Join Jay Conner every Friday, live on Facebook for Free Coaching Friday where he will teach you strategies that will help you take your real estate investing business to the next level.
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Today’s strategy: “How To Locate A Real Estate Investor Friendly Attorney”
Timestamps:
0:01 – Get Ready To Be Plugged Into The Money – Free Coaching Friday!
0:48 – What is Free Coaching Friday?
1:58 -Jay’s new book – “Where To Get The Money Now? – https://www.JayConner.com/Friday
7:09 – Who is Jay Conner?
8:19 – How To Locate A Real Estate Investor Friendly Attorney
9:02 – Julie Wickiser – Jay’s real estate attorney
10:00 – How Jay & Julie get started their work together
12:03 – The role of the real estate attorney on the real estate transactions
15:07 – Motivation of sellers varies.
16:25 – Issues with lenders
17:16 – Relationships are priceless
19:35 – Real estate attorney’s fee
22:58 -Why do a lot of real estate attorneys don’t close subject to the existing note deals?
26:37 – Where is the easiest place to find real estate attorneys that are willing to close deals?
27:06 – What makes Jay and Julie’s relationship works?
28:31 – Common mistake real estate investors make
32:56 – How can you get a good relationship with a real estate attorney when you are a new real estate investor?
42:56 – Difference between judicial state and non-judicial state
45:36 – The Substitute Trustee
1:00:55 – Jay’s greatest lesson learned. https://www.JayConner.com/Trial – join the Private Money Academy
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 https://youtu.be/QyeBbDOF4wo
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Real Estate Investing – Jay Conner – Private Money
Jay Conner (00:00:06):
Oh, my lands. We are live again, except on this Free Coaching Friday, we are not in my office. We are actually here at the live event at the Private Money Academy Conference here in Atlantic beach, North Carolina and sitting right here next to me is my real estate attorney, Julie. Everybody say, “Hey, Julie!” In fact, Ashley, just go ahead and pan around and show everybody here on the live stream these good-looking people. Well, there’s two over here. So yeah, folks, here on, I mean, my lands, what in the world do we do here on Free Coaching Friday? Well, most Fridays at 10:00 AM Eastern Time, I go live with Free Coaching Friday and we talk about all things real estate. We talk a lot about private money. So if you are brand new to coming here to Free Coaching Friday, first of all, let me just do a quick introduction as to who in the world I am.
Jay Conner (00:01:05):
And why am I qualified to be talking here today? Now our subject today is “How To Locate a Real Estate Investor-Friendly Attorney.” Hence I have my real estate attorney here, Julie Wickizer, from here in Morehead City. But here’s the deal. I’m known as the Private Money Authority. If you are remotely interested in real estate investing or you want to be a real estate investor. In fact, here’s the question. If you are, in fact, I got a free gift for you. Crystal, have you, or has anybody in the audience got my? Oh my lands. There’s Jenny tuning in from Raleigh. She’s a platinum and mastermind member. Hello, Jenny. Has anybody got my book, “Where To Get The Money Now”? Anybody got my book? We got one right here. Have you got it with you? Yeah, bring it up here. Bring it up here for me.
Jay Conner (00:01:55):
I want to share like, so everybody here on the live stream, I’m getting ready to give away a free gift to you just for being here on the live stream. And that is my new book, which is titled, “Where To Get The Money Now: How And Where To Get Money For Your Real Estate Deals Without Relying on Traditional or Hard Money Lenders.” This book will teach you the steps, step by step, as to how I went from having no private money. Hello there, Dan. Welcome to Free Coaching Friday. Hello there. Is that Dwayne, Ashley? I think he’s in the back of the room.
Ashley (00:02:29):
I think he’s in the back of the room.
Jay Conner (00:02:31):
You are so cute there, Dwayne, tuning in here from the back of the room. Anyway, I hadn’t thought I’d get you all a TV. In fact, that’s a great way to do it. If you’ve got questions from me and Julie, Jenny says it’s a great book.
Jay Conner (00:02:43):
If you got questions from me and Julie, you can type in here in the comment bar from here in the room or we’ll be getting to the Q and A section. Anyway, “Where To Get The Money Now.” If you are brand new, never done a real estate deal, or you’re a wholesaler and you want to stay in some deals and you haven’t the money to fund your deals and you’ve just got assignment fees, or you are a seasoned real estate investor and you just want to get more funding for your deals while paying stupid high rates, the hard money lenders. I’ll give you this book for free, just cover shipping and handling. So Dan, if you would type in the comment bar the URL where I will autograph and ship this book out to you. You can get this book for free at www.JayConner.com/Friday.
Jay Conner (00:03:33):
And we’ll get the book shipped right out to you. Now I always, Julie, I’m always interested in knowing where people are tuning in from. So if you’re watching the live stream or you’re watching the replay, these instructions work in either case. If you’re on the live stream now, or you’re on the replayall you gotta do is tell me where you’re from. So everybody right now type in your city and state, type in your city and state where you’re from and say hello to everybody. Dan, thanks for typing in the JayConner.com/Friday. Now, after you type in your city and state, come on, folks, you’re a little slow. Type in your city and state where you’re from. There you go, Raleigh, North Carolina. Everybody else type in your city and state. Now, when I say something or Julie, my real estate attorney, oh my lands, there’s Jonathan Broyles, hello. There’s Poplarville, Mississippi.
Jay Conner (00:04:33):
I love it guys. I love it. So, Houston, Texas. Pittsburgh, Pennsylvania. Rancho Mirage, California. I’m lovin that! And I’m starting to see some blue thumbs up coming across here. So everybody right now on the, and there is Alfred, welcome to Free Coaching Friday. I need a sea of blue thumbs up coming across the screen right now, whether you’re watching live or you’re watching on the replay, give me a bunch of blue thumbs up. Cause when I say something you like, or Julie is more likely going to say something that you like than me, I want you to give her a blue thumbs up as we are teaching how we work together. There is Franklin, and what’s that say, Julie, I don’t have my glasses on.
Julie Wickizer (00:05:22):
Frankston, Texas.
Jay Conner (00:05:22):
From Texas! Welcome to Free Coaching Friday. Now, when you really love something that we teach you and you learn here on Free Coaching Friday, I need a sea of red hearts.
Jay Conner (00:05:32):
I need a lot of love here on Free Coaching Friday. So right now, do not give me a complex and self-image problem. I need a lot of red hearts coming across the screen. There’s Greg from. Hey, Greg from Morehead City, North Carolina, right here at Morehead city. I love it. And “Wish we were there, Rick Meyer.” Man, I tell y’all. So we’re here with all the red hearts coming in. They love you, Julie. They love you. So right here at Atlantic Beach, North Carolina, we have been here at the Private Money Academy Conference. Private Money Academy Conference live 3 days nonstop. Hey, folks here in the audience, if you’ve learned a lot this week about getting private money say, “Oh yeah!”
Audience (00:06:16):
Oh yeah!
Jay Conner (00:06:24):
Loving it, loving it, loving it. Let me jump into our content today. So you all here on the live, say, oh, I got one more favor to ask them, Julie. I got one more favor to ask them. So I need your help. I need your help, whether you’re on the live stream or you’re watching the replay, I want to get this information from my real estate attorney out to as many people as possible. So right now, tap your share button right now. Tap your share icon. And let’s get as many people right here on the live stream as we can. And when you tap your share icon right now, that’s going to work not only for the live stream right now, but also for all those people that will be watching the replay. Now, who is Jay Conner and why am I qualified to talk about private money? In case you’ve never been to Free Coaching Friday.
Jay Conner (00:07:14):
Well, here’s the short of it. My wife, Carol Joy, and I, we’ve been investing in real estate. Now since 2003, we’ve rehabbed over 450 houses. We’re in a small market, only 40,000 people. We do 2 to 3 deals a month. Average profits are $71,000 per deal. From 2003 to 2009, I relied on local banks to fund my deals, but I, along with every other real estate investor in the world, got cut off. Hello, Leroy, from Albany, New York. I got cut off from the banks. I had no way to fund my deals. So I knew, Julie, that I had to find a better and quicker way to fund my deals. I was introduced to this wonderful world of private money. And since that time I’ve never missed out on a deal for not having the funding. Carol Joy and I right now have 47 private lenders, individuals all across the nation that are funding our deals.
Jay Conner (00:08:04):
So what we talk about a lot here on Free Coaching Friday is how to get funding for your deals. But we also talk about how to find deals, how to sell them fast, how to automate your business and all facets of real estate investments. So now let’s get ready for this content. So if you’re ready to learn about how to find a real estate investor, I mean, real estate attorney, that’s good to work with real estate investors and learn about how we work together, type in the comment bar right now, everybody type in the comment. But right now, whether you’re on the live stream or you’re watching the replay, type in the comment bar, “I am ready.” I am ready. I am ready. And if I don’t see I’m ready, I ain’t starting. So type in the comment bar right now, “I am ready. Somebody has gotten enough to be like a slow network here. Okay. Somebody is ready. All right, I’m ready.” Here we go. So, Julie, first of all, tell everybody here on the live streamAlfred’s ready, tell everybody here on the live stream and here in the conference room introduce yourself. Who you are and how it is that you’re qualified to do what you do. And what is the focus of your business?
Julie Wickizer (00:09:20):
My name is Julie Wickizer. I am from Florida. I went to law school in Georgia and I moved to Morehead City in 2006. I got to know Jay, must have been close to about 2008, is when I moved firms and started working with an attorney who Jay had already had a relationship with. And we started kind of doing these deals together, where I provided the legal side of it. I, recently in the past year and a half, over my own law firm I focus on real estate. 99% of my practice is real estate.
Jay Conner (00:09:56):
Absolutely. So let me give you all an overview of how Julie and I worked together. As you have a question come to mind, raise your hand, Mylon will run the mic. And so this is going to be a conversation. So we don’t have to wait for questions at the end of our session here. As you have a question, come along, go and raise your hand and we’ll have a dialogue going. So an overview as to how Julie and I worked together. How often am I in your office?
Julie Wickizer (00:10:30):
Weekly.
Jay Conner (00:10:33):
So Julie handles all aspects of every real estate deal that I do except the lease options and Doug Stern still handles the lease office. So all of my purchases, all of my sales that she’s handling, you know, it gives, she’s representing the buyer. And all of our rent-to-own buyers, we refer to Julie, right? So all of my purchases go through Julie. She handles every transaction that I do. And so let’s just sort of walk through a deal as to what that looks like and how it happens. So when, and y’all met Kim yesterday, the acquisitionist. When we have a deal and we’ve got it under contract, like yesterday, Kim and I got on to deal under contract. Don’t know if she’d sent it to you or not, but it was just yesterday. The seller is Chris Houston. She’s already sent it to you?
Julie Wickizer (00:11:33):
We were emailing about it last night.
Jay Conner (00:11:35):
There you go. Is Kim, and you were working at night?
Julie Wickizer (00:11:39):
Correct.
Jay Conner (00:11:40):
From home?
Julie Wickizer (00:11:41):
Yes.
Jay Conner (00:11:42):
So there’s another part of our relationship. Julie takes care of Jay. From home, on vacation, all like that is, by the way, Robin, her paralegal is here in the room with us as well. So, everybody, give Robin a hand back there. [inaudible] So we got on her contract. So I’m gonna let you roll with it, Julie. Kim contacted you yesterday. What was that conversation about? Was it on email? Was it on the phone? What happened?
Julie Wickizer (00:12:17):
So what happens is, there are several different kinds of transactions that Jay and I deal with. I’m sure we’ll talk about many different ones. So this one is, it sounds like we’re just going to go with a typical Jay found property to purchase. How do we get it into his hands? So Kim emails me and says, “Hey, I want to give you a heads up,” because of the turnaround time that Jay requires, which is a pretty quick turnaround time, he can need to give me a heads up because it may take a few days to get all the necessary parties to sign the contract. Well, a few days is a lot of time when we’re dealing with our kinds of transactions. So she gives me the heads up and says, “Hey, Jay found a piece of property that he wants to buy. Here’s the address. These are the people.” This happened to be one that I closed on back in, I think, 2016. So I actually, as soon as she said it, because I remember random things, I immediately knew that we had done that. So that immediately tells me, “Okay, that’s kind of going to make the process a little bit smoother because I’ve already done the title work on it within the past 5 years.”
Jay Conner (00:13:29):
So you did the title work on the house that I’m buying?
Julie Wickizer (00:13:33):
Is it Mayberry?
Jay Conner (00:13:33):
Yes.
Julie Wickizer (00:13:33):
Yes, I did. I did the closing 5 years ago. So now I’m thinking, okay, well, I know, kind of in my head, I know that that streamlines the process a little bit. So Kim and I went back and forth. This one was a little bit tricky because there are current tenants in the house. And there was a question about who needed to sign. So that’s what we were talking about last night. I think that’s what she said. I couldn’t, it was 9:30 at night. And we were, we weren’t texting and all that. And we just wanted to make sure that we had the right party signing everything. So she kind of gave me the heads up. I have not seen the contract. I don’t know the purchase amount. I don’t know the private lending information. I just know that it’s on the way. So she likes to give me that heads up, which I very much appreciated.
Jay Conner (00:14:24):
So you will do so. So let’s walk through this by the way, folks, remember, this is the deal that the seller Chris already had another offer at $129,000. And he’s taking my offer at about $15,000 less because I’m able to close with all-cash and I’m able to do it all fast. So without private money being available on the shelf, ready to close, I would not be getting this deep, okay? The guy or gal with a $129,000 offer, it’s got to go and get a mortgage and a loan. If that, so you see, the motivation of sellers varies. So Chris, the seller, obviously, well, first of all, he knows me, but even if he didn’t know me, if I’m putting an offer in writing that I’m going to close all-cash, typically the earnest money, how much earnest money do I normally do? $500 most of the time?
Julie Wickizer (00:15:23):
Usually 500. I don’t think I’ve ever seen more than a thousand.
Jay Conner (00:15:27):
Yeah, 500 dollars. So a big part of the lesson on this deal is, okay. I had the cash, I had the private money, right? Another huge part. Another huge part of making this deal happen is Julie can close fast. So, we put in our offers that we can close in 7 days or 2 weeks, right? So Julie, if you didn’t know me and I called up your office and Robin answered the phone and you all know me and I got a house that I’m wanting to buy and it’s under contract. If I pray and it’s really sweet, how long before you can close?
Julie Wickizer (00:16:15):
With the cash or a lender?
Jay Conner (00:16:17):
With a lender.
Julie Wickizer (00:16:17):
So with your typical lender, I think that Robin would probably tell you, at the end of November.
Jay Conner (00:16:22):
End of November.
Julie Wickizer (00:16:24):
And that’s hoping that the lender, so one of the issues that y’all may see that we’re running into now with lenders are appraisals. Appraisals because everybody’s kind of backed up. Appraisals are taking a little bit longer than usual and it’s nobody’s fault. It’s just, we’re in a crazy market right now. So one of the issues is, Jay, because I’m sure y’all have talked with Chris, and he talks about, you know, getting the comps and that kind of stuff. Jay’s not relying on an appraisal, which is very helpful as well. But if somebody were to call my office and say, “I had a, I’m using Wells Fargo, when can we close?” And Robin’s out there shaking her head going, “You’re crazy if you think you’re getting in before the end of November.”
Jay Conner (00:17:08):
So you’re at least 30 days out?
Julie Wickizer (00:17:11):
Yes.
Jay Conner (00:17:11):
Yeah. So that’s the closing. How long, okay, so here’s a really, really important question. Don’t know what your answers are going to be. So Julie gets my title searches done for me in like 24 to 48 business hours. That’s like unheard of, right? So you don’t know me, Robin doesn’t know me, and I’m a real estate investor, but you don’t know me. And I want to know what that title looks like. How long is it going to take for you to get back to me or Robin to get back to me? And you don’t know me and give me a title search opinion.
Julie Wickizer (00:17:55):
Just to do the title search and give an opinion, it’s going to be at least 2 weeks.
Jay Conner (00:17:59):
Two weeks, not two days. Two weeks, two days for me. A lot of times, one day, 24 hours.
Julie Wickizer (00:18:07):
And I think that I had somebody who I’ve done a decent amount of work for call and they needed a title search done on a commercial property. And I told them it would be about a month, that we were about a month out.
Jay Conner (00:18:20):
Yeah. So what’s the lesson from that? Relationships are priceless. You cannot put a value on relationships. Well, you could. I could add up all the deals that I wouldn’t have gotten. That would be the cost of not having a relationship. So besides me being a nice guy what is it about our relationship that gets it done so fast for me?
Julie Wickizer (00:18:55):
I would say one of the things that I need is communication. I need somebody who, if you want me to do this quickly, you need to be willing to talk to me. If I have a question, I need an answer very quickly. So I know that I can text Jay. I can call Jay. I can email Jay along with his team, with Brenda, with Carol Joy. And somebody is going to answer in a very quick time because if I am going to drop everything and make you a priority, I need you to do your part as well. So communication is key between the two of us.
Jay Conner (00:19:34):
So let’s talk about things a little bit. So what do your fees look like that you charged me for buying, for selling, like of course they look different when you’re buying and selling. And what do your fees look like for a person that you might do one closing for and never again?
Julie Wickizer (00:19:54):
Well, we’ll start with the seller part because that’s a little bit easier. Our basic seller fees, if you come to me and say, “I’m selling my house, can you do our seller documents,” are 250. And that is pretty standard across the board in this area.
Jay Conner (00:20:08):
Yeah. And let me interrupt you on that, part of the relationship is, when I’m selling a house in the Multiple Listing Service sometimes, but not most of the time, Julie is not going to be handling that closing. The buyer of that house that they’re buying from there, it’s in the mobile listing service, most of the time, whatever realtor they’re working with, is going to be referring them to an attorney that they have a relationship with, or that buyer has already got a relationship with another real estate attorney. But to give Julie as much business as I can, I don’t allow the closing attorney for the buyer to do my seller docs and prepare the deed. I get Julie to prepare the seller docs and they’re what? 350 or whatever?
ulie Wickizer (00:21:01):
So it’s 250 per typical seller docs. Jay’s seller docs are also about 250, but that also usually includes a few substitutions of collateral and a few satisfactions. So if somebody came to me as a private investor and said, “I need you to do seller docs, I also need you to do 2 substitutions of collateral and we’re paying off 2 loans. So I’m going to need 2 satisfactions.” That’s going to bump them up to about $500. Whereas, Jay is 250. Now if Jay came to me and said, “I need seller docs. We’re paying everybody off. There’s no, you don’t have to do any additional forms,” which I don’t think has happened ever. Then that would probably be about 150, but because we’re doing all the additional things, I just don’t add onto that like I would anybody else.
Jay Conner (00:21:53):
Yeah. So I interrupted your train of thought there. So fees. Fees for selling and fees for, so I interrupted you by saying, I want you to get paid and actually you get paid from the other attorney, right? Which is deducted from my proceeds. Then they send you the check. So anyway, on with things for selling and buying.
Julie Wickizer (00:22:15):
So those are typical seller fees now for buying. If you were to come to me, anybody that I don’t know and say, “I want to buy a house, I am paying cash. I don’t need you to prepare any documents. It’s a straight cash deal.” Our fee is 750. If you were to come to me and you’re using a lender, it is a thousand dollars. Jay’s fees run anywhere between 425 and 550, I think. And then of course the turnaround time is a lot quicker.
Jay Conner (00:22:55):
So that’s an overview of the fees. So let’s talk about a really, really big sector that relates to us real estate investors. So everybody in here knows what buying subject to the existing note means, that they know what that is. And they also know a lot of real estate attorneys will not close a deal subject to the existing note. So tell them why that is. Why will a real estate attorney not do it? And then tell them, why do you do it for me?
Julie Wickizer (00:23:27):
I think that most real estate attorneys don’t do that, or don’t advise doing that because when you buy something subject to, most deeds of trust have what we call a ‘due on sale’ clause, which means when that person sells the property, they have to pay off the mortgage. That would be typical, right? So what you’re doing is you’re kind of putting your faith into somebody else that they’re going to make your mortgage payments. I would not want to do that personally. And I don’t advise my clients to because if I’m selling property to Jay, off the street, who is not who he is, and he doesn’t make that payment, I could have been out of the house for 2 years. And now all of a sudden, I’m getting foreclosed on and my credit is going to be hurt because he didn’t make the payments.
Julie Wickizer (00:24:11):
Right? Or what happens if the bank finds out that I sold it and they say, “Well, you need to pay the whole note.” Well, I don’t have the money to do that. He probably doesn’t have the money to do that if he’s just your typical person off the street. So it’s just not advisable on either side. Jay, however, being who he is, knows that if something were to happen the bank says, “Well, there’s a balance of a hundred thousand dollars on here. We’re calling that due,” Jay has the money. Jay could go find the money on a shelf, sitting somewhere and say, “Well, I’ll just refinance it with private lender money.” So I feel better giving that assurance to a seller saying, “I have seen this done and I can 99% guarantee you, it’s not going to be an issue.” And I would not give that assurance to any other seller unless they were selling to Jay.
Jay Conner (00:25:00):
Right? So the deal is when you’re buying subject to the existing note, you’re going to need to find a real estate attorney that will close 2 deals. And one way that you’re going to find them is you may have to show a financial study that you’ve got the wherewithal or that you’ve got the ability to do it. Now in the real world, we know that there is a .000001% chance that it’s going to be called in any way by the lender. The lender just wants to know. I know of only one person. I don’t know if John Doherty is here or not. He’s in our mastermind group, but anyway, John is the only person in my world since two, since being a coach to real estate investors since 2011, that I’ve ever heard has actually had a note called due, I’ve got two other platinum mastermind members in the past that got letters from the bank.
Jay Conner (00:26:01):
And it was a local community bank. It wasn’t a Wells Fargo, local community bank or insurance department actually knows what the underwriting department is doing. They’re next door to each other. But they got letters that said, “If you don’t pay this off,” the really important small word ‘may,’ “We may call them,” and they never did. Right? So the likelihood of being called due is very, very rare. So you’re just going to have to network. The easiest place to find a real estate attorney that will close 72 deals is through networking through your local REIA, your local real estate investing association or your real estate meetup group. Those are the moves that the people that run the show and those groups, they’re going to know who the real estate attorneys are, you know, that will close those deals. So let’s see here. So any other thoughts come to mind from you, Julie, as to what it is about our relationship that makes it work? Obviously, volume.
Julie Wickizer (00:27:18):
Volume works, communication. We respect each other, which is very helpful, but another thing, and I don’t know if you have this in your notes, I was going to get back to you because we were talking about fees, which are the foreclosure properties.
Jay Conner (00:27:33):
Well, I talked about foreclosure yesterday morning, but I didn’t talk about the legal real estate attorney thing that we did. Okay. Well, that’s different. Right?
Julie Wickizer (00:27:46):
So one of the other benefits that Jay gets is when you’re looking at a foreclosure property to purchase, and you’re going to go and make a bid on a piece of property and I’m sure Jay has told you, you never want to do that without having a title search done.
Jay Conner (00:28:01):
If I didn’t tell you that, write it down now. Never bid on any auction property, but it’s a foreclosure, or Auction.com or any auction, never bid on a property at the auction. This is going to require you to put money down like right there and then which they all do. That without your real estate attorney already doing a title search and running title work. Like one big mistake that new real estate investors make when it comes to the world of foreclosures is they will bid on a property at the courthouse and they don’t know they’re bidding on a second mortgage. And then they have a wake-up call of, “Oh, I have to pay off the first mortgage as well.” So that’s part of this title search place. So anyway, sorry.
Julie Wickizer (00:28:58):
I know. So that’s, and that’s the risky run when you don’t have a title. So it is that you are buying subject to another mortgage. So what Jay does is he sends me an email and he says, “Hey, this property is in foreclosure. The upset bid period is up in 2 days. Do you mind doing a quick search for it?” And what I’ll do is I’ll do the search. I kind of drop what I’m doing. I got the search done. I report back to Jay. I say, “You’re clear to bid. This is a first mortgage. There’s no liens against the property. Taxes have been paid. You’re good to go.” Or I will say, “Here are my red flags. Either if it’s a second mortgage, we’re pretty much dead in the water. We’re not buying it subject to a first mortgage.” We had one, I think, well, this a different property, that the same thing I needed a preliminary search.
Julie Wickizer (00:29:44):
It turns out there were several heirs, one of whom was out in prison. And a few that had some judgements against them that were, the judgments were way more than what the property was worth. So that was not one that he was going to be interested in. So the benefit he gets from doing these types of things are, there’s a few. One they get done quickly. We’re getting, if you were to call me, it’d be a minimum two weeks out and do a search. Well, you don’t really have that much time when you’re doing one to the courthouse steps. And then the second one is I don’t charge Jay for those searches. So we say, “Here’s where we are, I think it’s good to bid.” And Jay goes and he bids and then it’s upset and it’s upset again. And he has his formula and it doesn’t fit in there. And he said, “You know what? I’m done. I’m walking away from this.” I don’t send him a bill. So that’s another benefit of our relationship because I know he’s going to send me this stuff. So some of them don’t pan out. Most of them do, but there are several that don’t, and I don’t send him a bill for that.
Jay Conner (00:30:48):
So let me tell you the value of that. Okay, so Julie was on vacation or something or not available, which was silly. Anyway, this was like 3 or 4 years ago. And so I hired another real estate attorney to check the title. Well, there’s more than one way to check the title. Julie checks the title all on the computer, right? You can also go to the courthouse. Well, I have this real estate attorney. You haven’t heard this story, I don’t think. I hired this real estate attorney, whom you know, and it’s not Doug. And I hired this real estate attorney, I said, “I need you to check the title before I go bid.” I was not clear with my request, the real estate attorney assumed or should I say took advantage of me and did a title search back to the 1800s on this property. I don’t need a title search back to the 1800s. They went to the courthouse and did this tile search all, there’s no telling how long he was at the courthouse and gave me a bill for $600 for this title search on a house that I didn’t get the bid.
Jay Conner (00:32:18):
And so, thankfully, I have Julie that knows what I need when it comes to a title search. Like when you do a title search, typically, how far did you go back? Like through the last sale?
Julie Wickizer (00:32:29):
Usually we do this at a current owner because you can find a title policy that gives you the information you need. And that I would say 99.9% of the time with these foreclosures, it’s a bank foreclosing. So they have a mortgage. So, you know, pretty much when they got that mortgage, that it was a clear title. So you’re just doing a current owner search to see what’s happened during that time.
Jay Conner (00:32:54):
Yeah, actually we have a question. Can you click on, see more and read the question to me. You got here on the live stream. I can’t see it.
Ashley (00:33:02):
“That’s great, but how can we get that relationship with a real estate attorney just starting out and what are the typical title search charges?”
Jay Conner (00:33:09):
Okay. So everybody can hear that question. How can you find or get this kind of relationship starting out? And what are the typical title search charges? Well, I’ll let you do it first, Julie.
Julie Wickizer (00:33:23):
Well, the relationship, I was kind of grandfathered into Jay because Jay worked with my former law partner doing the real estate stuff. They had a great relationship. So when I came in to work with that firm and I started handling the real estate stuff, Jay was there. So he didn’t have, we didn’t have to establish that the two of us established a relationship, but he already had a relationship with my firm. I had had some of his students, really, I think one main one that I’ve done several things for, and we are building that relationship. And what it is is you cannot walk into an office and say, “I am going to be a heavy hitter with you. Can I get this in two days?” That’s not how it’s going to work. I don’t know you, I’ve got a stack of stuff. And I got Jay calling me on the other line, so that’s not going to happen.
Julie Wickizer (00:34:16):
So what you do is you introduce yourself, you send them an email and say, “Hey, I was one of Jay’s students.” Or, “Hey, this is what I’m trying to do. These are the people I work with. I got your name from so-and-so. This realtor told me to call you, and could we meet, could I come in and meet with you?” Or “Here’s a deal I have because, you know, put your money where your mouth is. Here’s the deal I have. This is the first of what I hope to be many.” Understand that, that first one you’re going to probably be treated just like any other person calling because if I go to Robin and I say, “We need to fit this in,” and she’s going to go, “Why?”
Julie Wickizer (00:34:54):
And she runs the office. So that’s going to be her question, and I’m not going to have a good enough answer for her. So you just have to recognize that the first one or two, you’re probably going to, you gotta prove yourself, right? And you know, butter people up is what you do. You bring in cookies, you bring in donuts, you say, “Hey, I’d like to get you breakfast.” It shows that you’re willing to invest. If you’re wanting me to turn around and invest in you and trust you, then you got to invest in me, too. So that helps people respond well to food. And that’s always good, but it’s just, you know, that’s how you get a relationship with somebody.
Jay Conner (00:35:33):
Yeah. You know trust is earned. Trust is earned. And Julie said a phrase a moment ago that is so important and that is we respect each other. And even as strong as our relationship is, don’t take your relationship for granted. So honest and sincere appreciation, honest and sincere appreciation. When did I tell you all is the worst time to raise private money? When you get a deal and you need it funded. That’s the worst time to raise private money. When is the worst time to start establishing a relationship with a real estate attorney when you have to deal with unique loads? So she said, you start the relationship before you’ve even gotten a deal to present to the real estate attorney. Set the appointment, come in offer to take them to lunch. You know, that may not work because they don’t know you. And that may sound a little creepy, but from somebody you don’t even know, so set the appointment and be prepared to pay their hourly fee for the appointment.
Jay Conner (00:36:48):
What is your hourly fee?
Julie Wickizer (00:36:50):
$250.
Jay Conner (00:36:51):
Right? So I’m willing to pay 250 bucks. In fact, when I started in the foreclosure business and mostly I went to Doug Goins, even though we had known each other through family, but I’d never done any business myself. And I said, “Doug, I want an appointment to come into your office for you to explain the foreclosure process to make your North Carolina. But I don’t have a clue as to how that works. And I don’t want to stop making my mortgage payments. Now how it works. So I set the appointment and I paid his fee. So that’s another part of honest and sincere appreciation. You sit down with your real estate attorney for the first time to establish this relationship. You tell them sincerely, “I want to give you all my business.” Do not ask for a discount upfront.
Jay Conner (00:37:39):
You haven’t earned the right to even ask that question because you haven’t given her any business yet, but you tell them, “I want to give you all my business.” You know, what is your normal turnaround time? Right? I would not be shy in saying that if your normal turnaround time is 30 or 45 days and your normal charge is a thousand, would you be willing to sort of move up the line if I paid you $2,000 for the first deal, right? I’m willing to pay $2,000 for the first deal to start a relationship and like show I’m really serious about getting this relationship started. I mean, with $2,000, get your attention.
Julie Wickizer (00:38:23):
Robin would probably be more likely to put you on my calendar. I’ll pay a rush fee. And she’s going to say, let me see where I can squeeze you in.
Jay Conner (00:38:32):
Yeah. So it’s like, you know, that’s just like showing good faith at your seat.
Julie Wickizer (00:38:37):
It comes down to it. If you’re asking me for a rush, what does that do to me that takes time away from my child. That takes time away from my family because I do my own title searches. So now I’m working at home late or I’m staying late and I’m not able to do the things that I would do with my family. So there’s a plus for that, right? And you have to expect that.
Jay Conner (00:39:04):
Yeah. Hey, Banjo, are you tuned in online? So would you just scroll back through and see if any other questions have come in online? Nope. No other questions yet. So, let’s go ahead, open it up for Q and A. I’m sure you all have some questions about how you and I work or whatever. So if anybody’s got a question, raise your hand and we’ll bring you the mic. If you don’t have a question, Julie and I will continue on, we’ve got a question over here with Scott. So as you’re making your way to Scott there, let me go ahead. And so when I’ve got a deal to buy, I’ve got a property that I want to buy, there’s a way we communicate that information about what’s [inaudible]. And my guess is I may be the only person in the world, in your world that communicates like that. So yeah. So tell everybody, typically, how do you get the information to prepare promissory notes and deeds of trust, and then tell them, how do you get it from me and Ashley.
Julie Wickizer (00:40:19):
So, going back to the transaction that Jay was talking about when we first started this, where he has a purchase, Kim reached out to me and said, “Here’s what we’re going to be doing.” I know that Jay is not paying “cash” cash for that. I know he’s going to be using a private lender. So I will reach out to Jay and say, “Hey, whenever you’re ready, can you please send me your private lender information so that I can get the documents prepared for you?” I will, then he’ll say, “Sure, I’m going to get actually on it.” I’ll get an email from Ashley. Jay has, I don’t know, if you shared this, but Jay has his form,
Jay Conner (00:40:54):
It’s filled with the closing agent instruction.
Julie Wickizer (00:40:56):
And it is minimal. And it tells me exactly what I need to know. It tells me the lender, the private lender, their address, the property address, the amount that they’re borrowing, the terms of the note, how long it is, what the interest rate is, and if there’s any special calls or substitution options or anything like that. It is one page. That’s all I need. And from that one page, I can then prepare my promissory note and my deed of trust for either the purchase or the cash out refi that Jay is doing.
Jay Conner (00:41:28):
Yeah. And so how do you get that communication from the rest of the world? Do some people call you and talk you through?
Julie Wickizer (00:41:35):
No, usually I’ll get an email several weeks down the road from if it’s a Wells Fargo or a Truist or something like that.
Jay Conner (00:41:43):
You get a closing package.
Julie Wickizer (00:41:44):
I get a closing package, it’s about 6 pages, just the immediate instructions are about 6 pages. And I kinda gotta go through there and figure out where all my stuff is. Jay’s is super simple to follow. I looked at it 900 times. I know exactly what I’m looking for. It’s very easy.
Jay Conner (00:42:02):
Yeah. And all you platinums and masterminds. And if you own the Where To Get The Money Now system system, that closing agent instruction form is in the system, right? Simple Word document. I mean, Ashley, it’s got like maybe 10 fill in the blanks? Maybe? Like what Julie just said, there’s the borrower, that’s your entity. There’s the lender, that’s your private lender, and their address. What’s the interest rate? What’s the frequency of payments? What’s the length of the note? Is there a 90-day call option? Is there a minimum 6 months interest? And that’s about it. And I guess for all the information that she needs. So, Ashley, if we can turn the camera over to Scott. Scott is a platinum mastermind member.
Jay Conner (00:42:55):
Sorry to interrupt you, Scott. But here’s your question. Explain to everybody the difference between a judicial state and a non-judicial state.
Julie Wickizer (00:43:02):
I assume you’re talking about [inaudible]. I also should’ve prefaced this in the beginning. I am licensed to practice in North Carolina. So every state is different when it comes to real estate. That’s kind of one of the things that really varies between state to state. And I can not give legal advice for any other state. So this is a hypothetical, I can tell you the difference, but I can’t give you, I cannot give legal advice for any state outside of North Carolina. So judicial, non-judicial is the way they handle a foreclosure. So there’s 2 different ways that you can foreclose. In North Carolina, we go through our Special Proceedings office, which means, so y’all probably are more familiar with the term ‘mortgage.’ You have a mortgage on a piece of property in North Carolina, it’s called a deed of trust. The overall concept is the same, but instead Jay owns property and he gives it to Wells Fargo and they give him money and it’s for 2 of them.
Julie Wickizer (00:43:58):
In North Carolina, we have a trustee in the middle. So what you would do if you were going to foreclose in North Carolina is you file a special proceeding. And the trustee is a neutral party and they kind of facilitate things with the court report. If you are going to go the judicial route, you file a lawsuit. So when we’re doing foreclosures in North Carolina, now you can still do it in North Carolina, but you don’t need to. So when we’re filing in North Carolina, you go to the courthouse steps, you have the upset bid. You go through the process with the special proceedings office. Whereas I’m not sure how it is in Alabama, but in a lot of states, you file a lawsuit. Wells Fargo files a lawsuit against the borrower saying you didn’t pay.
Jay Conner (00:44:47):
Whereas it’s called “Judicial.”
Julie Wickizer (00:44:49):
Judicial. Correct.
Jay Conner (00:44:50):
So we’re non-judicial here in North Carolina where you’re not following a lawsuit. I’m sorry to interrupt you, Scott, but I wanted everybody to understand. So start all over.
Jay Conner (00:45:35):
Yeah. So what we have here, and I’m sure in Alabama is the lender hires what’s called a “substitute trustee.” So we’ve got to be the trust. When she does a deed of trust, she’s the trustee. The lender’s going to hire a substitute trustee to handle the foreclosure. So if it’s a week out before the sale, now that you have a 10-day upset period in Alabama? Yeah. So we got this weird thing. So I’ll get back to your answer here in a second. So we’ve got this weird thing here in North Carolina and I was like, maybe about 10 of us states. We have what’s called a “10-day upset period.” So the process is you have the substitute trustee open the file in the special proceedings room at the courthouse. Now they’re in foreclosure. It was about 6 weeks before the hearing. And then about 4 weeks after the hearing is the sale.
Jay Conner (00:46:42):
Now, we have a sale. Of course now, you know, in my foreclosure system, we’re wanting to get up with the people, the owners, before it goes to sale, right? So here you are, still in the “for sale period.” But we’ve got this weird thing in North Carolina. The house goes to sale. The bank puts in a minimum bid, maybe somebody else bids and upsets there at the courthouse steps, the bid of the bank. Maybe nobody does. It doesn’t matter. So whatever the current bid is with the highest bid right there on the day of the sale. Now the clock starts, 10 calendar days, not business days, but 10 calendar days. The only exception to that is when there is a vacation or the 10 days ends on a Saturday or Sunday, it rolls to Monday. But there’s a 10-day calendar upset period where anybody can come into the courthouse and the special proceedings room and upset the current bid by a minimum of 5%. Well, if somebody comes in and upsets the bid by 5% or more, sometimes I’ll upset it more than 5%, cause I just want to get rid of it, right? And scare them all. Sometimes it works, sometimes it doesn’t. Anyway, so if everybody comes in and upsets the bid, now the clock starts over. Now we have a new 10-day period starting all over.
Julie Wickizer (00:48:08):
And also let me add, within that 10 days, the borrower who is the one who’s being foreclosed on, can also pay off the mortgage. It’s called a “right of redemption” period. So they can come in if they get the funds and pay it off and they get their property back.
Jay Conner (00:48:24):
Exactly. So that’s how that, so bidding continues until nobody comes in anymore during the last 10-day upset period. And now you have the money in. But, in fact, 707 Old Deer Trail that I showed you on the virtual tour, whenever we did that and Chris was out in the field, my foreclosure system tracks the current status of all that bidding as well. So if you get my, if you’re a platinum or mastermind, you get the foreclosure system, the tracking continues all the way to the end of the 10-day upset period. And then it tracks it as an REO when it becomes bank-owned, right? Well, how did I get 707? My foreclosure system tracked it all the way through the 10-day upset period. I was the person that upset another individual and it did upset them. So I upset another individual that lived right down Old Deer Trail.
Jay Conner (00:49:27):
And then they came back and upset me. And it didn’t upset me because I knew I was going to upset them again. Anyway, I went back in and I upset them and we had, and so it was the last time I bid. And that’s how I got 707. Now, let me answer your question, Scott. I had to go around my elbow and get to my phone. So the answer is yes, but here’s how it works. From my experience, the substitute trustee ain’t gonna talk to me. The lender ain’t going to talk to me because I don’t have an authorization to release from, you know, nobody’s gonna talk to me and it’s a week before the sale. So here’s what has worked for me in the past and does not work all the time but it does most of the time. You instruct your seller, that’s in foreclosure, to contact the substitute trustee, and it’s most of the time a mill house, that’s all they do.
Jay Conner (00:50:24):
That’s all they do is foreclosures, most of the time. Contact the substitute trustee. They’re going to know who the substitute trustee is because they’ve been getting letters from the substitute trustee. Contact the substitute trustee and say, “I have got a buyer for my house and I’ve got an offer to purchase under contract and they can close within 7 days or 2 weeks. Fast.” Most of the time, the substitute trustee and substitute trustees have the right to do it because they don’t have to ask the lender’s permission. They’re acting on behalf of the lender. The substitute trustee will contact the courthouse, special proceedings room, and postpone the sale. Typically like another 30 days, they’ll postpone the sale. And by the way, sales get postponed more often than they stay on schedule. That’s why I don’t go to the courthouse anymore and bid because most of the time the sale that’s scheduled doesn’t happen.
Julie Wickizer (00:51:21):
Well, you have to think about it. The banks are not in the business of owning property.
Jay Conner (00:51:26):
And they don’t want it.
Julie Wickizer (00:51:27):
They would rather get their money.
Jay Conner (00:51:29):
Yeah. So the substitute trustee knows the lender is, “Hey, if there’s an offer to purchase and there’s earnest money there, the substitute trustee acting on behalf, they’re going to get their money anyway. Since the trustee is going to get their money whether the sale’s today or the sale’s in 30 days. They might get more money if it’s 30 days later because they’ve had the file open longer. So it’s like everybody on that side of the table has got an incentive to extend the sale.
Julie Wickizer (00:51:57):
It’s really just getting through to somebody.
Jay Conner (00:51:59):
That’s the deal right there.
Julie Wickizer (00:52:02):
Because everybody’s busy.
Jay Conner (00:52:05):
Oh, I’m sorry. You got a question right there then we’re all gonna view. All right? Next question if you’ll scroll around. There we go.
Jay Conner (00:52:23):
So my definition of pre-foreclosures that I tell often is pre-foreclosure is they’re behind their payments. But the substitute trustee has not been hired and opened the file. So we call it 3 in advance, 3 notices. So you need a title search. What was the question? To buy that property?
Julie Wickizer (00:52:48):
Yes. Well, you’re not bidding in Jay’s definition of pre-foreclosure, but yes, you still want to get a title search. For example, we had one that I did the title search for. I don’t remember if it was a subject to or, I think it may have been a foreclosure. I can’t quite remember, but I got over there. We had done the titles, and everything came out fine. I got over there to file. So it must’ve been a subject to. And the person had a tax lien put on record the day before and IRS taxes. Well, that turns everything. It was a pre-foreclosure because it ended up being foreclosed. So you still want to do a search because you need to know what judgments are. This is all my questions. You need to know what judgments are out there.
Jay Conner (00:53:34):
Well, and another thing, too, let me give you a comment on IRS limits. So I bought one house that was in foreclosure. And this was prior to you even coming to Doug’s. I remember Doug giving me the advice. So I bought the house. Doug informed me it had like a 30 or $40,000 IRS lien. So here’s the way IRS liens work. IRS liens, first of all, your attorney’s got to make sure everybody was notified. So tell them what that meant.
Julie Wickizer (00:54:10):
Well, it’s just giving proper notice. The IRS has a certain amount of days, and I cannot remember off the top of my head how long it is, but they have a certain amount of time to come back and there’s a foreclosure.
Jay Conner (00:54:22):
I know, 120 days.
Julie Wickizer (00:54:25):
It’s a 120? To come back and say, “Well, we’re going to do something with this property.” So you have to make sure that the IRS is notified of the foreclosure sale. And that cuts back to this.
Jay Conner (00:54:37):
Yeah. So Doug verified that the IRS had been notified. And so Doug’s advice to me was, “Jay, in all probability, the IRS is not going to miss with a house for 30 or $40,000. Now, 150 or $200,000, they’re going to investigate that. But for 30 or $40,000 on a house that needs major rehab, the IRS is not in the rehabbing business, right? They’re in the business of taking claim to a property and putting it in the MLS and just selling it and getting back.” That’s to their extent. So Doug’s advice to me was go ahead and buy the property, but don’t start the rehab process because if the IRS comes back within that 120 days, they’re going to give you money back. If they get, they claim the property, they have to give you your money back. You bought the house and the title’s in your entity name. They’ll give you money back, but they didn’t give you the rehab money back. If you rehabbed it, they’re just going to give you your purchase price back. So Doug said, “Buy the house. If you ain’t heard anything from the IRS, or I haven’t heard anything from the IRS in 120 days, carry on with your rehab.”
Julie Wickizer (00:55:50):
And now that you say that it’s 120 days, if proper notice is given. If notice is not given, it just hangs out there. Nobody likes that.
Jay Conner (00:56:01):
Yeah. So what she means by that is the IRS has to be notified that this foreclosure is going on. Right? Or you’re buying it or whatever.
Julie Wickizer (00:56:17):
The substitute trustee.
Julie Wickizer (00:56:25):
It’s on public record.
Jay Conner (00:56:25):
Yeah. So in my foreclosure system, that’s one of the pieces of information that you get out of the special proceeding file.
Julie Wickizer (00:56:33):
And it also will be filed in the register of deeds when we’ve substituted your trustee.
Jay Conner (00:56:37):
It tells who your substitute trustee is. It tells you their phone number. Again, that’s from the information you gather when you’re going to the courthouse, tracking foreclosure. Because I want to be able to call that substitute trustee if I need to. They may not talk to me, but at least I know who I want to be able to give that phone number to my seller. If they have like been throwing letters in the trash from substitute trustees, which they do. People in foreclosure, a lot of times, we’re just in denial. Right? Any other questions right now? We’ve got 2 over here, Mylon. Any others? Let’s see, “Thank you for coaching.” Oh, well you’re welcome, Laurie. Oh my lands, Free Coaching Friday ends in 3 minutes.
Julie Wickizer (00:58:03):
No, it does not. No way, but it may not be attached to the property. There are other ways they can fall over, right? This is not specific to the property. It is to the person who happens to be. Right. So yeah, it doesn’t go away.
Julie Wickizer (00:58:42):
Once they know about it, they only have a certain amount of time because it wouldn’t be fair to say when you have an IRS lien against me now, we’re going to let you know about it. And then you give them 3 years to decide what they want to do.
Julie Wickizer (00:59:09):
Yeah. And there’s a difference between. Got it. Correct. Right now it’s a sale. He came to me with a contract and that seller had an IRS. That’s a whole nother issue. And then we do have to address it. Yeah.
Jay Conner (00:59:25):
Time for two more questions, one here and one back.
Julie Wickizer (00:59:39):
Yeah. Yeah. Even back in the day, I used to start with the company.
Jay Conner (00:59:49):
A lot of times, and Doug Goins from the firm that she started to work with. They’re still going many years ago. What the bank is supposed to do is they’re supposed to start the bidding at fair market value, but they know they only start and what’s owed with those fees. But I saw him do other crazy stuff too. Over the years, I’ve seen him start like, love to get a bidding friends going. So you never know, you never know what they’re going to do.
Julie Wickizer (01:00:23):
And tax foreclosures are a whole different beast as well. Tax foreclosures usually start lower because they usually do go with what’s ends,
Jay Conner (01:00:31):
Which are
Julie Wickizer (01:00:31):
Usually a lot lower than. OK.
Jay Conner (01:00:33):
Yeah. And you all met Joe Myers and Luke, they were standing up here and they won the award or most valuable gift. That’s one of their specialties. I mean, they specialize in research and your tax liens and tax foreclosures and clearing up nasty titles and all that, all that kind of stuff. Here’s a big piece of important advice that people have gone to jail for. And I learned it the hard way and thank goodness I didn’t go to jail. So it is illegal. It is illegal for parties who are bidding on a foreclosure, separate parties to have conversation about their beards, to rig the bidding process. Here’s an example of that. Let’s say, I’m Ashley bids on a property and let’s say, Ashley calls her contact information on public record at the special proceedings office. You can see all the bidders, right, by the way.
Jay Conner (01:01:46):
That’s great, if you’re a wholesaler, God bless you. But if you’re a wholesaler and have the quickest way to build your buying lists, buyers list is to go to the courthouse and we can all be a little bit on foreclosures in the special proceedings. And there’s your buyer’s list for people. Who’s got that? But anyway, I digress, let’s say actually, bids on a foreclosure and I call her Ashley, I get her contact information in the courthouse and I say, look, how much would it take for you to stop it? And I offered you money, or I say, I’m going to, I’m going to deal with this problem. I’m going to upset you. We’ll deal. Why don’t we just go into this thing together? Any kind of collusion, but of us working together to stop the open market from bidding on the foreclosure as danger, big time. In fact, the way I learned about this is I had an attorney and this time about eight or nine years ago, someone used to call me, I did, I did. And the attorney calls me up and offers me $12,000 to go with what I call the goals. And I said, Doug, what do you think about that? He said, well, do you want to go to jail?
Jay Conner (01:03:18):
And I said, well, I guess that attorney would go to jail too. Right? So that is a big, big, big, no, no, no, no, no. If you’re interested, that was who that was. I’ll tell you. So we were like, well, Hey, y’all we have reached the end of Free Coaching Friday. This has been like a fantastic session with Julie.
Jay Conner (01:03:46):
We’re telling us and everybody that’s watching here on the live stream or you’re watching all the replay. Thanks for joining us. Do me a big favor and help share this information out. Hey, if you’re watching on the live stream right now, or you’re watching the rape, like send me a bunch of love right now, send me some red hearts and thank you, Jenny. And after you send me the red hearts, thank you, Greg. After you send me the red hearts type in the comment bar right now, something wonderful, or I loved it, or I thank you. But don’t say anything that you didn’t like. You just love it. I thank you all for joining here on Free Coaching Friday. I’m Jay Conner of the Private Money Academy wishing you all the best. Here’s to taking your real estate investing business to the next level. And we’ll see you right here on the next Free Coaching Friday. Bye for now. Everybody, give these people a lot of great big hands.
Jay Conner (01:04:49):
Any parting comments, Julie? Any final thoughts, final words, final advice? Or have a great weekend.
Julie Wickizer (01:04:57):
It’s really just getting those relationships. Get your relationship with your realtor. Get your relationship with your attorney. Be loyal, treat people the way you want to be treated, show them respect, and it all kind of falls into place.
Jay Conner (01:05:12):
Awesome. Let’s give Julie here a big hand.
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