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Real estate investing is extremely simple, but, you’re probably heard, “it isn’t easy.” Both of these things are very true. On today’s show, Matt offers a crash course in how to find success as a real estate investor, and he gives it in just 3 basic steps. But if you don’t make that first step, then the other two won’t matter.


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Podcast Transcript
(Voice Over): Epic Real Estate Investing Podcast Episode 13. You’re about to meet a man that can show you how he took control of his life and financial future and how you can do the same. He’s never been on TV. He’s not a millionaire. He doesn’t know Donald Trump. He is a full time real estate investor, newly discovered author, and family man. He does not report to a boss.

He creates his own schedule and takes his family on a few vacations every year. He got started investing in real estate with almost no money and a really crummy credit score. And he’s going to show you exactly how he did it and how he continues to do it. You will have to work.

You will have to be responsible. However, laying the beach, sipping fruity drinks is a reasonable goal. Without further delay, your guru. Sorry. Your guide to a better life, the real estate investor, Matt Theriault.

Matt Theriault: Hello. Greetings from The Epic Real Estate Investing Podcast. The podcast that will show you how to create wealth through conventional and creative real estate investing so you’ll have the option to realistically retire in the next 10 years or less. And enjoy the good life while you’re still young enough to do so.

My name is Matt Theriault, author, full time real estate investor and family man. Boy, am I family man now. I’m really, really, really feeling it. My son is putting me to the test. I’ll tell you that but I’m working it out. Everything’s going to be all right.

Now if this is your first time listening to the show. You want to do two things. First of all, welcome. I’m glad that you’re here but you would want to go back and listen to episode one to get the gist of what the show is about and why it’s here.

I mean everything that we discussed is going to make a lot more sense if you do that. And two, download the free real estate investing course on how to deals, no money required. And you can get at freerealestateinvesitngcourse.com.

It’s a step-by-step course of which I reveal everything that I do, everything that I say, everything that I use including the documents and contracts. Everything that you are going to need to invest in real estate using no money or credit. And that’s yours for free at freerealestateinvestingcourse.com.

Okay. I actually got a little re-energized after last episode to start negotiating a little bit more in my life outside of real estate investing. And I got a great story, just a quick one, but I got a quick story this one little thing that’s saved me $ 2200. You see, right now I’m in the middle of putting together an investor workshop in Southern California called “Cash or Cash Flow.”

If you want to check it out, you go to cashorcashflow.com. Anyway this past week I had to reserve the venue for this workshop. When I was speaking to the catering director, she had stated that the room was going to cost me $1500 per day. $1500 per day and my immediate response was “oh, ouch!” (laughing)

That’s not the magic of this. The magic is not in going “oh, F. ouch!” Well, a little bit of the magic but that’s not the real magic. The magic is staying completely quiet after you do it.
I mean in these situations the person talks first is the one typically loses. So I just waited, it seemed like forever but it was the probably only a couple of seconds.

She had said, “oh, why is that out of your budget?” I was like, “yeah.” Then she asked me, “what is your budget?” I said, “like a third of that.” She said, “oh, okay. I guess we can do that.”

So just like that with one small gesture, I saved two thirds of my room fee. Actually, after it was all done. It was a little bit more than that. The one little gesture paid me $2200. $2200 and all is a real cash I got to keep in my pocket.

That’s real cash value. So when your deals, look at this little gestures I share with you. Look at these comments and use the questions I give you and look at them as real cash value. You’ve got to use them to get the cash back. If you have no idea on what I’m speaking of, you’re going to want to go back and listen to our last episode, episode 12: How to Find the Money.

Okay? So let’s get on with today’s episode. So based on the feedback via email and the comments on my blog post. I’ve got a few things that I want to touch on. I receive some interesting comments of which I think there are some valuable lessons intertwined or maybe invaluable lessons.

You see, last week I wrote a blog post titled “10 Painfully Simple Steps to Improve your Real Estate Investing.” It was meant to be a little sarcastic. I can see that some of you didn’t appreciate the sarcasm but then again actually it wasn’t really that sarcastic.

You see the “10 Painfully Simple Steps to Improve your Real Estate Investing” are the first one is write offers. Now that’s probably a groundbreaking tip for you as it’s an obvious one. Right? I mean you need to write offers in order for you to do deals. There is no transaction without first writing and presenting an offer.

However look at it in a slightly different way. It could be an extremely groundbreaking tip, that tip being to write offers. Here’s what I mean. I mean how many offers did you write last week?

How many offers have you written this month? How many have you written this year? Or how many do you plan to write this week? Or most importantly, how many do you plan to write today? How many offers are you going to write today?

Is it even in your plans to write at least one offer today? If so, great! But hold on for just a minute. If it’s not in your plans to write an offer today, why is that? Why not? I mean only you can answer that question. And you don’t have to answer it out loud but answer it. And just answer it to yourself.

Be honest with yourself. If you don’t plan to write an offer today, why is that? Not enough leads? Why don’t you have enough leads? You got something better to do? Okay. But is it really something better or are you procrastinating or avoiding doing the work?

Do you lack the belief that your offer will be taken seriously? Okay. Understandable. But why is that? Is it that you don’t know how to write an offer? Is it that you don’t know where to get a purchase agreement? Why is that?

Or do you plan on writing offers tomorrow? I’ll get to it tomorrow or next week. You see what I’m getting at is fear. Fear stops this. It sometimes it’s not so obvious on how it does because fear comes in all different shapes and sizes and labels. Fear can be disguised by “I’ll do it” tomorrow.

It can disguise by “I don’t know how.” It can disguised by “nobody will help me.” It can be disguised by” the market in my area is different. That would never work here.”

Or it can disguised by “I don’t have any money.” It can be disguised by “oh. I’m going to wait until the economy turns around.” Or this type of stuff doesn’t work in this type of economy.” Or it can be disguised, “I have terrible credit.”

I mean there are countless ways in which fear shows in this business. Here’s one thing that I know, if I were able to guarantee each and everyone of you right now that the very next offer you would write would get accepted. I mean you would complete that transaction putting $25,000 in your pocket.

I’m confident each and everyone would figure how to do it or you’d figure out how to make the time to do it, to write that offer right now. I mean if you wouldn’t jump right into it and go write that offer right now that guaranteed offer. I mean you’ll probably end up independently wealthy right?

Or maybe you accidentally stumbled upon the wrong podcast and you have absolutely no interest in real estate investing. Is that it? I mean are you really waiting for a guarantee? Are you waiting to knock on your door and present this deal on a silver platter?

I mean let’s get it straight. There are no guarantees in real estate investing. There are no guarantees in life. That’s simple. Right? Nobody is going to do it for you either. Nobody. Everyone has problems of their own. Everyone has challenges of their own.

I mean there’s a great song by the Hip-Hop group, Public Enemy, and Flavor Flav. He takes the lead off this song. And in the hook, in the chorus, Flav repeatedly says, “I can’t do nothing for you, man.”

Flav got problems of his own. Now it’s harsh that maybe but that’s the real world especially the business world. I mean it’s summed up in one perfect little sentence. I can’t do nothing for you. I’ve got problems of my own. You got to figure it out.

No one is going to do it for you. You may find some empathy out there. You may find some sympathy. You might find some guidance. You might find some great advice out there. You might find some good shoulders to crying on.

But in the end, nobody is going to do it for you. It’s entirely up to you so repeat after me, “ if it’s to be, it’s up to me.” That’s a really corny little cliché. You probably heard that a thousand times but that doesn’t make it less accurate. It doesn’t make it any less true. It doesn’t make it any less potent.

If it’s to be, it’s up to me. So yes. It’s obvious. You have to write offers to do deals. You have to write offers for you to do deals. You all know that. Right? You all know that but if you’re not doing it. What good is it knowing it?

You see to know and not do is not know. The blind man that can’t read is no different than the man that can see and read but chooses not to. Don’t be that guy. You’re blessed without a gift of knowing. Don’t waste it so write offers. That’s the first painfully simple step to improving your real estate investing.

Step two: write more offers. (laughing) More obvious steps, right? Guess what’s step three is? Yep, write more offers. Step four yep you guessed it. You write more offers. That’s the painful part. That’s what makes these 10 painfully simple steps so painful.

Real estate investing just like about everything else in business, especially in the beginning. It’s a numbers game. You’ve got to write a lot of offers to get one accepted. You’ve got to take a bunch of stabs at it before you are successful.

You’ve got to do that a lot in the beginning. You’ve got to do that to build your momentum. You’re going to expand a lot of energy. You’re probably going to experience a lot of frustrations in the beginning but that’s how momentum is built.

That’s why we work so hard in the beginning to create that momentum because once we have that momentum working for us then things will become a little bit easier.

We start to experience results with a little less effort. Just like the jet plane that takes off. As it’s elevating, it’s burning tons and tons of fuel but once it gets to its cruising altitude then the captain can take off his foot off the gas a little bit, maintain that altitude and speed without burning so much fuel.

Real estate investing and business are just like that. You’re going to have to write a lot of offers to get one accepted. Now how many offers that is going to be different for everybody. Everyone grows at a different speed but as long as keep moving and you keep pushing yourself.

You will grow. That’s going to depend on your lead generation. How many offers it’s going to take before you get one accepted? It’s going to depend on your market.

It’s going to depend on the type of offers that you are writing. It’s going to depend on the relationship that you’ve created with the person of which you’re presenting the offer to.

But it is a numbers game nonetheless. More so than a numbers game, however, it’s a game of consistency and persistence. You’ve got to write offers everyday. You’ve got to keep writing them. If you’re not prepared to do that, I just don’t know what to tell you.

I mean that is the silver bullet in this business. I’ll break it down in three steps. First, you’ve got to do the right things. One of those things is write offers. You’ve got to find deals. You’ve got to write offers. There’s no way around that. Just like if you want to lose weight, you’ve got to eat less and you’ve got to exercise more.

There’s no way around that. Second, you’ve got to do the right things consistently. No way around that either. You’ve got to write offers everyday. Even if it’s just one a day. You’ve got to do it everyday.

You’ve got to do it consistently. Just like our weight loss example, you can’t just eat less and exercise for one day and expect to lose weight, expect to hit your weight loss goal. You have to do it everyday.

The third step is you’ve got to do it long enough. You’ve got to write offers, long enough to get your desired result. You’ve got to eat less and exercise more long enough to lose the 10 pounds, to lose the 20 pounds, to lose the 30 pounds.

Whatever it may be, it’s not going to happen in one day. It’s not going to happen in a week or even a month. I mean you’re in this for the long run. We’re not here just to write an offer, get a deal accepted, and quit.
But this is going to be a long-term business that produces financial freedom for you. You’ve got to stick with it. You’ve got to write the offers everyday. You’ve got to do it long enough.

You’re in it for the long run, the long run being the achievement of financial and time freedom. It takes time. It doesn’t happen with just writing an offer today then “oops, that didn’t work. I guess we will go find something else to do.”

You’ve got to do the right things. You’ve got to do them consistently. You’ve got to do them long enough. So write offers. Write more offers and more offers and more offers and more offers. This is what it takes to be a successful real estate investor.

You know this last week; I got on the phone with one of the listeners, one of you out there. They had sent me an email and I responded to their email. We eventually ended up on the phone.

He acknowledged the podcast, said he loves it. He listens to it all the time. A lot of great inspiration and great motivation, he said it was light on content but he really liked it nonetheless.

I took it as a compliment as he mentioned it. I was very, very grateful that I have listeners. I’m grateful that he listens but after I hung up the phone. I got to thinking that he said it was light on content.

I started to think about that. I mean you really sometimes when you’re trying to do something exceptional and when it means so much to like this podcast does in real estate investing and teaching others how to do it.

When it means so much to you sometimes it’s a little tough to take that criticism but you got to jump outside of yourself and be responsible for the actions that you’re taking.

Be responsible for the communication that you’re delivering because you might mean it to be interpreted one way or to be received in a certain way. You know, you’ve got to take responsibility if it’s not being received in the way that you meant.

He said something that really causes me to think that it’s light on content. I got to thinking. Perhaps, he is right. On the other side of that, maybe there’s not a whole lot of content to learn.

I mean I can tell you easily as we’ve done over the first 12 episodes or so of this podcast is you’ve got to go find deals. That’s the content.

I broke it down several different ways on how to go find deals. The way that I showed you are the most popular ways. I think the 3 or 4 top ways that millionaire real estate investors go and find their deals. Not only the most popular, the ways that I taught you represents about 80% of where millionaire investors find their deals.

So to me that’s rich content but it’s not that difficult so it might seem like light content. Then you got to write offers like we have been talking about right now. That’s not that deep either. I can say write more offers. That’s only 3 words so maybe it is light content.

Then you got to analyse the deals. Then you got to close the deals. You got to find the money and close the deals. And we’ve gone into that multiple ways and multiple times. I’ve broken it down exactly how I do that but what we are talking about today really might be interpreted as “light content.”

Gosh, man. All you said on this episode is to write more offers. The ten steps are to write offers, write offers, write offers, and write offers times ten. Right?

Light content or not? Real estate investing really is rather simple. It’s really simple to fill out a purchase agreement so there’s your content. If that’s light, it’s light but the heavy stuff is why you’re not doing it everyday.

What’s going on between your ears that are causing you not to write those offers everyday. If it’s so simple, why aren’t you doing it? If it’s common knowledge that this is a numbers game, why aren’t you working the numbers?

See? The real estate investing part that technical, mechanical stuff, there’s not a lot of content there. It can be taught literally in a weekend. It can be taught literally over 10, 20 episodes of a podcast from A to Z every single, little, minute detail.

But the real content is what you have to hear, what you need to hear, that’s going to get you up out of bed every single day and get up out there and going to do it. That’s why we talked about mindset.

The first stage of travelling the millionaire real estate investor journey is first you got to think like a millionaire. And if you can’t get that first stage down. You don’t even have to waste your time on buying a million, owning a million, and receiving a million.

You got to get the thinking down. So while we go over the goals because if you don’t have goals and you don’t know where you’re going. Any road is going to get you there. It might not be where you want to be. That’s why you got to establish what you want and hwy you want it. That’s the other big aspect, why.

Why are you doing this? Are you doing this for yourself? Are you doing it for your spouse? Are you doing it for your family? Are you doing it for your community? Or are you doing for the world?

That’s what’s going to get you up out of bed everyday. That’s what’s going to enable you and empower you to write more offers. Okay. We wrote 10 yesterday and nothing got accepted. I guess I got to write 10 more today. I got to write 10 more tomorrow then 10 more the next day. That’s the content.

It’s not fluff. We need the inspiration. We need the motivation. I’ll listen to other real estate investing podcast to give me that. I know how to do it but I need that motivation.

We all need that motivation. It’s like bathing. You can’t just take a shower once and you’re done bathing for the rest of your life.

You got to do it everyday. And motivation is just like that. It’s just like bathing. That’s why we recommend it daily. Okay?

So something also I want to address today. I noticed a few unsubscribes on my email list recently. And I’ve noticed it more than usual because I’m getting more subcribes than normal.

Probably you’ve increased by 10 over the last couple of months so obviously if you get more subscriptions, you’re going to get more unsubcribes. I haven’t got a ton but I guess when you unsubscribe from my list you have the opportunity to send me a comment of why you’ve unsubscribed.

I don’t know. It’s been a half a dozen this month and I’ve been reading these comments and some of them have been actually very intriguing and very indicative of what the mindset might be out there right now.

I know for every comment that I received, it probably represent 10, 15, 20 other people. Some of those comments have been from the unsubcribes that the sellers would never go for what you propose. Another one is what you teach doesn’t work in today’s economy.

Actually, I just got one today that says, “I think that something like what you talked about it’s all fillers. There’s no substance” or something like that. And this other one was my favourite, “how could you teach people to get into contract without them knowing where they are going to find the money? That’s irresponsible and unethical.”  It’s that ethical question again. There are some others but they all kind of fell along these lines.

These lines being this scarcity mindset, this cynical and resigned mindset, this poverty mindset, no wonder the “buy a million” level of real estate investing hasn’t hit them yet. The only million level of real estate investing hasn’t hit them yet.

That’s why that first stage of the millionaire real estate investor think a million is so critical because if you’re not thinking like a millionaire real estate investor. It doesn’t matter what it said. If it didn’t work for you the first time then it must be hogwash. Right?

The guy must be full of baloney. I’m going to go to the next guru. I’m going to try what he does that didn’t work so that guy is full of crap. Then I’m going to go to the next guy. Oh well, that didn’t work. I’m going to go to the next guy. I’m going to buy the next book. I’m going to the next seminar. I’m going to listen to the next podcast.

You’ve got to get your thoughts straight. I mean one of my favourite quotes. It’s been overused. It’s another cliché but the fact that it’s been over used doesn’t make it any less true. And that quote is “if you think you can or if you think you can’t, you’re right.”

When someone says to me, “the seller is never going to go to what you proposed.” I really just have to laugh. As I wouldn’t be teaching what I teach if it hadn’t work and if it didn’t continue to work. You know, one commonest among many common things I guess but one common thing I noticed amongst newer real estate investors is that they subconsciously negotiate for the other party.

They think they know what’s best for the other party. Or they think they know what the other party wants. They assume and then do their deals based off of their assumptions. I mean that’s a recipe for a very short career.

I mean they go to the steps of doing deals, assuming what the other party wants, instead of just asking what the other party wants. It’s simply giving it to them.

Don’t assume. The world occurs differently for everybody. How you find out how’s occurring for someone else is, you ask of them. Don’t assume. I mean if your thoughts are always like that, the seller will never go for that.

You’re right. It’s going to be a very short investing career for you. Ask the seller for what they want. Then do your best to give it to them. That’s how deals get done. That’s how you get paid.

That’s how you get paid very well. The best way to get what you want is to give enough people what they want. That’s the secret to success. That’s just walking around and creating win-win scenarios for everybody.

Now the second comment I mentioned, “what you teach doesn’t work in today’s economy.” Well if that’s what you think, you’re absolutely right. I mean this one makes me laugh too. The person didn’t give me specifics so I’m not sure as to what I was teaching that they’re referring to if that doesn’t work but you know what?

What I’ve come to know from the 42 years I’ve been walking this planet is that those that say “can’t be done” are constantly getting passed up by people that are doing it.

The key to real estate investing is to buy low and sell high. In any economy, there are always places where one can go to by low always. When I say low, it’s relative. I mean lower than it can be sold for.

What is low and what is high is relative. And the economy will dictate what the actual number is but there is a low and a high in every economy. If what I teach wasn’t working, I mean I’d be in a lot of trouble. I mean I wouldn’t have the time to produce a free podcast of which doesn’t pay me anything.

I mean what inspired me to create this podcast and share my information is that I have successfully completed 60 transaction in the last 18 months or so in this economy. If that weren’t working, I wouldn’t have time to produce this podcast.

It doesn’t pay me anything. I mean it will someday and that would be very cool but for now this podcast is just a free fest. I’m giving it away. How can I afford to do that if what I teach wasn’t working?

Now I hope this is not coming across as arrogant or even defensive because there are two ugly emotions. That’s not the feeling I want to convey. I welcome the criticism or my welcome comments so keep them coming.

What I’m sharing right now is not to impress but rather demonstrate that I have experience in this economy. I have evidence to back up what I teach in this economy. You know, I actually I guess that either of these two people that sent me these comments probably aren’t listening anyway so I might be preaching to the choir.

But I just felt they were worth addressing. Hopefully, they would come back. Hopefully they get another shot. I hope they didn’t quit. I hope they aren’t out of their continuing pursuits or their search of the elusive silver bullet because I’ve given you the silver bullet.

You got to do the right things. You got to do them consistently. You got to do them long enough. That’s the silver bullet.

Now this last comment that I’ve received was how could you teach people to get in contract without them knowing where they are going to find the money. That’s irresponsible and unethical.

Okay. So I’ve already dedicated an entire episode to ethics so I’m not going to go into that too deeply. I don’t want to get into that topic right now so let’s just agree that when it comes to ethics there’s a big gray area.

Internet shows my perspective is as long as everyone gets what they want out of the deal and no laws have been broken. It’s ethical. If everyone gets what they want and nobody was hurt. No laws were broken. It’s ethical. That’s where I stand.

Now with this particular comment, I’m kind of having a little bit of trouble understanding the ethical argument but I’ll do my best to address of what they might have meant. But I don’t really understand what was unethical, as I don’t think the many distressed sellers I’ve helped would understand where it’s unethical as well.

I don’t think the buyers of my deals would understand where it’s unethical because they certainly win. I don’t understand where the private money people that have trusted and that have invested their money with me. I mean they certainly ended up winning.

And you know, let me give you actually a recent example of how this works. In fact, I’m in the middle of this deal right now. I’m picking up a 14-unit building in Memphis. I’m using none of my own money or credit to do it.

You see, I went out and found the deal through my network. I put the word out through my network of what I wanted and the deal that came back to me fairly quickly. So you got to keep networking because that’s really important.

When you got a powerful network, you can do stuff like that. Now the building, it needs a decent amount of rehab of which I’m willing to do. When everything is all said and done, I mean if I paid cash for the building, I could probably flip that building for approximately at least 100% profit.

I’m thinking it’s going to be about 200% or maybe even 300% profit. I don’t want to go into the realm of ridiculous even though this is a ridiculous deal. Let’s just say it’s a 100% however even though it would generate those type of returns for me.

I don’t have the cash to buy the building outright nor do I have the credit score to qualify for a commercial loan but having control of the deal and knowing the return, I could then go out and do what I teach.

I’ve got the deal under contract. I know the return. I can now go out and find the money. It’s so much easier to do now that I have it under contract. And I did that by using 3 simple little questions of which I used pretty much every time I find myself in the situation.

I’m going to share those with you on the next episode but to bring this home I went out and found the money. This person had the cash sitting in a long-term very low yielding investment. I think of 1 1/2 % to 2%. I’m going to be able to generate 5 times or 6 times the return for them than where their money is sitting currently. That’s win-win.

That’s very ethical. Everybody is getting what they want. Nobody is getting hurt. I guess actually what would be unethical is allowing somebody to give you some money to invest and you make a false promise by not having a deal under contract or not knowing how you’re going to generate the type of return. That would unethical.

I mean that’s why I teach what I teach because if you have the deal under contract. It’s so much easier to find the money. It’s so much easier to give your word to things and follow through on your word.

And to me, that’s very ethical. That’s integrity. That’s what I wanted to share with you today of that overall feeling is that you’ve got to watch your mindset. You’ve got to watch what you’re thinking. You’ve got to focus on what you want to have happen not what’s happening.

Hopefully it’s making sense and not why it can’t happen. You got to focus on how it can. You know, there are thousands of different ways. Thousands of different approaches to investing in real estate. And most of them probably work. I don’t know. I haven’t try them all. I found a couple that work for me. That’s what I’m doing. That’s what I do day in and day out.

That’s what I am sharing with you. So you know, if what I am saying resonates with you, come along for the ride. You’re more than welcome. And if it doesn’t, that’s a 100% okay with me as well.
If you got comments to share, please share them.

Send me the emails. Comment on the blog. Comment on the videos and the free real estate investing course. I’ll address as many as I can. Okay?

Let me know how I am doing if I am doing a bad job. Let me know. If I am doing a great job, I appreciate those emails too. I get a lot of those, by the way. It’s not all bad. Okay?

So I’ll be doing something right. We got a couple thousands of downloads a day. We’re adding people to the mail list. 10, 15 people to the mailing list every single day. It is resonating to some people.

I’m going to continue to serve those people as long as they ask for it but if you got something there. Hey. Matt. Can you talk more about this? Can you talk a little bit more about this? Can you elaborate or explain what you mentioned on the last episode?

I welcome those. Or Matt, just get to the point. There’s too much chitter chatter. If that’s the case and I’m unaware of that, let me know that as well.

I mean I’m sitting here in my closet, talking to a microphone. So if I’m missing the mark, let me know. Deal? Okay. So that’s it for today.

Until next time. As a very wise person once said, “think slow, act fast.” To your success, I am Matt Theriault. Living the dream.

(Voice Over): Thank you for spending this time with Matt Theriault and the Epic Real Estate Investing podcast. When you have time, stop by iTunes to leave your comments and let us know what you think of this show. And if you haven’t done so already, get started investing today by visiting FreeRealEstateInvestingCourse.com to access Matt’s free course on how to deals, no money required. Until next time. To your success, to your success, to your success.

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