Justin Moy: How to turn your Sales Commissions into Wealth by Investing in Real Estate Funds

In this episode of "The Gould Mine," we're joined by Justin Moy, founder of President Club, who shares his journey from a young real estate agent to a successful investor. Justin emphasizes the importance of real estate ownership for salespeople, highlighting how it provides stability and a pathway to replace income. He delves into the challenges of the industry, advocating for early investments and strategic partnerships to secure long-term returns.

Justin discusses the crucial role of mentoring the next generation of Realtors, emphasizing the power of personal experiences and future planning. He also covers the importance of careful vetting in real estate investments to mitigate risks and achieve financial freedom.

Focusing on targeted investors, Justin reveals how this approach improves service quality in sales, leveraging tools like social media and networking. He shares insights on using LinkedIn for investor connections and the transition from sales to investing.  This episode offers valuable lessons in real estate investing and sales, perfect for anyone aiming to excel in these fields.

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Justin's Website: https://bit.ly/3tgcuv6
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Transcript

•  What's up gold miners in today's episode. We welcome to the show Justin Moy the founder of the president Club. A real estate investing fund that is specifically designed for high performing salespeople to invest passively into real estate deals and eventually over a 10-year period replace the income that they are earning currently as a salesperson. This is a very unique fund a very unique strategy that Justin is deploying and something that's very near and dear to my heart as a salesperson myself and someone who has led the sales organization. I see a major need for something like this and Justin has filled it. In this episode. We talk about Justin's start as a salesperson and what led him to eventually transitioning into real estate investing. We also go over some of Justin's investing philosophies and finally we go deep into the mind of a salesperson and how Justin recommends any salesperson FastTrack themselves to success and whether you are a salesperson or not. There are a lot of ghoul nuggets in this one for you to enjoy so without further. Ado everyone welcome to the show Justin Moy Justin welcome to the gold mine Danny man I'm I'm excited to be here excited to kick this show off with you. We've been following each other on on LinkedIn and some other platforms for a little bit of time trying to make this happen so excited to finally be here yeah well. It's it's cool to be able to talk to a fellow Bay Area guy and and and we'll get into like a lot of your philosophies and investment philosophies and everything like that. But one of the things that we share in common is is that we both started really in residential real estate yeah yeah so talk to me about that that initial start and what caused you to kind of deviate from that initial path yeah yeah so man I I was very lucky with my career path um the very first office. Job I ever had I was looking for you know internships when I was 16 17 years old and um. One of the ones that finally took me was an internship at a commercial real estate office and I just really loved that industry right. From there I loved seeing the brokers work I loved seeing them go out to the field close. Big deals celebrating these massive wins in the meetings and you know I was an intern so I wasn't really doing that stuff I was doing all the copies and making marketing materials and stuff like that. But I love that environment and I love that energy and it was at a time in my life where I was struggling to find out what I wanted to do. I think it's pretty normal for you know 17 18 year old kid to not really know what they want. But I just felt like that infectious energy was something that was exciting to me so when I was 18 years old. I decided I was going to take a break from school I wasn't going to go to college right away and I got my real estate license. So you know being out in the Bay Area. You don't have to go into the commercial space to close these massive deals. You know the the home prices out there will float you pretty well and so I was an 18-year-old kid. I got my license. I I struggled for the first couple months of my business and after about a six Monon timing or so things took off. I started to do really well and you know that really set the seed that would come into me doing bigger deals and multif family me becoming an investor uh being on the ownership side instead of just the broker side. For reasons that I'm sure we'll get into here in a minute. But you know really sprouted from there and so I turned 30 this year and I've been really in real estate since I was about 18 17 18 years old. So it's a field that I absolutely love being into sort of by accident. But I definitely love the office that I worked at there yeah. That's awesome so how did that initial sales career impact your ability to be a a successful investor yeah. Well money is one right it. It's hard for an 18-year-old kid to make the kind of money that you need to be able to invest and be able to get into these larger. You know apartment deals and Commercial deals so ever since then you know I was always very very hard set on if you want to have a very very successful life financially at least early on you you've got to control your income you whether you're an entrepreneur. You're an investor. You are a sales professional. You do side gig something to help you control your income because if you're just relying on climbing the corporate ladder as an average corporate employee you know that path is is a really really long one and the second thing is just the knowledge you gain being a broker. I think is a fantastic entry into it because you don't need a ton of experience to get into brokering all right. You need to be able to build your sales skills and your relationship skills but you have your hands kind of in every aspect of the deal from escrow to finding customers to the transaction itself. You get to be exposed to all the sorts of issues or problems that can come up in all types of deals. So I think a broker is a great ground where you're in everything a little bit and you can learn just enough about all the different aspects of real estate at ownership and the transaction to be dangerous in those fields and then you can pursue you know other Ventures outside of that but a broker to me was the perfect kind of segue into learning a lot about the industry as a whole following the macro. Trends knowing the transactions in esos and that really gave me a good Advantage when I got into the investor space as opposed to somebody who might be you know in regular Corporate America. Doing something unrelated to real estate where the learning curve were just a little bit steeper there. One of the things that I've noticed now being in residential for over nine years is that most Realtors don't you know to partake in their own like what was it like you know dealers that that uh you know do their own like Supply like you know getting high on their own Supply. Why is it that most Realtors fail to kind of get. There you know maybe they own a single family or like their own residence. But like very few are are Savvy investors why do you think that is yeah. So you know that's interesting because I've thought about that before too and I when I was in my real estate career. Early on I had uh you know as you go to a bunch of networking events. A lot of Financial people were in those spaces and I would ask them that question and one answer that I think is a fair answer is well if your primary income is tied to real estate. You know maybe you don't want your investments in that realm too much as well. I thought okay that's a pretty decent way of of thinking about it um. Another thing is a lot of real estate agents as a being. A broker is actually the number one most failed business in this country. Now part of that is a little bit skewed because some people get their license never really meaning for it to be full-time or they do it. As a so I'm sure there's a little bit of skew there. But I'm sure you know your experience in the business has taught you. It's it's a simple business but it's not easy being in sale commission. Only sales professional. So there's a lot of failure in this space. So I think on one hand the the real estate agents who are posting on social media and then living this you know glamorous lifestyle. Maybe don't have actually the glamor that they advertise. It's a tough business and you own a business. So a lot of times you are investing a lot in that business in your. Marketing in your clients inves ing back into that in hopes of getting more sales down the road so just because maybe they're making big commissions or they're selling. Big houses maybe they're not walking away with that much and then another thing too is scarcity um and just that mindset of when you're a commission. Only sales representative you do kind of have that incling in the back of your head like what if my deals shut off tomorrow what if the market tanks tomorrow what if I just close the last deal of close in the next you know seven eight months year you know am I ready to send you know big money to an investment or something else that I I might need that and so that's something I struggled with a lot when I was in real estate too and and I was never able to get away from that stress. That's one of the reasons why I actually stepped out of that that box and into the owner box because I couldn't ever shake that feeling of now what if I just Clos the last deal I'll close in the next 12 months. What happens to me then even if you have a full pipeline right. You kind of always have that in the back of your mind and so as an investor what that that mitigated that because we have income coming in from the properties after the close not just one big check at at the closing and and then you know that's it you're starting from square one again. So I think those are a few reasons why some of those are are legit reasons in my opinion and the others are a little bit mindset things. But I would say those are the most common things that I've found yeah and and honestly I mean I don't know if this is a problem that we can necessarily solve on this podcast. But one of the the questions that I've been asking myself. Is you know what what can. We do to change that for the for the next generation of of Realtors because I'm I'm seeing some of these younger kid because some of the kids that joined my team. They're like 18 1920. They're they're already learning stuff that is Way Beyond. What I knew at 18 19 20 years old right so I do believe that this next generation is going to be very well informed. Whether or not they do anything additional with that information remains to be seen but you know outside of the the education space. I'm just you know kind of thinking out loud like what is it that we could do to kind of influence and change the narrative and kind of help that next generation of Realtors again. I don't know it's something that we could solve on this podcast. But it's it's something that I've I've been percolating in the back of my mind. You know what's so interesting is is I think future pacing is a big part of that because when I was 18 years old and I got my license if you told me hey start investing your money I would have not even heard you and at some point when you're not looking for something or something's not important to you you don't really hear it. You don't really listen um. One thing that really kind of kicked me in high gear is I remember. There was this one day uh in my real estate sales career and I had closed a couple deals you know maybe the month before and for whatever reason I woke up that morning just exhausted for like the the 30th or 40th day in a row couldn't get out of bed. I had this routine. I'd always wake up I'd always go to the gym. I've always been a big you know meat head. I always power. Lifted was really into fitness and I realized I was like man. I haven't been to the gym in like two three weeks. Let me go get a workout in I had you know the worst workout. I ever had I couldn't get myself to pick up the phone. That day.
•  I looked at my calendar and I just said I don't know how long I could do this you know I was waking up at 5:00 A.M I wasn't done working till 78 p.m. I was doing open house on the weekends and I just said you know what I just need a day. I canceled everything on my calendar and I just sat on my couch Alone um and just thought about my life and just thought about how how long can I keep this up. I was making really really great money and part of the beliefs is you know hey. I'm a 19y old 20-y old kid. I can't make this kind of money somewhere else. But man I don't know if I could work like this for the next 40 years till I retire and that to me was the big snapping moment that I said okay I need to start investing what did my best clients. Do. I sold a lot to investors and and helped them buy a lot of their next property. So I did their underwriting. I did some Financial projections for them. I kind of got that space they definitely lived. Better lives than me uh. I was always at there you know managing escros and transactions and I'd send them an important document and they'd reply back. You know three four days later. Like sorry. I'm in the you know the Cayman Islands. You know they're always vacationing and I thought to myself. Man I got to set up that life for myself yeah and to me when you want something you have to Future pce it because nothing worth having you can have right away right. You always got to put in the time for it. It could be five years 10 years 20 years plus to build the life you want so of course. The earlier you start the the better it is for you but that was the moment I think everybody hits that moment in their career where they just you know you call it burnout or you. There's a lot of different names for it where you just sit there and you just go what the hell am I doing and how can I do. This is this sustainable for me in the life that I want I was lucky that I had that conversation with myself at about 19 20 years old um. But I think people are going to have that conversation with themselves eventually and if you can get to that younger generation say hey I know you're okay with this hustle now. But as you evolve and as your life change and your priorities change you have families. You have other things to worry about you're not 181 19 years old. Anymore is this what you want if it's not then start thinking about that now so you can really play that long game and start with the end in mind. I think that's what helped me and and hopefully that helps other people listening too if they're in that space dude. That is you you said it better than I ever could have I mean what you just said right there. If you are a younger. I mean I don't care if you're real estate right. But if you're a younger individual. You're listening to this podcast I would I would go back and listen to that about five five times you know and really internalize that because it's true you know it's absolutely true. I mean like if I if I had it to do over again. Obviously I would have gone back and maybe done things a little bit differently not totally differently but um but definitely taking the time to think about am. I lay the foundation for life to be easier in my 30s because you know it's one thing to think that you're doing it right. But then there's the proven strategies of yeah real estate investing which we're going to get into it a second but you know there's there's like the oh the pie in the sky. I'll make you know tons of of commissions and you know be super super rich or there's like the well. Why don't we just you know invest in a property every year or every other year right for like this decade of my 20s. That's it I mean like if if you could be right if you could be in your 20s like if you're 20 years old and you're like if I could spend the next decade just adding one to my portfolio for the next uh one of my portfolio every other year that would still put you in a like a massive Advantage by the time 30 yeah. It's always the old saying right like the the best time start would have been 10 years ago for anybody and the second best time is now so really just starting that and realizing what you want is going to take a long time to get so the sooner you start it. You know just because you want that and you say yeah. Oh. I would love that for my life eventually if you want it for your life. Eventually you got to start it now 100% so when you made that decision. Let's talk about the first win in the investing space. What was what was the first win what did that feel like and what was the like what were the the specific Mak of the deal yeah man. So. I I had a little bit of a lopsided Journey going into the space so I I dove right into multif family. I dove into the numbers of investing I looked at what I wanted in. Future projected my life and how I wanted to retire when I wanted that to be and I just found that single family was a longer path to get there and if I was willing to take on a steeper learning curb I could get into multif family and really that would accelerate my timeline. So that's what I did. We ended up buying two properties that we own and operate and still own and operate. One was a 40 unit property in St Louis. The other was 144 units out here in the Midwest as well in Kansas and you know both properties. When you're buying these big properties you're owner operating them. You learn a ton so we got beat up left and right on those deals and we did what's called syndication on them. So we rais money from investors mostly friends and family for the first couple of the deals right and in exchange for that investment they're passive. We give them distrib butions and part of the equity upside. But I would consider my first win was realizing that that's not the space I wanted to be in I love the multif family space. I love the commercial real estate space. What I don't love to do is operate properties. I don't like to be boots on the ground. I don't like dealing with contractors and Banks and vendors and invoices and financial projections and Analysis I did them at of necessity but what I learned that I love to do was more on the investor side and manage funds. So I learned in this space. You could actually manage funds and partner with other operators that have these massive companies. These systems these scales you know 40 50 plus full-time employees full-time Acquisitions and asset management departments and they will come to you with great deals and say hey we're we're closing. On this deal. You know will you raise money for it and and partner on us with it. So you know it's interesting because my biggest win was actually hidden in in I wouldn't consider it a loss but a big learning curb and realizing man. This is actually isn't what I wanted to do. But in doing this. I found what I really love to do and it's help investors. It's manage funds. It's find Partnerships with big deals and that really was my superpower and since then you know we've seen my personal and my investors returns grow significantly um just by being able to focus completely on my superpower and cut out all the rest of the noise 100%. So you're running more of like a fun to fun model set yeah so that that's you know maybe an Insider term for it. But we manage funds for um. Some people call them spvs if that sounds familiar special purpose vehicles or or fun of funds. But yeah we essentially partner with bigger operators in the space and it allowed us to Branch out beyond what we were comfortable doing right because if we're comfortable buying apartment buildings in the midwest that doesn't give our investors the diversification of being in Texas or being in Oklahoma or being in Ohio which I think is important and so for me when we took a step back from the business and I said hey how can we serve our investors to the absolute best of our abilities. It was not to pigeon hole them into what we were comfortable doing and what our capacity was. It was to partner and Branch out and open them up to completely new opportunities that were even beyond our scope to manage. But we knew how to look at Great Deals. We knew how to vet out great. Partners and we knew how to place Capital where I should go so how do you. How do you go about identifying right so if if you you have you've raised some funds right or you're in the process of raising funds. How do you go about identifying the right deal and or the right group to invest with yeah yeah. So it all starts with in the marketing world. We call this you know your avatar. Some people call your ideal customer profile your ICP um. But it's it's who do you serve. I think you have to start. There we serve our investors and our investors have a very specific thesis um. Our our our company is President Club investors so we work with a lot of lot of sales people and a lot of sales people have the same pain points. They want some cash flow to kind of off balance their their slow months or their bad quarters. They want that Equity appreciation with the goal of eventually replacing their income with passive income within about 10 years. That's our investing thesis and that's really the Big Goal that we look at when we analyze deals because in all of our marketing all of our conversations with our investors that's why they're drawn to us so that's what they want so. When we look at deals we we have to look at does this align with goals with the goals of our investors. There's a lot of deals out there that maybe don't but they're great deals for somebody else. You know people are looking for generational wealth or they want to pass their assets down to their kids. Okay maybe you're looking for more of that very high-end Class. A the returns are going to be a little bit smaller but the the point is in that very long-term Vision or growth um or maybe there's new development that has super high type of growth but no cash flow so that doesn't really fulfill you know what are our. Customers are looking for so we look for that balance. What solves the pain point that our investors came to us initially to solve and then how can we partner with people who have those types of deals who have certain checks and Balan that we look for right. We look for a lot of um single points of failure in deals which include a lot of partnership risk a lot of bank and lending risk a lot of geographical risk like flood zones so there's a lot of nuances.
•  We get into with the deal specifically but it all starts with taking a step back and realizing who do I serve and my goal is not to place $50 million of capital. This year. I'm okay doing two three great deals a year if it's the perfect fit for who I serve and then once you know that the answer becomes really clear and it be and you start to find. The deals that you're looking for so take me through a typical because we we kind of went a little kind of high level there but take me through like a typical vetting process. What are you vetting first are you vetting. The sponsor first are you vetting the deal first like how do you go about like what what's kind of that order of of operation yeah yeah. So you know anybody who's been in this field for a decent amount of time. I think generally would tell you start at the sponsor start at who's operating that deal. Now here's where I think some people go wrong and we're starting to see some impacts of this and and we will see some impacts of this in the next few years is a lot of fund managers people who are in my position. They might put everything on the sponsor and I don't think that's right either CU while I think it's the most important you want to know who's operating your deals because they're really they're the ones who are managing the day-to-day. They're the ones executing the business plan. They're the ones who are. They're going to give you these projections and you're leaning on them to have those projections come true. But when people follow a sponsor completely I think they miss a lot of risk that certain asset classes or certain deals are bringing have what's been really common and I'm sure you've seen. This too is great sponsors. Right now now are branching out a little bit and to make deal with pencil whether they're branching out geographically or they're branching out in business plan. You know there's people going from apartment buildings and now okay now we're going to do mix use or now. We're doing uh litech low-income housing. Now. We're doing you know Class A versus Class C and they're doing that to increase their deal flow and while the sponsors are fantastic people we've partnered with them on deals. They're great they execute you know nine out of 10 times. They're going to do fantastic but when they take on those new deals they're taking on additional risk yeah. So you might have really really great trust in a sponsor. But I'm still going to vet your deal and your business plan as if you know you we're starting a relationship from day one because just because we have a great relationship doesn't mean that I don't think you'll take on deals with additional risk um. I'll give you a great example. There's one partner who we absolutely love to work with been very very consistent investors have been happy. Returns have been great over the past you know three years or so. They pushed into New Market and one thing that's great about them. Too is they're vertically integrated but what people don't realize is when you vertically integrate into a new market. You typically don't break even until you have about a thousand units under management just to round up. So for the first 1,000 units in my opinion you're probably buying a little bit more aggressively because you're taking a loss every single month until you could hit a certain level of scale. So that was one reason why we chose not to part even though we really really like that sponsor and that group. We didn't partner with them on any deals that they did didn't even look at them until they hit past that thousand unit mark because I didn't want them to be in such a buying frenzy because they're fighting loss that you know they get a little bit more aggressive in what they do so. There's a few other things that I look forward to Beyond just the sponsor that I think a lot of people miss and just just in ways to mitigate additional risk on the business plan or the deal that they're doing yeah. So general rule of thumb is the sponsor first but don't have Blind Faith still still do the Duit yeah on the deal and you know I see it a lot. You know I'm on a lot of people's email list too and you know they they essentially advertise. A 100% of of a handful of sponsors deals and you know. I don't think that that's a necessarily a bad idea but it kind of makes me think okay did you do any additional due diligence on this deal or are you just kind of an extension of the sponsor. No matter what they do you'll do it um which to me. Just isn't the right method. I think I'm not you know down anybody who does that because the sponsor is so heavily weighted on how that deal will be successful or not so if you are going to pick a path to to pigeon hole in on it will be the sponsor but to me it just wasn't right for for me and what I want to do and and how I feel. I want deals vetted as an investor myself yeah that makes uh that makes perfect sense. So Switching gears a little bit you touched on this and then we glossed over it but your your investment thesis and and the the core question of who do I serve the president's Club. Let's talk about that for for a minute so because I love this idea right of like let's get you let's phase you out of or not phase you out of but at least get you financially free enough to be able to choose yeah. What what career you know what what path you want to take so. Let's talk a little bit more about the president's GL yeah. So you know for anybody who's in the sales. Space knows what that is President's Club really is like those top Achievers and um you know those are the ones who win all the awards. They're the top producers. They you know. They make the most active income. They win all the trips and the trophies and the vacations and the the mugs and the t-shirts right um and anybody who knows that President's Club it could be a lonely Journey. You you end up sacrificing a lot whether it's in your personal life or your family. You know president's Club doesn't come easy and you know some people end up getting it at some point in their life and they say okay. I'm done you know being on the road all day. I'm done you know working 10 12 hours a day. I have a family. Now I have kids. I have other priorities you know I want to. I want to ease off but you know I'm addicted to this kind of income not uncommon for a president Club winner to be making you know $ 250 to a million dollars plus per year. Um can't really get that in many other Industries unless you have a very very Advanced degree right so that person is very specific because I was in that that range I I know what it takes to be. There. I know the sacrifices you make I know the pain points that people need addressed in in just Wellness in their life right to balance out out their income um and that's who really I wanted to serve. I understand that it's a lonely path to make it up there. I understand it's a tighten in community and a lot of times. The values are the same too values like being relentless in what you want pursuing what you want um with everything that you've got things like complete transparency and honesty and really holding your integrity while maintaining very high standards for yourself. So when you work with a group of people who all have the same values you get along really well you understand how to serve them even better and you kind of speak the same language.
•  So that's why you know we. We narrowed our. Focus down to you know it's called president Club investors and and one common thing I say is well. You know. I can't invest with you. I'm not in president club yet but next year I hope so you know it's. It's mostly a marketing thing um. Your values and your traits are the same of course if you haven't hit club yet that's totally fine. But it's the people who hit that range tend of likes to have the same values and have the same goals and are people who we really resonate with and we really are able to serve the best. So you know I feel you can make a company. That is pretty Broad and serve a lot of people in a in a little way or you can be very very narrowed and focused and serve a smaller handful of people in a much greater way and that's the path that that I chose to take so. I'm genuinely curious you know you so your. Core Niche is serving salespeople highly successful salespeople yeah who have disposable income and your goal is to get them to a place where their income is replaced by their essentially like passive cash flow through these Investments that they're making with you and and and your firm right so my question is what is your main what like how are you attracting. These investors what like what is what is the strategy because I see dude on Linked. In you're all over LinkedIn right. So I know that you're crushing the I know you're crushing Linked. In right so outside of that like. What's the sauce right like what what are you doing to get people to to to come invest with you yeah. So Lake Den is a really really big one for me um and what's so interesting is I've been in direct sales. You know considered pretty much my whole life. Um. I've cold called for hours and hours a day. You know eight hours plus a day when I was grinding and building my business. I still I'm on the phones the majority of the day today. But I am actually a massive introvert and I didn't think that it was possible you know growing up for introverts to be you know successful in a field. Like this I was always lying to myself you know looking back. When I was 18 19 years old. I always told myself oh. I'm an extrovert I love meeting people love networking love talking and I was really saying that to convince myself that I could be successful in sales because I thought that's what you needed really. I'm a massive introvert I love talking to and meeting new people. But I have this social battery that just kind of gets drained where you know you see people at networking events or at conferences and they're shaking hands and kissing babies and they could go you know the whole weekend and they're great to me. I need a either. After like an hour I got to go back up to my room and kind of relax and and kind of gather myself. So social media has been a really really big one for me. It's a great way to build relationships and not really tap into my social battery as much and build great relationships and the big thing about social media is a lot of people forget to make it social like. I'm completely myself on Linked. In um I I say the things I want to say. I don't have people on my team who talk for me and post for me and and make these great you know. I don't have a strategy with with Linked. In I just show up. I make I do my best to make friends. I I build connections with people enough that they want to you know get on a call with me and once that relationship is offline it's a little bit different right where I I talk to them a little bit more through text and through phone calls and and get to know them a little bit more personally. But Linked. In is a big one and and podcasting. I also love to talk even though I'm an introvert um so podcasting has been a great Outlet. You know we have a a show. We have a new one coming up that we're creating for next year. Love doing shows like yours. Right meet a lot of people but those are really big ones. You want to build your network. You want to build the circle of people who know like and trust you and you want to build the amount of people who know what you do and who you serve and how you do it and for me. Social media has been a really really effect specifically. LinkedIn um a really effective way for for me to do that from a marketing perspective right. So we we talk about like lead magnets funnels and all that stuff like how complex are your systems. Would you say that it's pretty like it's pretty like have you built out like some some pretty like high tech systems on the backend. Yeah I I actually love marketing um marketing and sales. I think go hand inand and I believe marketing is really just sales at scale. You have to understand a lot of consumer psychology for you have to understand you know funnels and and automations and um so for me. I have really one main lead generator. It's what I call the retire within 10 bundle. So again you have to start with who you serve and what they're looking for salespeople who want to replace their income with passive income ideally within 10 years. So through that I have a retire within 10 bundle. You get a a top secret investing strategy for sales professionals. A retirement calculator and another secret bonus gift that I give out and I don't advertise it as much.
•  It's on my LinkedIn page. You can definitely find it. If you go there. It's all over my headline and stuff. So you know my. My page does act as like a landing page um. Once people go to that website or they scan that QR code they download it. You know there's a a fairly simple automation. They obviously get get the bundle um. They get a couple messages from me just welcoming them into you know my network and and a little bit more in-depth explanations on what we do um because a lot of people at that point they're just kind of learning. They don't really know what syndications are. They've never thought about owning apartment buildings. They've never thought about man you know fund managers or you know Investments like this. So there's a fairly simple automation sequence to hopefully get them caught up to speed pretty quick um. But then after that it's it's more just me sending out. I send out my newsletters. You know a couple every month. I send out my deal blast again a couple every month if we have a deal going on. Deal updates um. It's nothing too crazy nothing in depth again. I don't want automation to take over my life. I want have that relationship with my investors 100% so when you meet with an investor for the first time you know typically what what is that conversation. I'm genuinely curious right and and uh and so I'm curious like what is that initial conversation like what are the the questions that you're asking to figure out. Hey are you going to be a good fit right and and B you know what their timeline is and all of these like like more basic questions but like really like are are we going to be a good fit for one another yeah. You know what's a beauty about serving all mostly salese and sales people coming to the funnel is they totally get what a discovery call is and they totally get the process that I'm taking and they're so sympathetic to it right because they do it all day every day yeah and so I I spent a lot of that time really doing my best to get to know them um you know. Most of our intro calls are going to be you know 20 to 30 minutes and you know all usually say. Hey you know how did we get on this call. Together you know what brought you into my world and that right there will give me a lot of info typically says oh I saw you on Linked. In your message really resonated with me um. You know saw you had a few common connections with me and then they kind of spoke highly of yes so just wanted to meet you. See see exactly what you do and then I go into kind of a high level overview of what we do I want to know more about you know them and and what their timeline is. And then at the end of the call. I lit just say hey you know if this is something you want to do is it something that you think you're still interested in in pursuing and you know if they say yes say okay do you mind. If I just ask you a couple you know questions that I just need to know um just to to kind of place you in the right boxes and just know how I can serve you best and there sales people. They get it. They're totally cool. Yes you know then I can ask them. Okay are you accredited or not you know what's your timeline looking. Like you know are you comfortable and I ask a very real questions are you going to be comfortable wiring. You know $50,000 and a deal if comes up in the next you know six months like you said like what what obstacles could you see coming up. You got kids going to college. You got new home purchases. Coming up is your car making weird noises. You know is there anything that you could see because I use these projections to help hunt deals as well and and so there's a a very real part of the conversation. At the end that most people tend to respect because they get that you have a business side of it and again. They do these calls all day every day and so they understand that there's a bit of discovery that needs to happen on. These calls um but don't run them through a checklist right. I don't really really have a script for my calls right. Just like this podcast like we don't have a script. We're just talking and I think if you're good at building relationships and you really really care about what you do. It's easy to have the conversation be pretty fluid yeah absolutely um and and actually that's a a lot of the the things that you're saying about like the the discovery call and just got like the flow of it. I mean that's a pretty standard thing right like across a myriad of Industries. So it's it's funny man like just being on this side. Of the the the table now and and seeing how things work. It's just like it's the same game you know. It's just. Uh. It's it's the same game same core ideas. There's just different outcomes right so so. That's really you know from from my perspective. I I share a lot of the same um beliefs as you do and and and a lot of the same thoughts that triggered your move from being a salesperson primarily to being focused on investing. That is the same thing that happened to me you know where where yeah there was that light switch that went off and I was like I could do this for another 10 years and you know like nothing would have changed right like so. So it just there's like that light bulb that goes off and you're like oh. Maybe I should be on the other side of the table you yeah. Yeah I I I agree and you know whether you realize it or not. Your life is a constant sales cycle. It's a constant sales game um you know I I just truly I truly believe that I just think the only difference is some people are aware of it and practice. The craft and other people are not aware of it and therefore you know don't really ever get better at it. So you know that that Discovery and and part of the discovery like you mentioned is is learning. If this is a good fit for that person whether you're in Sales. Direct sales or you run something else at a company. That's a big part of it is this a good fit for both people involved and if not that's okay we can part ways as friends. I hope you keep commenting and liking my LinkedIn stuff. I'll do the same for you but um you know we don't have to end. The call overly excited about this new thing that we're going to do. It's okay to end it and just say it's okay. We'll just part ways as friend is not good for you right now so yeah. I agree I think you know just being fluid and not having expectations when you get on calls like that is really helpful. Too go on every call and I just pretty much say hey. I'm just excited to learn about this person. See if we can help and if not that's okay with me and you avoid a lot of disappointment in that way too absolutely so your strategies and and your your model re revolves heavily around.
•  You know passive investing through your fund yeah and you're going to you know cut checks to sponsors or operators and then you are going to your investors collect. You know either you set dividends or you know whatever you want to call it right but like they're cash flowing and they're receiving uh and and they're receiving passive cash flow. Someone is listening to this podcast right now who is saying say I don't have that kind of money yeah. But I want to get in the game W man that that's tricky because one thing that I love about working with salespeople is you control that right it's not like I'm talking to somebody who makes 70 grand a year. U you know they're going to get a promotion in three years they'll make 73 and then you they have this very very long journey when you're in sales. The number one thing from an Ry perspective Ive you should invest in is yourself so a lot of times our investors. They already have. Sales coaches that they pay they're already in sales masterminds and programs. They they have invested in themselves pretty heavily to make the type of money that they're making so when you control your income almost completely. I mean most sales people are pretty much 100% in control of their income with a very few exceptions. When you are able to invest in yourself. You can drastically fast forward that timeline and that's what got me into sales is I didn't want to work that 40-year corporate job I didn't want that 40-year retirement plan I want to retire by the time I'm 37. So that's hopefully in seven years and sales was a way for me to do that. So if you're in sales and you're listening just know you have you're in a unique position where you have so much control over your income invest in yourself invest in the people to get you there invest in the knowledge to get you there because you're not you know uh. You're not time away a certain amount of time away. You're certain amount of skills away from being able to do this and you just need to acquire those skills and it's okay to pay for them formally. I think that's the fastest way to grow yeah and actually I could not agree with you more on the investing. In yourself. I mean there's two types of people. There's the people that you see at the conferences every single year and they're in the exact same. I mean. It's just like yeah. It's like yep sold 12 houses. Last year sold 12 houses this year and they're just just coming because they love the taste of the Kool-Aid but they're not actually going to do anything with it. And so I think that the the investing in yourself piece is crucial. Comma then do something with it do something with that knowledge do something with that with what you're investing into because if you're just investing in yourself but you're not actually doing anything with that additional knowledge or that additional support then um then you might as well not have spent the money at all yeah man. That that is that's massive and I think anybody who does like Network regularly or does you know certain conferences every year like we do you see it all the time um. Oh man last year just wasn't good. You know you know the market yeah. I know the market and then next year well last year you know ah well. You know I had this other gig or this other business kind of took out a lot of my time so couldn't do what I wanted to do okay. That's fine too um and it's just when you're investing in yourself just realize that it it doesn't take that much action on these ideas to have a massive Roi. Now personally. I like personalized coaching um it. It comes at a price premium but there's that accountability piece to it. You know. I I worked my real estate business for about a year before. I finally said why not I'm gonna hire a coach. I'll sit down with her for an hour. I remember it was 300 bucks or two maybe. It was 250 or 300 bucks for an hour and I thought to myself oh my God. Like that's so much money is it worth it one hour. What is this person going to show me and I walked out of there. Thinking to myself. I just wasted a whole year of my life so that coach that is very very helpful that can actually accelerate you. They are going to be worth 50x what you pay them. It's not even going to be a question. Um. I literally walked out of there that hour blew my mind and I I decided from that moment on I'm not ever going to do something again without hiring a coach to just get me there faster um. They will really change your entire perspective change your entire life and change your entire earning potential. So I personally like that I'm willing to pay for that premium of having somebody hold my hand and you know walk me through exactly what I need to do and then it holds them accountable for you getting there right. No coach wants you to pay them. You know 10 20 30 grand and you come up and say dude. This is not working for me. They're going to make it work for you if they're you know worth their salt and have a big reputation of protect. So I like that I like bringing that person on in my journey and it gives some accountability for them. You know kicking me in the ass but also I can I can kick them in ask you if I feel like I'm not adjusting well and then we could work something out. So I think that's massive pay a little bit of a premium for that premium experience that accountability. It's gonna. It's going to go miles for you. Two things come to mind here. So the first one is the money's a big nonstarter for a lot of people yes like when it comes to coaching and training and just learning in general and you know obviously there's a lot of free information out there. The problem with the free information is that like a lot of times it's just like just not not good you know um or it's just ra. It's just wrong wrong information so and and honestly in in today's day and age. With you. We're the guru generation right now where everyone's a guru and like they're like you're not a guru right. You're just charging people five five grand to like literally you're swindling them. So it's hard. It's it's hard to to to find a good. So you know. I I found my my coaches primarily through referrals right so like obviously like they were big or whatever but like I I vetted that the the thing that I think we don't talk about specifically with salespeople right because you know that we share that and I'm hearing all these things and I'm getting excited right because I'm like oh my gosh like we could talk about this for hours but for me. It's it was actually less about the money and more about the ego. You know I I wanted to do it all on my own yeah. I wanted to prove that I would that I had it so good that I got it you know yeah that I didn't need so and so coach to like give me like I'm going to build the number one uh real estate Empire in the country and I G to do it all myself baby yeah yeah that one dude 100%. And so and same thing man it was it was probably it was actually a little bit more than a year. For me. It was like a year and a half and I went in. So I got B basically got tossed of a freaking softball like it was like put up on a te. For me. It was like a $1.6 million listing and it was a referral so you know $1.6 million listing at the time was probably like two and a half million. Today right. It was a it was a monster property especially for a first year right. I was only in the business for like 16 months and I shot the bed dude you know I went in there and I just totally tanked the list in appointment and they went with with some other agent you know and and me today oh dude I would have gone in like that in 30 minutes would have had that thing signed but the thing is is that it was that experience walking out of there. I realized I didn't have a legitimate listing present. I didn't know what to say I was shooting from the hip and it was in that moment where I real. I am never I am never going to let that happen again yeah never going to shoot from the hip again and I need to find someone to give me the tools to actually go out there and and do what I say I'm gonna do which is you know build this like massive real estate te yeah. So I think everybody has a story like that and and the ego is a massive part of it. I had a big big ego and one thing that's so crazy is. It is so foolish and really let's get harsh ignorant to think that you cannot benefit from somebody else's experience who's especially if they've been business for you know 15 20 years plus there is not a single scenario in which that person does not help you in some way. They're gonna save your time. They're gonna s save you money. They're gonna make you an enormous amount of money. So I think that ego exists a little bit in all of us and part of maturing and growing and part of making the big money is reducing and then eventually eliminating that ego realizing that you can and you have to look for ways to learn from everybody doesn't mean you have to even like them. You don't have to like somebody to learn from them. Um doesn't mean they have to be more experienced than you you know you can learn from anybody but the best of the best are constantly learning constantly refining um and I want to go back to what you said you know some for some people.
•  The money is a non-starter. They feel it's a lot of money for them. It's an investment. The money is non-negotiable because the only thing realistically that sets you your attitude for a program that you're following is your buy into it. And if it's free I'm going to challenge you and say if you're going to rely on free information. What have you taken action on that's been free information at this point that has catapulted your business. Maybe it's something or should you pigeon hole yourself and say I'm gonna pay this person. You know whatever 5 10 20 grand I'm just going to follow their system and now I'm invested. In this thing I am on a Mad Dash to make up this you know investment and I'm going to really really hone in folks in show. Up to the calls show up to my meetings read their material go through their courses. You know there's a a big buyin. There's a big massive difference between people who are looking at the free stuff and people who have paid a premium for this even if it's the same content because you just don't see it that way. When it's free. You just really don't see it and and you don't follow it and it's hard to sift things out right you got a ton of free information. But when you pay for one set of information you're going to follow that that one and be bought into that one. So the money the monetary investment in my opinion is non-negotiable but also leaving that ego and once you are comfortable with those two things you really unlock a massive amount of potential that I don't think exists without those two things happening yeah. I couldn't agree more. I could not agree more uh and and that actually was the second thing that resonated with me when you were talking about you know paying for that experience and you know you saying. It's ignorant to think that you can't learn from anyone else like you. I'm I'm the oldest. So I don't really have like oldest in in my family. But uh do you have any siblings I have uh one older sister yeah. Then a couple step siblings that are mixed older younger yeah as a so if you're you're a younger sibling you know like hey you learn from like all of her mistakes yeah. So so she paid the price for you yeah exactly. It's it's the same concept right you're you're you're paying for that person failures. Basically. You're you're. They're packaging up all of their failures and they're saying hey I'm going to. I'm going to show you all the things that you shouldn't do just I was show I'm showing you all the things that you should do. But it's really the things that you shouldn't do right and and for that that's what you're paying for. It's the collective you know mess ups over the last 10 years 20 years the lessons that I've learned that you're paying for and and whatever the price is that they're charging you. The the monetary value of that is actually like probably 102 X yep yeah even in in mistake costs loss time and opportunity costs pretty intangible you're going to make it back but you will also be able to see a direct correlation with your income increasing for a good program for sure. It's no doubt 100 100% well. We're coming up on time here Justin so wna ask you a couple of of concluding questions here first so the first one is for someone who is starting their investing Journey whether they plan on being more active like you and I or they plan on being more passive. Well. I was what is like one piece of advice that you can give we'll call them gold nuggets if you will right so in traditional uh gold gold mine uh. Uh podcast like final gold nugget one for the active investor and then one for a passive yeah for the active investor. I would say spend a lot of your time figuring out your Niche whether that is investment strategy asset class. A lot of people start off on on residential because it's it's easy that's what you know but there's a whole world of Investments out. There. A lot of you never even heard of I heard one recently that's investing in litigations like you can almost place bets on who's going to win uh win you know lawsuits and uh so you there there is a whole array out there that you would never know spend a lot of time thinking about what Niche you want to dive into like what interest you where is the macroeconomic environment taking us. What do you feel is a good investment and once you. I think that's where you spend the most time because in the investing space in real estate and investing in general. Alternatives in general like there's just everything you could do if somebody comes you and says I'm a real estate investor. I have no idea what that means you could be doing one of 200 things that I just start rattling off. It doesn't really tell me anything but figure out where you want your Niche to be and then jump in with both feet on that Niche dive in find. The mentors drink the Kool-Aid go all in on that thing and then be the best at that thing instead of being broad. I really believe in going deep and not broad so spend a lot of time on that Niche one that you're going to fall in love with because that's going to be a massive predictor of your success. If you're passive you have a little bit of that too. You have to find where your Niche is you have to find out where you want to invest who you want to invest with a lot of your time goes into vetting. You know people like me who are going to be conduits of your money and say hey this is a deal we're investing in would you like to invest in it too make sure those values align make sure the goals align make sure that you are knowledgeable enough in this space to know when something doesn't really add up or make sense but also know okay. Hey. I'm I'm I don't know the things that I don't know the reason. I'm a passive investor is because not a real estate expert. I need to align myself with real estate experts who are going to be good conduits of my money so spend so much of that time upfront on that due diligence finding out not only what do I want to do and where do I want to work but who do I want to work with and those are going to set you up for a much smoother path. In the future.
•  Very well said my friend and for anyone that wants to reach out to you what what is the best way for them to get in contact with you and and and start that conversation if they if they like them what they hear. Today yeah I mean you mentioned it. I'm most active on Linked. In um check me out on there. Uh it's president's Club investor or Justin Moy you should find me if you don't have a Linked. In president Club. Investors is my website. There's the free download that I talked about in there a little bit earlier in the show or retire within 10 bundle that's a fantastic resource if you're in sales and looking to replace your income with passive income ideally within the next 10 years or so um. So president Club investors either online or on Linked. In really good place to find me and you still have a podcast yeah. I do I do. We have a podcast called passive real estate strategies um which I'm pulling back our production on I'm going to still make content on there. But it's going to be a little bit more curated a little bit more um individual topics. I'm going to be talking about. We're actually releasing another podcast um. That's going to be more specific to salespeople that I'm just not ready to talk about just yet. But if you follow me on Linked. In I'll be putting some updates there because we're putting on some final screws on there. It's going to be really really awesome show um so passive. Real estate strategies is also a good one if you want more specific real estate knowledge as a passive investor love that man and all of those uh things will be linked down below your LinkedIn uh and your website so that people can find you easily Justin thanks for stopping by my friend Danny man this was fantastic thanks for having me absolutely.