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Struggles and Financial Stress as a Business Owner and Biggest Keys to Success with Casey Smith

Episode 124: Struggles and Financial Stress as a Business Owner and Biggest Keys to Success with Casey Smith

The Profit First REI Podcast

October 27, 2022

David Richter

 

Summary:

On this episode of Profit First for REI, we’ve got my good friend Casey Smith. She is the owner of Atlas Transaction Coordination Services, a company that handles real estate deals of all forms. She works with a lot of real estate investors, closing over 1,500 transactions as an individual realtor and business owner.  

Casey shares her journey in the real estate investment space, the struggles she has experienced as a business owner, and her perspective on the challenges and the keys to success for real estate investors. Catch the discussion here.

 

Key Takeaways:
[00:52] Casey Smith

[02:19] On What Excites Her About Real Estate Investment

[03:36] Transaction Coordination

[04:20] Struggles and Financial Stress as a Business Owner

[09:08] The Investor Struggle of Paying Themselves and the Importance of Knowing Your Numbers

[20:29] Her Biggest Keys to Success

[23:07] Tasks That Casey Prefers to Outsource to Experts

[26:01] Connect with Casey Smith

 

Quotes:

[06:30] “You have to first understand your time and money cost…Unless you’re paying attention and doing time studies…you’re really not going to know how much time you’re spending to make what you make.”

[14:50] “Due diligence happens in the transactional process because you can do your numbers on the house but if it doesn’t close, it doesn’t matter.”

[21:04] “If you’ve got the mentality to adapt, or pivot and find the opportunity, wherever you are, then I think you can be successful in this industry.”

 

You have to first understand your time and money cost. And I think that that’s it unless you’re paying attention and doing time studies, and going really in depth there, you’re really not going to know how much time you’re spending to make what you make.

 

Connect with Casey: 

Website: AtlasTCservices.com

Facebook: https://www.facebook.com/AtlasTCservices 

 

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:

Casey Smith:

I don’t really understand what failure means. Like to me, I don’t think you fail at anything unless you stop. So even if how you started is not where you’re at now or where you’re heading, if you’ve got the mentality to adapt or pivot and find the opportunity wherever you are, then I think you can be successful in this industry.

Intro:

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

David Richter:

It is David Richter with a Profit First REI podcast. Have a special guest, Casey Smith on today. A friend of mine who I have gotten to know very well over some masterminds that we’re a part of. She’s the Real Deal, She’s the owner of Atlas TC Services and Transaction Coordination, which every single real estate investor in the planet does this. But we talk about some awesome stuff like what stresses her out as a business owner. She gets very vulnerable in this one. And she also talks about the two most important things she sees from working with dozens of real estate investors and their companies of what is the biggest keys to their success. Two main points. So you wanna stay on and listen to that. Lots of great info. Hope you have a great time listening. Casey, it is great to have you on the show finally. Thanks for being on here today. Thank

Casey Smith:

You so much. I’m so excited.

David Richter:

Yes. So although we’ve already done the intro, I have to say like now that she’s on here, like I see her at a lot of different events. Everyone loves her, everyone loves her services. If you don’t know about her and her services, we’ll make sure to talk about that. She’ll provide the link and all that good stuff. But this is someone who’s a real deal, cuz she does, she’s not just a service provider. She actually does the real estate investing as well too, and like, and has a realtor’s license, like all the different stuff. So Casey, it’s really cool to have you on here today.

Casey Smith:

Thank you so much for having me. Yeah, I feel like I have a unique perspective to bring. So whatever side of we need to talk about, Right? I can give you some insight.

David Richter:

Well, let’s talk about real estate investing. First off, just, you know, give you an easy one here. What excites you about real estate investing, either when you first started or right now?

Casey Smith:

What excites me the most about it is the variety and the freedom to kind of go in any niche or way that you want. I think you, I, I say this to everyone I meet, you learn more about people, politics and money in real estate than you do in any other industry. I know everyone’s got their battles, but you’re dealing with everyday people with everyday financial issues and then you’re building a business off of that and then dealing with your own issues, <laugh>. But it’s a really cool process to just just see how I, what I really love the most about it, and particularly after my experience building Atlas TC Services in the last few years, is how cool it is that we could carve a little financial niche out of a deal. Like we take a small fee out of a deal and you can create hundreds of thousands of dollars in revenue just by taking a small little piece of what’s already in process. So I love the creativity of figuring out what people need and building the business around it, but then at the same time, you’re also helping people. And I just think it’s a really cool learning experience every single day.

David Richter:

So for the listeners, what does TC stand for?

Casey Smith:

I know all the jargon that we have. Transaction coordinating, which is basically very simply the process and the skill set needed to get a contract from signed to actually closed.

David Richter:

And

Casey Smith:

Her and by bill parties closed.

David Richter:

She, her and her team are incredible. Like they do a ban up job. She’s got, if you’ve ever, I’ve seen Casey throughout the years and it just keeps getting better and better and better. She’s not just like this random little mouse in the corner now, just like speedily typing away on all the, you know, like on her keyboard. So she’s building out this great team, but we’ll get to that. We’ll get to that. But let’s, let’s talk about some of the struggles you might have faced in her business. First, let’s go deep here. I, I don’t like just all the surfacey stuff, so let’s talk about it. Have you ever struggled, you know, like in the cash flow of your business or have you ever faced any money struggles in your business? And let’s talk about that

Casey Smith:

A hundred percent. And if, if you aren’t, then you aren’t paying attention. I feel like <laugh>, right? You either, you either have a financial background and know like all the ins and outs of setting it up or you’re learning as you go. And so I’m a learn as you go. I definitely wouldn’t say that finances are my favorite thing nor a seat that I love to be in. It stresses me out tremendously to be quite fair. So I’m either a psycho looking at those numbers every day or I need to be completely away and letting someone else handle them. So I would say my biggest battle at the beginning when I was investing was really learning how much you’re making out of a deal. It is so easy to see that big chunk of change at the end. And if you aren’t tracking it right, that money can be gone so quickly when it comes to marketing.

So learning that process and how to really figure out what you’re making was hard when I was investing. And then I would say I realized very quickly how much time and energy you, like, how much you really need to do to make it worthwhile on the service side of things. I learned something completely new because you’re, you’re now a service more than you are kind of like acquiring assets and, and reselling them. Mm-Hmm. <affirmative>. So you have to deal with more people and different profit margins and costs that I wasn’t as familiar with. So trying to switch my mindset from that to people was a completely different learning curve.

David Richter:

Yeah, I’m sure <laugh>, I totally understand. Well Casey and I kind of have the same background. We’re both real estate investors and also provide services as well too for real estate investors. So that’s definitely something we have in common. But I think you have something very much in common with every listener that’s listening right now. You said that str finances stress you out a lot. Let’s park there a little bit. Why, Tell me about that. Like explain that to me like I, like I have no idea what you’re talking about. Why do the finance just stress you out as the business owner?

Casey Smith:

It stresses me out because I think there’s a lot of components to it. Number one, you have to first understand your time and money cost. And I think that that’s, unless you’re paying attention and doing time studies and going really in depth there, you’re really not gonna know how much time you’re spending to make what you make. So you might make $20,000 on a deal, but how many hours did it actually take you to do? And then the other side of it is like what money do you need to spend, you know, and then breaking it down at the end. So there’s so many different components there. And a bookkeeper can definitely help you stay organized, but you’re usually directing them, right? You are doing this really delicate balance as an investor with not wanting to pay a lot of taxes and you know, kind of figuring out what that sweet spot is of what bracket you wanna be in.

And then you also wanna show profit because you also wanna show credibility when it comes to your private lenders and things like that. So finding that balance, unless you’ve got a really in-depth knowledge of like tax codes and construction costs and what you have to literally have your pulse on so many different things that it stresses me out. And I’ve seen some people do it in their head <laugh>, that just blows me away. Cause what if something happens to you and it’s not on paper and you can’t refer to something or go back. So now I deal with a higher volume of invoicing because it’s a service base, right? So you’re dealing with more clients and more deals and invoicing per deals and tracking that and categorizing it and making sure you’re counting for it. It just becomes a full-time job,

David Richter:

Right? It

Casey Smith:

Does. On top of everything else that you’re doing.

David Richter:

It’s crazy. All the hats you have to wear, right? As a real, as a real estate investor or a business owner,

Casey Smith:

Even just in finances, right? You’ve got your cpa, you’ve got your bookkeeper, then you’ve usually got an admin putting in the numbers for them or tracking it in a certain way. So you, you, you can look at numbers in so many different aspects depending on what position that you’re in that you’ve gotta know what they mean. So again, it’s the part about documenting ’em and organizing ’em and then it’s being able to see them and understand what it’s telling you. I can understand what it tells me <laugh>, but I don’t know how, how to organize it some way sometimes. And that’s why I I go to the professionals and have them do

David Richter:

It right. Yeah, I I understand that for sure. And I understand that a lot of people are in that exact same boat because it’s like money, just please someone else handle this, please, someone else just do this for me and let me do deals. Let me go out there and cuz I see you posting all the time, you’re like, you got another deal. Well how can I help you? You know, it’s like I get it. It’s just that, that mindset that we have. So let me, let’s get, let’s get a little deeper there. Have you ever struggled to pay yourself before in your business on this journey? Either as a real estate investor or in the service based

Casey Smith:

Business? Yeah. I would say I struggled to do it in the investing side. Okay. And what’s hard wait, the hard balance is sometimes you have your, your entity set up to where, let’s say you’re an S corp or something and you have to have, you have to give yourself a reasonable salary. So if you’re classified that way, you know, you can put yourself on some payroll and get a few thousand, but most people aren’t gonna live off what that is cuz that’s literally just a tax purpose thing. So I struggled with consistency or taking out a profit at a quarter because you wanna reinvest it or do something. And so you know, there’s some weeks where you get a lot of deals and some weeks where you don’t get that many. And so that, that fear or that hesitation on your pipeline kept me from anything consistent.

I would say on the service side I’ve been a lot better about it cause I kinda learned my lessons and so when I started Atlas I had a better foundation and understanding. So I right out of the gate had set up similar to profit first the tax accounts and taking X amount out and talking with my CPA and my bookkeeper to pay me a salary. One thing I still struggle with though is paying that profit quarterly or you know, like I I, there is something inside of me that struggles with that. And so I’ve always kind of had issues with the balance between when you’re growing or what stage of business you’re in, right? Cuz you’ve got your startup, you’ve got your perseverance, I like to call it the struggle phase, <laugh>, perseverance. Then you’ve got your, you know, viability, stability and then growth et cetera, succession possibly if you carry it through there. So knowing what stage you’re at and how many years you’re reinvesting your money versus from day one, I think is a really hard mindset shift for me to break.

David Richter:

Okay. If I’m

Casey Smith:

Fully honest,

David Richter:

<Laugh> Oh yeah. Be fully honest because it’s not just you, it’s not just you as the entrepreneur. Yeah. There’s so many other people that we’ve seen, you know, come through and they have that like, oh man, you know, like I don’t want to do this. You know, like I’m scared to do it or I don’t know if I can or what. So is that what it is for you? You just, you want have that extra money there just in case or what not that extra profit line around or what you

Casey Smith:

Do all? Well truthfully, I had started Atlas the TC service side in 2020. Well I had started in 2019, but a few months later 2020 happened and the shutdowns. And so there was a obvious fear of not knowing what was coming and wanting to keep cash heavy just in case because I didn’t wanna have to cut my team. I mean, not that I had a big team at the time, there were only a couple of us, but I also wanted to, to maintain that growth. So I think it’s stemmed from that and hasn’t ever really shifted. But at the same time I know that I need to reinvest in my team and whatnot. So when you’ve got a heavy personnel, you know, we’re a team of 12 now, maybe 13 that’s like payroll. Like now that the stress of payroll for everybody is on top of that.

And I always take care of my team first because I wanna make sure that they’re the ones doing the work and handling it. So yeah, I would say it’s just a fear, a mindset thing. But I also have come to realize that if I don’t then I’m not comfortable and I can’t sustain myself and I can’t run my business. So I would, I’ve learned in the last six months to go ahead and cut the checks and let the growth be where it is. Knowing that that’s happening because it’s important. I’m part of the team. I put in the same amount of hours and so that’s been healthy for me. It’s not a ton, but I have a lot of different revenue streams so it works for me, but I know that I’m paying for the role that I have in my company and that gives me peace of mind knowing that I actually have a viable operation. And if that means hiring one less person or diving back in for efficiency before I hire again, then at least I know either I replace myself or I’m paying myself for the job that I’m doing.

David Richter:

There you go. I like that. It’s like you gotta make sure you’re healthy inside of the business. Small

Casey Smith:

Progress <laugh>.

David Richter:

Right? Small progress. That’s what we’re all looking for. It’s, it is, it’s so funny. People get on these and we talk and it’s like, oh you know, we should be doing better or should you know sure to learn this. And it’s like, this is a journey, you know, like where are you at right now and how can we get 1% better? I like that. Yeah. That concept getting 1% better. No, I absolutely love that. I totally understand where you’re coming from cuz I see it all the time. Something I struggled with too. I mean, it, it doesn’t matter if you wrote the book on it <laugh>, you know, it’s like you can still struggle, right? You can still struggle with

Casey Smith:

You. I believe that for me more than anything

David Richter:

<Laugh>. Yeah, exactly. It was to break through my mindset barriers. But let’s talk about then since you, in your specific scenario, you’ve been able to break through some of that, but how about in the real estate investing world? You see a lot from the service side now and see a lot of deals done. Why do you think a lot of real estate investors live deal to deal or they’re stuck in their own rat race?

Casey Smith:

Man, I have so much perspective on this because I see it all the time. And just for context, for people who don’t know my operation, I probably worked with 75 investment companies at various sizes. So guys doing one deal a month doing 30 plus deals a month mm-hmm. <Affirmative>, we’ve worked with them. And to see the ones that continue to grow or stay that way or grow exponentially within a year, there’s a really common thing. And it’s ha it’s it, I was really involved in KPI meetings for some of these clients and I was actually responsible for filling out some of their scorecards for the transactions we were doing. Right? What’s expected to close, what is closing? Because to them that’s their real revenue. I I say this all the time, time due diligence happens in the transactional process because you can do your numbers on a house, but if it doesn’t close, it doesn’t matter.

So you need that extra piece in there. And what I find is the most successful were the ones that had KPIs for every aspect, for acquisitions, dispo, and the transactional piece to all looking at the big picture of their cash flow conversion cycles. So they knew when they signed a contract, what their average day is to close and when they could see that profit, but they also knew a really healthy termination rate or fall through rate or push what I call a sandbag rate, right? That gets pushed a week or two or, or into the following month. So a lot of these guys look at it from deal to deal and they’re averaging their deals, but they’re not really knowing what their cash flow conversion cycle is. They’re just saying, we wanna close in two weeks. Well, covid shifted that <laugh>, our average days to close across multiple markets is 40 days.

If you are doing listings, it’s 35. And that hasn’t really changed a lot. So I would say the most successful guys knew those numbers and they knew their pipeline. The second would be they started outsourcing certain pieces of the business so that they weren’t wearing all the hats. They, because so many things dropped when they tried to that they were, and you can see it in the numbers, you know, you start to see your average days to close, get higher or your fall through rate get higher. It could be because you’re out marketing a ton, but you’re not pay, you’re not nurturing the deal and, and the financial expectation of it so much can shift during a transactional piece because there’s liens that show up and things like that. And so if you aren’t paying attention to those things after you contract them, which a lot of them don’t, they spend a lot of time trying to save deals like that rather than move on to the next because it’s like all that they have mm-hmm.

<Affirmative>. so I would say if you have a healthy pulse on what that looks like, you can start to make rules for yourself when you’re acquiring properties. So for example, we’re not gonna do a wholesale deal that profits us less than 5,000. That was something one of our clients implemented while working with us because we had such a pipeline and it was so much work, but we were chasing those thousand dollars deals and leaving these $50,000 deals that required more work on the back end, on the back burner. So I would say just having somebody that can pay attention to those KPIs is gonna make those a little bit more successful than others. But they were always really heavy on the numbers in all of our meetings.

David Richter:

That’s a good lesson right there. I love, I love that because obviously know your numbers, I’m all about that. But you, what you saw was the people who knew those numbers and across the board, their whole organization, not just how many deals do we have in the pipeline, but like all the KPIs from beginning to end, those were the ones that were most successful that you saw.

Casey Smith:

Absolutely. And, and they had healthy understandings of ratios. Mm-Hmm. <affirmative> like, you know, number one, this baffles a lot of investors, when I ask this, I say, how many deals on average are you closing? What is your average minimum for the last three months? And they’ll say, five deals. And I said, Okay, how many active contracts are you typically holding out of time? They are so baffled by that question. They said, I just told you. And I said, No, no, no <laugh>, you never have, you never close what you’re contracting and you’re constantly contracting. Well, right. If you have a smooth operation, right, that means you’ve got rolling average. That means that you’re closing a percentage of what you hold active every week or a month. It’s never the same number. And so, and then you all have to factor in, well how many of those are gonna terminate?

How many of those are gonna go through and how many of those are gonna get delayed? No one’s really looking at those numbers deep down on, on the transactional side. And so I think it’s screwing up their expectations and then they go ahead and they scale or they hire somebody or they put more into marketing and then they’re stressed out at the end of the month calling my team, Why isn’t this closing? And we’re like, because your buyer fell through <laugh>, you know, you tell us or something else happened or hey, you know, the payoff came in much larger. You gotta make a decision if you’re gonna renegotiate this or not. So those types of things, I’m always intrigued by the investors or who are surprised about that. Mm-Hmm <affirmative>, but that’s a reality that you face. And so our most successful guys know that, understand it. And when we reach out to them and say, your termination rates are getting in the 50% range, they ask me if that’s normal. I said, no it’s not. So some that allows them to start looking at what they can shift in their process to make it better.

David Richter:

Yeah, no, that’s really good. I think they’ve, you just take that away if you’re listening right now and you take that away, just knowing those numbers and knowing what really matters inside your business and that you’re not going to close everything that’s under contract and knowing what that percentage is. And that was something we tracked a long time ago that the owner was very thorough about. And that’s something that I always know. Like he said, a hundred percent was too much. You’re not taking enough risk. 50% was to, you know, like too little like you’re too much is falling out. 75 to 80% was usually a good ratio for him at that time, way back when. And so that’s

Casey Smith:

Impressive,

David Richter:

You know? So yeah, he was like that. He had it down to the T because there was one sales guy who always like closed a hundred percent. He is like, you’re not taking enough risk. And the other guys are like, That’s a fair point. Yeah. So definitely interesting. So yeah, but you don’t know that if you don’t know your numbers. So I love that you brought that up because of course, I mean we’re on the profit for Star I podcast, so it’s kinda like all about knowing those numbers and from the beginnings end here, so,

Casey Smith:

But we have to know them exactly. Suck it up and get it right.

David Richter:

<Laugh>. Oh man, love that. Casey, I’ve seen you be successful as a realtor, real estate investor, as a service provider. What would you say is one of your biggest keys to the success over the years for yourself?

Casey Smith:

Oh, that’s a good question. I ask myself that all the time. Some days you’re like, man, I feel really beat up stuff. I would say what makes me personally successful is I don’t really understand what failure means. Like to me, I don’t think you fail at anything unless you stop. So even if how you started is not where you’re at now or where you’re heading, if you’ve got the mentality to adapt or pivot and find the opportunity wherever you are, then I think you can be successful in this industry. And I would mine, I always love to let people know there, there’s a lot of blueprint out there for how to do this, but you are the only one that can answer that question and nobody else’s blueprint is gonna match yours. So I would say like, start somewhere and don’t be afraid at like being new.

I was never afraid to be new. I asked questions. I didn’t ever feel stupid. I, and I’m sure I did <laugh>, let’s be honest, but it didn’t bother me or stop me. And so I would say that’s probably my biggest key. And I realized a lot of people asked me why I would go into a service like transaction coordinating because they, I’m more of a sales person and you know, a different personality. And I said, well, because I get to be exposed to more types of contracts and deals in different markets and more investors and more title companies and more vendors than anywhere else, they, I get them before even title gets them. So to me it was like a learning curve and I thought, I know how to do this, I might as well see how it goes. And that’s how I started it. I don’t think I had a huge vision or plan for how it would turn out. I think I left my mind open to how it would evolve and I was just able to pivot with that mindset rather than getting frustrated when something didn’t work the first time around. Yeah. And so it’s allowed me to do different revenues and different types of things in real estate without feeling overwhelmed. But really enjoying it all without feeling like it’s a stressful thing. Awesome.

David Richter:

I like what you said there that you don’t understand what failure means, you know, cuz failure to you is just mean, you know, giving up, you know, like when every and shutting down everything that was, that’s really good stuff. So if you don’t give up, you’re not a failure. You know? I love, I absolutely, that’s true. So that’s true. Yeah. Very, very true. I wanna touch on one other thing before we wrap up here in a couple minutes. The outsourcing aspect, you know, you had mentioned that’s one of the key, one of the key things of the successful real estate investors that you see out there. I want to ask you, what do you outsource in your business right now? You know, like what is the, what are some of the things that you don’t like doing or that you say that, you know, like, get this off my plate, whether it’s up to a personal assistant or whether it’s two and a virtual assistant or you know, just team members. What do you like to get off your plate personally?

Casey Smith:

One really great skill set of mine, which people probably wouldn’t believe me, is I’m a really good delegator <laugh>. So if I can train someone to do it, I will delegate it. So I currently have outsourced bookkeeping. I do have a financial consultant that I meet with quarterly. I have outsourced my listings. I actually don’t put them into anything. I don’t even prep listing agreements or paperwork. I can’t remember the last time I did paperwork. So Awesome. All paperwork is outsourced. Even signatures I give what we call areas of approval, which we learned from, you know, our, our circle to yeah. Everyone I work with so they know exactly what they can do without my permission and what needs permission and they follow that. So a combination of VAs and, and just experts in certain areas.

But yeah, finance, finances are outsourced. I would, yeah, just the admin work on the real estate side. For my own deals, I actually use my own company, so I have a TC and I pay them just like everyone else. So I’ve outsourced the TC and I truthfully have out, the only thing that I do in my company is the CEO right now. So I actually am not in the day to day operations. I do the usual CEO owner box things and then I kind of step in when requested. But other than that, I feel like I’ve outsourced most of my life at this point. And the only thing I, I even have outsourced house cleaning and you know, groceries get outsourced from time to time as well. So pretty much all of it I feel like, Right, that’s bad. Isn’t it

David Richter:

Bad? Say No, no, I, I want, I want people to listen to that and say it’s good. Like, this is good what you’re doing because it is good. You’re doing, you’re doing the highest and best things so you can impact the most people. If you’re going out there and buying groceries, that’s one less personnel you could be influencing somewhere else by just giving a talk of like what you could do to outsource your tc. So it’s like, I love that. And that’s one, one of the things you even said, right? You said outsourcing is one of the best things you see in the real estate world, so it’s like applauding yourself for that. And I love that you outsource your own tc, you know, like I do for your deals, you know, like that’s the best thing. It’s like you don’t have to just be the pie maker making that pie. You are now the one that has said no, even that, like there’s better pie makers, like let them make that pie for me and I’ll just make sure that closes.

Casey Smith:

Yeah. My t So I knew that I would be able to train an army better than me with a different skill set. So yeah, it’s been a fun journey for sure. Awesome.

David Richter:

That’s so awesome. So last question here. You’ve provided a ton of value, loved it. There’s so much good stuff here. How can people provide value back to you that are listening right now? Like, what are you working on or what’s the company or how do they get ahold of you?

Casey Smith:

Yeah. Awesome. A couple of things really. First of all, I love talking to real estate, so you know, if anyone ever needs anything, please reach out to me. I just love connecting people as well and we’ve got quite a network to do so. But currently first of all, if you need TC services, you can obviously go to atlas tc services.com and there’s an application link on the top right corner that just tells us who you are, what you’re like, where you are in your operation, and that will trigger us to schedule a call with you. So that’s one thing. Second, I am buying properties in dfw. If I could throw that in there. No,

Anything. I stopped wholesaling and assigning myself, I’m purely just doing building a portfolio and, and managing some short term rentals over here. So if you do need or if you need any connections to people, like reach out to me in the Dallas Fort Worth area. I do listings for investors here if you’re experienced, I do it at a discounted rate, so it’s a pretty easy job. And I love negotiating so it like keeps that in my blood by doing those deals. But yeah, I would say all those just, I’d love if y’all just speak our name, if you know of anybody who might be looking for something, just direct ’em our way and we can take it from there. We’d love just to get more people involved. I would say finally we are working on a product to train tcs.

So if you do find that you’re in operation where you want someone in house or you’re getting bigger to where you might need multiple people in house or they put different roles, we’re working on a product to train your TCS in the knowledge that we think investment TCS need and kind of help develop their expertise in title resolving issues and things like that. So connect with me on Facebook or connect to our Facebook page as well for Atlas and you’ll get the announcements when that stuff starts rolling out because we’ll be doing some beta testing with some individuals. So I know that’s a lot <laugh>. Awesome.

David Richter:

So do you wanna give the website one more time just for people to be

Casey Smith:

Yes, it is www.atlastcservices.com. That’s like Atlas as in like Atlas shrunk. There you go. CC services.com. Good

David Richter:

Stuff. Good stuff. So this has been incredible, Casey. We got to learn about, you know, like what you, what excites you about real estate from the, you know, to variety. I love that you were very vulnerable too and said the finances stress you out and like we went deep into there what that means and just the lots of different components in that you’re outsourcing the ones that really give you that headache. I love too the growth theme of like, what are the successful entrepreneurs doing? And it was the KPIs for all areas and then outsourcing. So then I love that you outsource also your own stuff for your internal, like your buying the properties and whatnot too. So you practice what you preach, which is what I love as well too. And that you’re a great delegator. Lots of great info here. So Casey, thank you so much for being on and for coming on today and sharing that wisdom.

Casey Smith:

Thank you so much. I appreciate it. Yeah,

David Richter:

So if you’re a real estate investor, just like Casey or like other people that are lissy right now, I wanna make sure that if you are struggling with the finances or it stresses you out like it does Casey, and if you’re just like her, go to simple cfo solutions.com. You can get a call with us. Just click the schedule call button. We’ve got a CFO that’s ready waiting for you to help you walk through the Profit First methodology and take a lot of that stress off of your plate. So if we can help you just go there and if not, we’ll pin you to someone in our network that can, We’ve got a lot of good people and I wanna leave you with this thought again. Remember, make profit a habit, not an event in your business.

Outro:

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

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Title: “Profit First Strategies with Jay Conner: The Power of Private Money”

 

Episode: 242


There are 15 reasons to love about borrowing private money over traditional money. One of them is making your own rules for your private money.

 

In this episode of Profit First for REI podcast, Jay Conner, a nationally renowned real estate investor and the king of private money. He talks about how private money works.

 

Jay helps you get your money from private lenders and will share with you the mindset that will get you money in the door without you ever having to worry about it. 

 

Listen and enjoy the show! 

 

Key Takeaways:

 

[01:01] Introducing Jay Conner

[05:00] Introduction to private money

[08:30] The Great News Phone Call

[11:23] Why don’t you use your own money?

[13:18] Maintaining relationships with private lenders

[15:40] Private money vs traditional money

[22:05] Things that make them want to recommend you

[25:18] Advice for real estate investors

[29:01] Connect with Jay Conner

 

Quotes:

 

[07:34] “If you are talking about private money and raising private money with an individual and you got a deal for them to fund, you already sounded desperate.”

 

[12:07] “If you want to scale your business, private money is the way to go.” 

 

[16:05] “In this world of private money, we make the rules. We set the interest rate, we sent the length and all of that.”



Connect with Jay:

 

Website: https://www.jayconner.com/book-details/ 

 

Tired of living deal to deal? 

If you are a real estate investor or business owner who is tired of living deal to deal and want to double your profits, head over here to book your no-obligation discovery call with me. Either myself or someone from my team will hop on a short call with you to get clear on your business goals, remove any obstacles holding you back, and map out a game plan to help you finally start keeping more of the money you work so hard to make. – David

 


Transcript:

Speaker 1 (00:00):

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

Speaker 2 (00:34):

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.