ll see my businesses in there hasmedia.com. Um, we’re gonna be able to give a free good, uh, freebies and goodies in there, including our podcast. Uh, but ultimately you’re gonna be able to see, we have hasmedia.com where you can speak with our team about potentially running lead generation campaigns from online, marketing. We have remotelatinos.com where you could potentially get a remote Latino VA or someone around the globe that is able to give, you know, give you the time freedom and help you scale your business. Um, such as like the service that we’re doing to David. Um, and, uh, we have the podcast where we’re giving like tactical advice and great hats and great secrets away, um, for a specific real estate investing so that it can increase their conversions so that they can get more deals done, they can keep more money, they can create wealth. And David Richard actually is gonna be part of that podcast. We’re gonna go very tactical, we’re gonna be going very strategic and stuff like that. So I’m gonna make him s you know, give a lot of good value in there. Um, and, uh, and we, yeah, you’re gonna be able to find our other socials, LinkedIn, Facebook, same thing at estenick. Um, and I’ll be more than happy to, you know, listen to what you got and if you need any help with online lead generation or uh, hiring virtual assistance from Latin America and finding rock stars, I’ll be happy to do it.

David Richter:

Awesome. Well, there you go. Go to his Instagram, uh, connect with him there. Then if you are wondering where your profits are going or wondering where you are needing to be, if you’re listening to this right now, head over to simplecfo.com. We’ve got our team of CFOs. We’d love to l e c if we’re a good fit for you. If we can help you keep more of what you’re making, knowing what you’re making, spending, keeping, if you’re tired of running in that rat race or living paycheck to paycheck, we’d have to see if we could help you. Thank you so much for listening. Thank you Esteban, for being here. And then remember, make profit a habit in your business. Thanks again, man.

Esteban Andrade:

Thank you.

Outro:

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.

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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?

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):

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.

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