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Overcoming the Challenge of Fear in Real Estate With Brad Blazar

Episode 105: Overcoming the Challenge of Fear in Real Estate With Brad Blazar

The Profit First REI Podcast

August 18, 2022

David Richter

Summary:
Brad Blazar has studied the habits of success. He’s an expert when it comes to raising capital and has been raising hard-earned money since the young age of 23. After years of managing his oil company, Brad realized that his true passion lay in helping others while still raising money for himself.

Brad’s coaching program , Capital School, has garnered praise across the globe and is highly recognized in the REI space. Helping budding real estate geeks on their business journey.

Today, we invited him over to have a chat with us and talk about how to climb up that success ladder the smart way.

Key Takeaways:

[2:16] How did he start on his real estate journey?

[5:46] He learned the value of trust and building relationships with the people around him

[7:53] The story of how he launched his first oil business at the age of 23

[12:21] Does he teach people how to raise money from different sources?

[15:23] How to get off the transactional treadmill and create a passive lifestyle through commercial real estate

[16:27] Tips on how to raise money the easy way

Quotes:

[16:56] “We, as human beings, know how our brains are wired, are not wired to be successful. Our brain is programmed into one thing and that is to keep us alive. “

[21:46] “Investors do not invest in great ideas.”

Links:

Brad’s Website-https://www.bradblazar.com 

Books by Brad Blazar-https://www.bradblazar.com/the-book 

Capital School-https://www.bradblazar.com/capitalschool 

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:

Brad Blazar:

We as human beings, the way our brains are wired are not wired to thrive and be successful. Flat out. Our brain is programmed to do one thing and that’s keep us alive.

Intro:

Welcome to the Profit First REI podcast, where real estate investors, master financial management, eradicate entrepreneurial poverty, and learn to be profitable from day one. Now for your host, David Richter,

David Richter:

Everyone. Welcome back to the Profit First REI podcast. I’m your host David Richter. And I have another special guest here today, Brad blazer. And if you haven’t heard of Brad, I don’t know how you have it because he has done some incredible things. He has raised over several billion dollars with a B in capital over his lifetime. He has also done a lot of the rehabbing space and he’s created big syndications. He, and now he teaches people as well, how to raise money and does puts on some events and stuff. And like, this is a guy who doesn’t just teach it, he’s done it and is doing it still. So that’s what I love. He’s got several books. I want him to talk about those books that he has, you know, available on Amazon because he is an expert on raising money, getting it out there. And then also something we probably don’t think about as much if you’re a mom and pop wholesaler or fix and flipper or landlord that, you know, exiting businesses and like starting up, you know, and those, those types of things as well too. And he’s an expert in that and can speak to that as well and how he and how he looks at those different types of businesses. But Brad, super excited to have you on today. Thanks for being on the podcast.

Brad Blazar:

Great. Thanks so much, Dave. I’m real excited to be here today with you.

David Richter:

Awesome. Well, let’s dive into it. Like you’ve done so many things in, in this space and you’re like, you’re a speaker too, which is awesome. You spoke like with Floyd Mayweather, Kevin Harrington, you know, Sharon lector, like a, a bunch of big names, which is very, very cool, but like, that’s not where we start. So, so let’s say, where did you start out? And as you were you know, on this journey now re like I said, raising that much money and like teaching other people. So how did it start and what was that journey for you?

Brad Blazar:

Yeah, so, you know, I always went on, on stage kind of share what I call my backstory. Yeah. And so I grew up like a lot of people just typical middle class. Certainly didn’t have a silver spoon in my mouth. Certainly wasn’t wealthy. My dad was an executive. My mom was a stay at home mom. But much like Robert Kiosaki writes about in his book, rich dad, poor dad. I had a rich uncle and you know, he was very affluent. My uncle Henry never had more than a sixth grade education. He was an orphan. And you know, as he was growing up, he was largely put to work inside the textile mills in New York city. And he was just approached one day as a young man by a gentleman that was a, a philanthropic you know, industrialist that said, Henry, I really have taken a liking to you.

Brad Blazar:

You’re a hard worker, you’re industrious. And because you work in the textile factories, you really have a good feel for fabric. Like when you feel cotton, you know, it’s cotton, or when you feel a good silk, you know, it’s silk, I’d like to partner with you. And so my uncle Henry and this gentleman launched a very successful woman’s fashion line called R and K fashions and R and K fashions was ultimately sold for millions of dollars. My uncle Henry became very affluent and started investing alongside the daltons and built hotels. One point on the Palm beach country club in Palm beach, Florida. And I’ll never remember, or I’ll never forget, rather I must have been about seven or eight. And I was there for Thanksgiving, with my family in Florida. And my uncle Henry took me by the hand and he was walking me around the dining hall in the Palm beach country club.

Brad Blazar:

And he said, you see that guy over there. That man makes all of the hangers that hang in your closet. And, and this guy over here, he makes all the little erasers that are at the end of your pencils in school bread. And he put his hand on my shoulder and I’ll never forget this. It was a revelation. And for those of your students or the people that listen, that don’t know what a revelation is, a revelation is like a major aha moment. I mean, it hits you at the core. It stays with you throughout life. And he made a comment to me that was like a revelation. He said, Brad, someday, by finding out what you’re really, really gifted at packaging it up and delivering it to the world, you can change people’s lives. And in the process, get wealthy doing it. Now at a seven year old age, I had no idea what that meant.

Brad Blazar:

It just like went one in ear and out the other. But I always knew being around my uncle, Henry was a lot more fun than hanging out with my parents. If I had to choose being rich over being middle class, I’d definitely wanted some of the things my uncle Henry had. So at a young age, I always knew I wanted to be successful. Well, I took the path that most people do because my parents largely ingrained in me. You’re gonna go to college, you’re gonna get a career. You know, you’re gonna get a job you’re gonna save. And so that’s largely what was ingrained in me over the course of growing up. And so I went to college, I went to school, studying architecture, wanted to be an architect. And while I was in my senior year, I just happened to open up the newspaper, respond to an ad and ended up going to work for a very small oil company in Texas.

Brad Blazar:

My job was to get on the phone, call out to people that did not know me. I did not know them. And over time, build that trust and build a relationship so that they would ultimately invest with us. And I got really, really good. I guess I was just a good salesman. I was confident, but you know, at a 21 year old age, working 12 to 15 hours a week between class after school, I was making close to a hundred thousand dollars. And this was back in the eighties when a hundred thousand dollars was really a hundred thousand dollars today. It’s not. So back then it was so I’m like, well, Jesus, if I’m only working 12 to 15 hours a week making this kind of money, like, what would it look like if I actually worked 40 hour work week? So I basically, without telling my parents just turned my back to school, quit going to classes, obviously got straight Fs, flunked out, but working for this other company, I increased my skillset became much more proficient.

Brad Blazar:

And then unbeknownst to me, it was actually discovered by one of my investors who was a petroleum geologist. We found out that this second company that I had gone to work for was essentially committing fraud. Oh wow. And so I went in and I resigned didn’t wanna be any part of it. They actually had my dad as an investor, you speak about stealing from people while, you know, when you steal from the families of people that work for you, that that’s even worse. Right? But we organized a class action lawsuit, which we ultimately won. But the investor base that I had cultivated over roughly two years never met me because this was at a time, you know, back in the mid, late eighties where we didn’t have internet, we didn’t have zoom. I was doing all of this over the phone, pitching people by telephone.

Brad Blazar:

So, you know, they must have thought I was in my thirties or forties. They didn’t know I was a 23 year old kid. So they’re like, Brad, well, you know, what are you gonna do now? And I looked back at that comment that my uncle Henry said that was like that revelation. It’s like, wow, this huge door just opened up. And I said, well, why not start an oil company now? I’ll be honest. I never drove the, well, I didn’t know anything about running a business. All I knew how to do was get on the phone and raise money. And so I printed up some letterhead. I printed up some stationary. I got a geologist, I got a landman. And before I knew it, I was a 23 year old kid telling everybody, Hey, I’m launching an oil business. And my parents are looking at me like, are you crazy?

Brad Blazar:

You don’t know anything about building a business, running a company. There were all the haters, the naysayers. And so over the course of a decade, I built a pretty successful oil company. We had 35 employees. We were drilling for oil and natural gas in Texas, Oklahoma, Louisiana raising, you know, hundreds of thousands, millions of dollars a month. And then in the late eighties, early nineties, two things happened. The tax reform act took away. Most of the incentives for investment capital and then second oil prices just plummeted. And so over the course of about a year and a half, I just slowly consolidated and collapsed the business until one day we no longer existed, never had to file for bankruptcy because we had no debt on the books. I, I like to say we did it the right way. And then there was a period in my life about a year where I was like completely disillusioned.

Brad Blazar:

I mean, I had no idea what I was gonna do. I had just come off making a lot of money, made some of the most difficult decisions I’ll probably ever have to make because people’s livelihoods. People’s families were relying on me. I needed to now tell ’em, you know, we’re closing the doors, we’re shutting down, et cetera. And so I was living off savings. And then I went to work basically in corporate America because I made the decision falsely that, Hey, I gotta go back to school. I gotta get my degree, which I did graduated with honors. And now that I had that nice little piece of paper, we call a diploma. I went out looking for employment and it was very, very disheartening because people wanted to hire me, but they wanted to pay me a salary or a compensation that was close to what I used to make, like in a good month.

Brad Blazar:

<Laugh>. And so I just laughed. And I said, you know, I’m obviously very overqualified. I’ve been hugely successful at a young age. And so again, another year went by and I’m just living office savings. And then one day I was watching TV in Steve Harvey. The, the famous comedian that has a TV show was there and he was talking to his audience and he said, everybody here in this audience, listen to this. I believe that all of you here have something special. It’s like when you were created by the maker, he puts something inside you that I call your primary gift. And here’s the sad part. Most of you will never figure out what it is. Most of you will never figure that out. But for those of you that do that, is your something special. And about three days later, it hit me like a ton of bricks.

Brad Blazar:

I never forget. I was drinking a glass of wine on my patio, smoking a cigar. And I was like, oh my God, my, my hard skill, like my something special as I know how to raise money better than anybody I’ve ever met. And so I went to work in an industry consulting and raising capital largely for other people, large real estate syndicators, you know, big firms on wall street that have public real estate investment trusts you know, big private equity firms. And over roughly 30 years, I’ve raised $2 billion B and I’ve raised it from any and all sources. You can fathom the high net worth investors, family offices, brokerage firms, pensions trust. I mean, I’ve raised 50 million from a fund in Israel. So you name it, I’ve done it. And what I realized is that was my gift. I created mastery at it, cuz I’ve been doing it for so long. And so we crafted today what we call Capital School, which is my global coaching and mentorship program, where I literally, I teach people that wanna learn how to attract, raise and close high net worth investor capital, exactly how to do it. And in addition to that, I do it because I’m a real estate entrepreneur started off of course, like most, you know, single family fix and flips rehab and then fast forward today, we’re now co-investing and we’re syndicating multifamily properties.

David Richter:

That’s awesome. I absolutely love that cuz that’s where most of the investors listening here are in that space, you know, either the multifamily like you’re doing or they’re doing their, you know, single family investing. So that’s awesome because <laugh>, if there’s any, any group of people that knows about raising money or that how important it is to raise money, I think it’s the real estate investing community. Yeah. So I would say, is that what you teach? Do you teach people how to raise from different sources as well too? Like from private lenders or bank funding or like different, you know, family offices, you know, those different types of, you know, high net worth or whatever that might be able to lend on a real estate deal or real estate, you know, acquisition.

Brad Blazar:

The answer to that is absolutely 100%. And I, I think that is why people have sought me out. I think that’s one of the reasons that we become so successful globally, you know, teaching people today now in seven countries around the world, Australia, New Zealand, Canada here in the us, of course the UK it’s because when somebody comes to me and says, look, you know, I wanna learn how to just raise a hundred thousand dollars so I can fix and flip this single family. Great. I can teach you how to do that. Somebody comes to me and says, look, I’ve been doing this for two years. I’ve raised about 5 million, but I wanna go to the next level mm-hmm, <affirmative> put together a fund, you know, know how to put together my offering memorandum, like what to put in my pitch deck and like, you know, raise 25 million.

Brad Blazar:

Great. I’ve done that too. So it doesn’t matter David, where people are on the spectrum of their capital raising journey, whether they’re beginning, whether they’ve done it and they wanna scale to the next level or whether they’ve tried and they’ve given up because they’ve floundered making rookie mistakes, we can correct those. I can take somebody and literally teach ’em anything and everything they wanna know from a to Z. Why? Because largely I’ve done it. And I think that’s what makes me different. There are other people out there that quote, advertise or promote, Hey, I can teach you how to raise money too. Well, some of these people have only raised 40, 50, 60 million. That’s a far cry from 2 billion.

David Richter:

Yeah.

Brad Blazar:

And most of them have never even walked in the door of a family office or raised money from a pension or a trust or a fund in a foreign country. So when you’re looking to be taught, how to raise money, hire somebody, that number one has taught hundreds of people, but more importantly can teach you so that when you get here on the ladder, he can then take you here. And when you get here on the ladder, he can then take you here and stay ingrained in that person’s coaching and mentorship. So that in three to five years, you’re no longer raising 25, 50,000 from small doctors and entrepreneurs. You’re now knocking on doors of family offices, launching a 25 million fund or doing something much bigger with your business because you’ve graduated to that next level with somebody that can take you there. And so I think that’s probably the biggest difference between what I do and my team does.

Brad Blazar:

And a lot of the other people that are out there quote in the real estate space, because really what they’re teaching you, how to do is how to pick up that 40, $80,000 check to fix and flip a house. That’s great. I’m not knocking it. But once you do that, you start to realize, you know, I’m flipping houses, I’m wholesaling, or I’m doing the bur method and it’s all transaction based and I’m grinding. Yeah. I’m making seven figures, but man, I’m tired. I’m beat. And I’m like, dude, why you knocking yourself out? Doing that? Get off the transactional treadmill, create a passive lifestyle by shifting over to multifamily or some other form of commercial real estate, like triple net and sit back on easy street where you’re getting mailbox money every month. Yeah. You see. And that’s the difference in the lifestyle that I live is I don’t have to work. Why cuz I got mailbox money. I have multiple streams of income. It’s taken me a while to get there. But I understood that principle after reading rich dad, poor dad and understanding how important other people’s money was to building and scaling my business.

David Richter:

Yeah. I was just gonna say, that’s the key piece there to going to that bigger side is being able to know how to walk in those doors of the family office, how to, you know, approach them and, and for the real estate investor, if you are doing single family, I mean, this is another way to be able to know to up level your game from not being in that rat race all the time, you know, spinning your wheels. So I love that. So I know you can’t give us the, in depth of like what you teach people, but can you give us just some tips on like maybe some high level tips, maybe one tip or something about how to raise private or how to raise money or just something that you might teach and you know, like to your students?

Brad Blazar:

Well, here’s one thing I’ll share. And I’ve learned this over the years just being exposed, like you said, to some of the biggest, you know, celebrity speakers, people like Floyd Mayweather that I spoke alongside just recently, Kevin Harrington of course, one of the original sharks on shark tank. Yeah. You know, Sharon Lechter you know, other big speakers Brad Lea, Bobby Castro, 10 X partner, Brandon Dawson is we as human beings, the way our brains are wired are not wired to thrive and be successful flat out. Our brain is programmed to do one thing and that’s keep us alive. And once you understand that fundamental principle that your brain’s job is to keep you alive. Whenever anything presents itself that contradicts, or that is a limiting belief or is that fear or that self-doubt of doing something outside your comfort zone, your brain says up back up step away.

Brad Blazar:

Because anything that challenges your brain by default will back away from that’s the reason most people don’t have six packs abs even though everybody would love to have. ’em Why, because it takes a shit load of hard work and the brain says too much effort, too much work back away. It’s trying to protect you. Once you understand that principle of success, you can start challenging it and realize that fear stands for False Evidence that Appears Real. Hmm. It’s the same thing about raising capital. The Mo the real reason most people aren’t doing it is they’re scared of approaching other people. They’re like, I don’t know how to do this. Or it’s the uncertainty of what somebody is gonna say. And I’m like, who gives a shit? What they say? If you talk to a hundred people, I guarantee 10 of them are gonna write you a check.

Brad Blazar:

But once you take action and commit and start having small amounts of success, you realize, holy cow, I can actually do this. And then you start doing it and you become more successful as you create those new habits. But the one thing that I will tell you about raising capital, we see this all the time. It’s a lot of the rookie mistakes is number one. People do not take the time to invest in the relationship with that perspective investor. Hmm. You see when you’re approaching an investor that does not know you and you start pitching a deal, they’re gonna be polite and they’re gonna nod your, their head, but you haven’t developed what I call the front end of that process. That’s investing in them by asking them questions, you know, getting to know them adding value before you ever even pitch. Yeah. It’s just simple questions like David, you know, when you invest, are you looking for growth?

Brad Blazar:

Are you looking for income or you looking for both? You know, how important are tax benefits to you? Are you investing this money with the expectation to do something with it? Like put your kids through school or maybe buy a second home? What other types of investments have you participated in? Because by asking people questions, you build that trust and let’s face it. People like to talk about themselves. So invest one, call, two calls, maybe even three calls before you ever pitch disarm, the person let ’em know right up front. I’m not calling to sell you anything or to ask you to invest. I just want to get to know you what you like to invest. And so if I ever see anything that I think might get you excited, I’ll know to reach out to you. And there’s one question that I always teach people to ask, and this is at the end of the second conversation after you’ve invested two calls or had two meetings, and what it does is it validates that that person trusts you enough to now be called back with a deal.

Brad Blazar:

And it goes something like this, David, you know, I’ve really enjoyed getting to know you the last couple times we’ve spoken, but like I’ve told you all along the way, I just don’t have an investment opportunity right now that I can talk to you about. And here’s the reason we always like to give our existing investors, the right of first refusal on any new opportunity that opens up. And as a result of our success, they tend to fill up pretty quickly. But with that being said, what I’d love to do is just add you to a list of people that I keep on my desk. So that at some point in the future, if an opening ever opens up, I can give you a call. Does that sound fair enough? And when you, you say yes, I’ve just put the nail in the coffin because you’ve just said, yeah, Brad, I trust you now enough, right?

Brad Blazar:

To call me back when, and if there’s an opportunity send to me. But the second thing I also done with that is that I’ve psychology in the process. There’s a very powerful closing technique, known in sales as the takeaway. So he doesn’t know if I’m gonna call him next week, next month, maybe three months. I, I literally have given him the expectation. You may never hear from me again. But when I call I’m now able to create that sense of urgency. I’m now able to basically create the thumb or fear of missing out on this great opportunity. And that’s one of the principles I teach in addition to many others. The second thing is really just lacking the confidence in going to an investor with a great idea. Investors do not invest in great ideas. You could have the best idea. Think you’re gonna make millions of dollars and come to some of the biggest investors on the planet like Kevin Harrington or mark Cuban. And they’re gonna say no, no, no. Because what investors look for is people with great ideas or great investments that can execute on those ideas.

David Richter:

So, Brad, I think we’re having some technical difficulties, but it’s okay. I you’ve provided a ton of value here on this podcast. How do people get a hold of you? Or how can they provide value back to you? You’ve got capital con coming up. You’ve got some events, some of that type of stuff. So how can people connect with you?

Brad Blazar:

I always tell people there’s, there’s three different ways. Number one, you can find my books on Amazon winning at the capital game. You just go to Amazon type my name right into the search bar. There all three books will come up. Number two you can go to our website, just WWW dot BradBlazar.com, just B L A Z like zebra AR. And it’ll give you lots of information on who I am, what we do. You can connect, you can learn about our coaching. You can learn at capital school, which is our premier coaching program, where we teach people how to do this. Or you can come to our event. Every year in April, we do a big event called capital con. You can buy a ticket, you can get proximity to the speakers. You can learn from some of the best of the best we bring in some big time. Real estate celebrities, people like Bobby Castro, people like Brad Lea from Dropping Bombs, Kevin Harrington, Sharon Lechter, we’ve had. So, you know, it’s really just about getting in the room and getting the knowledge in learning from other people that are at a place in life where you ultimately wanna be

David Richter:

Awesome. Now that’s great. So that’s how you could connect with Brad. And as you saw and heard on this podcast today, he is the real deal raised over 2 billion with a B dollars. And this is someone who can help you at all levels wherever you are right now, level your game on the, the raising the capital and can really help you. So, Brad, thank you so much for being on today and providing a bunch of value here. And thanks for joining us.

Brad Blazar:

You so much, David, it’s been my pleasure. Thank you for having me.

David Richter:

Thank you so much for listening to today’s show. If you found this episode valuable, could you do me a quick favor? Could you give us an honest rating within iTunes and be honest, you could say whether you liked it or not. And obviously with iTunes, the more reviews and ratings we have, the better it is for other people that are searching for a Profit First and a podcast. So we’d love to be ranked on there and that’s thanks to your help. So we would really appreciate that if you would like to go give us a rating. Also, if you’re looking to connect with us further, I would highly recommend checking out our Facebook group Profit First for real estate investors. And that’s literally what it’s called. So you can type in Profit First for real estate investors, and you’ll be able to find <laugh>, you’ll be able to find our Facebook group right there.

David Richter:

So come join active real estate investors who are supporting each other and growing their businesses and profits together. That’s what that group is all about. The link should be in the description below. And if you’re interested in working with us and implementing Profit First in your real estate business, we offer coaching and guidance. So if you wanna work with someone who’s actually Profit First certified and who works right now currently with real estate businesses, you can actually go start your application process by going to simpleCFO.com/apply, or just go right to simpleCFO.com. And there’s an apply button right on there. If you wanna actually start your Profit First journey with someone who can actually walk you through those step by step and help, you know, and grow your cash flow. Thanks again for joining us for another episode of the Profit First REI podcast. See you next episode.

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Title: “Realize Your REI Potential with Jennifer Steward: Authenticity, Profitability, and Consistency”



Episode: 240

In this episode of Profit First for REI podcast, we are sitting down with Jennifer Steward of REI Data Source, to unveil the secret weapon you’ve been missing: authenticity. 


Jen will crack the code on how to project a winning image that seals the deal…But wait, there’s more! Learn the top revenue activities every entrepreneur should master and discover the power of consistent strategies to solve your REI problems.


This episode is your blueprint to a thriving virtual business. Don’t miss out!


Key Takeaways:


[0:50] Introducing Jennifer Steward

[6:07] Project an image of success from

time to time

[9:16] Some best revenue activities that every entrepreneur should know

[11:00] Leveraging every avenue that you can, get consistency, and make sure you’re solving current problems

[17:43] The golden ratio in social media marketing is: 90% business and 10% personal

[25:02] The benefits of running a virtual business


Quotes:

[4:20] “Authenticity is like a business repellant.”

[10:09]  “In a market where you can’t dind deals but there’s plenty of money, you have to be the person who knows how to find the deals.” 

Connect with Jennifer:

REI Data Source Website: https://www.reidatasource.net 

Jen’s Email: jen@reidatasource.net 

Phone Number: (469) 952-8011



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):

You need to just be able to solve the seller’s problem and just start with one exit strategy that you’re really confident in. And then once you master that, expand from there. And like you and I talked about, it’s who not how you don’t have time. Most likely to master all of those. So have a referral partner that you can build a relationship with and trust.

Speaker 2 (00:23):

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

Speaker 3 (00:50):

Today we have Jennifer Stewart on which she is a go-getter. She’s out there, she’s doing lots of things. She’s in the cold calling space. She’s also a real estate investor. But then she’s also someone who I think has gone through a lot in her life and has come out on the other side stronger. And you can tell just from what she talks about and what she sees as the most successful real estate investors, what they do on a daily basis, on a monthly basis, it’s just good bottom line stuff to help you if you want to become someone who’s consistent in business, no matter what the market is doing. So I think this is going to be a really good episode. She gets into the nitty gritty and also just helping you get to where you want to be and making more money as a entrepreneur. Jennifer, welcome to the Profit First REI podcast. I’m so excited you’re here today.

Speaker 1 (01:37):

David, thank you so much for having me. I’ve been looking forward to this all weekend. What a great way to spend a Tuesday at noon and thank you. Thank you so much for having me today.

Speaker 3 (01:47):

Yeah, well I’m excited because we dance around in these different groups and we’re going to these events and you’re speaking a lot, you’re helping a lot of people out there, and I see you as someone who’s just very much, I hope this comes across, but just a very mature human being that has gone through a lot, but you haven’t just been a victim. You’ve been someone who said, I’m going to grow from what I’ve gone through, and that’s what I’ve just observed. And then honestly, there’s lots of my friends that respect you a lot too. I’ve gotten to know you well, so I’m excited about this one. So many things that I feel like we could go down, lots of roads here. So again, thank you for being on the show.

Speaker 1 (02:25):

I appreciate that. That’s very generous and kind observation. I think mature is a very polite word and I am just kind of overwhelmed with that kind assessment.

Speaker 3 (02:37):

Yeah, well, I don’t want to use any rude words for you here today, so we’re going to dive into it. No, but seriously I do. I see as someone who takes a lot of those lessons and applies them right away. I would also say too that you are not scared about sharing what you’ve learned and what you’ve gone through. Where do you get that deep sense of truth to share exactly what’s going on? And I don’t know if you’re a fan of the office or if you’ve ever seen that show. I like the Office, if you like the office. Where is it? I think it’s Kelly’s, Dayton, Daryl, and she says, he said, who says exactly what they’re thinking? What kind of game is that? And I’m like, that is Jennifer to a t. And I’m just wondering how did you get that as part of you? Because I think it’s so genuine, authentic, and it brings more people to you and they resonate. You’re saying what they’re scared to say.

Speaker 1 (03:30):

My business advisors have told me to do the opposite. They said

Speaker 3 (03:36):

Genuine, sorry. That’s great. Basically the

Speaker 1 (03:38):

More money you’re going to make, you have to play the game. And so what I’ll do, David being totally transparent, is I’ll turn that on and off depending on my revenue. So I know that sounds hilarious probably, but if my revenue gets lower, I will turn off the authenticity to a certain extent and go back into my polite game, the system mode. But whenever income is plentiful, I’ll go back to being more my authentic sharing self because number one, sometimes I get more business than I can possibly ever take down, and that’s overwhelming. And so I find that authenticity is like a business repellent, but it’s so much, it’s so stressful for me to be fake. It’s so stressful for me to be something I’m not. And that’s me being a little bit funny, but also kind of realistic as a business woman. And then there’s me as a person who has a soul and that person wants to connect. That person realizes that I’m not just here to make money, I am here to help people who are suffering. And I know that sounds cheesy and cliche, but it’s true. And lemme tell you, I don’t want to be one of those people who are suffering. So I will switch into a mode that is more polished, if that makes sense.

Speaker 3 (05:09):

That makes sense.

Speaker 1 (05:10):

Because I don’t want to starve. And so I do kind of go back and forth between, okay, I need to dial it back. And I think that people notice that if I was just all the time talking about what a person can overcome or the deep parts of our why and our feelings, then I think that would really drive away a lot of business. I’ve seen people who got up on stage and talked about aligning the chakras and they were never invited back. So you have to find a balance between being a compelling human who helps people overcome these internal struggles that we likely all face, especially as entrepreneurs, depression, anxiety, slow times debt overhead, really painful things that will keep up at night and destroy your health and destroy your relationships. And then we also need to focus on, unfortunately we have to project an image of success from time to time because I’ll tell you, I always get the most business whenever I’m on vacation, I can actively ask people to leave me alone while I’m on vacation.

(06:16):

And that’s whenever I get all the messages for, Hey, I want to do business with you. Because they see the success, they see that it works. When really that’s I’m spending the money, that’s whenever I’m the least successful because I’m not putting time into my business and the dollars are just flying out the window like someone who has an open wound. And so it’s funny because it’s whenever you’re doing the best that it doesn’t show, and whenever I’m making the most money, it’s usually whenever I look the worst, I haven’t had time to groom myself. I’m probably still wearing pajamas that day. And so it’s almost always the opposite as to who has money and who doesn’t. So the person you see with the super nice house and the super nice car, those people have confided in me, Hey, I have so much pressure, I feel like I’m going to lose it.

(07:03):

But those are the people that look up to and respect. And so that being said, David, if I was financially independent, 100% I would be genuine and deep and all the time, if that makes sense. It would be like, Hey, when you woke up today, did you thank God for just waking up? And what are some ways that you can lower your overhead? What are some ways you can increase revenue? Are you wasting time on non-revenue generating activities? Are you doing too much stuff for free? Those of us who are in real estate, I think we do too many things for free. And like you and I talked about, it’s not just your expenditures that are on your books, it’s also the expenditures that are on your time. And so I talked to my attorney last week about dropping non-revenue generating businesses that just aren’t converting because there’s hope in one hand and there’s numbers in the other.

(08:02):

And after a certain amount of time, you need to realize which businesses are covering for the businesses that are taking a loss. And so my lawyer kind of sat me down and I know you do this, and we had to look at which businesses are just not generating and which are carrying the ones that aren’t. And he said, just focus on the ones that are. And so that being said, whenever we wake up every day, if we are our real selves all day, it usually doesn’t translate into revenue. But when I have the luxury of being myself, David, I always want to reduce the suffering of others because that’s kind of all I’ve done my whole life is I’ve had to overcome and overcome and overcome and overcome to a degree that just feels, it could feel really unlucky if I let myself go there. But instead of feeling unlucky, I have to see the opposite side of it. So for all the extremely low probability things that happened to me, there’s also extreme low probability things that happened for me. And you have to see both.

Speaker 3 (09:11):

Right. That’s really good. That is really good. So since we’ve gone down this road, and especially for the real estate investors listening, what would you say are some of the best revenue producing activities they could be doing or that you see in your own life that you do that translates into that

Speaker 1 (09:29):

You have to fill a niche that nobody else is filling? You have to see a problem that everyone is facing a hitch in the giddy up that’s keeping everyone from making money. What I’m noticing right now, for example, people don’t have the money for down payments on their loans. So like we mentioned before the call, I’m offering a program where you can do a hundred percent financing as long as you’re one of my cold calling clients. And it blew up because people don’t have the money for a down payment right now, and my cold callers really aren’t that expensive. And so it solves that problem for them. And in the past, the biggest problem was finding deals. And in a market where you can’t find deals, but there’s plenty of money, then you have to be the person who knows how to find the deals.

(10:16):

And so you have to find what’s keeping people from making money today in the current market and then really, really leverage your social media and go speak, like you and I talked about before, go speak on those topics, mention it on social media, put it in your stories, tell people what you do, and then be really consistent with your message because people are watching, they want to see consistency. And it’s like my lawyer taught me, who’s Jeff Watson? If they see you being erratic and all over the place and not consistent in your message, then people don’t trust that they can go to you to solve these problems. And so that’s the big key is leveraging your social media and being really consistent in your message and making sure that you’re solving the problems of today. So those three things, consistency, solving the current problems and just making sure that you’re leveraging pretty much every avenue that you can.

(11:16):

And of course, always want to be competent and run an ethical business because you can spend 10 years building a reputation. And if you hire one bad employee or someone who makes you look bad or doesn’t deliver for a client, unfortunately bad news spreads like wildfire and just whatever you’re buying on Amazon, you’re going to pay more attention to the bad review than the good reviews because we’re looking for to avoid pain for good reasons. I mean, some things could take us out and set us back a decade if we make the wrong investment. And so it’s really, really important in a capital intensive business what we’re in to be someone who’s trustworthy, competent with very high integrity. Like you and I talked last week and I told you, I was like, Hey, I can’t be consulting on a topic that I don’t know about. Thank you for the inquiry. But that would be horribly unethical. And you have to do that. You have to turn down the fast money for the long-term play of having high integrity.

Speaker 3 (12:18):

Yeah, no, a hundred percent. That’s really good. I think that’s consistency, solving the problem for today and then getting the message out. So those are three steps there. And I think that’s where it’s like, it’s so simple, but it’s like that number one, you got to do it consistently and you got to move to where the market is. So I think that’s really good stuff because I can’t agree more because I think, do you think that a lot of real estate investors build themselves into a box and then when that solving the problem of what they used to do doesn’t solve it anymore, that they have a hard time pivoting to something that will and bring the revenue? Yeah,

Speaker 1 (12:57):

I mean you have your fast movers, your highly networked people who are poised to move, but for anyone who doesn’t want to hustle 24 7, it’s hard to pivot like that. I mean, at some point, I think human beings, we all want consistency, predictability. And one thing that’s really tough about this business, and I’m sure everyone notices, is how fast paced it really is. Now, if we were in the paper business, for example, David, how much do you think things change? Speaking of office space or not office space, the

Speaker 3 (13:35):

Office office,

Speaker 1 (13:36):

Yeah, yeah. I mean if we’re a paper company, how often do you think the industry changes? Right.

Speaker 3 (13:42):

It doesn’t really change. I don’t know.

Speaker 1 (13:44):

I mean maybe a paper guy comes and messages us and said, oh, you wouldn’t believe.

(13:51):

But it seems like from the outside looking in that real estate, every day there’s some new gimmicky stuff and you’re just like, I can’t handle this. I need to step away because I can’t handle one more gimmick. I can’t handle one more big change. It’s difficult. And so I think knowing the fundamentals, because I know people who make big money just using a yellow pad for their CRMs still, and some of these people are big names, and I don’t think he’d mind me saying, Adam Johnson, Leon Johnson’s son, he does a lot of deals just using a yellow pad. Courtney Frickey, she has her paper leads that she keeps in a file and only goes through them if she needs to. So a lot of these gimmicks just really aren’t the real deal. The real deal is not necessarily what software you’re using, it’s where are we in the market, are there more deals than money or is there more money than deals?

(14:47):

Those are really the main two shifts that if you pay attention to those in the market, you’re good. And people was like, oh, I do this with AI and I do that with ai. I haven’t seen AI do anything really amazing except for Google search type stuff. I mean, I’ve listened to the AI calls and they’re still not that great yet. And I keep hearing people say, oh, AI is going to be doing our acquisition management soon. Well, yes, true, but when I haven’t seen it yet and still, which problem is it solving the low money problem or the low inventory problem? And right now I think it’s market to market. It’s kind of like mushrooms and in certain markets we still have an inventory problem and other markets are more of a buyer’s market and we have more of a money problem. So you have to take it market by market, city by city and see which problem are you solving. Those are really the main two problems in real estate. And what I’ve seen is everything else is a marketing gimmick. As someone who does marketing myself, we try to repackage it to get people’s attention, but it’s kind of all the same stuff.

Speaker 3 (15:59):

Yeah, no, that makes sense. So would you say then the people like Adam and the people like Courtney, are those three things that you mentioned before consistent solve the problem for today and then the media and the messaging is that their key to success and as long as they’re consistent doing, what’s really is that or is there something that makes them different just because they go out there, and I love how you said with their CRM is a yellow legal pad, it’s none of the fancy stuff and all that where a lot of people get trapped in that rabbit hole. So that’s where my I’m wondering, yeah,

Speaker 1 (16:31):

Courtney’s really consistent on Instagram and she gets a lot of referrals. And Adam’s been in his market for 20 years, so he gets a lot of referrals. So you talk about consistency, it’s decades of consistency in Adam’s case, and Courtney has been doing it I think for 10 years, and she really gets out there in terms of, she speaks in front of realtors groups, she speaks at rhe, she holds her radio show, and she’s very consistent in her branding. She doesn’t just show herself boating on the weekend or shopping or whatever. And if you look back through her Instagram, you can see that in the past she did have more of showing her personal life. And Connor Steinbrook taught me, don’t show your personal life, just make your entire page about business. But there is one caveat to that. You don’t want to look like one of those VA generated pages where there’s no real person behind it.

Speaker 3 (17:23):

It

Speaker 1 (17:24):

Looks like a VA just runs my page and it’s just my VA who does everything. So I do post pictures of my family and going to the gym, and if I do go on vacation, I do post that. But too much of it makes people think you’re not available for business. So I would say the golden ratio that I’ve discovered is about 90% business and 10% personal, just to add that speckle of reality that you are a real person and not a va. And I think Courtney does that very well on her Instagram for example, and she doesn’t even have to spend money on marketing. She told me she doesn’t do that anymore. She’s a hundred percent referral based now and it’s taken being consistent

Speaker 3 (18:04):

And she does a lot of creative deals or that’s all she does is the creative type deals. She

Speaker 1 (18:10):

Does kind of everything. I know her to do flips, I know her to do. She’s mostly a buy and hold investor and she will do creative when she needs to. But I think I’ve had a lot of clients come to me over the years and try to curate a marketing plan where all we do is creative for them. And that is really tough. You’re going to have a low ratio of being able to do that. Typically creative should be something that comes organically from time to time. If you make that your only goal, and this was a guy with a lot of money, by the way, the one I’m thinking of. He had so much money, yet he was super focused on just doing creative. And I understand if someone has no money and they’re just focused on doing creative, but they get it in their head that this is the way to do it and there is no the way to do it.

(18:55):

You have to just solve the problem of the current seller who wants to sell, whether it’s a listing, whether it’s innovation, whether it’s a flip, whether it’s a wholesale, whether it’s long-term buying hold subject to seller finance, and anything else I’m missing in there. It shouldn’t just be, oh, I’m going to pull this list and I’m just going to do ovations or I’m going to do this campaign. I’m just going to do subject two. You need to just be able to solve the seller’s problem and just start with one, this is something I’ve taught for years. Just start with one exit strategy that you’re really competent in. And then once you master that, expand from there, and like you and I talked about, it’s who not how you don’t have time most likely to master all of those. So have a referral partner that you can build a relationship with and trust for innovations for subject to maybe even for seller financing or maybe master two, but mastering all of the above would be insanity. Even if you had been doing this for 50 years like Leon Johnson, that would be insanity. So be ready to leverage joint venture partners that you can trust with the right paperwork behind it. Of course.

Speaker 3 (20:02):

Would you say that if you go down that road, can you build a business like that? Meaning where a business is systems and other people where eventually you have a business that runs itself or runs it with the people in the processes you’ve put in place. It seems like with real estate, like you’re saying, I have to solve the seller’s problem right then and there. So it almost sounds like you need at those higher level people, you can’t just get the McDonald’s line worker that’s there or the robot or AI or something like that. That’s

Speaker 1 (20:33):

The challenge that I’ve run into. And I feel like conceptually it can be done, but then in psychology we have something called channel factors, these little things that get in the way of what sounds good on paper. And that’s usually where the human element comes in because I have staff of 180 people in my agency and I’ve learned little tricks to managing them. For example, this is going to sound weird, I don’t do company meetings because I just meet with them as I need to. I do spend a lot of time with them upfront, maybe a few hours, and then I never talk to them again except to tell them when a job has come in. And if they need more than that, they’re probably not a good fit. And I don’t do group meetings because I’ve had them all group up against me in the past to raise wages, basically wanting to unionize whenever my clients can’t afford that.

(21:27):

And I said, I’ll let the whole company burn down before I let you extort me in this way. And I did. And I did it privately. I didn’t tell anyone. I didn’t go public about it, but I just stopped the company for six months and just traveled. And it’s like I have plenty of money. And then they were suffering. And then once I was done traveling, they were like, Jen, please, please, I’ll come back. So who would think that there’s a human variable of needing to stop people from organizing against you, or it’s like Adam Johnson says, you have to make sure that you’re always in the way of a deal in order to get it done. So that’s why you can’t fully replace yourself for the most part unless you sell the company, is because at some point somewhere you need to add value. And yes, you can have an integrator, and yes, you can have a CEO, and yes, you can have a CFO, et cetera, but if you notice even in a C class corporation, you still have shareholders.

(22:24):

The shareholders are still in the way in some way because they own a part of the company. So no matter what, you have to make sure that you’re in the way of other people just taking over completely what you do and just pushing you out. And so that is the challenge. That’s where replacing, that’s what no one talks about. Everyone wants to sell these sexy business models where you’re just on the beach or whatever, but at some point you have to put yourself between yourself and someone else to make sure you’re still adding value or you’re just going to get pushed out. So another example is, I mean, you can just live like my older gentleman, friends who just own a bunch of mutual funds and they don’t manage anything. They just collect checks from the dividends, but you have to have millions in order to achieve that.

(23:17):

Lemme tell you, those are the people who have the most passive income that I’ve seen, and I know this is an REI podcast, but what’s great about real estate is you can start with a relatively small amount of money and then with appreciation, leverage that into millions, and then you can become the mutual fund, the note owner or your kids can get your portfolio, but it’s not as passive as just having your mutual fund dividends come in and as know the stock market goes up and down where rents typically, there’s not as much fluctuation in rents as there is in the stock market. And so all that being said, going back to what you asked, whenever you’re managing staff, there’s just going to be all these psychological factors that are not going to present themselves on paper with your staff is always the biggest challenge in running a company.

(24:11):

And so that’s why I don’t do company meetings because that’s whenever people get together, and pardon my language, I think it’s a poignant word. They start bitching and then that causes morale issues. All it takes is one person to start griping and then morale goes way down. And I don’t care how well you run your company, I don’t care if you are like you have in the background, I don’t care if you’re Mr. Rogers, as soon as someone starts griping and it takes hold, it’s game over. This doesn’t work if you run a brick and mortar business. But I have doctor friends, for example. They run brick and mortar businesses, and one of my doctor’s friends two weeks ago, his entire staff just walked out. They’ve been with them for 20 years and they couldn’t have organized like that if you keep them separate. If you’re running a virtual business, that’s one of the benefits is you can manage your staff. And I tell you, that has made my income extremely passive.

(25:09):

So if you take nothing else away from this by keeping my staff separated, I have generated true passive income for myself because all I do is bring the jobs, bring the clients, they work the clients, and then they do a good job and then I’m out. The only thing I have to do is keep bringing in new clients because there is always going to be some small amount of attrition no matter how good of a job you do for various reasons. So yeah, if you have a virtual business, keep your staff separate and that way they’re not coming together. And it’s amazing how peaceful things are. I have no drama. I have no complaints. I’ve known go well. so-and-so did this, and so-and-so said this, and so-and-so gets paid this and I want to get paid this. It’s like I have literally zero drama in my agency with my staff now, and that has just been amazing.

Speaker 3 (26:03):

Yeah, that’s the first time I’ve heard it put like that of keeping separate in that you don’t run meetings and you don’t get them together, which is very anti, a lot of the books out there and a lot of those systems and stuff that have the organizational meetings and that type of stuff, level 10 meetings or the level 10 meetings and all that, that goes along with it. So I love hearing a contrarian viewpoint, especially for someone who runs a virtual business like that and who’s gone through almost like you said, the utilization of that type of stuff. Yeah, I’ve been this for

Speaker 1 (26:37):

Six years, and so that’s enough time to where you’ve passed some task, kissed a lot of frogs and had every problem under the sun.

Speaker 3 (26:44):

Yeah, yeah, no kidding. So that’s very interesting. Well, this has been a lot of fun. I love the answers that you’ve given. I think there’s some really good value there too with being consistent, solving today’s problem and getting it out there, being consistent of getting out your message as well too. I also like that what you just went over that was so contrary to what other people say. That was really an interesting take. I want to, and I

Speaker 1 (27:10):

Would bet you my headaches are much smaller than theirs,

Speaker 3 (27:14):

Probably. Probably. I mean, well, most people have the headaches in business, and if you just have less than them that it probably wouldn’t take much if you just had just that many less. So that’s great. I love hearing that. What I wanted to talk

Speaker 1 (27:29):

Authentic draws better clients too. I did want to share that because I know I went on a bit of a rant and a ramble about that, but let me be pointing on one point is that by being my real self, David against my business advisor’s advice, the clients I have now, I have no drama with and I don’t know why I’m not smart enough, I guess to know why. But the ones who come to me whenever I’m going through times of being very authentic and just really sharing whatever it is, whatever business problems or personal problems that I may be facing and how I’m overcoming them, I get so many people, like you said, who may not do business immediately and it scares off a lot of people. But the clients who do come to me, we have no problems, no drama. They don’t blame me for a lack of success.

(28:13):

They just come in, show up, close their deals, and they stay long-term customers. So that is one benefit is I get fewer clients, but the ones that I do get, I have zero drama with, and we’re so simpatico that I work hard to make sure they’re successful and they don’t. Whenever I was being inauthentic and getting a lot more clients, we don’t have meetings about Jennifer, why am I spending this money and not getting any deals and then this, and they’re just being very nitpicky, but clients where I’m my authentic self, they come in and they just close deals, David, we don’t have to have awkward meetings that make me feel like crap about myself, feeling like I’m not really actually helping anyone and I’m just charging money and nothing’s happening for them. They come in and they’re like, Hey, Jen, I did this deal. I did this deal. Your staff is great. And so that was a crazy change to me. I thought, this is self-destructive behavior being this authentic, but I just felt compelled to actually help people. And then these clients are the most low maintenance clients I’ve ever had. So I would be curious what your take is on that in terms of why is it being authentic? First off, it’s interesting. It draws in less clients, but the ones that does draw in, I have zero drama, zero problems with, and they stay with me forever,

Speaker 3 (29:36):

Which is funny because what you’re describing now is in those books that tell you to have the meetings, it’s like it’s your core values. It’s the values that are shining through that. It’s people that resonate with you as a human being. So usually they’re going to be the ones, especially if you’re being authentic and being open and honest and sharing values that are just as a society, we look at and say, it’s mature what you’re doing. You draw those mature people in, so it’s like they’re going to be the ones that sit back, they do the deals, they get it done, and then they come to you and they be like, yeah, let’s keep moving forward. And that’s the low drama because projecting that out there as well too, just from what I can observe right there. But I really like that because very much of if you’re going to be yourself, you might bring in less, but you might bring more of the people that you want to work with. That’s what I took away from makes income

Speaker 1 (30:26):

More passive because that is always my goal. Low drama staff, low drama clients where we’re just doing deals. I’m providing excellent staff who are going to make sure that you’re getting in front of as many people as possible for as little money as possible, talking to those motivated sellers, getting good prices on data, getting good prices on your loans to close your deals, and just keep it simple. There shouldn’t be any insanity. There shouldn’t be a lot of complaints and craziness. And that’s not to say there’s never problems, but when there are, it’s like, Hey, Jen, we need to have a meeting because this caller’s gotten a little too lax and they’re just becoming too rote and they’re going through the motions too much. I had to have that call three months ago, but guess what? He didn’t leave. He didn’t blame. He said, Hey, let’s just fix, let’s just fix their script.

(31:12):

And so I told her, I said, Hey, you’re one of my best, and maybe you’re working too long hours. Maybe you need to take more breaks. Maybe we need to load you up with fewer clients because instead of listening to the seller, you are kind of just pushing through the script. I said, someone who started out cold calling myself, I noticed I would do that towards the end of my shift. And I said, so let’s just be aware that that’s what’s going on. But I didn’t blame or shame her. I just said, Hey, because I was sitting in that seat myself for so many years, David is a cold caller. I know what problems they face, and it makes me a better manager for them. And just say, Hey, it just sounds like you’re getting a little tired. And so take a 30 minute nap, take an hour nap and come back and you’ll see how all of a sudden, instead of just pushing through a script, you’re really an active listener.

(32:02):

But that’s the only problem client meeting I had to have in the last six months where before God, David, it seemed like it was every day. People were just pinging me with this is a problem and that’s a problem. This is a problem. And I think that’s what led to my heart attack last year at 38 years old, was just having all these clients with all these complaints and it was just driving me crazy. And now I don’t have any of that. And so just sharing my experience, whether it’s true or false or somewhere in between. It’s just my anecdotal experience.

Speaker 3 (32:36):

Well, no, that’s really good. I wish we more time, but I’m going to land the plane here. We’ll have to do another episode too about how you got through that and coming out on the other side. But if people want to get ahold of you for your cold calling and what you’re doing there and how would they get ahold of you if they want to start to work with

Speaker 1 (32:54):

You? Yeah, whether it’s the cold calling or like I said, the loans where we’re offering a hundred percent financing on both the rehab and purchase price. If they’re my cold calling client, they can just email me at jen, JEN at rre I data source.net. I’m also a really brave person who gives out my cell phone because as a cold caller, I’m not afraid to call you. You

Speaker 3 (33:18):

Can call me,

Speaker 1 (33:19):

I may think you’re a spam call and answer a little bit briskly, but my cell phone is (469) 952-8011. Feel free to call me there or Jen at REI data source.net.

Speaker 3 (33:32):

Cool. So that’s how you could get ahold of Jen, and that’s the email. And she gave your phone number as well too, so you could call her in and say, Hey, hey, just wanted to see if you answer the phone. I’m sure you will. Like you said, who does that? Right? Who? Their cell phone. Cell phone. And then who does that? And then actually answers too. I feel like today’s age, please go to voicemail. So that was good stuff. Lots of valuable information here, stuff that you could take and I think implement right away to become these type of people out there that are consistently successful. And that’s one of their keys to success is being consistent in solving today’s problem, building the message around that as well too. I really liked your insight of the type of client you draw in when you are your authentic self versus where you might get more, but it might be more headaches if you are not. So it’s like just lots of good practical things today. So that was a lot of good stuff. Thank you for sharing, Jen. I really appreciate all that you did here today.

Speaker 1 (34:26):

I appreciate it. David, thank you so much for having, thanks for asking great questions.

Speaker 3 (34:30):

And I wanted to say too, if you’re listening to this and you’re like, oh my gosh, I’m not making enough or whatever, first of all, call Jen, you can literally call her. She gave you her number. She can help you make more money if you need to keep the money too. If you’re like, I have no idea where my money’s going, don’t know what my overhead is, don’t know how much I’m making, how much I’m keeping, or I want to keep more, you can reach out to us@simplecfo.com. We want to help you get at least that stuff in place because if you don’t have any idea, you’re not running a business. So that’s where I want to help you at least be consistent in knowing where your money’s going too. That’s another consistency factor as well too there. But Jen, again, thank you so much for coming on and sharing, and if there’s anything that you need from Jen, you know how to get ahold of her. She gave you the email address and her phone number. Again, thank you so much for coming on today.

Speaker 2 (35:17):

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.