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Mike Stohler: Hey everybody, welcome
back to The Richer Geek Podcast.

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Today, we have Jay Conner.

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He began investing in real estate in
2003, and most of us, got into it,

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he relied on his local banker and
was able to put together a few deals.

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However, that kind of went bust, because
what happens, banks say, "You know what?

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Go away. We're done lending you money."

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He is been selling houses
and buying houses since 2003

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in a town of only 40,000.

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We're gonna figure out how he does that.

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He makes about $78,000 or
more on average per deal.

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He's rehabbed over 475 houses,
been involved in over $118

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million in transactions.

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He's automated his annual
seven-figure income business.

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What we're going to talk about, ladies
and gentlemen, is how did he do it?

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How does he raising private money?

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And we'll get into all those details.

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How are you doing, Jay?

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Jay Conner: Michael, thank
you  much for inviting me to talk

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about what I'm passionate about.

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Private money's had more of an
impact on our business than any

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other strategy that we've employed.

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In fact, if it hadn't been for
private money in January of 2009,

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I would have been out of business.

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I can't wait to talk with you and your
audience about how to raise private

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money without ever asking for money.

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Mike Stohler: Let's get into it.

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Before we do that, give us a little bit
about a background about who Jay Conner

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is and how'd you get to this point where
the passionate about the real estate.

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Jay Conner: Absolutely.

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As you said there in the intro, my wife,
Carol Joy and I, we've been investing in

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single-family houses, primarily full-time
since 2003 here in Eastern North Carolina.

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I'll tell you, Michael, it's funny.

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Now, as I look back, the first six
years we were investing in a real

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estate from 2003 to January of 2009,
all I knew to do to fund my deals is

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go to the local bank, get on my hands
and knees, lift my skirt up  the banker

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could look at my personal assets.

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Give me a colonoscopy,
pull my credit score.

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They want to see my financial
statements, then loan me money.

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That worked out okay,
for the first six years.

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I couldn't close quickly.

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I always had to have appraisals
and that kind of stuff.

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I haven't had an appraisal
pulled since 2009.

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That worked okay.

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I remember like it was yesterday.

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You may find this interesting and curious,
but here in Eastern North Carolina, we

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still have handsets and cords attached
to telephones, believe it or not.

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I was sitting here at my desk, January
2009 . I had two houses under contract

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to buy, and my banker's name was Steve.

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I'd been going to Steve,
my banker, for six years.

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I called up Steve.

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I told him about these two deals.

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They represented over a hundred thousand
dollars in profit on these two houses.

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I learned on that phone call that the
bank had closed my line of credit.

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That's what Steve told me.

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I said, "Steve, what in the
world are you telling me?"

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My line of credit is closed.

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I got a great credit score for six years.

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I've made all my payments on time.

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You're telling me my
line of credit is closed.

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He said, "Jay, don't you know,
there's a global financial crisis

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going on right now?" I said, "No,
Steve, I don't know nothing about no

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global financial crisis, but you just
gave me a global financial crisis.

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I don't have a way to fund my two
deals that I got under contract.

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You didn't tell me about my line of
credit being closed." I hung up the

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phone, sat here for a moment, and I asked
myself a question, the answer changed

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my life, changed my business forever.

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Here's the question I asked
myself: The powers in questions.

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I asked, "Jay, who do you know that
can help you with your problem?"

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And by the way, these people
saying, "Oh, every problem is an

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opportunity." I want to throw up.

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I didn't have an opportunity.

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I had a problem.

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The problem became an opportunity.

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If it hadn't been for that
problem, you and I wouldn't even be

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visiting today here on the podcast.

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But anyway, I asked myself that question,
and the answer will help fix any problem

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you've got, whether it's financial,
health, relationships, business, career.

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It doesn't matter.

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Who do I know that can
help me with my problem?

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I immediately thought of Jeff Blankenship,
very good friend of mine and Carol Joy.

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He was investing in single
family houses at that time in

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Greensboro, North Carolina.

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I called up Jeff.

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I told him what had just happened
with being cut off at the bank.

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And he said, "Jay, welcome to the club."

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I said, "What club is that?"

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He said, "The club of losing
your line of credit at the bank."

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He says, "My bank shut me down last week."

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I said, "Jeff, how are you going
to fund your real estate deals?"

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He said,  "Have you ever
heard of private money?"

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I said, "No.

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What's that?

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He said, "That's when an individual,
a human being like you and me can loan

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out money from their investment capital
and or the retirement funds and loan

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us real estate investors to fund our
deals." I said, "I never heard of private

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money." He said, "Have you ever heard of
self-directed IRAs and how individuals

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can transfer over retirement funds that
they're not happy with wherever they are,

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and truly self-direct those funds, be
a private lender with retirement funds?

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And earn unlimited money per year,
either tax-deferred or tax-free."

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I said, "Jeff, what in the world are
you talking about? I've never heard of

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this." I knew Jeff had told something.

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I studied private money and put together
a formula as to raise millions of dollars

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and how I could get my deals funded
without ever asking anybody for money.

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I put that program together, and in
less than 90 days, I was able to raise

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$2,150,000 which on the big picture is
not a lot of money, but it's a lot more

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money than I had at the local bank.

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As far as the line of credit goes.

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And you know what's interesting, Michael?

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That was in the beginning of 2009.

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We know what was going on.

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All the foreclosures were going
on in  2007, 2008, and 2009, and

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the banks weren't lending money.

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You had all these foreclosures
and you had to have all the cash

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to buy the foreclosures and you
couldn't bar it from the bank.

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Did you know our business tripled in 2009
over 2008 because we had all this cash

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and funding available and we were able
to pick and choose all those foreclosures

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we wanted to buy and fix up and flip.

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Since that time, I've never missed
a deal for not having the money.

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I've got 47 private lenders today.

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If you're listening to this show,
you don't need 47 private lenders.

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You need to start out with two
or three, particularly if you're

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in the single family house space.

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Michael plays with the big
boys in the hotel space.

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If you're doing single-family
houses, or fourplexes or whatever,

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you don't need that much.

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Never missed out on a deal.

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Here's what's funny, of our 47 private
lenders funding our deals today,

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not one of them had ever heard of
private money or private lending.

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Not one of them ever heard
of self-directed IRAs.

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I know some of them are
accredited investors, but I

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don't think they know they are.

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They don't even know what the
phrase accredited investor means.

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How did I do that?

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there's two parts to it.

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I'll share the first part and then I'm
going to hand it back to you, Michael.

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What did I do?

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I put on my teacher hat, my
private money teacher hat.

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I started leading with value,
leading with a servant's heart.

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I started sharing with people that I
had connections with, go to church with

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them, go to the Rotary Club, et cetera.

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I started sharing this program I've got.

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How they can earn high rates of
return safely and securely without

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attaching a deal to it, there's
the secret sauce right there.

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Without attaching a deal to it,
sharing this instead of asking for

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a mortgage, offering an opportunity
how people can earn high rates

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of returns safely and securely.

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Once they told me that, yeah,
that sounds interesting.

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I put on private lender luncheons.

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I've raised $969,000 at one private
lender luncheon to  feed them lunch

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and teach them what this is all about.

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Then when I've got a deal for
them, the fund, I call them

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up in a week or two weeks.

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Here's the other secret sauce on how I get
my deals funded without asking for money.

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I call them up and I give
them the good news phone call.

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I'm going to share the script
right now and hand it over to you.

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Michael, let's say you're one of my
new private lenders and let's say

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you got retirement funds over there
in Charles Schwab or Morgan Stanley

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Maybe it's in a previous 401(k) and
you're not happy with that $150,000 of

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what it's doing in your retirement fund.

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I introduced you to a self-directed IRA
company that I recommend and you transfer

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your funds over, no tax penalty, no tax
effect . You've transferred your money

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over and now I call you up and say,
"Michael, I've got great news for you!

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I can now put your money to work.

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I've got a house in Newport with an
after-repaired value of $200,000 and the

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funding required for the deal is $150,000.

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I know that matches what you've got.

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Closing is next Wednesday.

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I need you to wire your funds to
my real estate attorney's trust

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account by next Tuesday, and I'm
going to have my real estate attorney

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email you the wiring instructions."

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That's the end of the conversation.

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I'm not asking if you
want to fund the deal.

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Of course, you want to fund the deal.

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You've been waiting for me
to put your money to work.

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Because you're not making any money until
I put your money to work as I taught you.

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That's the secret sauce.

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Desperation has got a smell to it.

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Mike Stohler: Yeah.

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Jay Conner: When we separate teaching
the opportunity and then having a deal

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for them to fund, they're waiting by
the phone for the phone call because

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I have managed their expectations
and they know what to expect.

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Anyway, back to you, Michael.

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Mike Stohler: That's very fascinating
because we talked about  private

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money and how you're doing that.

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Should they be used?

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"Is it, I can't do this. I can't
do that." Or should you start,

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don't even go to the banks?

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Should they start asking, " How
are you finding these people?" I

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know you're talking about Rotary.

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I'm a big Rotarian.

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Jay Conner: Yeah.

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My granddaddy and my dad
were Rotarians as well.

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Mike Stohler: There you go.

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Jay Conner: Yeah.

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I've got quite a few mastermind members.

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I run a mastermind group.

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I tell them, "I don't require you,
but I require you to visit Rotary." I

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require them to join networking groups.

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I've raised millions of dollars by being
in a business networking international

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BNI (Business Network International).

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Ivan Misner started that decades ago.

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BNI is fantastic.

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Sometimes new real estate investors
will say, "My network just isn't

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that big." I said, " Hey, no problem.

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I got you fixed right there.

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You're going to go to the local
BNI chapter and join, or to visit

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two or three of them, decide
which one you want to join."

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Your network will explode overnight
just by getting involved in BNI.

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Mike Stohler: Absolutely.

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BNI, Rotary.

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I met a lot of my investors playing golf,
joining the golf game with the boys on

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Saturday mornings or something like that.

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It's just networking, right?

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That's what it comes
down to, just networking.

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Jay Conner: That's exactly what it is.

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Now, raising capital and
networking must be intentional.

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It must be intentional, but aside
from putting on a private lender

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event, a luncheon or whatever,
you attract this money as you

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just go about your life, right?

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The more money you wallow in,
the more money sticks to you.

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You've got to be living life
where there is money around you.

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Mike Stohler: That's right.

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That's what happens.

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People ask me, it's like, "Oh Mike, you're
a little too young to be retired. Why are

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you golfing at  10 a.m. on a Tuesday?"
Then it goes the whole pitch that you did.

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And ladies and gentlemen,
that's that easy.

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What do you do for a living?

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And you give them a little
nugget here and there.

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Jay Conner: I'm glad
you asked that question.

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Here's an example of living your
life while simultaneously attracting

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money and funding for deals.

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Here's what I mean by that.

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When you meet somebody
new, what do they ask you?

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Why do you ask them?

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It's the only thing we know to ask.

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" What do you do?" The traditional answer
to that is, " I'm a CPA, I'm an attorney,

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I'm a plumber, I'm an electrician, I'm
an essential oil lady." And then with

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us, the traditional way to answer, we
just say, "I'm a real estate investor."

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Don't answer that question that
as you are a real estate investor,

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here's how I answer the question.

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This is part of networking.

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When somebody  asked me,
"What do you do Jay?"

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There's a number of ways I answer
it, but one way I'll say, " I teach

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ordinary people like you and me
how to make really high rates of

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return safely and securely by being
passive investors in real estate."

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They're like, "That sounds interesting."
Doesn't it make sense to answer the

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question, what do you do, with an answer
that creates curiosity and moves the

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conversation forward to where mebody
wants to learn more about what you do.

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Here's another way I answer
the question to what do you do.

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I said, "I put together lucrative
real estate investment deals and

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I pay my private investors really
insane high rates of return."

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Mike Stohler: And then,

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Jay Conner: Then shut up.

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You're right.

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Mike Stohler: Shut up.

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Jay Conner: Shut up.

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That's one mistake, Michael,
I observe new real estate

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investors or new capital raisers.

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The mistake they make
is they talk too much.

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Mike Stohler: They do.

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Jay Conner: They talk too much.

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Because listen, we're not selling,
begging, persuading, chasing.

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We're attracting.

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How do you attract?

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You attract by asking really good
questions and listening intently.

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And meeting those other people
where they are, have child-like

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curiosity about the other person.

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Don't be interesting, be interested
in the other person because when

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you are, you just set yourself
apart from everybody else.

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Here you come along, truly interested
and curious what that other person's

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got going on and where they're coming
from, you just set yourself apart.

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Mike Stohler: Yeah.

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It's very interesting because I've done
the same thing golfing with a stranger.

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I just say, "I help people diversify
their portfolios and high rate of

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returns in private investing in
real estate." Then just shut up

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until they ask you something  else.

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It could be three holes, four holes later.

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They're like, " What exactly?"  And
then they started out and they

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just give nuggets, little nuggets.
"I tell you what, why don't we

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00:14:19,792 --> 00:14:21,202
sit down at the end of the round?

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I'll buy you a beer and talk about it."

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Jay Conner: Exactly.

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When someone asks more details
of what you do, what you said,

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Michael, triggers me to say this.

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Don't do what most other people
do, throw up all over them.

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00:14:33,422 --> 00:14:35,722
They don't want you to
throw up all over them.

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00:14:35,902 --> 00:14:39,372
They just want a little nugget here,
a little nugget there, a little

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appetizer to chew on until you can sit
down and have a focused conversation.

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At the end of the 18th hole, or perhaps
it takes place at the 19th hole.

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I'm not sure.

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00:14:51,032 --> 00:14:53,752
Mike Stohler: Yeah, 19th holes
for me, that's the requirements.

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Let's talk about, so
you're buying these houses.

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What's your exit strategy?

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00:14:57,722 --> 00:14:58,152
What do you do?

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00:14:58,182 --> 00:15:01,652
Let's say, I'm interested in investing
with you, private money or whatever.

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You buy some houses.

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00:15:02,682 --> 00:15:03,612
How long do you keep them?

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00:15:03,612 --> 00:15:04,192
What do you do?

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00:15:04,252 --> 00:15:05,872
What happens after you buy?

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00:15:05,972 --> 00:15:10,352
Jay Conner: The average turn right
now is nine months from the time

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we purchase until we cash out.

302
00:15:12,852 --> 00:15:13,952
Why does it take nine months?

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00:15:14,032 --> 00:15:15,102
Here's my rule of thumb.

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When I pay with all cash, private
money, all cash in, I'm on a cash-out.

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I don't want my private lender
money buried in a property

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for a long period of time.

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Years ago, when the market was slow,
I would take private money, buy a

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00:15:28,642 --> 00:15:31,102
house and sell it on lease purchase.

309
00:15:31,342 --> 00:15:36,422
As long as I could have a positive,
at least $300 a month cashflow between

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00:15:36,432 --> 00:15:40,559
what I'm bringing in per month and what
my underlying interest-only monthly

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00:15:40,559 --> 00:15:42,342
payment is to the private lender.

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00:15:42,672 --> 00:15:44,992
Then I'd  force them in credit
repair and help them cash out.

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00:15:44,992 --> 00:15:46,482
But that's when the market was slow.

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The reason it's taking nine months
to get in and get out is most of the

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00:15:52,122 --> 00:15:55,492
all-cash purposes I do are major rehabs.

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They're $50,000 or more.

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That's why I buy them
as such steep discounts.

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00:16:00,612 --> 00:16:03,232
My average profits now are $82,000.

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00:16:03,622 --> 00:16:05,602
I don't say that to brag at all.

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00:16:05,632 --> 00:16:06,772
I say that to make a point.

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00:16:07,402 --> 00:16:10,712
My total market's only $40,000
people that I invest in.

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There's a case to be made to
dominate and own a smaller market

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00:16:16,692 --> 00:16:19,992
where you're not competing with all
the other real estate investors.

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00:16:20,042 --> 00:16:23,832
The reason it takes 9 months is we
have  many projects going on right now.

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00:16:23,882 --> 00:16:27,776
I got 10 houses right now
in some stage of renovation,

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00:16:27,776 --> 00:16:29,666
rehabbing to get it ready to sell.

327
00:16:30,046 --> 00:16:35,196
The house could sit there easily
for three months before one of my

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00:16:35,196 --> 00:16:39,206
general contractors or crews gets
to it to start the renovation.

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00:16:39,206 --> 00:16:40,646
There's three months sitting there.

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00:16:40,776 --> 00:16:42,856
Of course there's holding
costs, but that's okay.

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00:16:43,201 --> 00:16:45,941
When you buy right, you can
afford the holding cost.

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00:16:46,531 --> 00:16:50,341
They start the renovation, but
the average renovation is three

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00:16:50,351 --> 00:16:54,601
months, maybe four months, depending
on the extent of the renovation.

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00:16:54,747 --> 00:16:58,207
Three months plus three or four,
there's six to seven months right there.

335
00:16:58,927 --> 00:17:02,897
Then you put it on the market and then
they go into contract very quickly.

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00:17:02,897 --> 00:17:04,267
We're still in a very hot market.

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00:17:04,497 --> 00:17:06,287
We have very little inventory.

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00:17:06,572 --> 00:17:09,862
In the multiple listing service, I
just put a house on the market at

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00:17:09,862 --> 00:17:16,312
3009 Market Street, Newport, North
Carolina, bought it for $55,000.

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00:17:16,582 --> 00:17:19,082
I put a little bit over a hundred
thousand in renovation in it.

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00:17:19,652 --> 00:17:21,242
I got about $160K in it.

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00:17:21,502 --> 00:17:25,142
I just put it on the market
for $295K this past week.

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00:17:25,162 --> 00:17:28,102
Just went under contract with
multiple offers for $285K.

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00:17:28,522 --> 00:17:32,019
That house sat there for a little bit of
time before we started the renovation.

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00:17:32,139 --> 00:17:37,069
You put it in the MLS and then
you have multiple offers and

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00:17:37,069 --> 00:17:39,389
they're cash-out within 45 days.

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00:17:39,439 --> 00:17:42,579
That's why it's nine
months from end to out.

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00:17:42,579 --> 00:17:44,979
Your private lenders want
to keep their money working.

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00:17:45,009 --> 00:17:46,169
They're not making any money.

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00:17:46,744 --> 00:17:48,434
When I pay them off on a deal.

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00:17:48,934 --> 00:17:53,744
That's why it's  important to have
a strong seller lead flow coming

352
00:17:53,744 --> 00:17:55,344
into your marketing all the time.

353
00:17:55,704 --> 00:18:00,324
I use multiple Google
vendors for pay per lead.

354
00:18:00,324 --> 00:18:01,854
I don't do pay per click.

355
00:18:02,174 --> 00:18:03,344
I do pay per lead.

356
00:18:03,664 --> 00:18:10,554
I'm paying on average between $150
and $250 for one Google pay per lead

357
00:18:10,914 --> 00:18:15,494
that comes in, but they're highly
qualified because they searched in

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00:18:15,494 --> 00:18:18,324
Google, sell my house fast, whatever.

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00:18:18,324 --> 00:18:20,744
There's 75 key phrases that we track.

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00:18:20,794 --> 00:18:23,704
Having consistent seller leads
coming in is very important.

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00:18:24,134 --> 00:18:25,924
Mike Stohler: Ladies and gentlemen,
you got to start somewhere.

362
00:18:26,004 --> 00:18:28,634
Jay's been doing this for a long
time, and he has these keywords,

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00:18:28,634 --> 00:18:30,464
websites, he has all this stuff.

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00:18:30,674 --> 00:18:33,646
Speaking of the website, it's
JayConner.Com, very easy to remember,

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00:18:33,646 --> 00:18:35,164
because his name is Jay Conner.

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00:18:35,574 --> 00:18:36,474
What happens?

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00:18:36,549 --> 00:18:40,329
Jay Conner: I'm glad you asked that
because we get a number of organic leads.

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00:18:40,379 --> 00:18:45,404
We have a website, I've had the same
website for 18 years, for gathering

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00:18:45,414 --> 00:18:47,774
seller lead information, right?

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00:18:48,384 --> 00:18:52,294
Just them searching on Google,
they will organically find us.

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00:18:52,294 --> 00:18:53,784
Then find the website.

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00:18:54,444 --> 00:18:58,834
They can fill out the form about
the property they have to sell,

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00:18:58,854 --> 00:19:01,434
or call the phone number on there.

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00:19:01,434 --> 00:19:06,074
We have a 24-hour answering service that
takes the information on their property.

375
00:19:06,444 --> 00:19:10,274
As soon as that lead comes in,
we have proprietary software, I

376
00:19:10,274 --> 00:19:13,914
got the same acquisitionist for
18 years, Kim, she's been talking

377
00:19:13,914 --> 00:19:15,964
to all my sellers for 18 years.

378
00:19:16,414 --> 00:19:20,674
When that lead comes in, the
software automatically notifies

379
00:19:20,724 --> 00:19:25,314
Kim and myself of, "Hey, we got a
new seller lead that just came in."

380
00:19:25,734 --> 00:19:28,844
She follows up with the seller,
gets the information, and we

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00:19:28,844 --> 00:19:30,424
negotiate the deal from there.

382
00:19:30,424 --> 00:19:32,224
Mike Stohler: Are you looking
for more private lenders?

383
00:19:32,224 --> 00:19:36,014
Let's say that, "Hey, I've got $150,000
out there. I want to invest with you."

384
00:19:36,564 --> 00:19:37,954
Are you looking for people like that?

385
00:19:37,954 --> 00:19:41,424
Are you looking mainly
for homes to sell or buy?

386
00:19:41,424 --> 00:19:42,464
What are you looking for?

387
00:19:42,464 --> 00:19:46,834
Jay Conner: I'm looking for other
real estate investors that I can share

388
00:19:46,834 --> 00:19:49,604
with them how I raise private money.

389
00:19:49,664 --> 00:19:54,544
I would love to invite your audience,
real estate investors that are

390
00:19:54,544 --> 00:19:55,814
looking to raise private money.

391
00:19:56,074 --> 00:20:00,499
I just launched my brand new
Private Money Challenge, a

392
00:20:00,499 --> 00:20:02,119
7-day private money challenge.

393
00:20:02,169 --> 00:20:06,629
It's a series of seven videos,
Michael, only 15 to 20 minutes long.

394
00:20:06,759 --> 00:20:08,429
It's very easy to digest.

395
00:20:08,799 --> 00:20:12,789
When they enroll in a
privatemoneychallenge.com,

396
00:20:13,169 --> 00:20:15,249
they'll immediately receive
the first video training.

397
00:20:15,249 --> 00:20:20,269
This is all step-by-step how to go about
raising private money, how to find these

398
00:20:20,269 --> 00:20:22,489
lenders, how to start conversations.

399
00:20:22,739 --> 00:20:26,629
I teach my private lending program
that I offer my private lenders.

400
00:20:27,239 --> 00:20:31,239
For your audience that would love to
eroll in my Private Money Challenge, just

401
00:20:31,319 --> 00:20:36,929
go to  www.privatemoneychallenge.com.

402
00:20:37,199 --> 00:20:38,629
That's privatemoneychallenge.

403
00:20:38,659 --> 00:20:39,049
com.

404
00:20:39,299 --> 00:20:41,139
You'll get your first video immediately.

405
00:20:41,374 --> 00:20:45,934
The next six days at 9 a.m. Eastern time,
you'll get the six subsequent videos.

406
00:20:46,254 --> 00:20:48,894
You'll learn how to raise private
money for your real estate deals.

407
00:20:48,944 --> 00:20:51,284
I guarantee you, we'll have a lot of fun.

408
00:20:51,284 --> 00:20:53,744
I'll be on the videos with
you engaging back and forth.

409
00:20:54,037 --> 00:20:56,442
Mike Stohler: Ladies and gentlemen, you
can only do  much with your own money.

410
00:20:57,002 --> 00:21:01,162
If you want to grow, if you think that
real estate investing is where you want

411
00:21:01,162 --> 00:21:06,715
to be, it's my livelihood, it's the safest
way to raise money and diversify my funds.

412
00:21:06,715 --> 00:21:11,005
If you want to learn, because that is
the secret, is using other people's

413
00:21:11,015 --> 00:21:13,095
money and learning how to do it.

414
00:21:13,115 --> 00:21:16,405
You can't just knock on the doors and
ask your friends, "Hey, give me me

415
00:21:16,425 --> 00:21:20,345
money and we'll figure it out along the
way." You have to have that teaching.

416
00:21:20,565 --> 00:21:24,025
Jay, thank you very much
that you're allowing that to

417
00:21:24,049 --> 00:21:25,449
happen with our listeners.

418
00:21:25,589 --> 00:21:28,789
Is there anything else you'd
like to tell our subscribers

419
00:21:28,789 --> 00:21:31,299
before we end the conversation?

420
00:21:31,299 --> 00:21:34,599
Jay Conner: Somebody asked me a few
weeks ago, "Jay, if you could give

421
00:21:34,599 --> 00:21:40,679
advice to your younger self, what would
that be?" My answer was, start taking

422
00:21:40,709 --> 00:21:43,709
action and trying new things sooner.

423
00:21:44,299 --> 00:21:45,749
Don't wait to try new things.

424
00:21:45,749 --> 00:21:49,719
If you're thinking about trying or getting
into real estate investing, don't wait.

425
00:21:50,109 --> 00:21:54,689
And for goodness sakes, if you're
starting out, don't start out by yourself.

426
00:21:55,139 --> 00:21:58,639
Get yourself a mentor like Michael
that knows what they're doing.

427
00:21:58,959 --> 00:22:01,199
Don't do what I did, which was stupid.

428
00:22:01,199 --> 00:22:04,922
I started out in this business
in 2003 reading books.

429
00:22:05,242 --> 00:22:09,412
Not getting a mentor or coach, I can't
tell you the hundreds of thousands

430
00:22:09,412 --> 00:22:11,882
of dollars that I wasted and lost.

431
00:22:11,972 --> 00:22:14,242
You're going to pay for your
education one way or the other.

432
00:22:14,592 --> 00:22:18,812
Get yourself a great mentor
like Michael and hold his hand.

433
00:22:19,082 --> 00:22:22,917
You can learn from his mistakes and you
don't have to learn from your mistakes.

434
00:22:22,917 --> 00:22:24,357
Mike Stohler: You don't want
to learn from my mistakes.

435
00:22:24,397 --> 00:22:25,407
I'll tell you about them.

436
00:22:25,407 --> 00:22:26,377
I'll own up to them.

437
00:22:26,377 --> 00:22:30,807
Along with Jay and myself and that's
the best advice that I could ever

438
00:22:30,807 --> 00:22:32,917
give: there's no excuse nowadays.

439
00:22:32,917 --> 00:22:35,107
There are business coaches.

440
00:22:35,177 --> 00:22:36,307
Real estate coaches.

441
00:22:36,317 --> 00:22:38,097
It's the mindset coaches.

442
00:22:38,467 --> 00:22:41,927
Much available out there to
allow you to have success.

443
00:22:42,227 --> 00:22:44,387
You just got to jump in and do it.

444
00:22:44,387 --> 00:22:48,007
Jay, thank you for coming
on The Richard Geek Podcast.

445
00:22:48,007 --> 00:22:49,547
I hope you have a wonderful day.

446
00:22:49,547 --> 00:22:50,607
Jay Conner: Thank you so much,Michael.

447
00:22:50,627 --> 00:22:51,457
Thank you for having me.

448
00:22:51,457 --> 00:22:52,127
God bless.