Chris Prefontaine has had various careers within the real estate industry over the past 30 years. Today, his family-owned business in Newport, RI, still buys 4 to 10 properties per month via lease-purchases and owner financing and has engineered more than $75 million in transactions. He is also a passionate mentor about helping others grow and has coached more than 30,000 people throughout the U.S. and Canada during the last 17 years. If you’re serious about making money in the real estate investment business, tune in!

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Welcome to the Real Estate Masters podcast, where we interview the top names in the Real Estate game. If you want to grow your Real Estate business, see more podcasts, or get free resources – Go to www.REMmastermind.com. The only podcast that allows you to directly connect with the guests and many of the highest level names in the real estate game.

You are in for a treat with our next guest. Do me a favor, subscribe to the podcast, leave us a review, and don’t forget to go to www.REMmastermind.com to connect with some of the highest level Real Estate professionals in the United States through our community and through our high-level masterminds. Let’s go.

Itunes – www.TonyJavier.com/itunes 

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Show Transcription:

Tony: (00:00)
Welcome to the real estate masters podcast, where we interview the top names in the real estate game. If you wanna grow your real estate business, see more podcast or get free resources, go to www.remcommunity.com. The only podcast that allows you to directly connect with the guests in many of the highest level names in real estate game, you are in for a treat with our next guest. Do me a favor, subscribe to the podcast, leave us a review. And don’t forget to go to REM community.com to connect with some of the highest level real estate professionals in United States through our community and through our high level masterminds, let’s go,

Tony: (00:40)
Hey everyone, one Tony Javier here, real estate masters. We are here with Chris Prefontaine, uh, excited to get into some great conversation here. There’s not too many people that I know have been in business, uh, for over 20 years. And Chris has been in business for over 30 years, 31st year in real estate. Uh, done over 75 million in transactions has, has helped tens of thousands of people, uh, throughout the U uh, United States, which United States with his coaching programs, mentorships and all that good stuff that he does. So I’m looking forward to some great in depth conversation with Chris, Chris, what’s going on, man? How are you?

Chris: (01:18)
I’m great, buddy. Good to hang out again. It’s uh, I think it’s been about six months. Well, hang out every six months or so.

Tony: (01:24)
Yeah, exactly. We gotta get this on the calendar. Chris was on our podcast about six months ago and, uh, decided to have him back on and catch up and see what was new. So, um, so like usual, just tell people about your backstory. I mean, 31 years, you’ve been through a lot. Uh, you’ve been through at least a couple of, uh, you know, a couple of bubbles, uh, real estate bubbles and that kind of deal. So get people background of who you are and just tell us some of the things you’ve learned over the last 31 years.

Chris: (01:51)
Yeah. We’ll be here for a few hours. I’ll keep it free and you can hone me in after that. Um, yeah. I, I remember chatting about both sides of this on my show as well, Tony and, um, so I I’ll kind of go leading up to the crash oh eight for the listeners to get some context. I had touched, you know, new construction, rehabs, um, condominium conversions, your standard relative stuff. I was a relative for about 18 of those years at the beginning. So lots of different avenues. There were a few niches. I haven’t touched like syndication, things like that by choice. But post oh eight, we were forced to redesign, uh, where we spend our time. I just was not gonna go through another hiccup in the market where I was on anything personally, it’s just not worth the rest of the, to the family and to the assets.

Chris: (02:35)
So we redesigned everything coming out of o-eight to buy on terms, which is just owner financing, subject to existing financing and lease purchase. None of those requiring me to put up money unless I want to and, or signing personally. So that’s what we do, uh, as a family company in new England. But then we go out and teach that all over the country. Uh, we’ve got about a hundred and oh gosh, maybe 140 or so what we call associates out there doing deals in the trenches, the big differences, uh, as you probably recall, we do it with them. Um, there’s just this crazy gap in the industry where people go take a course and they promise the world and then they don’t go do deals. It’s just, it’s ridiculous. So we do deals with them in the trenches, rope sleeves, and figure out how to get these deals done. And that’s what we’re doing now. So it’s great. We do exactly what we do on our own team.

Tony: (03:22)
Awesome. So tell about, tell us about the creative financing. That’s something that a lot of people, um, don’t do or don’t even really know about. So it sounds like you’re able to get into deals without personally guaranteeing notes, uh, with very little, if any money outta your pocket. So tell us how you, how you structure some of those deals.

Chris: (03:39)
Yeah. And let me just say, so they don’t think, oh, why didn’t I hear about that? I, I didn’t, I mean, I heard, I heard about it kind of peripherally when I was, when I was a realtor, we did hunt homes a year. It wasn’t like, I was just, you know, playing around with, with a relative business. I, we had a good business, we sold it to Cowell banker and all those years, I didn’t know the creative, creative space. I really didn’t. If I did, if I hadn’t known, then I would’ve done a lot more deals or I, I would’ve kept a lot more versus just selling them and get that one paycheck. Right. So even the building, Tony, the office building we’re in, I dunno if this came up when we chatted on my show, but the, even that building was bought with on terms, it was a free and clear proper.

Chris: (04:14)
So let’s talk about owner financing deals because we niched down to free and clear properties. So bought a third or so of the properties United States, uh, different pockets vary, but about a third are debt free. Well, that’s pretty to swim so upon to swim. So if you think about right now, how hot the market is that doesn’t change how many, these things are, debt free. And it doesn’t change the fact that they love dealing with math and numbers. And they’re usually pretty savvy financially. And they like to end the terms over time, not get paid out right away. They like the cash flow. Uh, if we pay interest, we don’t always, they like the interest and they liked for estate planning reasons too. And, you know, for the capital gains reasons. So we would structure usually with no money down to your earlier question. And that’s all our deals, owner financing lease purchase, and sub two, the only difference if you’re new investor, at least purchase is great, cuz D doesn’t transfer. So it’s, it’s cheap, but those other two niches I talked about, you might have some costs because I can’t go to you, Tony, as my seller, let’s say, uh, you’re free and clear. And I say, I’m gonna buy your home no money down. And oh, by the way you pay your transfer tax. I mean, it’s just not gonna fly. So we sometimes come on, ask for tax and then they’re okay with that. As long as you pay ’em top dollar. So that’s just 10,000 foot view. I can dig in any part of that.

Tony: (05:27)
Yeah, no, that’s a good start. So no money down. Like I, you know, I’m all about no money down. That’s how I got started with Carleton sheets a long, long time ago. You know, the no down payments, that’s a name. Yeah. It’s crazy. Crazy. Uh, how long ago that was. But, uh, you know, he talked about, um, you know, raising money and finding people to fund the purchase and renovations. But what you’re talking about is basically taking the equity that an oor has and using that and them financing it for you. So, um, so two things come to mind. One is some people are probably saying, why would the seller not require any money down? So talk us through that first.

Chris: (06:05)
Yeah. Now the biggest question we get, um, so why are we able to do that? Like 95% of the deals because we are usually giving them their price. In other words, think of it this way. Think of a CSAW and you’ve got price, you’ve got the terms, you’ve got the monthly. I like to stay just within those. And I kind of talk to the myself about which one’s most important and we make it a fair transaction. However, sometimes the down payment and interest will creep in. So now you have five variables and we have to balance those, but, but if we can stay away from down payment and interest and just say, what is most important, the down payment or the, uh, excuse me, the, um, uh, term or the price. We get them thinking, price, price, price, price, the guy that sold me, the building, I now, gosh, I’ve been in there three and a half years now.

Chris: (06:47)
He wanted one thing. He was a big land owner, savvy real estate investor. He wanted price. The realtors, weren’t getting it from, he wasn’t getting it for sale bail owner. He said, I’ll structure deal on your terms. If you can gimme my price. I said done because I don’t care about term. If I’m getting principal pay down over time. And if I put no money down, I don’t care what the terms, what the, uh, price is. I really don’t within reason. Uh, example, I buy your house. You say, Hey, Chris has been on the market for 500. I can’t get that. I say, I’ll give you 500. If I can give you 2,500 monthly principle payments. And I don’t make a balloon until say 60 months. Well, that’s 30 grand a year in, in, in principal, pay down recession, hedge, um, uh, makes them happy.

Chris: (07:29)
They got their price, call it ego, call, whatever you want. They’re booking that price in their mind. So that’s why that’s a short answer. Second is a lot of these people don’t wanna get paid out now. And they’re very happy if they get that top dollar to spread it out over time. Now, 5% of the time Tony, that we do put money down, there’s an ocean front home is nine 50. I think it was 9 45. We put eight grand down, big deal in comparison to what the house is worth. Yeah. And she was tickle pink. Cuz she got a price that was a realtor by the way, who sold us that, I mean, it’s crazy. You gotta solve for the problem, whatever their problem is or their goal.

Tony: (08:01)
Yeah. We had a mastermind last week for, um, a lot of our clients and, and someone said it, uh, really nice either. Like you name your price, I’ll name my terms, you name the terms, I’ll name my price, right? Yeah. So it’s really just making, um, you know, making a deal out of a deal that normally people would pass up. Cuz you know, you mentioned, uh, a deal. What was the number again? Um, you said 500,000. Was that the, the number you gave? So someone says, I want 500,000 and I’m at, you know, 4 25, a cash price. And they’re adamant about 500,000 then basically kind of what you said is put, you know, no money down and when you’re getting a loan on a property and you’re doing and interest, you’ve got a good chunk of interest going towards the property or you know, towards the, the deal. But what you’re talking about is your payments are potentially the same, but instead of a good chunk of it going towards interest, it’s going towards principle. So just so people understand, um, why you’re able to do that. Right. And man, if, if you could, you know, if you could even extend it out to 10 years and you’re paying down that much every single year, then you’re, I mean, you’re paying down a lot on that property and after 10 years, what is that number? I mean, you pay down what, $300,000, you know, it’s crazy

Chris: (09:17)
30 grand a year in that case. So yeah, that’s, that’s 300. It’s crazy. The, you know, there’s, there’s ways to do this too, where you, where you can satisfy both needs the business, the, uh, land, uh, building owner, excuse me said, oh, I wanted, he had it all mapped out. I want 5.3% interest over 30. You know, he had it all mapped out. His name was a, I said, not Alan. We usually do. I actually gave him my book side note. So he added some credibility, but I, but I said, you know, we usually do a principle. So what we came to terms is for about 18 months, give or take, I paid him principle principle principle. I hammered it. Then at the end of that 18, we took the difference in what was left on the mortgage. And then we amortized that it like 5.2 for him. So I won big time. I brought the, I brought my purchase on the building was five 50. I brought it from like five 50 down to like 4 59. Boom. And then we amortize it. That was pretty cool. He was happy. I was happy. He got his price. I get a little bit of principle, a lot of, bit of principle at the beginning, you know? So you can do a win-win it’s just that by and large, we don’t have to go that route usually.

Tony: (10:15)
Yeah, I absolutely good stuff. Good stuff. So over 31 years, again, you’ve, you’ve um, been in a couple of, uh, crashes or bubbles, whatever you wanna call them. Um, and we can talk about maybe if there’s one coming up soon, which I don’t think there is, um, like to get your opinion on that. Um, what are some things you you’ve learned? I mean, you know, a lot of people ask me 20, cause I I’m, I’m one years in the business now. Uh, people ask me what I would do differently, knowing what I know now. So knowing what you know now going back 31 years, what would you tell yourself as a new investor?

Chris: (10:48)
Uh, no particular order. A couple things come to mind. Um, cuz in general, but, but they’re super important. One is, uh, I always, I almost always had a coach for some area of my life, but if I was to go back to then I would’ve, I would’ve tried to have someone help me pinpoint what I wanted to do, what niche cuz there’s a lot of cool niches in the business, right? I’m not. So I think just what I do is the one, so pick one that can get behind and then, uh, grab someone that has done that. And like you said, like you or I gone through some trends, this is super important. Not just, Hey, I had some success cuz the market changed in three years, but they’ve been through some bubbles and some trends like you and I, and then don’t deviate for 36 to 72 months.

Chris: (11:28)
Like literally don’t deviate cuz there’s a lot of shiny objects that, so that’s number one, find someone stay with them long enough for you to get some legs. Uh, Brian and Tracy, uh, 80 something was on my show and he, he said seven years. He said, you, it doesn’t take seven years, but it takes seven years to go through your learning curve. As an entrepreneur to have huge success, you’ll have moderate by three or four. So stay with it. Um, second thing is real estate specific, cuz that that could be any business. Um, don’t don’t sign personally, in my opinion, investors call me looking at our program. They go, yeah, you know, this bank can gimme my fifth loan or my sixth loan. I have a good credit. I said, I think it’s stupid. Sorry. I don’t think you should sign personally on anything unless it’s your personal residence. And there’s a reason you can’t find one on terms and you gotta get a house fee family. You love it. Great. All the other deal is why would you do that? Like we buy gosh without community and, and our students, our own community and our student we’re talking like anywhere between 1520 5 cents, 30 properties a month. We there’s not money put down and there’s not bank on second us to there’s enough deals to go around a lot to go around. Long answer too short questions. Sorry.

Tony: (12:32)
No, that’s perfect. That’s per perfect. Um, so tell us about, um, those deals. Let’s kind of dig into those a little bit more. So when you put those on terms, what do you typically do with them? Obviously you’re paying their price. So you’re keeping them longer terms. So you keep ’em for, you know, at least four or five years. So five years is typically the term you do.

Chris: (12:51)
Uh, we have two different exits, but the main one is like 90, 95% of what we do and what we teach students. And that is we’ll take, especially now, since you and I talked, it’s even higher. We take people that need time to legitimate buyers, but they need time because of this major onslaught for people going into the entrepreneurial world from corporate America, that’s happening cause of COVID, uh, people getting hit with credit, but now back on their feet COVID or so all these people that are legit buyers, they have down payments, they have credit and might need seasoning or they don’t have credit and they need some credit repair. That’s what we deal with. We put ’em on a rental own vehicle, but we very stringently upfront qualify them. That’s important cuz a lot of programs that have junk and they throw buyers in these houses that shouldn’t be in ’em.

Chris: (13:32)
Yep. These are buyers that truly know their buyers act like buyers pay for things like their buyer and need time. That’s what we do cash ’em out between a low of two years and a high of five years. Um, but the pivot to that to create some more wealth on these deals to your earlier point is take a buyer who has performed well, take a seller. Who’s allowing you to maybe extend terms, I’ve taken a four year deal and made it a 21 year deal, you know, make the, make it work for the seller. So therefore I go back to my buyer and say, Hey Tony, uh, I know we are gonna have you get a mortgage in 2, 3, 4 years, but I can finance you now. No stress. You don’t have to go to the bank. You don’t have to go through underwriting. And so now I got you for 15, 20 more years and, and you’re happy. I’m happy to sell is happy. We maybe added some interest. So whatever we did to get that deal done. So rent to own or own a financing is a short answer.

Tony: (14:16)
So on the front end, do you call it subject two? Is that, is that what the term we

Chris: (14:21)
Used that property, it’s either gonna be subject to where we buy it or at least purchase where we’re just paying it, but it stays in their name. Yeah.

Tony: (14:27)
Yep. And then on the back end rent to own. And when you say finance, you’re saying that cuz the seller is willing to go further out for you that you’re willing to finance the property for the, uh, the person that’s buying it from you.

Chris: (14:38)
Yep. And we’ll do a wrap mortgage and, and let them be in there. Um, a good attorney knows how to do that and they tickle pink. So we’ll give, ’em a carrot, Tony, we’ll say, Hey, um, you’re accepted you. You know, you went through all the underwriting. If you can stay on time with your payments for, let’s say a year, you can do whatever you want and you can get your deposit with us, which is one of our pay days up to 20%. So I’m comfortable getting the property over. Then I can go ahead and change this from a rent into an owner financing. That’s kind of the logic.

Tony: (15:04)
And how much do you require for your rent to own buyers? Cause I’m, I’m a big fan of rent own. And like you said, there’s a lot of people that are like, oh, someone has a 5,000 deposit. I’ll throw ’em in the house. They have A’s 560 credit score. I mean, they’re not gonna finance. You’re gonna kick ’em out. Yes. You can keep their money, but it’s just not good. A good experience for anybody except for maybe you. Um, but even those you can live with it. Yeah. Yeah. Even those tenants can do damage to the property and you’re, you’re out that money anyway. But uh, uh, so people able to do it. Right. Which I feel like we do it. Right. It sounds like you do too. How much money do you require front for that? Uh, for that rent to own buyer.

Chris: (15:38)
Good question. We do upfront and over time. Right? So there’s always a game plan. But if you look at our average to get in the house, you’re at about seven and a half percent, I want to get ’em to 10. If it’s not a jumbo loan looking fr at the end, cuz then they’re gonna get in better shape to get a loan. But if it’s a jumbo, when they sit down with us because of whatever era you’re in, you know, if it’s higher loan, we’re gonna make sure that they put that five to 10 down. Sure. But over time they’re gonna get that up to 20%. So they win at the end and it’s great cash flow for you. It vests them in the home more and more and more. And at the end they’re like thanking you because you got ’em to the finish line.

Tony: (16:09)
Yeah. That’s awesome. That’s awesome. Yeah. And you can create great even fans that way and get, get, uh, referral business. You know, once you find someone that can’t own a home, but you get ’em into a house where they feel like they own it. Number one, they’re gonna take care of it. Right? Two, two, you’ve got money up front to where, you know, if something does happen, then you’ve got that money to fall back on. Uh, and you’re helping people in a situation. You know, a lot of people just need a kid, the butt to get their credit together. And if you put ’em into a house, um, with when they got skin in the game, they’re more likely to get their credit repaired in for them to get a loan in their own name. Cause I mean, ultimately that’s the best thing. Right? Do you like carrying the paper? Would you rather admit the loan in, in their own name?

Chris: (16:51)
No. Uh, some of my newest student there’s different answers what stage you’re at. Right for now for me, my son and son-in-law we are looking to do a lot more sub two, zero financing long term. So I don’t know. Maybe my grandkids love the house Sunday. Right. I, I want longer term deals now when they’re brand new though, like Brian and Illinois comes to mind, his first eight deals were at least purchases, simple $10 down. He created like 800 something grand and three pay days. Now how he’s saying to me, all right now kind of show me how to do these deals, where I can stay in ’em longer. You know? So it’s just like the mentality. When you start to learn, you wanna get more and more advanced, I call it wealth, wealth stacking, you know, you get more and more sophisticated with how you do these.

Tony: (17:26)
Yep. Yep, absolutely. Cool. So tell us how you’re set up with acquisitions. This is a, been a big topic. So a lot of you guys know, I, I run it to TV program where I have real estate investors get on TV and I’ve noticed that, you know, even some of the experienced investors, um, you know, their, their sales process could use a little tweaking. So I’m, I’m curious how you’re set up and how you run your acquisitions. Um, you know, some people have lead managers, some people have acquisitions managers, some people answer the phone themselves. They are the lead manager, they are the acquisitions person. Uh, tell us how your team is set up to, uh, to be able to do the volume of, of properties you do.

Chris: (18:03)
Yep. So I’ll go from, I I’ll back up and come forward. So around 17 ish, 2007, I offloaded everything I did in the field. Cause it was all me to my son-in-law Zach. We then created, we kind of documented that process and created what we call in the acquisition in, in our end, a seller specialist or you’d call it an ionist in some teams, but a seller specialist, um, after he trained and we got that program set up, we then, and that’s where we sit have a husband and wife team that does the outbound calls first. So they’ll do facility owner expireds for rent by owners, co we have a COVID list now, believe it or not, we have probate. So we do all the lists once they get and their appointment set. So they’re gonna set an appointment for our, the, the other sales specialists who goes out in the field.

Chris: (18:47)
He happened to be one of our students. He knows the heck’s doing cuz he goes out and gets the properties on the contract. And then my son, Nick takes it over on the, on the sell end. So it’s a well oiled machine. Now it took time. I can’t agree you more. That it’s a frustrating process for the, just that offloading and, and uh, and delegating that piece of the business to get someone really good, cuz I was used to just, you know, getting properties, boom, boom, boom. But now we’re, we’re we’re oiled and, and cranking. And then around the country with the students, it’s a little bit easier cuz the one offs add up, we’ve got 140 some odd associates doing deals, right? So they just do if, if every third or fourth of ’em do a deal a month, there’s a lot of deals there.

Tony: (19:24)
Yep, absolutely. So, um, I wrote this down cause I’ve never heard this COVID list. What’s a COVID list.

Chris: (19:29)
I was surprised about three months ago. One of our sources said, Hey, we have a new list as a COVID stress list. So we just started, I haven’t brought to my community where yet quite frankly, you’re probably hearing it. And some of ’em haven’t heard yet because we’re on a second. We do a lot of calling. We don’t spend money on mails, we’re on a second mail to this list. So we’re, we’re tweaking and experimenting with something right now we way too early to say yeah, yes, slam dunk. But we’re on a second mailing of six, the leads are trickling in and we’ll see how they, how they go. And as you know, where we, we just, just, just launched as I understand it, your program. So we got these run side by side and we’ll I’ll hopefully can report back to you that the, that the COVID list was good.

Tony: (20:09)
Okay. So you heard the COVID list first? I I’ve been doing this a long, well, I mean, obviously COVID has only been around a couple, couple years, but never heard someone say a COVID list. So, uh, let us know how that goes and maybe we’ll do a little follow up on that.

Chris: (20:20)
Absolutely.

Tony: (20:21)
Yeah. Cool. Good stuff. Good stuff. Um, what else do you wanna share? I mean, 31 years of experience on your side, like, you know, you’ve done a lot. You’ve been, um, what are some big lessons you learned? Cause I feel like, you know, people have heard successes and you know, successes are great, but what are some things that like, man, I wish I wish I wouldn’t have done this. This is something that going back I would do differently.

Chris: (20:47)
You know, our event coming up is called back to basics. It’s not called it’s themed back to basics. And I was on a mastermind yesterday with all our higher level people. Like I tend to assume they’re gonna know something just cause it’s in my brain. Right. I I’m mal with doubt with communication and, and the head coaches said to me on our team, Hey, you gotta, we, we have this theme of back to basics. Why don’t you active basis with the high six? And I’m always thinking they want more, we call ’em high six associates. That’s just a level. And so we did scripts like basic like scripts and Carly asked questions and they were blown away, PO positive and happy and empowered because we did scripts. So the lesson there would be, um, back to the basics, always like I gave, I said, Hey guys, here’s three things that we gotta make sure you do.

Chris: (21:27)
And they’re probably waiting for this major nugget. It was make sure you always have a lethal. If you feel like you’re low on leads, come to me and I’ll show you how to get more leads second, uh, make sure you’re doing your live calls. And then having someone critique ’em that was something I never did. So you do a live call, you coach or someone you trust critiques it. In our case, we do it for them. And then they go back and they make adjustments. There is no fast way to learn. And I didn’t know that back when I started just have someone do that. It’s hard cuz you know, they’re gonna critique you, but you will learn so fast and you go and put it in play, then come back and do another one. Then go put it in play. And then the last thing is when they go on appointments again, I never had this, have someone with credibility call in on the speaker phone or FaceTime or zoom and help you.

Chris: (22:08)
That that was so simple. And I went back to that with them. They’re like, oh, we didn’t know we could do that. This stuff’s not brain science. This has been done. Tony. I, I dunno what I mentioned on your show. Cause I found a newer book that was older, but in the 16 hundreds, prior to banking in New York city, they were doing owner financing before banks. So this is not like new stuff. People go, oh I sell. Cause I haven’t heard of this. Wow. It’s been around for decades. So, you know, getting the game here.

Tony: (22:34)
That’s cool. I, I wrote this down again, live calls. So this is something we’re implementing with our clients as well eventually. Um, we’re actually, um, uh, starting to, um, run the calls through our system. So our clients that we get on TV, run the calls through our system. That way we, you can record ’em and see kind of certain things. But um, and we’re trying to figure out how to efficiently grade the calls. Um, we’re noticing that like since we started doing that a few months ago that like, you know, some people aren’t the greatest on the phone, they’re busy, they’re out and about they’re answering the calls and it just, you know, first impression is a big deal. Um, so I like how you said that is a, um, you know, anything you do you really need, especially if you have people in your organization doing it is you need to grade them.

Tony: (23:16)
You know? Um, all the calls that we do, uh, in our business, we, we record and um, we’re starting to grade those just recently, like in the last few months, um, it’s kind of like when you do a presentation, like if you go speak on stage, like you don’t really know how you did, you kind of have a feeling, but then you can go back and look at the video. I’m like, man, I pace too much. Or I said, um, too much. And you know, there there’s those types of things. So, um, so I think that’s good. Um, what’s up next for you? So you’re, you’re, you’re coaching people. Um, you’ve got a successful real estate investing business. Um, you know, you mentioned when people start to not deviate for, you know, I think you said three years plus, uh, whatever that number was. Um, a lot of people deviate and they deviate too soon, but you’ve been in the business a long time. So I’m sure you’re, you’re at point where you could, um, add on other things. Are you looking at adding anything else? Are you looking at just refining what you have?

Chris: (24:12)
Um, we adding only in the sense if it brings something new to the community. So for example, your TV program in probate and COVID were new adventures for us this year. And then so we test and bring those to the community. So we bring ads, that’ll help with the mission. The mission’s always to do transactions. We end a five year mission in 22, coincidentally and we’ll reset it for a three. We’re working on that now a three year, but it’s gonna still be centered around transactions. Now, most companies in our space will be like, oh, how many units can we sell? And how many program we wanna know, how many families can we help buyers and sell us with our students? And that’s what we track. That’s super important. And because then every decision we make is for that versus trying to sell something, forget about ’em.

Chris: (24:51)
So more of that as far as my role, it’s really cool. You know, this from building your company to see the leadership come up at our last offsite, I was thrilled to see that, you know, the CMO and the COO and really coming into their own. Whereas if you ask me in 2000, I don’t know, 13, 14, Hey, you know, it’s you, you gonna have a company. I would not have seen that with, with, with it not being for coaches, showing me that vision. So do more of that, more scaling and, and more of a chairman role for me and more, uh, some bigger programs for the students. Really cool stuff.

Tony: (25:22)
Awesome. So it’s basically taking what you have and just making it bigger and better, right?

Chris: (25:26)
Yep. Yep, absolutely.

Tony: (25:28)
Awesome. Good stuff. Um, so by the way, guys, if you like what you’re hearing please, um, leave us a review, subscribe our podcast. We’ve got a lot of great, uh, people we bring on the show, um, and we’re gonna continue to make some cool changes later this year. I’ve got some cool stuff going on. So, uh, so subscribe and, and keep up to date. Um, so wrap up, uh, you know, we’re going, let people know how to find you, cause I’m sure some people are like, man, I wanna learn more about this, you know, subject to, or this owner financing stuff. So we’ll, we’ll tell people how to get ahold of you. Um, what else would you like to share with the community before we start wrapping up?

Chris: (26:05)
Uh, I don’t nothing new. Tony. The stuff we talked about out with mentors is just super important. You know, they wouldn’t, I, in my eyes, I don’t know anyone else. I wouldn’t enter the TV space, for example, without going, Hey, what’s up and you get on my back. Like it’s the same in any niche, just please do that. And please don’t deviate for three to seven years. I wouldn’t, if you do that, you’re okay. In the interactive coaching.

Tony: (26:24)
Yeah. Get a mentor, man. I tell you, I, uh, I’ve been in the business 21 years now and it took me I think, 10 years to get a coach. And then it was probably about two or three years after that, that I joined a mastermind group. And I’m all about both of those now. Um, you know, mastermind groups, I run, uh, a bunch of masterminds myself and, and get people together. So for those who don’t know the difference between, um, you know, a coach, a seminar to mastermind coach is one-on-one typically, um, sometimes it can be group. Uh, seminars is when you go and people speak, but a mastermind is when you can really be around a community of other like mind individuals and, and individuals and share with each other there what’s working. So everybody can learn with each other, what’s working and then also be able to bring your struggles to the table. Cuz man, you know, 31 years for you, 21 years for me, we’ve been through a lot and I guarantee you when we had someone to ask, Hey, how did you get through this? Or how did you solve this problem? It was so much easier having a community behind you. So, uh, so good stuff, Chris. Well, I appreciate you jumping on how do people, uh, connect with you and uh, potentially join your community? I think you said you may have some free stuff you’ll, you’ll give away as well.

Chris: (27:33)
Yep. Uh, I’ll do two things. It’s a free master’s class. We call it. It’s just, if you don’t mind listening to me B for another 55 minutes, I promise you, I’ll give you a bunch of content. Just go to smart real estate, coach.com full slash master’s class while you’re in that, just to go to that, we will load you up with the physical hard copies of the hard cup of book, the best selling book that we did to several of ’em. You’ll get all that stuff for free and a whole bunch of other stuff. Cause I want you to go and look for free. I want you to be able to say, is this a niche? Is this a community that wicked smart community? Is this something I can get behind? If it’s not okay, it’s free for you to look caution hour. And if it is something I promise you you’ll have a great experience and we’ll dive in together. So you’ll you’ll know how to get me through that.

Tony: (28:11)
Awesome, good stuff. So smart real estate coach.com/ master’s class.

Chris: (28:16)
Yep.

Tony: (28:17)
All right. Fantastic. Well, Hey Chris, it was good to catch up with you. Maybe we’ll catch up in, uh, in another I’m sure we’ll catch up before then, but you know, we, well definitely within the next six months, catch up again. Uh, appreciate everything you do. And for the community that, that, that you serve, you’ve uh, helped, you know, tens of thousands of people directly or indirectly. And it sounds like you’ve got over a hundred people that are fully engaged with you every single day and every single week and in, in the business. And uh, you’re making a big impact. So congrats on your success and we appreciate you joining us.

Chris: (28:46)
Love it. Thanks buddy. Hope Debbie, my show soon and see you soon.

Tony: (28:49)
All right. Thanks Chris.

Tony: (28:50)
Thanks for listening. Now. Go to www.remcommunity.com to connect with today’s guest. See your high level masterminds and to get free resources. Don’t forget to share this with a friend and leave us a five star review we’ll see you on the next episode.