Real Estate Investing With Jay Conner
Jay Conner was joined by his good friend Chaffee-Thanh Nguyen. They talked about some of the “Aha! Moments” in the real estate business.
In addition, they also conversed about “Private Money”. What is Private Money? How and where you can get private money to fund your deals.
All these and more in this episode of Real Estate Investing with Jay Conner.
Chaffee-Thanh Nguyen is an International Speaker, #1 Best Selling Author, and Business and Success Coach.
He holds a Bachelor of Science in Industrial Engineering from the University of Illinois, Urbana-Champaign.
After college, he worked in Corporate America for over 11 years as an Engineer and Senior IT Business Analyst.
He was a Certified Project Management Professional with the internationally recognized Project Management Institute for 6 years.
Using his corporate experience, he went on to start multiple businesses starting in 2002, including Real Estate Investing where he has invested in multiple states across the nation.
His passion, helping others achieve their highest potential in both business and in life.
As a refugee himself, Chaffee-Thanh Nguyen is committed to helping others and giving back. He is very active within his community serving within the Jaycees as a 10th Degree Jaycee, US Jaycee Senator #70583, and a JCI Certified National Trainer.
Timestamps:
0:01 – Get Ready To Be Plugged Into The Money
0:39 – Today’s guest: Chaffee-Thanh Nguyen
1:34 – Jay’s New Book: “Where To Get The Money Now” –https://www.JayConner.com/Book
2:13 – Chaffee, one of the editors of Jay’s new book talks about why you need to get this book now!
3:19 – Aha! Moments in Real Estate – Private Money Academy Conference
4:43 – Who is Chaffee-Thanh Nguyen?
8:42 – 1st Aha! Moment: Substituting the collateral allows the lender to continue earning interest on a loan for a longer period of time, should the original property sell in less than 6 months.
10:19 – What is Private Money? Who is a Private Lender?
15:43 – 2nd Aha! Moment: Sellers do not know what they will accept until you make the offer.
23:10 – How can you buy a property using Subject-to existing note strategy?
26:04 – Final Aha moment for today: You can make big money in the real estate business in a very small market.
31:49 – Chaffee’s parting comments: Go out there, do not be afraid to make offers!
Private Money Academy Conference:
https://jaysliveevent.com/live/?oprid=&ref=42135
Have you read Jay’s new book: Where to Get The Money Now? It is available FREE (all you pay is the shipping and handling) at https://www.JayConner.com/Book
Free Webinar: http://bit.ly/jaymoneypodcast
Jay Conner is a proven real estate investment leader. Without using his own money or credit, Jay maximizes creative methods to buy and sell properties with profits averaging $64,000 per deal.
What is Real Estate Investing? Live Private Money Academy Conference
YouTube Channel
https://www.youtube.com/c/RealEstateInvestingWithJayConner
iTunes:
Listen to our Podcast:
Top 3 Aha Moments in Real Estate with Jay Conner & Chaffee-Thanh Nguyen
Jay Conner
00:03:06
Well, Chaffee, you’re the one that came up with the idea for the show today, and that is we can talk about the live event a little bit and we had 74, what we call “A-ha moments.” So, tell everybody what “A-ha moment” is at the live event, Chaffee.
Chaffee-Thanh Nguyen
00:03:34
So, first of all, let me say that this was one of the best live events that we had a long time in forever. And so to have everyone there, it was a full crowd, full room. Everyone was up in mixing and mingling and having the time and most importantly learning what to do in their business, following Jay’s processes and systems. And as you can see, it’s multiple pages before an “A-ha moment,” which is a moment where Jay talks and trains and teaches about what to do and how to do it.
And the little light bulb comes on and it’s like, “A-ha! I’ve got it! It makes sense!”
Jay Conner
00:04:14
And the attendees are writing these down and they’re turning them in. So we give away prizes and such as well for people to share their A-ha moments. We don’t have near the time to review all 74 of them, but review just a few of the comments that the live event attendees wrote down and turned in as light bulb moments, from learning at the event. But, Chaffee, lets you take a moment and tell folks about your background and how it is we work together.
Chaffee-Thanh Nguyen
00:04:47
Sure. So when I was growing up, I was told you gotta go to school, get good grades and get a good job or J-O-B as we call it, right? And so that’s what it is. I did. I went to school, I got great grades.
I’m Asian, of course. So I get straight A’s and good stuff.
Jay Conner
00:05:06
You’re really good at math, right?
Chaffee-Thanh Nguyen
00:05:07
That’s right. I was good at Math. So like a lot of Asians during my time, we were either doctors or engineers and I became an engineer, went to college, got big grades again and got a job as an engineer. So I’m working as an engineer in the corporate world at a multi-billion dollar company. And it was always nagging at me, Jay, that I needed to do more. I needed to do something else because I wasn’t made to be an engineer. I was made to do a lot more than go to a job, 8:00 in the morning and come home at 8:00 at night, 10, 12 hours a day working for somebody else, doing something that I might be good at, only I don’t really enjoy, or I don’t have really have a passion about. So during that time I decided to start something on the side and that was my real estate business. Started investing in 2002 and lost a ton of money on my first deal day.
Jay Conner
00:06:09
Uh-oh. There’s one big lesson right there.
Chaffee-Thanh Nguyen
00:06:09
That’s a book that I need to write, right? Of what not to do. And one thing that I didn’t have, just to share with everybody, one thing that I did now was a coach or a mentor to call up and say, “What’s going on? What am I doing wrong? Or what am I not doing? What should I be doing that I’m not doing?” And that’s really what got me in trouble, Jay, was really some of the things that I should have done that I wasn’t doing. So it wasn’t necessarily that I was doing something wrong. It was, I was missing some steps. I’m missing some things that I should’ve been doing. And so I lost a ton of money in that first deal. Learned, I went through the school of hard knocks and, and you know, lost a ton of money.
And then I got smart and I said, I need help. And so I got a mentor, I got a coach and started doing some more deals. And then I realized how powerful a coach and a mentor can be for somebody’s business and success. And that led me to personal development, which led me to fall in love with coaching. And so I started transitioning from real estate into coaching. And then while I was coaching at a real estate event, I met this guy right here, Mr. Jay Conner. And it was like a spark right away. It was like, I like this guy. He would resonate. And I like what he’s doing. And at that time you were just starting your Where To Get The Money Now course. And you’re like, I’m going to be a speaker and a trainer.
I’m like, “Me, too. I’m doing the same thing, I’m a speaker and a trainer, too.”
And so we’ve gotten in touch over the years. And then, Jay, you started blowing up. I mean, you started teaching and training a whole ton of people. And along the way, he said, “Hey, Chafee, come join the party.” And I was just like, “I’m there.” Like, where am I at? And let’s join the party and-
Jay Conner
00:07:55
You’ve probably been coming to all of our live events. It’s probably been 7 years or more, 7, 8 years, something like that. But yeah, Chaffee helps me run my mastermind group, as well. So, wow! Mastermind group is starting to blow up big time. Because we had 22 of us in the room, thereabouts, 20, 22 of us in the room, the week before last at the mastermind. And we almost doubled that now, but yeah, Chaffee’s a very, very important part of my team when it comes to working with our students and et cetera.
So anyway, as I mentioned, we just have gone through these A-ha moments. So let’s just go back and forth, Chaffee. This first one here. So I’m gonna read the A-ha moment, but then I’m gonna ask you to expand or to really talk about what it means in a very easy, simple to understand way. So George at the live event wrote down, his A-ha moment was, “Substituting the collateral while I was a lender to continue earning interest on a loan for a longer period of time, should the original property sell in less than six months.” So,how about unpacking that. First of all, a good place to start is, make sure everybody knows what we mean when we say, “collateral.” What’s collateral?
Chaffee-Thanh Nguyen
00:09:24
So collateral is what you get in place of the money that you’re lending.
And in our case, Jay, or your case, the collateral is the property. And so they get the property. If something happens and you’re unable to make that payment back to them, then they can go and get the property. And a lot of times they’ll end up with a lot more money when they get the property because you’re only buying those properties that are certain after-repair value, 75% of the ARV, as we say. And so they’re better off getting a property only, obviously you’ve always paid everybody back. And so they’ve never had to use that collateral.
Jay Conner
00:10:10
Yeah, these A-ha moments. So the name of the event that we just said is called The Private Money Academy Conference. So the emphasis of the event is on how to quickly and easily get a lot of private money. So let’s be clear, first of all, Chaffee, and make sure everybody understands what we mean by “private money.” What are we not talking about and who is a private lender or what is a private lender?
Chaffee-Thanh Nguyen
00:10:37
So just to be clear, private money typically comes from somebody that doesn’t really do real estate. They don’t want to get involved in real estate. They’re busy or they have other things that they want to do in their life. And they want a greater return on their money. Sometimes people confuse private lenders with hard money lenders and these are professional money lenders. And so they charge points and they charge high interest rates. And that’s what most people are familiar with. That’s what most people use, are hard money lenders. They’re not banks, they’re not institutions. They’re just people. Most of these people are retired or they’re professionals with high incomes and they have money sitting in a bank or in a retirement account, earning them less than 1% typically. And they’re looking to earn a lot more.
Jay Conner
00:11:33
So private lenders are human beings, right? As Chaffee just said, you’re not borrowing money from any kind of bank or mortgage company or broker of money. These are individuals. In fact, Carol Joy and I right now have 47 individuals that are loaning us money, investing with us to do deals. We pay them a higher rate of return, safe and secure, but nowhere near a hard money lender’s rates. One thing that’s very different about this world of private money is we make the rules as the real estate investor. We set the program, like resetting the interest rate. We determine how long the notes are. In Kentucky, they call it a 360. It’s actually a 180. So it’s the opposite direction of how it works when you’re borrowing money from a bank. When I was borrowing money from the banks up until 2009, my first 6 years, that’s where I thought, that’s what you had to do.
You had to go to the bank and borrow the money to fund your deals. Well, 2003 to 2009, that’s what I did. But since that time, and then this world of private money, we have created our own program. And like we said, the interest rate, how much interest rate would you pay, the frequency of payments, and et cetera. So back to this coming here on this A-ha moment, George says substituting collateral allows the lender to continue earning interest. So what I taught in the section was that when you have borrowed money for your real estate deal, and it sounded like I borrow a lot of what we call “seconds” or junior lien position, smaller amounts of private money, not a lot of money that I used to buy a house, but for rehab and say, for example, so I may have like a $30,000 note that I’ve borrowed to rehab a house.
Now let’s say I sell that house and the note has not expired. So if I have another property, another collate piece of collateral that I have, then I keep that note open so that the lender can keep earning their interest. And I don’t have to pay off that $30,000 note, in this example, I can just substitute or change the collateral that’s backing that note. Does that make sense, Chaffee?
Chaffee-Thanh Nguyen
00:14:07
Yeah. What you’re saying is that you don’t have to pay back that private lender and pay them on the interest because you still have time left on that note. So instead of them only getting interest on four months of payments because you sold the property within 4 months, you know, it’s a 12-month note, you got eight months left. You just take that and put it on another property and they continue to get paid on those 8 months.
Something that goes along with that is a lot of times when I have a new private lender that is doing business with us, if I cash out, I’m going to pay them off or whatever. One of the first things they say is, “Well, Jay, can’t you just keep the money? I don’t want the money back.” And the answer is, you got to either substitute- If you’re doing the business my way cause we can’t borrow any unsecured money. It’s all backed by real estate. Can I do that legally? Sure. But I want to protect and give the security to the private lenders. So they’ll ask, “Well, can’t you just keep the money, Jay?” And the answer is I can, if I’ve got another property that I can collateralize that note. And the worst, I can’t, I’m just not going to keep the money.
If you pay off and you’re also shooting the collateral, then the real estate attorney can’t keep it in their escrow account, what we call “unassigned” and I mean that they’re not a savings account, right? So either got to pay them back or settle through the collateral. We gotta do our next one, Chaffee. What we’ve got here on the sheet?
Chaffee-Thanh Nguyen
00:15:42
I like this one that Felicia had which is, “Sellers do not know what they will accept until you make the offer.”
Jay Conner
00:15:55
Yes. That’s always an A-ha moment. So the A-ha moment is that sellers do not know what they will accept until you make an offer. But now I’ve heard you say this a hundred times, Chaffee, “I’ve never bought a house that I didn’t make an offer on.” Right? So the reason this is such an important point is I just know from experience, it happens all the time and Carol Joy and I, and my team, we do 2 to 3 deals a month, right?
Not a lot of deals, but 420 rehabs since we started this back in 2003. What I’ve learned over all these years is that regardless of what the seller says is the least they will accept. Now, this is particularly if they’re talking to someone else on your team, like the acquisitions. So I have a full-time acquisitionist that does the initial negotiating with the sellers. So regardless of what they tell Kim, our acquisitionist, then I’ll run the numbers. I may not be able to offer that amount of money that he said was the least they would take. So a lot of times I’ll get back to Kim and I’ll offer much, much less. For example, we’ve got a house over in Beaufort right now, that lead came in from one of our bird dogs, a.k.a. Field Agent, a.k.a. Ant Farmer. Anyway, they sent me a picture of this FSBO sign.
And we got up into the seller, Chaffee, and the seller told Kim, in fact it was an inherited property, told him they weren’t going to take one penny less than $300,000. We ran the numbers. I couldn’t offer $300,000 to make it work. The most I could offer was 250,000. So I went back to Kim. I said, “Give them the offer,” and I’m just not offering 250,000, it’s how this offer is framed and presented. I said, “All cash,” i.e. private money, private in there to buy it. And then I could close in 7 days. I knew the house was vacant. I knew it was imperative. There’s no emotional attachment to this property. And these 2 sisters just want to cash out. And so I said, “We close in 7 days, all cash. Don’t have to go get approved for a mortgage or get approved for a loan.”
And that was $50,000 less than just what they said, the least they’d take is 300, and Chaffee, they accepted it. Boom, no conversation. They accepted it, $50,000 less. So as is written down here. They really don’t know. I think they may have really thought that in their head, they may not have been playing any games, but when you’ve got an all-cash offer offered to you and you can have all that cash in 7 days. I mean, that will affect the way you think. Right, Chaffee?
Chaffee-Thanh Nguyen
00:18:57
Absolutely. I mean that’s a $50,000 lesson right there, right?
Jay Conner
00:19:00
Exactly. Exactly. So the takeaway from that for me is, if you want the property, make the offer, period.
Chaffee-Thanh Nguyen
00:19:12
Let me add why I think that’s also very important is that before you even get to the conversation with the seller, Jay, a lot of students that I’ve talked to that have trouble or challenges finding deals always tell me, like I asked him, “How many offers did you make?”
And they’ll say like, “2 or 3.” I go, “Why haven’t you made more offers?” And they’ll say, “Well, the numbers don’t make sense.” And so that’s a wall for them, right? That’s a mental wall that says they look at the numbers from the MLS or the lead sheet or wherever they got that lead from and say, well, you know, it just doesn’t make sense. Like, they want more, it doesn’t meet the MAO, the maximum allowable offer, or it’s above that. So it’s not a lead, let me just throw it away. And regardless of what the numbers say, if you just make the offer, according to what your numbers should be, you’ll be surprised at how many people come back and counter the offer or start that negotiation process. Or as you said, Jay, just take it because they want out.
Jay Conner
00:20:17
Exactly, and there’s an art to making the offer as well.
So we’re going to make the offer, but we’re also going to justify the offer. Many times we will share my formula that I use with the seller. Now I say, the math is what makes the decision and what we can do. And we just get the white elephant out of the conversation, like right up front. In fact, the sellers that I was visiting with this past Friday, I sat down with them for two hours, I still make offers myself. I enjoy visiting people. So I’m sitting down with these people. And so I knew what their number was and we were $30,000 off. And so I had already gone through the house and looked at the repairs that they needed and etc.
And I told them right up front and I said, “Look, I think we’re going to have to work something out,” but I’ll tell you it doesn’t work out all the time. We call that the ‘takeaway,’ right? But I just get the white elephant out of the way by saying, you know what, unless this is a win for you and a win for her husband that was sitting there as well. And this is a win for both of you and a win for me then I don’t want to be a part of it. I don’t want to be involved in any transaction where everybody is not winning. And for everybody to win, all of us have got to give a little bit, too, for that to happen for a long time. So I justified the offer by actually sharing the formula and the math.
I don’t want to come across as though I am just like pulling some figure out of thin air and just trying to make an extra $30,000 and be some greedy real estate investor. There’s an actual formula to where this comes from and I actually gave him a choice. And one I’m gonna bring up now is not on the A-ha moments, but we talked about it at lunch and that is, I gave them multiple offers. I gave them a choice. And quite frankly, I was happy with whatever choice they took, I said, “Look, I can buy this property.” Of course they never heard of the subject to the existing note, nobody’s ever heard of it. So you gotta like, dumb that conversation down, but I said I can pay you all cash, or I can give you $10,000 more if I buy it from you with what we call,
“subject to the existing note,” or “subject to,” as most real estate investors. And they immediately took the 10,000 more. That’s what they had in their- at least these people were current. I mean, they got fantastic credit. So just to make sure everybody understands, Chaffee, tell our audience and listeners and viewers here, what do we mean by buying a property, subject to the existing note?
Chaffee-Thanh Nguyen
00:23:21
So when we say “buy, subject to the existing note,” which is not something that you would actually say to the seller. You’re not going to say I’m going to buy your property subject to the existing note because that’s right over their head, right? So basically they have a mortgage on that property with the bank or with a credit union or some institution. And all you’re going to do is you’re going to make their payments for them.
So they’re not getting rid of that loan, instead, you’re just gonna pay those payments as they come on a monthly basis and they’re going to transfer the title of the property to you. So you’re going to own the property and make payments as if it was your loan, except the loan stays in their name. So that’s the only thing. You’re making their payments and you’re taking over the property and they can go on their happy way and live their life. So they don’t have to worry about those monthly payments anymore. And oftentimes Jay, with “subject to,” with the strategy that you use, if somebody is behind on payments, you’re actually helping them fix their credit because you’re making those on-time monthly payments. Now, in this case, they were on time. So you don’t have to do that. And as long as you continue to make those payments for them, that’s still helping their credit build up because that’s a loan on their property being paid on time
Jay Conner
00:24:38
Yeah. So they are actually getting in this transaction that I’m talking about, they are actually getting about $34,000 more than their payoff. So I’m buying it to the existing note, making the payments on that outstanding balance until I find a buyer and cash out. So the difference that I’m paying them, I explained to them, you’re getting the same amount of money in your pocket. Whether I pay all cash and pay off your mortgage, or if I buy it, this is what I call Option B and explained to them how “subject to” works. You’re still getting the same amount of money in your pocket. It’s just a matter of whether I’m going to be paying off your mortgage right now. And so what else am I going to do on this deal? I’m buying it, set it into the existing note, and then I’m going to borrow private money in a second position or a junior position, and use that little bit of private money to go ahead and give them their cash when we close on it.
One A-ha moment that I’ve read on here is they just made a statement that they heard me say to a lot of them all the time. And that is you can make really big money in this business in a very, very small market. So what’s the population of where you and your family live up in the Chicago area?
Chaffee-Thanh Nguyen
00:26:21
There’s about 8 million people in the city and the surrounding areas.
Jay Conner
00:26:26
Yeah. So he’s at 8 million. So me and Carol Joy are here in 40,000, so we did 2 to 3 deals a month, even when it’s become more challenging now to find deals in the market that we’re in.
But as I said, we do 2 to 3 a month, and we’re still averaging all this $70,000 profit per deal. Well, let’s fill up under contract that I’ve been telling everybody about. The after-repair value is right around 300,000 and I can put maybe $5,000 in this house. It’s already been totally rehabbed. There’s a little bit left upstairs. Well, here’s the math, I’m buying it for 160,000. It’s worth right at 300. And all I got to put in is about $5,000. So I didn’t have to take that to the committee to get the approval on that one.
Chaffee-Thanh Nguyen
00:27:35
Let me just repeat that so everyone listening understands, Jay, is that these individuals are current on their payments and the house is worth about 300 after repair. And they’re willing to sell it to you for 160 and they’re allowing you to take over their payments.
And is that a real deal, Jay? Do those kinds of deals exist?
Jay Conner
00:27:59
Well, I’ll be able to show you the contract. I’d be able to show you the deed this coming Monday. But this is not an out of ordinary deal by any imagination. One question someone may be thinking right now is, well, why would somebody trust me to make their payments and give up all that equity? Couldn’t they put the house in the multiple listing service? They could, even though it still needs some repair upstairs. But I always ask people, “How did you know where to find us?” And we did marketing consistently everyday. We do Facebook ads. We do Google ads. We do direct mail to people that are behind and in foreclosure, et cetera. So I asked this lady, I said, “How did you find me?”
She says, “We’ve been living here for 28 years and we know what you do.” I mean, if you live around here, you’re going to see my face and you’re going to see my marketing on Facebook. And so she’s “All I did was I just went to Google and I Googled ‘Jay buys houses.’ ” There it was. But back to the question, why would someone be willing to do what we’re doing? Well, people do things for their own reasons. Sometimes you’re not even actually sure, but since I sat down with these people for two hours, I know why. The husband is not in good health and it’s like a hundred degrees here. He’s been working on this house for over a year. And he came in from the heat last week and his wife is worried sick that something’s going to happen to him.
And she’s going to be stuck with the burden of this house. And she tells me that she tells me that multiple times. She says, “I just don’t want to have the risk of being stuck and having the burden of this.” And in fact, on this “subject to” things they never heard of, I said, “Well, you get with me giving you $10,000 more, option B way,” I said, “The only thing you have to decide is, are you going to trust me to make your payments?” And I said, “Why wouldn’t I make your payments? I can’t sell a house and fix it up and all that if I’m not making your payments, right? I don’t want the bank to take it away from me, particularly when I’m getting ready to put this rehab money in it.”
So the short answer to the question, “Who would be willing to sell their house this way?” And the short answer is, “A motivated seller.”
Chaffee-Thanh Nguyen
00:30:46
And that’s the key. So I hear it all the time, Jay, is that, “No, I don’t. I can’t find these deals out there. No one will ever sell me these properties.” And the reason is that you’re talking to unmotivated sellers. Most of them are For Sale By Owner because they’re too cheap to hire real estate agents. So they’re not motivated. They just want more money and those, I think For Sale By Owners, you can definitely find some deals with them. If you find the right For Sale By Owner, only is you have to filter through a whole ton, a lot of them. And I think that it’s good practice for you to learn how to speak to people and just realize you want marketing channels in place to get those motivated sellers contacting you so that you don’t have to go out there and talk to a thousand people for you to find the 1 or 2 motivated sellers from those FSBOs out there.
Jay Conner
00:31:40
Exactly. Well, Chaffee, we are about out of time. So I’m going to let you wrap it up with parting comments and final thoughts.
Chaffee-Thanh Nguyen
00:31:48
Parting comments is – Go out there. Don’t be afraid to make offers. Find somebody who you can resonate with, who you like, who has a system and a process that can help hold your hand to do this business and show you how to do the things that you need to do. Unlike me, when I first started, right? Find somebody that’s going to teach you this business so that you can do this business and it can allow you to change your life and live life with the passion that you want or do the things that you’re passionate about. Because, you know, I hear a lot of people all the time, Jay. I’ve watched 30 hours of YouTube videos every single week on how to do real estate.
And I hadn’t done a deal, right? Well that’s because you don’t have somebody like Mr. Jay Conner telling you, guiding you, teaching you step-by-step, what to do and how to do it. You’re watching a thousand different videos that tell you all different things. So you’re either going to pay through the school of hard knocks and learn through mistakes, or you’re going to find somebody and go through and hire a good mentor or coach that’s going to show you how to do this business and do it successfully. And it’s going to be a lot less headaches. So you can do this business, just find the right people to work with and it will change your life.
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