469 | He Raised $2.15M in 9 Days Without Asking Anyone for Money. Jay Conner on Private Lending.

In January 2009, Jay Conner had two houses under contract and a banker who had just told him his line of credit was closed. No warning. No grace period. The global financial crisis had arrived and Jay was not prepared.

He asked himself one question: who do I know who can help me with this problem? Nine days later he had raised $2,150,000 in private money without asking a single person for it. Since then he has never asked anyone for money. He currently has $8.5 million in private money available and has completed over $52 million in real estate transactions across more than 500 homes rehabbed.

In this conversation with Chaz Wolfe, Jay breaks down his exact private money framework: the mindset shift that separates desperate fundraising from confident education, the two-conversation rule that eliminates awkwardness entirely, the good news phone call script that funds deals without pitching, and why there is more money available right now than most people will ever access because they are asking the wrong question the wrong way.

Key Takeaways:

• The single most powerful question in business: who do you know who can help you with this problem? Not how. Who.
• Desperation has a smell. The moment you teach the program and pitch the deal in the same conversation, your potential lender smells it even when you do not intend to.
• Separate the conversations. Conversation one: teach the program. How it works, what the interest rate is, how they get their money back, the maximum loan to value. No deal mentioned. Conversation two: the good news phone call. Only happens when you have a deal ready to fund.
• The good news phone call script is four sentences. Here is a house I have under contract. Here is the after-repaired value. Here is the funding required. Here is when I need the wire. End of conversation. Do not ask if they want to fund the deal. Of course they do. They have been waiting for the call.
• There is currently $31 trillion in investment capital and retirement funds sitting on the sidelines in the United States. Most of it belongs to people who do not know what to do with it and are getting poor returns or taking stock market risk they do not want.
• Self-directed IRAs are the funding vehicle most real estate investors have never heard of and most financial advisors have never explained. They allow individuals to loan retirement funds directly to real estate investors, earning returns either tax-deferred or tax-free.
• You make the rules in private lending. You set the interest rate, the loan-to-value, the terms, the timeline. You are not begging a bank. You are offering an opportunity to someone who needs somewhere to put their money.
• There are more dollars available than there are deals. Abundance is not a mindset exercise. It is a fact. $31 trillion in idle capital says so.
• 100 percent of Jay's private lenders have been paid exactly what the promissory note said. That track record is the entire marketing strategy.
• Real estate between your ears comes before real estate on the ground. If you are not confident about what you are offering, no one will trust you enough to hand you their retirement savings.

If you are a contractor business owner doing $1M+ and you feel stuck in the day-to-day, we built GTK for you.

Through peer mastermind and 1:1 coaching, we help you:

• increase profit
• install real systems
• build a team that runs the business
• get your time back

Visit www.gatheringthekings.com for information on how to apply.

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Transcript

Jay Conner: [00:00:00] This question  that I asked myself will help you fix any problem. You've got in your business, your financial affairs, your personal relationships, your 

health. I don't care what it is. 

Chaz Wolfe: What's up everybody. Welcome to 

gathering the King's podcast. I am your host, Chaz

(00:13) Wolf. I'm a serial entrepreneur across franchising 

construction, real estate, and online education. And my mission. And this show is to transfer 

courage to you, our listeners, by sharing the real and raw stories of success from seven, eight, 

and even nine bigger business owners. Today, we are joined by Jay Connor, an expert in private 

lending and creative financing. Jay has been in

(00:37) real estate for over 20 years, rehabbed over 500 

homes and completed 52 million in transactions. So how has Jay managed to navigate the volatile 

real estate market and secure consistent success using private money, especially with all the 

turbulence in the market [00:01:00] today? In this episode, you'll learn three things. How 

to get private money without ever asking for it.

(01:02) Jay Conner: I was able to raise 2, 150, 000 

in new funding for my real estate deals. Without asking anybody for money, Jay's 

top three tips for using private money in Chaz Wolfe: real estate deals. 

You make the rules. They're not making the rules and Jay's formula 

to mitigate risk using private money.

(01:20) Jay Conner: How you mitigate the 

risk is the reason 100 percent of my private lenders have always been 

paid exactly what they were expecting. According to the promissory note, if Chaz Wolfe: you want to Jay Conner: learn Chaz Wolfe: how to secure unlimited 

funding for your real estate deals and leverage private money to achieve 

financial freedom, you're in the right

(01:39) place. Stick around. This is one episode 

you won't want to miss. Enjoy the show. Chaz Wolfe: Jay, my man, welcome to 

the King stage. How you doing today? Jay Conner: Oh, my lands, Chaz. How 

in the world am I doing today? Let me tell you how I'm doing. I'm so 

excited to be [00:02:00] here. That's, that's fantastic you've been

(02:00) Chaz Wolfe: doing this for a long, long time and 

, you've got not only just Some great information, but some real strategies that work. You've 

been doing real estate for over 20 years. How did you get started into real estate? Jay Conner: I was actually born into 

real estate. I grew up with my dad. In

(02:12) the real estate business, he was the largest 

at one time. He was the largest retailer. His company was the largest retailer of mobile 

homes, manufactured housing in the nation, and so I grew up around my dad 

and his company helping people own a home in the affordable housing industry. And so in the early two thousands, 

the financing for that product,

(02:40) unfortunately went away. Fell out of favor with 

wall street. Well, I knew if I ever got out of mobile homes and manufactured housing, 

people used to call them wobbly boxes. If I ever got out of that business, I 

wanted to get into single family houses. And here's [00:03:00] why. And this was way before 

the HGTV days, right? ~Uh, ~and all the, you know,

(02:59) sexy shows of flipping houses. I wanted to get 

into single family houses because. Way back in the 1990s, I was selling single wide mobile 

homes, trying to make a 3, 000 profit. And good friends of mine and Carol Joy, she's my wife 

of 37 years, good friends of ours in New Bern, North Carolina, flipped a house and made 

30, 000 in less than 90 days back in 1993.

(03:23) And I said, wait a minute, 30, 000 versus 

3000. I like 30, 000 better than 3000. If I ever get out of mobile homes, I'm getting 

into single family houses. So that's what I did. So in 2003, 2003, my wife, Carol, Joy, and I 

embarked. On this very exciting journey. We bought our very first house by using an unsecured, 

unsecured line of credit at the local bank.

(03:51) And now you could get that back in [00:04:00] 

2003, if you had a decent credit score. So we had a 250, 000 unsecured line of credit and a 

burning a hole in my pocket. And so. ~Uh, ~one mistake I made in this business is I didn't get 

the right training or education. I just relied on my experience from the mobile home days, 

which was not a very, very smart decision.

(04:15) Nonetheless, I read in one of those books on 

how to flip houses back then that look for the nastiest smelling. House you can in, in the 

multiple listening service. I found it. Found it here in Moorhead city. It had been on the market 

for nine months, over 60 showings, no offers. I said, that sounds like my house. So 

I took that 250, 000 unsecured line

(04:37) of credit and I bought it for 50, 000. I 

put 50, 000 worth of rehab in it. So I had a hundred thousand dollars in it. Well, it was 

so bad when I bought it. My wife, Carol Joy, wouldn't even get out of the car and look at it. 

My dad did get out of the car and look at it. [00:05:00] He told me I had lost my 

mind. So anyway, I rehabbed it. Well,

(04:59) what are you supposed to do when you're 

selling a house? You list it with your realtor, right? That's what I did in January of 2004. I 

listed it from my realtor for 149. 90. It sat on the market, Chaz, for 45 days with zero 

showings. I said, well, baloney on that. I'll sell this thing myself. So I put an ad 

in the local paper. This is used to when you

(05:22) actually had classified ads. Chaz, I know 

you don't remember that either. That was before the internet. So anyway, I put an 

ad in the classified section with owner financing for this house. Well, my phone blew 

up. I had to cancel the ad after two issues. One of the first guys I talked to on the phone, 

his name is Linwood, Earl Linwood. He met me at a

(05:42) gas station. He followed me and we pulled into the 

driveway. I had it beautifully staged. Absolutely gorgeous. He walked in, he came back. He said, 

Jay, I'll give you an 18, 000 non refundable lease [00:06:00] option deposit right now. My problem 

was I didn't know what a lease option deposit was.

(05:59) But my daddy told me if somebody offers you money, 

you take it and you'll figure it out. So I said, Lynn, would you write me that 18, 000 

check? We'll put this deal together. Well, luckily I was still an active mortgage broker 

back in those days. And if you had a mid score credit score of 580, I could get you done and 

cook you in the oven and get you a mortgage.

(06:20) And so he had a 583 credit score. So I 

cashed him out on that first house Really not knowing what I was doing and profited 

40, 000 less realtor fees. I said, well, this is better than 3000. So I like this business. 

So that's how I got in the business and that's how I did the business the first six years from 

2003 to 2009, I relied on the local bank.

(06:44) That's all I knew to do to fund my deals. 

But then something happened in January, 2009, that [00:07:00] changed. Everything. Chaz Wolfe: Yeah, it was,~ uh,~ just,~ uh,~ just 

a little blip in the real estate map. Right. The mechanics of what you were just saying are, 

are, are,~ uh,~ known, right? Like there's, I've,

(07:07) I've interviewed hundreds of flippers and 

that's cool. Like you did a great job. Good for you. ~Um, ~but in 2009, this, this, this 

sticky got you thinking different. Tell us what Jay Conner: Yeah. I remember it like 

it was yesterday, Chaz. January, 2009. I had two houses under contract. Bear in 

mind, I had been using the same bank and the

(07:27) same banker for six years funding, all my deals. 

Fantastic relationship. Yep. I called him up. His name was Steve. I called up Steve and I told him 

about these two houses that I had under contract, I told him where they were located, the 

funding required same song and dance. That Steve and I had had many, many times for 

six years, Steve cleared his [00:08:00] throat

(07:53) and says, Jay, I'm sorry to tell you, but 

the bank has closed your line of credit. And,~ um,~ I don't know if you've ever heard 

somebody say something to you and you didn't quite understand that they said it. And secondly, 

you wish you hadn't heard what they had said. I said, Steve, what do you mean? The bank has 

shut down my line of credit. He said, Jay,

(08:15) don't you know, there's a global financial 

crisis going on right now? I said, no, but now you have just given me a global 

financial crisis because I can't fund my two deals. So I hung up the phone. 

Chaz, I asked myself a question. I'm going to share with your audience right 

now. This question that I asked myself will

(08:40) help you fix any problem you've got in 

your business, your financial affairs, your personal relationships, your health, 

I don't care what it is. And here's the question I asked myself after hanging 

up the phone with my banker.[00:09:00] I said, Jay, who do you know that 

can help you with your problem? Who

(09:00) do you know? They can help you with 

your problem. And by the way, Chaz, these people going around saying every problem's 

an opportunity I want to throw up. I didn't have no opportunity. I had a problem. I got these 

deals under contract and I can't fund them. Let's face reality. This is a problem.

(09:19) Well, you know, it's not, it's not 

how it's who it's not how it's who. So immediately I thought of my good friend, 

Jeff Blankenship, who lived in Greensboro, North Carolina at the time. And,~ uh,~ 

he was, he was investing. He was flipping houses in Greensboro, North Carolina. I 

called him up and I told him what had just

(09:36) happened with my conversation with Steve, 

he said, well, Jay, welcome to the club. I said, what club? He said, 

the club of losing your line of credit at the bank. They just cut 

me off last week. I said, well, Jeff, how are you going to fund your deals with no 

bank with no line of credit? He says, well,

(09:51) have you ever heard of private money? I said, 

[00:10:00] no. He said, have you ever heard of self directed IRAs and how individuals can use 

their retirement accounts to loan that money out to real estate investors and earn unlimited 

money per year, either tax deferred or tax free. I said, no, he said, well, let me tell you about it. And 

you need to learn about it quick. So I did,

(10:17) I studied private money. What 

it is, how you can get it fast, how you can raise it without ever asking for 

money. Did you know Chaz ever since January, 2009, I've never asked anybody. For money or 

to fund my deals, how in the world have I got eight and a half million dollars in private 

money available and I get all my deals funded

(10:36) without ever pitching a deal. I'll answer that 

in just a second. So I studied private money. You know what I did, Chaz? Here's what I did. I 

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

teaching people, [00:11:00] leading with education, teaching people in my own local 

market here, my own network, people that I

(11:00) go to church with, people that's in my cell 

phone, people that I love to go boating with. I just started sharing with people how they can 

earn high rates of return safely and securely without Without mentioning any deals, I'm just 

talking the program. I'm talking the opportunity, how they can learn, earn high rates of 

return safely and securely with very,

(11:24) very minimal risk. And so in 

less than nine days with me, just leading with education, I mean, 

I put on a private lender luncheon. I invited 20 people to the luncheon, friends 

of ours. And I raised 969, 000 just at that one 90 minute luncheon by just sharing how 

they can earn high rates of return saving

(11:44) and securely. So I was able to raise 2, 150, 

000 in new funding for my real estate deals. Without asking anybody for money. You know, the 

traditional way to [00:12:00] raise money is you go to your local banker, you get on your 

hands and knees, you raise your skirt up for them to look at your personal assets and 

your financial statement and show all of it.

(12:05) You know, your personal stuff you got going on. 

And then you're saying, please fund my deal. You know, please fund my deal. But you know what? 

That's the traditional way. There's applications, there's W2s, there's credit scores. 

None of that applies in this world, in this world of private money, because 

you see, we're not asking for mortgages.

(12:25) We're offering a mortgage to people that have 

never seen this kind of opportunity. You know, this side of COVID, I've had more 

money chasing me. I've never had to chase the money. So that's what 

you do. You lead with education, you show them how it works. And 

now the money is chasing you. Chaz Wolfe: Love it. And the, the opportunity 

here,~ uh,~ I loved how you kind of separated

(12:49) the two here. It was, I'm not asking. ~Uh, 

~I'm, I'm educating and I'm letting people know this is [00:13:00] what's possible because you're 

right. Most people think when they think of even, even today, I think experienced,~ uh,~ 

real estate folks think of raising money. It's just calling mom and dad,~ um,~ 

or friends and family and saying,

(13:07) what cash do you have? And I didn't 

even hear you say that I heard you say reaching into a little bit more. ~Um,~ of 

a specific bank, if you will, with these self directed IRAs. I know that's part of your, your solution here. Do you want to give a little bit more,~ 

uh,~ on the detail and we're going to get,

(13:22) you wrote a book on this and, you 

know, you got all kinds of tactics. Jay Conner: Sure. Well, you know, one popular 

question that I get,~ uh,~ is well, Jay, I still don't understand how you get 

the money without asking for it. So here's the magic sauce. We separate the 

conversations between teaching the program

(13:37) and then having a deal for your private 

lender or your private lenders to fund. Desperation has got a smell to it. Chaz Wolfe: that's right. [00:14:00] Okay. very Jay Conner: money for your deals, how you smell desperate without even 

attending, intending to smell desperate, if you are sharing your program, here's the 

interest rate I paid in my private lenders.

(14:14) ~Uh, ~here's how they can get their money 

back in case of an emergency. Here's the maximum loan to value, et cetera. And in 

that same conversation, you talk about a deal that you're looking for funding. You're 

desperate without you even say in a word, you're saying, Hey, Here's my program. Please 

fund my deal is really what you're saying.

(14:36) So what do we do? We teach the program to 

a potential private lender or lenders. I don't even have to ask them if they're interested. 

It only takes 20 minutes, 15 minutes to walk through, you know, how the program works, how 

they can get higher rates of return safely and securely. And then I shut up. Well, they're 

going to [00:15:00] tell me how much they've got.

(14:56) If they've got investment capital, 150, 

000, 500, 000, whatever. Or if they've got retirement funds and they're not happy 

with it being volatile and then maybe it's in the stock market or whatever. Well, then 

I'll introduce them to the self directed IRA company that I recommend because 

they've got fantastic customer service.

(15:16) So let's say they moved their money or 

part of their retirement funds over to the self directed IRA company. So 

they'd moved it over there. Well, guess what? They're not making any money. Until 

you put their money to work, they've moved it over to your recommendation. So how do I get 

all my deals funded with never pitching a deal?

(15:36) There's a good question. How do I get all these deals funded and never pitch a deal? 

Well, here's the answer. the answer. is I call them up with the good news phone call. 

Well, here's the good news phone call. Chaz, let's say you're one of my private 

lenders, [00:16:00] or maybe you're one of my new private lenders. And let's say 

you've, you want to start with 150, 000.

(16:00) By the way, new private lenders 

always have more money than they tell you. So let's say you want to 

start with 150, 000. So I say, Chaz, I'm going to put your money to work for you. 

Just as soon as possible. You'll probably hear from me within the next couple of weeks or so. So 

I call you up. You and I have a little chit chat.

(16:17) I say Chaz and here's the script folks. Here's 

the script as to how to get your deal funded without pitching the deal. You see Chaz already 

knows the program. He already knows what interest rate I'm going to pay. He already knows my 

maximum loan to value. Which by the way is 75 percent of the after repaired value, not 75 

percent of purchase price, very big difference.

(16:40) Anyway, he knows the program. He knows I'm 

not going to call him up with a deal that doesn't match the criteria of the program 

that I've already taught him. So I called up Chaz. We have a little chit chat. 

Here's the script. [00:17:00] Chaz, I've got great news for you. I 

can now put your money to work.

(17:00) I've got a house under contract in Newport 

with an after repaired value of 200, 000. Now the funding required is 150, 000 for the 

deal. Closing is going to be next Friday. So Chaz, you'll need to wire your funds to my real estate 

attorney's trust account by next Thursday. And I'm going to have my real estate attorney email 

you the wiring instructions. End of conversation.

(17:22) First of all, if I had asked Chaz, 

does he want to fund the deal? That's the most stupid question in 

the world. I could ask him. Of course, Chaz wants to fund the deal, particularly if he's moved his money over to 

the self directed IRA company. He's waiting for me. I'm ethically bound to put Chaz's money 

to work because he's moved the money over

(17:43) into an anticipation of me putting his money to 

work, because he's So I need to perform, right? I need to have Chaz [00:18:00] 

fund a deal. So again, the magic is educate and teach. They give 

a verbal pledge. Here's how much they got to work with. Now I call them with a 

good news phone call and done deal.

(18:07) Chaz Wolfe: I love the simplicity and 

I've taught sales for, for so long now. And it's never goes,~ uh,~ as a point that can 

never be, or that it's Overstated. ~Um, ~I'll, I'll say it again and again and again, 

which is what you just did is that you used words in a particular way to make it 

make sense.~ Um, ~you didn't overcomplicate.

(18:27) I say things all the time, like a confused 

mind can't buy. Like the listener right now is like following this makes sense, of 

course, but I don't want to move on too fast because thousands of sales reps, I'm 

sure you've seen thousands of real estate professionals who overcomplicate. The process 

or the deal. And,~ uh,~ that that's actually

(18:46) when most things kind of spiral down is that 

everything in, in the process is going well, and then you complicate it. And [00:19:00] a 

confused mind doesn't buy, or there can be no agreement where there's disagreement. And 

so if, if, if you can just keep it simple, not, not unto the, onto the way of, of keeping 

information, I think that's probably where a lot

(19:06) of people in their integrity feel like, 

well, no, I have to explain everything. And it's like, well, actually 

the investor. Is like you said, relying on you to be the expert, or, you know, 

in the case of a sales process, you know, the prospect is relying on you to be the expert. 

And so now they don't actually have to know every

(19:21) single nuance of the deal or the product. They 

need to know the important things that are, that are for them. And,~ uh,~ and then we 

got to get their money to work. That's, that's the main point. We got to, got 

to make them some money, got to perform. Jay Conner: That's it. You know, what you just 

said reminds me of this. Sometimes people say,

(19:37) well, well, Jay, when someone is 

starting out raising private money, what's a common mistake they make? I can 

tell you what the common mistake is. They talk too much. They talk too much. It's like, 

look, you're not selling anybody on anything. You're not trying to persuade them. 

You're not trying to talk them into

(19:56) anything. [00:20:00] You're just, you're just 

sharing information that you have that they do not have. Right? Most people walking 

around, even financial advisors walking around, never heard of a, of a true self 

directed IRA. What in the world is that? What in the world is a third party 

custodian approved by the IRS That

(20:14) allows people to invest their retirement funds, truly self directed. So you've got information 

that other people don't have. Keep it simple in terms that they can understand and 

use in terms that they do understand. Chaz Wolfe: Yeah, I think that, that,~ 

uh,~ all of that is super good. Get let's,

(20:35) let's just kind of roll in. I mean, you're, 

you're given us so much already. I mean, the book that you wrote around this is called,~ 

uh,~ where to get the money. Now you've got, you've got a lot of success around that 

book. And so congratulations on that. But inside of that, you give all kinds 

of tips, but I want your top three,

(20:49) top three tips for using private money. You 

kind of gave us a script on how to get it, but how do we use it? Top three [00:21:00] tips. Jay Conner: Top three tips on using 

private money. So first of all, number one tip, number one, it's 

going to be very hard for you to own real estate using private money until 

you own the real estate between your ears.

(21:09) Now, what in the world by I mean by that, because this is a 90 percent 

head head game. This is a 90%. I mean, I guess that's true in pretty much 

any kind of business that you're in, but you got, you got to be confident. If you don't 

believe in yourself, nobody else is going to, who's going to loan you money if you're not 

confident about what you're offering people,

(21:33) who's going to loan you money about 

you being confident as to the offers that you're making on If you're not 

confident, then how do we get that fixed? Well, you join hips with somebody that knows what 

they're talking about and has been through the minds for that somebody locally or whatever. 

Your mindset is that when you're talking with

(21:51) [00:22:00] someone about private money, how they 

can make high rates of return safely and securely. about this opportunity. I want you to picture 

in your mind, you got one foot out the back door getting ready to leave because whenever 

you feel like you're selling, stop, stop, stop, stop. In other words, 

when you feel like you're

(22:24) pushing or you're really trying to convince 

somebody of something wrong approach. Wrong approach. You are confident you are 

offering something that's going to be for the betterment of them. It's going to be a win, 

win, win scenario. And here's another part of your mindset realize. That they need you more than you 

need them. And here's why that's not an arrogant

(22:45) statement. It's a fact here's why there's more 

money available and there are [00:23:00] deals. How do I know that prior to COVID there was 

18 trillion in cash prior to COVID in cash, sitting on the sidelines. Here in the 

U S of people not knowing what to do with their money today, 31 trillion 

in cash sitting on the sidelines,

(23:14) either in cash, cash, or, and when I say 

cash, cash, I mean, I don't mean cash. I mean, investment capital sitting in 

a checkbook or. Retirement funds just sitting there. They don't know what 

they don't know what to do with it. Right. The, the, the stock market is so 

volatile. So there's just so much of it

(23:35) all around you. What's another 

part of your mindset? Abundance, not scarcity. If you have a mindset of there's 

not enough to go around, we got to get that fixed. There's more than enough to go around. So the 

abundant mindset, [00:24:00] there's plenty to go around. There's more money than you can 

ever use. You're serving, you're leading with

(24:00) a servant's heart. Hey, Carol, Joey, and I have 

received so many handwritten notes and in person thank yous from our private lenders over the years 

saying we have changed their retirement years. I've, we got one couple of these private 

lenders are everywhere. I mean, we got one couple that are both retired teachers. From 

the public school system. And guess what?

(24:24) We have helped them grow their investment 

capital to over 1 million. They have over a million dollars that they now are using 

to loan back to us and fund their deals. And they're saying, you know, without your 

program, we wouldn't have been able to enjoy our retirement years the way we have, so that's 

number one tip. We want to get the mindset,

(24:47) right? That we are out here serving people. I know 

you've got two more, but give me, give me just a couple of attaboys,~ uh,~ [00:25:00] towards 

you on this, because I mean, it's so cliche, right? Business mindset, take care of the real 

estate between your ears. But I just want to like echo,~ uh,~ for the listener and just like, Hey, 

wait a second. Don't move too fast. Listener Jay's

(25:08) giving you the map, like literally the map. Now 

we're not talking about private money right now. We're talking about your mind and abundance and 

you knowing,~ uh,~ or believing that, that things can be a different way than they are currently 

right now for you. And so I just want to not only encourage the listener, but to, to thank you for 

being so real with tip number one, I know you're

(25:30) going to come hot and heavy with tip two, three 

here, but, but tip number one, if that was all that you gave. They're ready to roll. I'm ready 

to roll. I'm inspired. All right, give us two. So tip number two, and this is a 

distant cousin to tip number one, but it's a specific. Tip number two, you are not

(25:51) applying for a [00:26:00] mortgage. You're 

not applying for a mortgage. In words, this is 100. I mean, the strategies, the steps are 

180 degrees opposite direction of borrowing money traditionally. You borrow money traditionally, 

they make the rules, the lenders making the rules. And you see, this is. This is a challenge for 

some new real estate investors or people that

(26:23) are first going to be attracting private 

money is to get out of your mind that you are asking that you are applying, that 

you are having to think through this traditional way of borrowing money. And this 

could be no more opposite than traditional. You're not applying. You're not 

playing by their rules. You know,

(26:50) you grew up thinking, well, whoever the 

lender is makes the rules. They set the, the lender sets [00:27:00] the interest rate. The 

lender sets the frequency of payments. The lender sets the length of a note,~ um,~ et cetera, not 

the case here. The lender is not making the rules. So number one tip, we want to get 

the mindset, right? Number two,

(27:12) distant cousin to that is. You're not 

applying. You make the rules. They're not making the rules. And number three tip is 

understand why you need private money. Some people going around is going to say, well, 

why, why do I, why do I need private money? Well, let me tell you why you want private 

money. If you don't know you want it yet,

(27:35) let me give you a few reasons why 

you want private money. Number one, there's no limit to the amount of private money 

you can have available to you. You can scale your business to anywhere you want to go. When I was 

borrowing money from the banks, I had a limit. I had a million dollar line of credit. That was 

it. When I use that line of [00:28:00] credit,

(27:54) I had to pass on deals. Unless I was buying 

on terms subject to the existing note or whatever. I had to pass up on those deals. 

Well, guess what? No limit. I got eight and a half million dollars now,~ uh,~ and 

just moving from project to project. So there's no limit to the amount of money you 

can get as opposed to traditional. Number two,

(28:14) big tip. Why do you want private money? 

There's no limit to the number of private lenders. You can do business with, why 

is that? Because we're not regulated by the commissioner of banks. We can 

do business. We're individuals. We're doing business individual to individual. 

~Uh, ~so no limit number three, no credit score,

(28:35) no credit check. Your credit's got 

absolutely nothing to do with how much private money you can get. And that's 

because all the notes are collateral based. So the private lenders are loaning you 

money. Okay. Not based on your credit, but based on the collateral 

that's back in that note. ~Um, ~I mean, and the list [00:29:00] just 

goes on and on. There's no appraisals,

(28:58) you know, my lands, how often have you been 

shackled by an appraiser? As far as you know, what's going to happen well and delays. 

So there's no appraisals. We simply use comparative market analysis. And there's 

another reason you want private money. All my offers on deals that 

I offer to buy on property,

(29:19) I offered a closing seven days. And as a 

result, I get more offers accepted because I can close quickly. You can't close in seven 

days. If you're using commercial money. They're going to order an appraisal. I mean, maybe 

if you've got a good relationship, maybe. Maybe you could close in three weeks, maybe with 

the hard money lender. And another thing you want

(29:40) to understand is this world has got nothing to 

do with hard money. This is not hard money. Hard money is typically a broker of private money that 

has raised private money for their fund. And now they're going to loan [00:30:00] it out to you 

at a higher interest rate with points, et cetera. There's another reason you want private 

money. There's no origination fees. There's no

(30:04) Chaz Wolfe: Just skip over the middleman. Jay Conner: You know, I mean, it's just a 

straight, I've been paying the same interest rate since 2009, when I started and that's 

8%, it doesn't matter what the market does, the market can go up. I'm talking about 

interest rates, the market can go down. And so, you know, one question I get 

recently in this market, Chad's, I say,

(30:25) Jay, how in the world are you still paying 

your private lenders? The same thing you were paying them prior to COVID. I said, 

well, there's two big reasons. Number one, I make the rules. Number two, 8 percent is 

still a whole lot more than 4 percent or four and a half percent that you can get on 

a 12 month CD and it's backed by real estate.

(30:43) I'm telling you, I'm telling you, if I'm lying, 

I'm dying. Private money will skyrocket your real estate investing business. Because at the 

end [00:31:00] of the day, what are the two, what are the two questions all of us have? How 

do you find the deals? And where do I get the money? I got the money answer for you.

(31:05) There are three categories as to where you find 

private lenders. You might want to write these down. If you're not driving the first category 

of finding private lenders. Is your own warm market and connections. The second category 

is what I call your expanded warm market. I say, the more money you wallow in, the more 

money sticks to you. And some people say, well,

(31:27) my network is broke. I don't have a very 

good network. Well, you need to fix that because there's a direct correlation, as we all 

know, between your net work and your net worth, of course, so expand your network. 

Well, how do you expand your network? I can tell you how to expand your network 

overnight. At a place that I've gotten

(31:45) millions of dollars in private money. You 

want to know where that is? Here it is. www. bni. com [00:32:00] business 

networking international business networking international is an organization. 

If you're not familiar with it to where you join and you know, ~uh, ~Moorhead city 

where I live is only got 8, 000 people.

(32:07) Even we have a BNI. So the purpose of BNI is not 

social. It's not civic group and fundraising. You are in business networking international for the 

purpose of giving each other leads in your group. So if there's 20 people in your 

group, like you're in Moorhead city, then I've got 19 other people that 

are endorsing me and promoting me

(32:32) and referring people to me that want a 

high rate of return safely and securely. Well, in that group, there's one realtor, 

there's one real estate attorney, there's one general contractor, there's one plumber, 

there's one HVAC, and so we are endorsing each other. So just through the endorsement 

of Business Networking International,

(32:53) I've had millions of dollars [00:33:00] 

referred to me. Just from BNI. That's a quick way right there 

to grow your network very, very quickly. And the third category 

of private lenders are existing private lenders. These are individuals that already 

know the game. They are already lending money out to other real estate, to real estate 

investors. Where do you find those people?

(33:17) Well, self directed IRA companies, third party 

custodians. Did you know over 70 percent of account holders at self directed IRA companies 

want to loan money out secured by real estate. They want to be a passive investor and just 

get the returns. So actually self directed IRA companies have regular networking events on zoom 

and you can go there and network and you don't

(33:44) even have to have an account you can network 

with existing private lenders but here's the catch when you're networking with an existing 

private lender [00:34:00] you're not putting on your teacher hat they already know what private 

money is Cause they're already loaning it out. So now you don't get to make the rules. Now it's

(34:08) a negotiation conversation and I'd rather 

not negotiate. I'd rather make the rules, but that's where you can get private money. Hey Kings and Queens, Chaz Wolf. I want to talk 

to you about something that's super important to me. We put a lot of time and effort, we 

meaning myself and my team into this podcast,

(34:25) into the content that goes out every single 

day. And if you have been getting any sort of value or insight from this, we want it to 

be able to reach other business owners too. So we would love if you would like comment, 

share, leave a review, post, share again, all of the things. On social media on 

all the different platforms or even

(34:46) on the podcast mediums of apple and spotify 

We would love to be able to get our content into more hands more entrepreneurs So 

they can grow their business as quick as possible together We are building 

a [00:35:00] community of like minded entrepreneurs who are committed to growing their 

businesses to new heights So let's do this.

(35:01) Let's help each other grow Chaz Wolfe: What happens though, when a deal has 

gone wrong, what's the sticky? What's the black eye? What's the, Oh, the, I wish this had never 

happened, but it did. What, what was that moment? Jay Conner: Well, let me share a revelation. 

Every deal goes wrong. Every deal goes the

(35:18) truth? Every deal goes wrong. What do 

I mean by every deal goes wrong? Well, when you're rehabbing and renovating, 

have you ever had a rehab or renovation budget come in on budget? Of course 

you one. I've rehabbed over 500 houses, over 500 houses and our little teeny 

tiny area here of only 40, 000 people.

(35:40) I've never had one come on budget. So. What, how 

do you mitigate that risk? How do you mitigate the risk? Here's how you mitigate the risk. And 

by the way, what I'm getting ready to tell you on how you mitigate the risk is the [00:36:00] 

reason 100 percent of my private lenders have always been paid exactly what they were 

expecting, according to the promissory note.

(36:03) So how did that happen? Whenever I have, 

I had a deal coming on budget. Here's the answer. The answer and the mitigation of 

risk is not in estimating repairs exactly perfectly. The mitigation of risk is in 

your offer. The mitigation of risk is in your offer. So one mistake that new real 

estate investors make is they pay too much.

(36:30) You're paying too much for the property. You're 

emotionally involved, particularly in that first deal. You're dying to get that first field 

deal and you pay too much. And I tell you what, HGTV has ruined a lot of people when it comes 

to real estate investing. Because first of all, by the way, I love watching 

HGTV, nothing against them.

(36:53) I love the shows. The only thing about reality TV 

[00:37:00] is there's nothing real about reality TV. It's a show and so like, you know, 

so when they're showing like the profits, let me tell you, the profit on a deal is 

not what you sell it for minus repairs, minus what you paid for it. That 

is not the profit on a deal.

(37:13) There's this thing called realtor fees 

and carrying costs and private lender fees and closing costs and insurance and 

taxes and utilities and cutting the grass and on and on and on. So, What I'm saying 

is, is how do you mitigate the risk? Well, let me give you the formula. Let's 

just don't talk seminar jargon.

(37:34) Let me give you the formula. Here's my formula for when I pay what I pay for cash on a 

house. When I'm using private money, I take the after repaired value. So my realtor 

gives me all these values. He knows that I'm going to turn this home into a home. That's 

ready for Southern living magazine pictures.

(37:53) When I finished [00:38:00] the rehab 

on it, so he knows what the RV is. He's going to use comparable sales of 

other homes in the area that have been renovated to the hilt. So we take the R if 

the after repaired value is over 300, 000. I multiply times 80 percent if you're in 

California. You're going to be multiplying

(38:14) everything times 80 percent because you 

can't even get an outhouse for 200, 000. So anyway, when the after repair value 

is over 300, 000, I multiply times 80 percent. If the after repair value is less 

than 300, 000, I multiply times 70 percent. I then take that figure. I subtract the estimated 

repairs on the property. That's going to give

(38:33) me a figure known as maximum allowable 

offer, but don't offer that all cash. You got to give yourself some hedge room. 

So if it's less than 300, 000 on the after repaired value, I then subtract another 

10, 000 for the unexpected. Now that's the maximum I'm going to pay. [00:39:00] If 

it's over 300, 000 after repaired value,

(38:58) I'm going to subtract an extra 20, 000. For what I 

will is the maximum that I'm going to pay one way. I get a lot of offers accepted besides 

saying I can close in seven days, which I can with private money. But a 

lot of times people don't have anywhere to go. They want to sell, but they don't 

have anywhere to go. And they say, well,

(39:18) we're not ready to sell yet. Well, here's 

another writer down or time kills deals. Time kills deals. The more time that goes 

by, the less likely you're going to do a deal. I want to close now. I want to 

close right now. So I'll say, look, we can close next week and,~ uh,~ and 

the problems will be mine. The taxes are

(39:37) gone. The insurance gone. You got no more 

mortgage payment. If you had a mortgage. And I will let you live in the home for 

free rent free for whatever time we, we both agree is reasonable. I get a ton of my 

offers accepted because, Oh, they don't get all the [00:40:00] cash by the way. They get half 

of their cash at closing and they get the other

(39:59) half of their cash when they moved out. But 

close that baby now because time kills deals. Chaz Wolfe: That mantra,~ uh,~ so long 

ago in sales is what led to what you talked about earlier, having a stench or our 

commission breath is what we call it in sales, but it's this desperation. and and so I want to 

close now, which makes me like, Like hurry up,

(40:21) hurry up, hurry up, hurry up. And it automatically 

puts us into desperation where it's like, well, actually know that foot out the door 

of philosophy that you talked about is, Hey, look, I'll offer you an amazing deal so much. So to where I want to close right now, otherwise I'm going to go to your neighbor 

or whatever the scenario is, you know,

(40:40) Jay Conner: Exactly. Chaz Wolfe: make the offer something that,~ uh,~ 

that they can't say no to. And so, ~um, ~okay. So, so you're, you're building in into a formula to 

make sure that when things go, Wrong, which is, I love how you said every single deal it's, I think 

it, I don't know how many [00:41:00] deals I got

(40:54) in before the frustration of what You just described became just like, Oh, this 

is just how it goes. Got it. I'm kind of an exact guy. Like, you know, 

before we hit the record button, you were,~ uh,~ you were,~ uh,~ commenting 

on our process here. And, and, you know, even the thing that we mailed you as a 

podcast guest. And I like details. I like,

(41:17) I like, I like knowing exactly. And it's 

just, it's just rounded in real estate, . And, and I love how your philosophy 

isn't just. ~Uh, ~you as the investor are winning. ~Um, ~the person that you're 

buying from is winning because of the cool things that you'll be able to do close fast 

and get in, allow them to stay in the house.

(41:36) The investor is,~ uh,~ is winning,~ uh,~ because 

they're probably not making the same amount of return,~ uh,~ as they would with your deal. 

And of course you get to get in and get out and do the thing and make your money as well. 

So this is a true win, win, win. Like you said. Jay Conner: My dad, Wallace Conner that 

I told you about when we started out,

(41:53) he told me years ago, he says, Jay, if [00:42:00] 

everybody isn't winning and everybody's got at least a little bit of meat left on the bone, 

don't do the deal. Everybody's got to win. Chaz Wolfe: Yeah. I think that, that, that, that 

goes into life in so many different ways, right? Like, I mean, I was just in a,~ um,~ a coaching 

session and one of our,~ um,~ one of our,~ uh,~

(42:14) benefits of being part of the gathering, the 

King's community. ~Uh, ~we, we, we say we're winning in all areas. And so we talk about 

business, we talk about investing, of course, all those things, but we have a monthly marriage 

call. Where entrepreneurs and their spouse come to the call, we bring in marriage coaches and we 

get to all work on our marriages together. And

(42:30) inside of that environment, we were talking about 

creating win, win, wins. And, and even between the husband and wife, it's like, man, how many 

times have I unknowingly proposition something, whether it be for my family or for my wife, and 

she says, yes, knowing that like. She was trying to like honor me or do it for me, but it's not a 

win win. And so it doesn't work long term. Right.

(42:51) Jay Conner: I love [00:43:00] that I 

just love it. And that you just shared in your. Mastermind or your mastermind calls or 

whatever it is that you, those marriage calls, because the reason that impresses me so much. 

Is that business is not a one dimensional or two dimensional aspect of our lives. Our 

business affects everything else in our lives.

(43:19) Our personal life affects as our business, our 

spiritual life, whether you view yourself as a spiritual person or not affects your life. It's 

all intertwined. And if one part of your life, your health, your health is all intertwined 

here, your sleep, all that. And if it's, and if there is a, if there's a spoke in that wheel, 

That's not performing the way it is intended.

(43:48) It's going to affect everything else. So 

if your marriage is [00:44:00] screwed up, don't you think that might have an effect on your 

business as well? So that I love that Chaz. I love that, that you've got that as a component 

for your,~ um,~ mastermind members. Okay. Chaz Wolfe: Yeah, I appreciate that, 

Jay, because you're right. It does

(44:12) matter. ~Um, ~and all of the elements, it's 

kind of funny. ~Uh, ~it's almost like you were, you had my website up and you were going through 

what we call the five dimensions of kingship, because all of what you just said is, 

is basically there. And you're right. ~Uh, ~we even use a wheel type tool for our 

members to be able to grade themselves. And

(44:25) so, ~uh, ~inside of that mindset,~ um,~ It's the 

mastermind principle. And so I'm kind of leading this to one of my next questions for you here, 

but the mastermind principle defined by Napoleon Hill and think and grow rich chapter 10 is two 

or more minds working together in harmony unto achieving something definite. And so for us in 

the group, that's living the exceptional life.

(44:44) And so in order to live the exceptional life, 

you got to win in all areas. And so we help each other do that via a lot of the things that 

you just mentioned, which is, which is great, but. Inside of private money, inside of 

[00:45:00] real estate, inside of your marriage. How have you used the mastermind principle 

to be successful and be where you are today?

(45:01) Jay Conner: The mastermind principle has been 

such an integral part of mine and Carol Joy's success on multiple fronts. First of all, the very 

first mastermind group that Carol Joy and I joined was all the way back in 2011, 2011. I'd never 

really heard of mastermind groups prior to 2011, but of course. Napoleon Hill had been 

talking about them since the early 1900s.

(45:32) And what I learned about becoming a member 

in a mastermind group of working with like minded people, there's so many benefits, 

one huge benefit in addition to getting the results for the reason we joined. And 

that is to help us grow our business. Is I forged and we, and Carol, Joe and I, we have got relationships with [00:46:00] 

people that we did not know prior to mastermind.

(45:57) And we're still best of friends with those people. 

I tell you another big benefit of being in, in masterminds is we have this thing 

that we really enjoy that we call safe space and in this safe space, we're able 

to share with each other. Confidential information. We're all under nondisclosure 

and we're able to share information with

(46:21) each other that we don't even tell our 

own blood relatives about ourselves. I mean, the question is, where can you 

go? Where can you go? And, you know, we all walk around with filters on our face. 

All of us walk around with filters. Where can you go and totally take your filter off 

and really share what's going on inside your

(46:43) heart? Because your fellow mastermind 

members, you know, masterminding is. Just as much about giving as it is receiving. 

And in my opinion, [00:47:00] it's a whole lot more about sowing than it is about 

reaping. It's all about sowing. It's not about reaping because you know, 

I can't reap anything really until I

(47:05) plant something first. Give value first, 

share with my fellow mastermind members. And,~ um,~ and in addition to that, I love 

being in my masterminds and the mastermind that I run and et cetera. What wonderful way 

to hold each other accountable and you can count on your fellow mastermind members 

by telling you the truth, there's not

(47:24) many people walking around out there. That's 

going to tell you exactly what the truth is. And yeah, we know who said the 

truth has set you free and it does. Chaz Wolfe: Yeah, I agree. I was, 

it's making me laugh because I had a conversation with a guy just yesterday, 

actually. And,~ um,~ it was around just

(47:41) some business that he's got and, you know, 

he was making some excuses really was what it was. And ~uh, ~Yeah. I just let 

him know that he was making excuses Jay Conner: Yeah. Chaz Wolfe: just appreciated him for his willingness and 

his, [00:48:00] his desire to share and his,~ uh,~ you know, his really what he, 

underneath the excuses it's he wanted to win,

(48:01) but he was, he, the way that he was 

going about it wasn't working for him. And so what was coming out was excuses. And, 

and what I have found, even in my own journey, very much similar to what you just said is. 

If, if we don't have other people around us, even on a call like this, where I'm 

being provoked to different thought,

(48:20) like from you,~ uh,~ if we don't have 

those different,~ uh,~ you know, ways of, of changing our perception, then, then 

we're always going to do the same thing. And if, if the same thing isn't working, 

then guess what? You're just going to always make excuses and always have 

the same results. And so sometimes

(48:33) you're right. It is just a little bit 

of truth to change your perspective or your perception so that you can see it 

differently and then make the adjustments. Right. Jay Conner: Absolutely. ~Um, ~unfortunately, 

a lot of people are walking around and they live in a world that I call blame, 

shame, and justification. Blame, shame,

(48:51) and justification. And [00:49:00] that's sort 

of the cycle that a lot of people go through. Whatever's going on in their life is 

never their fault, not their fault. Therefore, if it's not my fault, it's 

somebody else's fault. So I have to blame. And then after I do the blaming, 

but I'm still stuck with how I suck. I'm

(49:10) still stuck with how I suck. And so now 

I feel shameful because I still suck, even though it's somebody else's fault. 

And so now I got to justify why I suck. And so now I'm justifying and now I've 

got this cycle going around a blame, shame and justification. I tell you, one of my 

favorite books, Chaz is written by Jack Canfield

(49:31) coauthor of chicken soup for the soul series. 

It's called the success principles. And there's 69 of them. And his very first success principle says be 100 percent responsible for 

everything that happens in your life. And I love his formula as to how 

you can be responsible. And I love it. It's E plus R equals O. [00:50:00] 

Well, what's E plus R equals O? That

(49:56) stands for the event that happened in your 

life. Whether you caused it or you didn't, plus R is your response to that event, 

equals your outcome. E plus R equals O. Unfortunately, the people that are living in 

blame, shame, and justification are living in a world of a different formula called E 

equals O. They're living in a world of event,

(50:18) whatever happened in my life, whether I 

caused it or not. Of course, they never think they caused anything. The event that 

happened in my life, you Equals the outcome. And I can't do anything about 

it. Guess what? You can be, and you are 100 percent responsible for the 

response to what happens in your life. And

(50:36) therefore you get to change the outcome. That's 

what happened to me with the story I shared about being cut off from the bank. When Steve tells 

me I'm cut off from the bank, I had a choice. I could live in E equals O. Oh, 

I'm cut off from the bank. I have no funding. I'll [00:51:00] put my tail in 

between my legs. I'll go home and I'll be

(50:58) in blame and shame and justification. 

And you know, just cry in a corner or Chaz Wolfe: Okay. Jay Conner: to the event of 

being cut off from the bank. How did I respond? Who do I know that can 

help me? And now I'm looking for a better and quicker way to fund my deals than 

being having my destiny determined by an

(51:22) event. Your destiny is determined by your 

response to the events, not by the event. Chaz Wolfe: Yeah, it's so good people, people 

mix up, you know, having that,~ uh,~ that fault or the, the reason the event happened, 

right? The fault or the blame of it. And they mix that up with the responsiveness. 

And so if you break down responsibility,

(51:45) it's the response to your ability. Right. Or 

your ability even to respond, you can kind of take it a couple different ways. And so I love 

everything that you just said there. ~Uh, ~I think that the listener just got [00:52:00] 

a nice little nugget there at the end. If they're paying close attention, that nugget right 

there will change their life. And I'm not kidding

(52:02) on that one. ~Um, ~the, the rest of the show 

has been incredible. Jay, you are incredible. But that last little piece, if, 

if they actually grab onto that, their, their whole life will be different. I got, I got one last question. I want to 

make it clear how these folks can connect with you. You've been sensational. 

Like I just said,~ uh,~ you just

(52:18) kind of halfway muttered that 

you've got a mastermind group. I know that you coach entrepreneurs and 

investors. ~Um, ~I know you've got a book, you gave us a little website earlier of your, 

of your deal room. Someone's just like, man, I got to get more J in my 

life. How can they find you? Jay Conner: Yeah, well, the great thing 

about the challenge that I just launched

(52:35) is you actually get to interact 

with me, right? ~Um, ~and my book, where to get the money now is, you know, it's 

been a bestseller. ~Uh, ~you can pick it up for free. Just cover shipping at Jay Connor. 

And by the way, folks, I'm an ER, not an OR. Most Connors are ORs. I'm an ER. So Jay, 

you can get it at www. jayconner. [00:53:00]

(52:52) com forward slash book. Ship it to you. You 

really want to interact and really dive deep. Come join me in my world in the seven day 

challenge at www. privatemoneychallenge. com. And then of course we have my podcast 

that we have over 700 episodes right now. Believe it or not, the name of my 

podcast is. Raising private money

(53:21) with Jay Connor, raising It's like, 

you're still educating people on it. Okay. And so, ~uh, ~yeah, you can find me on any 

of your favorite,~ um,~ podcast platforms, raising private money with Jay Connor,~ 

uh,~ and what do I do on the show? I interviews amazing guests and all 

of them have raised private money.

(53:41) So I interviewed them on how they have gone about 

raising private money for their real estate deals. By the way, by the way, Chaz answers, 

if you're listening to this episode and you're finding it enlightening, inspiring, 

and you're learning some [00:54:00] stuff and you really want to learn about private money, 

I got a brand new private money challenge.

(54:00) Seven day challenge. I want to invite you to 

where we dig deep. I go,~ uh,~ I go about 15 to 20 minutes per day. So it's digestible and 

come, come into my world and land, get in the private money challenge. You can join me at 

www dot private money, challenge. com. That's private money, challenge. com. Come 

on into my world and let's have fun.

(54:25) Chaz, what a honor and a fun time of being 

here on your show. Thank you so much. Chaz Wolfe: Yeah, no, the, the, the honor is 

mine. Thank you for being here. The hour that you've spent with us,~ uh,~ can be compounded 

into decades of experience. And so I appreciate you sharing all of that. The listener would be 

silly not to reach back out to you and connect

(54:46) with you. Grab your podcast, grab your book, 

all of the things that you just mentioned. All of that will be in the show 

notes as well. Jay. Blessings to you and your family. Thank you for 

being here. Good, [00:55:00] sir. Jay Conner: Chaz, thank you and God bless you. Thank you for listening to Gathering the 

Kings today. I hope that you were able

(55:02) to pull out a few nuggets to go apply into 

your business right away. More importantly, though, I hope that you're realizing that 

it takes more to be successful than just being by yourself, doing it all on your 

own, carrying the weight all by yourself. What I have realized, not only in my 

own journey from multiple businesses

(55:20) and multiple different industries, and 

now interviewing over 200 or Other very successful seven, eight, and nine figure 

business owners is that it's tough to do it alone. And so gathering the Kings exists 

to bring together successful entrepreneurs. In fact, we are putting together 1000 Kings 

specifically who are grateful, but not done.

(55:37) We're intentionally assembling Kings who fight 

tooth and nail for their business, family, and communities. And here's what we believe that 

in the pursuit of excellence in those areas, That it ignites within us, the responsibility to govern 

power and forge [00:56:00] a lasting legacy. So if that relates and resonates with you, 

and you know, that you need people around you,

(56:01) sharp, qualified, other very successful 

business owners. I want you to go to gatheringthekings. com. Once you take 

a look at what we're doing and see if it makes sense for you to be part of 

our pursuit to 1000 Kings talk soon.