Marketing Secrets Revealed: How To Get Highly Motivated Seller Leads with TV Marketing. Featuring, Real Estate and TV Marketing Expert Tony Javier

January 10, 2022

EPISODE 70: Marketing Secrets Revealed – How To Get Highly Motivated Seller Leads with TV Marketing (Featuring Tony Javier)

THE PROFIT FIRST REI PODCAST
JAN 10, 2022

David Richter

Do you want to get a FLOW of steady Highly Motivated Seller leads that has little to no competition?

In this episode, you’ll hear from our guest Tony Javier who is a TV marketing mastermind, author, and business coach who helps real estate investors exponentially grow their leads and deal flow.

Tony has 20+ years experience in the real estate space and has closed over 1000 flips by utilizing TV ads as his main marketing channel.

If you own a real estate business, then you know how hard it is to be successful in this cut-throat competitive industry. When prospects show a hint of interest in a property, they’re bombarded by all sorts of messages from the robo phone calls, mass texts, emails, direct mail, and even knocks on their front door!

The secret to grabbing sellers attention is to utilize a marketing channel produces the highest quality leads in an automated, targeted, and systematized way.

Learn how Tony Javier has scaled his real estate investing business and maximized his deal flow by tapping into TV advertising.

So, pay attention and click play to get started!

Key Talking Points of the Episode

[01:56] Tony’s background and expertise in real estate

[03:11] How Tony made tax-free money from buying and refinancing properties

[04:54] TV commercials as the number one lead source to scale your marketing and business

[07:37] Past vs Current mindset around money

[10:01] Why business owners undervalue what they provide

[12:39] Lessons to pass onto the next generation

[16:49] Why TV marketing is the best marketing channel

[19:05] Launching Tony’s coaching program that helps real estate investors implement and maximize their results from TV marketing.

[22:17] The right time to start TV Ads

Quotes

“Money is way more accessible than people think…You don’t need money to get into this business. You don’t need money for anything. You just need access to money.”

“If you add enough value to people and you add enough value to what you’re doing, you can charge a lot of money. If you under-promise, over-deliver, provide good customer service, your clients are going to pay you as much as they think it’s going to be worth.”

“Get yourself surrounded by like-minded people that are going to lift you up and get you to that next level.”

“Don’t hire cheap, hire great. The cheaper they are, you’re going to get what you pay for. So sometimes, you just have to pay a premium.”

Links

Want to know what your best marketing channels are and increase your profit by 2-3X? We’d love to chat with you to find out how we can help. If you’re interested in booking a call you can go here.

To learn more about Tony, check out his expertise with TV and his podcast.

Transcription

David Richter – Host:

Hey, everyone. Welcome back to the Profit First REI podcast. Have another incredibly special guest today, Tony Javier, who has become, I believe, just a personal friend of mine over the last few months here as we’ve gotten to know each other better. And we’re going to a lot of the same types of events too, and seeing each other. And I get to see Tony behind the scenes interacting with other people and the value that he’s providing in this space as well too, and I just want to let you know that Tony is the real deal. Everything that he’s going to talk about today, the services he provides, the deals that he does. He is an incredible human being and really privileged to get to know Tony over the last few months here and work side by side with him and introduce him here. So Tony, thanks for being on the podcast today.

Tony Javier – Guest:

Thanks for having me on, David. It’s been great getting to know you behind the scenes as well the last few months. We’re servicing a lot of the same people and I feel like adding a lot out a great value to the real estate community.

David Richter – Host:

Yeah, yeah, exactly. And that’s what it’s all about. It is providing that value. And Tony’s doing some pretty big things and we’ll let him talk about that. And it’s probably some things that can help you as an entrepreneur, wherever you are as a real estate investor on your journey. Because he helps people with their leads, getting leads in the door and warm leads. And I’ll let him talk about what he does there, but he is helping quite a few investors right now do that. But Tony, before we get into all of that, let’s just start. I know you pretty well, but let’s get into what got you started in real estate. Give the people that are listening now your background so they could get to know you a little bit better.

Tony Javier – Guest:

Yeah, sounds great. So like most people, I found something that was just basic information to get me started. Today it’s podcast, it’s maybe a book, maybe it’s YouTube video, things of that nature. Of course they buy, right? So back 20 years ago, so I’ve been in the business 20 years now, and 20 years ago I saw on infomercial on TV, No Down Payment by Carleton Sheets, which a lot of the OG investors know about because a lot of them have bought it or seen it at least. But yeah, I saw that on a TV commercial. I’m like, “Man, this is super cool. Ton of people are getting unbelievable results with this course.” Because he shows all the people that are making passive income, own 100 properties and all that kind of stuff. So that got me jazzed up.

Tony Javier – Guest:

So I ordered the course, 200 bucks, got it in the mail. And unlike most people, instead of putting it on the shelf and just not doing anything with it, I got infatuated with it. I was in college, I was waiting tables so I had some time on my hands to do this on the side and take some risks, if you will, as opposed to some that may have been at their job a long time and didn’t want to change and that kind of thing. So I was just getting fresh into what I wanted to do for a living. So long story short, ended up buying, let’s see, I think two properties within about three to four months, no down payment, as they said. One of them I borrowed the down payment from my dad. One of them I bought cheap enough and found financing where they were able to allow me to buy the property without any money out of my pocket.

Tony Javier – Guest:

So that’s how that started. First couple years, year to two years in was doing the BRRRR method. I was buying properties, refinancing them, getting cash out. And I was actually making tax free money, and within year to two years my net worth was several hundred thousand dollars just right off the bat. So I’m like, “Man, this is super cool.” So fast forward 20 years later, done close to 1,000 flips. I rehab properties, that’s my shtick. 10 to 12 years ago, I realized that you could actually have a business that ran without you, especially a flipping business. I didn’t realize that that was possible. So it’s kind of like the four minute mile back in the day when Roger Bannister ran the 4-minute mile, people are like, “Oh wow, you can do that.” And then all of a sudden, everybody starts running… Well not everybody, but a lot of people start running a 4-minute mile.

Tony Javier – Guest:

Well, for me, that was real estate investing. It’s like I found a guy that was not looking at properties, was not managing contractors, meeting with sellers, the whole deal. And he was a passive and best in his business. So within about a few years, I was able to step out of my business and hire a really good staff to help run my operation. Right now I live in San Diego while my flipping operation runs in Wichita, Kansas. And so nine years ago I discovered TV commercials, which you touched on. So now I help real estate investors all over the country with TV commercials. TV commercials have done something unbelievable for my business. It’s the number one lead source that I have, most consistent, builds a ton of credibility. And there’s not a lot of competition in the space. So I love helping real estate investors around country with their TV commercials.

Tony Javier – Guest:

We’re working with over 100 high level investors with their TV commercials. And then now I’m doing funding as well. So I know we’re going to talk about some money here. But I realize that a lot of real estate investors need down payment money for their deals. They can find good deals, they can put them under contract. They might be able to fix and flip them. But a lot of them just don’t have the capital to put the 20% down plus the closing costs that are needed for a real estate transaction. So we’re also providing down payment money for real estate investors and helping them do deals. So I feel like I’m in two niches that are very needed. One is motivated seller leads that aren’t very competitive. And two is actually providing down payment money for real estate investors that there’s really no one else in the space that’s doing that.

David Richter – Host:

Yeah, no, I love that. And if you are listening right now, you heard, he’s done over 1,000 flips. He’s been in this for 20 years and working with 100 investors and seeing real returns. Because you shoot for a certain ROI with your clients and with the people that you do, and you run a lot of those analysis. And he even spoke to our group of clients at SimpleCFO just this last Monday when we’re recording this podcast and just told a lot of the goal about like why TV, the returns you can get, they’re warmer leads, and just a lot of great stuff. And it was really good and you could tell the expertise of doing this for nine years and knowing the ins and outs and how to provide that value and that service. So just can’t plug that enough because I know how helpful it is for those real estate investors.

David Richter – Host:

And I love the story that you told about a guy who was just jumping into real estate and he was like you usually don’t work with people that are just jumping in for the first time. But he went in all in on TV and started getting those deals right away, and like high level deals that he was able to close. So I’m definitely a believer in that system. So thank you for sharing about that. We’ll make sure at the end too, so make sure to stick around or fast forward to the end if you want to know how to get in touch with Tony here. So just want to make sure you stick around to the end there. So let’s talk about the money side, Tony. Let’s talk about that, the money side of business and you’ve been in business for a long time here. So before I go into the business side of it, let’s talk about personal mindsets. So what early lessons did you learn about money and how does that compare to what you think about money today?

Tony Javier – Guest:

Yeah, good question. So I guess off the top of my head, I can think about a couple things with money. One is money is way more accessible than people think. So when I talk to someone they’re like, “Man, I would love to get in real estate. I just don’t have the money.” Yeah. And if I feel like it’s worth the conversation, then I’ll talk about you don’t need money. If I can tell they’re in the mindset that they’re just never going to get that concept, I typically don’t get into it. But if I feel like they there’s someone that could get it, I just talk to them like, “Hey, I had zero money. I had probably less than $1,000 in the bank when I bought that course for 200 bucks and I was able to buy millions and millions of dollars worth of properties in a short amount of time. You don’t need money to get into this business. You don’t need money for anything. You just need access to money. So that would be the first thing.

Tony Javier – Guest:

Something that recently, probably in the last couple years I’ve started to understand is the profit first concept. I’m a client of David’s. David is helping us to help manage the multiple businesses we have and the flow of money and all that good stuff. But one thing I didn’t realize is that I was making really good money, but when it came down to it, I didn’t know exactly where it was going. And I’ve been on a path for the last three years to really start figuring out how to manage money better. It was always coming in, but I would invest it in deals, if money was accessible, I’d figure out how to spend money, whether it was a good investment or not. So now I’m figuring out how to siphon money out of the business, in a good way, profits out of the business so that they’re not just going into a deep dark hole wherever that may be. So that’s something you’re helping us create those different accounts to put money into and pay ourselves and get money out of the business.

Tony Javier – Guest:

And then the other thing I’ll say just from a general standpoint I think is that people undervalue what they have. So I run mastermind groups for not just real estate investors, but I’ve ran them for other businesses as well. And I think most business owners undervalue what they provide. So that could be if they flip a house, maybe they’re undervaluing the property and what they can sell it for. And I’ve done this before where I put something on the market, got an offer quickly and took a little bit of discount on the property just to sell it quickly, not realizing that I probably could have gotten another $5-10,000 had I negotiated a little bit harder or been patient and waited for someone to buy that property at a higher price.

Tony Javier – Guest:

From a standpoint of services, I’ve even done this with my services before, but I see a lot of people offering really good service and they’re making no money because they’re not pricing their services high enough. So if you add enough value to people and you add enough value to what you’re doing you can charge a lot of money. You know this, I mean you’ve worked with a lot of service providers, there are some service providers that over promise and under deliver and just don’t provide what they’re going to say they’re going to provide. But if you under promise, over deliver, provide good customer service, your clients are going to pay you as much as they think it’s going to be worth. So I know some people that are charging $100 a month for their services and they could be charging $500 a month for their services.

David Richter – Host:

Right? Yeah, exactly.

Tony Javier – Guest:

It’s just that mental shift of what value you’re providing and what people are willing to pay and the results you’re getting them. So those are a few concepts about money that I feel like over the last 20 years had I known all these back in the beginning, man, it would’ve been a game changer.

David Richter – Host:

Awesome. And if you’re listening to this right now, that’s a little section you need to go back and listen to a couple times there, because if you can get some of those lessons, like you just said, now, wherever you are, in whatever stage of life and business, those lessons can help take you a lot further than where you are right now. Because it is, it’s about providing that value. And some people, like you said, Tony, provide that value, but they don’t know their value and they don’t know how to calculate that value. And then you’ve got really good people going out of business because of that. And you need that for yourself and for those people that rely on you, your employees and those people that you’re serving.

David Richter – Host:

Same thing with the real estate investing world. If you’re out there helping people with those distressed properties, you want to make sure that you’re making the money and you’re keeping that money and it’s not just going into that black hole so one day you wake up and there’s no business there and now you’re not helping sellers anymore with their distressed properties. So really good stuff. Love that. So I always asked too, what lessons do you want to pass on to the next generation? What are just some key takeaways like, “Hey, we see these other generations coming up, I want to make sure like I’m passing this on to the next generation.”?

Tony Javier – Guest:

Yeah. I think the number one thing is don’t do this business alone. When I got in the business 20 years ago, we didn’t have Facebook, we didn’t have YouTube, we didn’t have all these things that we have now. So it does make it a lot easier now to connect with people, ask questions and that kind of thing. But back when I started 20 years ago, for 10 years I really didn’t ask for help. And I tried to do a lot of things myself. Now I hired staff, that kind of thing.

Tony Javier – Guest:

So the first thing I would say is get yourself surrounded by like-minded people that are going to lift you up and get you to that next level. You and I are part of a mastermind together, so getting around people that are performing at a very high level and meeting with them regularly. It could even be people in your community, whether it’s a meetup group or just a group of guys that know that are doing good business. Meet with them on a regular basis, run some ideas by them, get inspiration. Because there’s some people that I’m like, “Man, I’m doing some good stuff…” But then had a guy on my podcast the other day and he just sold his business for $780 million. And I’m like, “Okay, well maybe I need to step it up a little bit.” So just that mindset when you are around other successful people is a big thing. And then so that is really just building your community to help support you and grow and just not feeling like you’re alone.

Tony Javier – Guest:

And then the other side of that is the people side is just hiring really good people. When I first started out, I was hiring the cheapest people I possibly could. “How could I save money?” Someone mentioned something the other day, I think it was at the mastermind we were at last week, and they said, “Don’t hire cheap, hire great.” Or something like that. So don’t try and find the cheapest people because you can find some cheap people. Like I said, some people undervalue their services. There’s some people that are providing great services that are not charging a lot. But typically, the cheaper they are, you’re going to get what you pay for. So sometimes you just have to pay a premium. So yeah, just hiring really good people. I have, let’s see, five or six businesses now. And most of them run mostly without me to where I just navigate the ship a little bit. I’ll make approvals on contracts or deals we’re funding or things of that nature sharing. And it’s because I have really good people in place that I trust to run my operations.

David Richter – Host:

Yeah, it’s funny that you say that too because it’s been a recurring theme for the last couple guests I’ve had on, where they’re very high level individuals like you, Tony, and these are successful people with multiple businesses providing really good value and services and that’s come up several times. It’s all about that team, not the cheapest, but the best. You need to go after that. And then one person said, “I used to pay for doing. Now I pay for thinking. And instead of for doers, I pay for thinkers. And they need to be thinking. They can’t be coming to me with every single problem. They need to think of the solution. They need to implement it. And I just need to see that the numbers are still going the right way.”

David Richter – Host:

That to me was hitting home right what you were saying. Because how many real estate investors, their first hire is that virtual assistant and they think, “Oh, I’m going to build a team with virtual assistants and that’ll be the end all be all.” It’s well it depends on where you want to go with your business. If you want to stay small and have to answer questions all the time, that might be the route. But you’re going to have to have really good team members around you. So cannot stress that enough. That keeps coming on, if you’re listening to the podcast. So just get that mentality in place because the opposite of that is really what’s going around, I feel like, in the real estate world. So just make sure you’ll listen to people like Tony and other people that have given that mentality.

David Richter – Host:

Just a couple more questions here, but let’s talk about more the marketing side. So we talked about the money side a little bit, but the marketing and what you’re seeing with TV or other different types of lead generation that are the best, or what are you looking for and why TV specifically, and why you got into that and what are some of the things around different lead sources like that?

Tony Javier – Guest:

Yeah, so I build my business around automation. So automation with systems, people and marketing. So for me, nine years ago, when I started TV, I didn’t know what to expect. The backstory behind it is I met a guy at a poker game and I was like, “Man, this guy’s on TV. I’ve seen him on TV before.” So I got this whole celebrity mindset in my head. And we just started talking and he was just a normal guy. And I was like, “Hey, so how are your TV commercials doing?” He’s like, “Man, that is all the marketing we do.” He’s a construction business. He’s like, “We do $2 million a year of business just from TV.” He’s like, “You know what, maybe I should connect you to my media guy. Maybe that would be a good conversation for you guys to see if TV’s good for you.”

Tony Javier – Guest:

So I called him, his name’s Drew, we hit it off, and he’s like, “Yeah, let me look and see what I can negotiate with the stations.” And he’s like, “Just put together some scripts, put together some things, we’ll produce the commercial.” And we just jived. And within 30 to 45 days I had a TV commercial and I was on the air. Became a authority in my market overnight. The first month it produced a 10x return on my money.

David Richter – Host:

Wow.

Tony Javier – Guest:

And pretty much since then, it’s been somewhere between a 5-10x for the most part. Last year, we were actually able to break the 10x barrier and get over 11 times return on our money. So it’s something that’s been a great source of leads. It produces half of the business that we do today. So most of the properties that we buy are from TV commercials. I’m a celebrity and authority in my market, everybody knows who I am. And it’s done other things outside of that. Raising private money is easier, dealing with contractors, they treat you differently. There’s so many benefits outside of just pure ROI from TV that I am all in on TV.

Tony Javier – Guest:

So last year someone said, “You need to start teaching other real estate investors how to do this.” So I went to my media guy, Drew, and I said, “Hey, we have an opportunity here. I’m going to teach people how to do it and give them my number, show them the scripts that have worked for me that I’ve tested. We know what stations, what shows work. We’ve tried and tested all that stuff. Why don’t we launch this out together and make it more of a turnkey service for real estate investors?” So we launched it last year and it’s going gang busters. The results we’re getting from our clients are unbelievable. Most of them are getting the same 5-10x that I’ve seen over the years.

Tony Javier – Guest:

And not only that, but it’s automated. Going back to the automation. The first commercial I ran, I think I ran it for at least six or 12 months. And most of my commercials I’ve ran for at least 12 months. If I air a commercial and it produces, I keep it on until I feel like it’s stagnant or I just need to fresh it. So last year someone asked me like, “How much do you work on your TV commercials a year?” And other than for my clients, for me myself, I probably worked three hours a year on my commercials just looking at my ad spend, maybe shooting a new commercial. Other than that, it’s set it and forget it.

Tony Javier – Guest:

So there’s not a lot of competition in the space. If you go to any market, there’s typically one, two, maybe three people in a market running TV and chances are it’s probably one of our clients, one of our clients is running TV and one of those markets. But yeah, I’m all in on TV. And I think it’s such an untapped channel. Because people think it’s too expensive, they feel like they’re not good enough to be on TV. There’s so many barriers to entry in TV that there’s so many other things that are easier for people to get into. And that’s why they choose those methods. And that’s why they’re super competitive.

David Richter – Host:

Yeah. And then you pair this up with… This is a really good pair up with some of the other methods too, because if someone gets a postcard and they see you on TV, it’s like, “Oh man, this is the guy that I need to call. Or this is the gal I need to call about the house.” Right?

Tony Javier – Guest:

Yeah. If anybody’s doing deals, I think it’s a no brainer. But especially if you’re doing postcards. We’ve seen that throughout the years, and our clients have seen that where they’ll get a stack of postcards and they’ll be like, “I called you and only you, because I don’t know these other guys. But I’ve seen you on TV before. So because you guys are on TV, I feel like you’re legit. So let’s see what you have to say.” We get the first at bat, and usually it’s the last at bat because we get the deal for the most part.

David Richter – Host:

Yeah, that’s awesome. Because I’ve also heard you say today and other times that these are warm leads too. These are not usually a bunch of tire kickers, or like you get with cold calling or texting. It’s like a different level of lead that’s calling from a TV ad.

Tony Javier – Guest:

Oh 1000%. It’s a much easier conversation.

David Richter – Host:

Yeah. I love that. So automation, warmer leads. This is something, if you’re a real estate investor, whatever stage you’re at, to think about as a lead source, to at least put into that bucket of, “When is the right time? When should I do it?” So when would you recommend someone look into TV ads? When they’ve hit a certain dollar amount in revenue? Or when they’re first… Because you’ve had some good success stories with people just starting out and being able to invest in TV and then seeing the returns. But when do you typically advise people to start with the TV ads?

Tony Javier – Guest:

Honestly, I think it’s just when they’re ready for it. And that could be a new investor. So when I launched this program, I was going to cater to experienced investors. I’m like, “I don’t want to teach new investors how to do deals. If we turn on TV, there’s going to be a lot of leads coming in. I don’t want to have to teach real estate investors how to do deals.” So I had someone talk me into allowing them to get on TV because when they filled out the application to book a call with me, I looked at it and they said they had done no deals. Almost emailed him and said, “You know what, this probably isn’t right for you.” But I got on the call with him anyway. And he’s like, “Get me on TV. I will figure out how to do the deals.” He’d only done… Actually, I don’t even know if he’d done one deal before TV. If he did, it was maybe one deal.

Tony Javier – Guest:

But he’s like, “I’ve been texting and cold calling for six months and just haven’t gotten the traction.” He goes, “I think this is it.” So I said, “Okay, let’s do it.” I could tell this guy was motivated. He was a Division 1 college quarterback, so I knew he could work hard and that kind of thing. So long story short, he’s doing two to three deals a month consistently in a very competitive market and getting about a 5x return on his money. And he’s doing it while he has a full-time job.

David Richter – Host:

Wow.

Tony Javier – Guest:

So we actually have quite a few people that are investing on the side that have a full-time job. They’re like, “I don’t want to manage a texter. I don’t want to manage a cold caller. I’d rather just do TV commercials, have my VA or I answer the phone when I can, and I do the deals on the side.” Right?

David Richter – Host:

Right.

Tony Javier – Guest:

But on the other side of that, I’ve had experience investors come in, turn the TV on for them and they get so many leads that they just can’t figure out how to produce on them, and their team wasn’t really good. And they would either have okay results or just not good results at all because they just weren’t converting the leads. Because when you get a good lead coming in, you need to be on it. TV leads, typically they’re calling you and only you, which is what I call a more forgiving lead. Whereas if they’re getting postcards, they’re probably calling four people. If they’re going on Google, they’re calling four to five people. TV, they see you on TV, impulse, they call you, “Hey, I was thinking about selling.” But you still need to be on top of those leads. You need to answer the call. You need to get out there and get on the appointment.

Tony Javier – Guest:

Because if someone calls you from TV and within a day, you don’t get back to them they’re like, “Ah, maybe I need to call someone else.” And then they’ll go on Google and that kind of thing. But if you catch them in the time they’re ready to sell, I’m like, “Yeah, I’ll come out and look at your house tomorrow morning.” You’re the one that they’re going to go with as long as you guys can meet with terms. So, yeah, so the answer to your question is it can be for new investors, it can be for experienced investors. What it comes down to is just making sure that when we turn TV on that you can handle the leads.

David Richter – Host:

Right, and that you can close them. And that’s big. So I love that. And I would say too, that this channel, I feel like most investors, they go out there with the different channels and they’re getting their information from other places, other sources, pulling the list together, putting the postcard in from somewhere else that they got something. And with TV, it’s like okay, here’s an expert who’s going to help you set the TV up, get it out to the right people, put you in front of the right people, and then you need to be able to handle the calls. I feel like a lot of those other ones are kind of shooting in the dark, especially when you first start, or even if you’re an experienced investor, you still have to refine, re-tweak. Like you said, this is more automated, puts that power back into your hands as a real estate investor.

David Richter – Host:

So that was another thing that as I was thinking about this type of system, like, “Man, I really wish we would’ve had something like this years ago that we would’ve started TV while we were doing some of the other stuff.” Because it would’ve saved a lot of burnout from a lot of the people that were doing the list pulling and the scrubbing and the [inaudible 00:26:19]. It’s like, “Okay, that’s great. We still want to do that.” But like adding something else in that’s going to light the fire under it as well too. So really like that about this whole system. So, Tony, you’ve provided a ton of value here. So I’ve just got one final question. Is there any way our listeners can provide value back to you? How do they learn about TV? How do they connect with you? You’ve got, like you said, masterminds, you’ve got your own content that you put out there. So how can people get into your world?

Tony Javier – Guest:

Yeah, just go to my personal site because I’ve got pretty much everything I do there. It’s tonyjavier.com, T-O-N-Y-J-A-V-I-E-R.com, tonyjavier.com. If you want to apply for the TV program, see if your market’s available, we do semi exclusivity in markets. And then if you’re looking for funding for your deals, Gap Funding Solutions is my company. That’s on my website as well. And then I have a podcast and a bunch of other stuff I do. So I love providing value to real estate investors or just business owners in general. So if you go to my site, you should be able to find something that should be of good value to you.

David Richter – Host:

Awesome. So there you go, tonyjavier.com. It’s J-A-V-I-E-R. So tonyjavier.com. And you can get inside there and see what else you… Whatever you need, you’ve probably got the solution there for you. So Tony, thank you so much for being on today and providing a ton of value here. Thanks for explaining TV and a lot of that, and then the mindset. I think if you listen to that part about the mindset of money he gave, he gave 20 years of experience in just a few minutes there. So go back, listen to that. Tony, thank you so much for being on.

Tony Javier – Guest:

Thanks David. I appreciate you, man.

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):

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

Speaker 3 (01:01):

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

Speaker 1 (02:07):

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

Speaker 3 (02:24):

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

Speaker 1 (02:43):

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

(03:38):

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

(04:27):

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

(05:18):

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

(06:10):

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

(07:02):

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

(08:11):

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

(09:06):

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

(10:04):

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

Speaker 3 (10:38):

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

Speaker 1 (11:17):

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

Speaker 3 (12:22):

Right? Yep.

Speaker 1 (12:24):

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

Speaker 3 (12:33):

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

Speaker 1 (13:22):

I mail ’em checks.

Speaker 3 (13:25):

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

Speaker 1 (13:33):

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

Speaker 3 (13:41):

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

Speaker 1 (13:50):

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

Speaker 3 (14:00):

Yep.

Speaker 1 (14:01):

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

Speaker 3 (15:27):

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

Speaker 1 (15:32):

Options. Does that make sense?

Speaker 3 (15:34):

Yeah, that makes sense. A hundred percent.

Speaker 1 (15:37):

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

Speaker 3 (16:14):

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

Speaker 1 (16:33):

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

Speaker 3 (17:33):

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

Speaker 1 (18:04):

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

Speaker 3 (18:20):

Yeah, me either.

Speaker 1 (18:22):

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

Speaker 3 (18:53):

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

Speaker 1 (19:12):

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

Speaker 3 (19:17):

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

Speaker 1 (19:20):

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

Speaker 3 (20:25):

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

Speaker 1 (20:50):

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

Speaker 3 (21:53):

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

Speaker 1 (22:07):

Well pay ’em on time.

Speaker 3 (22:08):

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

Speaker 1 (22:12):

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

Speaker 3 (22:42):

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

Speaker 1 (23:03):

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

Speaker 3 (23:06):

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

Speaker 1 (23:10):

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

(23:37):

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

Speaker 3 (24:31):

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

Speaker 1 (25:18):

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

(25:26):

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

Speaker 3 (26:11):

That’s so good.

Speaker 1 (26:13):

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

Speaker 3 (27:08):

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

(27:55):

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

Speaker 1 (29:01):

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

Speaker 3 (30:31):

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

(31:13):

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

Speaker 1 (31:51):

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

Speaker 2 (31:54):

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