If you’re looking for a hidden path to quick wealth, no less than 3-time bestselling author and founder and CEO of SmartRealEstateCoach.com will show you the way!
Chris Prefontaine has been in the real estate business for almost 3 decades now. He has done pretty much everything, from constructing new homes, to running his own commercial and residential investment, down to coaching clients throughout North America.
Today, Chris owns and runs a buy-and-sell business with his family and he’s in the trenches every single week. Having been in the real estate industry for many years now, Chris has a thorough understanding of the challenges of the business and he’s been helping students effortlessly navigate the volatile real estate market.
In this episode, Chris shared the different strategies that have helped him build wealth and maximize his real estate revenues. Make sure you have a pen and paper handy. The information you’ll learn from today’s episode might just change your life for the better!
Buying On Terms – The Hidden Path To Quick Wealth In Real Estate With Chris Prefontaine
I’m excited about this episode. I’m going to take you in a direction that’s going to get you to step back and think. One of those topics is to get you to reassess how you think about business and how you purchase deals. I’ve got a special guest, Chris Prefontaine. This guy has been in the game for 30-plus years, which means he has been through the ups and downs of the cycles.
With the environment of what’s occurred in 2020, it’s always great to talk to someone that’s been there and what strategies were effective. These strategies that are effective in certain markets, particularly up markets, are not always the same in down markets. You got to shift and change the strategy. Chris has written three books. He’s a three-time bestselling author. We’re going to talk about buying on terms. Either you do or you don’t know what that means but if you stick around then we are going to pick his brain and figure all this out. Chris Prefontaine, welcome to the show.
Thanks. It’s good to see you again.
Those that might not recognize your name, give us a snapshot of where are you located and a little bit about yourself from your perspective.
We’re in Newport in the giant state of Rhode Island. Not quite as nice as where you’re sitting but it’s nice. We have a family company here. We buy and sell on the term. My son and son-in-law are a great team. We’ll talk about terms but then we also go out and help students do the same thing, buy and sell in terms all around North America.
This is your specialty, niche and expertise, which is always great. Chris, you know the old phrase, the riches are in the niches a lot of times. Let’s break this apart. What does it mean to buy real estate on terms? Give us the elementary education understanding of this, particularly for those reading that might be new to real estate.
Coming out of the ’08 crash, buying on terms for us was not using banks, not signing personally on loans and not putting your own cash up. To go further into how you do that, lease purchase, owner financing, subject to are the three ways we buy and that’s it.
Another phrase I hear that might resonate is creative financing or doing creative deal structuring. Not your traditional wholesale, fix and flip. One of the questions I have is why would somebody consider taking the time to learn all of this rather than continue to wholesale and flip? They’ve got that education and it makes sense for them. Why would anyone even want to step into this and begin to unpack it?
I got buddies all over the country that do wholesaling. To answer your question, the main thing for me is the number and size of the checks for one thing. Meaning, we create three paydays for every deal. It’s not, “Go do a deal and get a check.” It’s three paydays per deal. It’s super important to get off the treadmill. Number two, it works super well in any market. It just depends on how you manipulate each market. We built it after the ’08 crash to weather storms, clearly not knowing COVID was coming. When COVID came, we didn’t survive. We cranked and still cranking because the banks and all the other pressure on the buyers and sellers were driving them to us.
To recap that, what I hear you saying is the reason this is valuable learning is would you rather get paid once or three times. More importantly, this is a tool that’s most effective to weather a storm. Walk us through how we can begin to understand how to buy on terms. Get our feet wet and educate us on some of the baby steps. How do you want to break that down for us?
Let’s talk about if a wholesaler or a flipper is calling a seller in general before the deal even starts. Sellers will say to me, “I want a sale on my house. I want to offer cents on the dollar.” We’re paying the market value in a lot of cases as long as we get a long enough term. Let’s do an example, especially for a new person. A lease purchase tends to be a simple entry for a new person. Why? It’s because the title doesn’t transfer. It’s a $10 deposit built into our agreements. It’s an easy entry for someone new.
Here’s a lease purchase. Chris, you’re the seller, let’s say. There are all different scenarios but let’s give you some equity. We agree that your house is worth about $300,000 and you owe $250,000 or you couldn’t sell it on the open market. With COVID, you might be slightly overpriced or whatever reason you can’t sell. I come in and say, “Chris, you didn’t get $300,000. Let’s go ahead and protect the $50,000 equity that you thought you had. Before the end of the term of a lease with a purchase option built-in, I will pay you $50,000 and I will pay it off the underlying loan,” which won’t be $250,000 anymore so that benefits me.
If from a seller’s standpoint, they go, “Hands off. I don’t have to think about my deed yet. I know I get my $50,000 at the end of the term and my mortgage is taken care of in the meantime. I don’t worry about my house.” It’s a great way. If they don’t need the cash, I can talk to any seller as long as they don’t need the cash now.
In structuring that deal from your angle being the investor, how are you capitalizing in the sense of creating profit?
We’ll go on the other end. I turn around. If I talk to you, the seller, I’m new and I’m making this deal between you and me, 100% contingent upon me getting my buyer. Who is my buyer? Someone that needs time. They got a credit challenge, which could be COVID or not COVID related. They’re self-employed and they need seasoning. They need time to report their income. Any buyer that needs time is going to go through our rent-to-own.
We’re going to pre-qualify. We’re going to make sure they are going to get a mortgage within the timeframe we need them to get qualified. Where do the three paydays come in? Deposit upfront, nonrefundable because remember, these are buyers. They expected to put mine down and got shut down for whatever reason.
What type of deposit would you see on something like that? What percentage?
We range from 7.5% to 10%. With COVID, we’ve been saying to buyers, “We want to set you up to win. In this current climate, the banks are looking for stronger deposits. Over the term, we’re going to schedule continuous deposits.” To get in the door, they got to be somewhere between 3% and 7% to show us that they’re serious, that they are a buyer, not a renter.
That’s off of the sales price of $300,000. You’re picking around 7%, which is not a bad chunk of change up front.
It’s more overtime. It’s like, “Mr. and Mrs. Buyer, what do you get for tax returns each year? How much do you think you could allocate to your deposit? Do you have any raises coming up?” We help them schedule deposits throughout the term. It helps them get qualified better, improves our cashflow and gets them more vested in the home so they’re not going anywhere.
What’s the second way you get paid?
All the niches are great. Look at one you get passionate about and then find someone in it doing it, so they’re current, especially with all these changes.
The second way is simply I’m going to pay that $250,000 underlying loan. Let’s call it $1,300. I’m going to go ahead and collect from the buyer something higher than that. Let’s call it $1,500 or $1,600. Payday two is a monthly cashflow.
You’re going to collect from the buyer a little bit more than what the seller’s mortgage is. Usually how much is that?
Our metrics are dialed in. From all our students, we’re on the low end. We’re about $308 a month. That’s our average. Payday three is a cool one. I’m going to take that home and mark it up a little bit in most cases, as long as I’m within the market range here. Let’s say it’s $319. I’m going to get all of the principal paid down on your underlying loan so you got a nice spread there. The larger payday is payday three when that thing cashes out. All three paydays for us, Chris, average about $75,000, our team. Our students go as high as $250,000 in some of the higher-priced markets where we’re on the lower end in New England.
Break down the math on that third one for someone reading to understand how that math works on payday number three.
Let’s do an exact on that house. Let’s say we mark the home up to $399,000 so there’s a $20,000 markup. Whatever the principal paydown is, on an average term, let’s use 36 months and let’s give it a small principal paydown of $300 a month. That’s another $3,600 a year. It was a little more than $10,000 for three years. You have $30,000 there.
Adding all of those three paydays, you’ll take one deal, get paid three times and on average makes $75,000. Let’s say you wholesaled a potential deal and make your $10,000 to $20,000 spread looking nationwide.
We don’t do them. I maybe did two in the last several hundred deals.
What’s the number two strategy for buying on terms? Break this down the same way. Give the example and value so students can begin to understand.
This is by far the most lucrative but there’s a little cost going in. Let me explain it. It’s donor financing but as you know, there are all different ways of donor financing. We look for free and clear properties. One-third of the US homes are free and clear so there’s a big pool with no mortgages. We will go to them and say, “We’ll give you a price,” sometimes even a premium as long as we get a term. Why? We’re paying principal-only monthly payments. This is key. This is where the money maker is.
I’ll give you an exact deal we did. I was in the market for $219,000 with a realtor. They couldn’t sell. They called me right before relocating and said, “Can you do the donor financing thing?” We had met before his realtor. Struck out of his realtor, he called me back. I said, “Don, what did you think you would get in the overall market with a realtor? You didn’t sell and you’re ready to relocate.” He’s debt-free. He said, “I was going to get around $183,900.” He had an exact number. I said, “I’ll pay you $183,900 and I’ll do so by paying nothing down. I’m going to pay you $923 a month.” That was my fancy metric. It’s about $900 but it was $923. “I’m going to do that for four years, principal-only payments.”
He said yes to that. With a brand new investment, I might wait and do this on the 2nd or 3rd deal. The only cost we have going in is I got to pay his transfer tax because he’s in a state that has transferred tax. I can’t say, “No money down, monthly principal but pay your transfer tax.” That’s a little hard to swallow. We paid his transfer tax, maybe $1,500 or $1,800. That was the only cost going in but picture that principal pay down. It’s the same way. We went out to the market at $225,000, bought it for $183,000 but every month, $923 is coming off the principal. With our payment of $923, we put the buyer in there, $1,500 as a specific deal.
You find the buyer. You’re paying $923 and then you have them paying $1,500.
You run multiple businesses too. For any business owner, the model of, “I need some cash now, over time and later,” is nice.
What was your ability to resell on the market at a higher price if you had difficulty doing that before? I’m guessing you’re going to a buyer that could not normally qualify for a loan so therefore, they’re happy to pay a higher price because they at least get the opportunity of homeownership. That’s why you could sell it and the original seller could not.
Many of them think that they’re done. I’ve had people go through bankruptcy and are like, “I thought I never could buy again.” They’re in tears. All we do is give them a pathway to get there. They thought they were cooked. With COVID, I used to say 62% to 82% of buyers can’t get financing in a regular market, in their current state without better repair. I don’t know what the number is. It’s higher because the banks are tightening down.
How many paydays do you get on the owner financing deal? You mentioned one, which is the difference between what your principal amount is with the seller versus what the buyer’s paying you. What other paydays do you get on that deal?
That was payday two, the monthly spread. Payday one is the same thing. The buyer came in. This was a lower-end deal, meaning upfront because we did it several years ago. It was $15,000 upfront. These days, we would take more but still good. That’s spread, that delta and then the backend is huge because, in four years, that’s $47,000 on principal, plus the markup from $183,000 to $225,000.
You get to keep the markup, which is big. In that situation, that’s a big spread. What is the average percentage you can get on a down payment on owner financing? I’ve heard it’s a little bit higher.
This is a good transition. We did a rent-to-own on that guy but we say to those rent-to-own buyers, “When you get your deposit up to 20%,” or if they come in with 20%, “We will then owner finance it.” We bought it and sold it under finance versus buyer donor finance and sold it rent to own. It’s higher and you get stronger buyers. We push 10% to 20% versus 7% to 10%.
If $75,000 is the average size of the deal on your lease option strategy, on the owner financing strategy, what’s the average size profit on that type of deal?
This is a metric you can bet on every time. If you do $200,000 homeowner up, that was $183,000. It worked. I’m giving you a metric. If you do four-year terms and more and you do monthly payments of $900 and more, it’s a six-figure deal. That deal I explained to you is $128,000 without any extensions.
That’s $128,000 over what period?
We got some creative deal structuring going on here. People reading might go, “I see this. This is some interesting ways to look at this.” Let’s go to the third strategy when it comes to buying on terms. What’s this look like?
Subject to is a little more advanced. There are two ways we back into this. One someone’s a little stressed out and they need debt relief. Whereas the free and clear person wants the best price. This person’s a little more stressed out, typically. They need out now. We’ll buy their home like you buy any home. The difference is instead of new money coming to the table. We buy it subject to, the existing financing staying in the seller’s name, even though we’re buying the home and taking title.
Break that down a little bit more in a sample deal. Maybe even one that you’ve done makes it a little bit more accurate.
My son-in-law did a deal down on Cape Cod. We’re in New England. Cape Cod is a resort area. It was a couple getting divorced. I’ll use round numbers from the top of my head. They were $4,100 in arrears. This is more advanced. This is when you have deals going that’ll sell or fund other stuff. House was valued somewhere around $425,000 already, regular market value. They own around $363,000 from memory. I’m probably a few thousand within that on their existing mortgage.
All they wanted was out. They were divorced and arguing. It’s $4,100 in arrears. If we didn’t do something, they were getting deeper and the property was getting trashed. We agreed to buy the home subject to and catch up on their arrears. The subject to was that balance of $363,000. We’re walking into immediate equity without having to jack the price up because the price is worth $425,000 all day long. We did that.
While the attorneys were closing the deal, we found our buyer and found it at $40,000-something down. It was 10% right off the bat, not staggered. It’s a big deal. We paid $4,100 in arrears but did the same thing, rent to own buyer so same three paydays. This deal is worth about $80,000-something. Here’s the pivot of the way you can back into the owner financing you brought up.
After they thought, “I’m going to have to go to the bank for the next 2 or 3 years. You guys won’t help me.” We said, “Good news, you never miss a payment and you get your deposit from 10% up to 20%. We will owner finance you and you’ll never have to go to the bank. All you can do is stay on time with us.” They’re ecstatic. That deal is going to become a lot more lucrative than the little lease we gave them upfront worth about $80,000-something. It’s going to be a 20, 30-year deal.
What do you see as the average profit on the subject to strategy?
Subject to’s are always over six figures. It’s a matter of do they surprise you and come up with some loan or cash out? It’s a bummer when they do that but I’m happy for them because we’re supposed to make them win.
If it does play out the way that it’s supposed to with the actual seller, you find those to be six-figure deals. If I’m reading this, I have a couple of questions. I’m putting myself in the audience’s shoes. My first question is, I understand how to find a buyer or a cash buyer for a wholesale deal and how to build a cash buyers list and email them the deals. Where and how are you finding buyers for these creative financing deals? These are different types of buyers than what we’re used to as a traditional wholesaler.
It’s the easiest practice of the equation because there’s an enormous pool of buyers that either aren’t bankable and have cash like self-employed people and/or need credit help and other help. That’s the easiest piece. It’s online. It’s RentLinx, Craigslist, Zillow. There are all the online portals that we use. We do have one we go through our folio, which plays all of that but it’s online. You will build a buyers list that’s enormous because of COVID but even before COVID, of people needing and seeking terms or some way out to get a mortgage eventually.
Are you building a database of those buyers or you’re just allowing the deal to attract the buyer each time separately?
A lot of wholesalers build that list firstly.
Is it built or this is magnetic like get the house out there and it’ll attract the right buyer?
The first house, I always tell them, “Get it out there. You’re bringing in 50, 100 sometimes 400 buyers and then you’re on your way so you don’t have to pre-build it.”
It sounds like in this case, it’s easier to build this type of buyer than probably the wholesaler has to build a traditional cash buyer list because there are more people and they’re probably more desperate. There’s not a solution for that particular person. If we were to take all of these, your experience of doing them over time, give us the top 2 to 3 things that you like the most about buying on terms where you’re like, “This is why I love buying on terms.”
What stands out ridiculously for me because I came out of the ’08 crash is not dealing with the banks. I got a guy call me and say, “I looked at your stuff. I love the terms and ideas but I got great credit so I got four loans.” I said, “You’re signing personally on all those loans. I know you got great credit. I don’t have to do that and that keeps me up at night.” First and foremost, don’t deal with banks and sign personally. That’s what I love about it. I’m not a fan of banks. I don’t know who is but I’m not. The second thing is the three paydays because if I parlay my first 12 or 18 deals, they have staggered paydays on all those deals. Could I then take a break without shutting down any cashflow? I could.
The idea of doing a deal once and getting paid multiple times versus a transaction treadmill of 1 deal, 1 payment, got to go do it again immediately.
I can then go hang out with you in Mexico and I don’t have to worry about staying here.
There are so many shiny objects. Don’t get distracted. You’ll have a great experience.
Any other benefits outside of those two? Maybe a third one that you appreciate.
From a gratitude standpoint, I appreciate that this is a three-way win-win-win, which is unique in real estate. We’re not stealing property. The buyer and the seller are not so usually ecstatic unless somebody has a life event.
No one’s being taken advantage of in these deals. It’s a win-win-win all the way. That’s a good feeling. You want to feel good about the type of real estate that you’re doing, particularly not coming in and being that traditional sharp. No one wants to feel that way.
It’s morally, ethically, you come out of there going, “That was cool.”
Give us the other side. Any guests I have on, to be honest, I don’t care what we’re talking about. If it’s direct mail or wholesaling in general or fix and flip or even radio, there’s always a couple of challenges and cons. If someone’s going, “Chris, I like this but give me the flip side so I can prepare myself on what I might need to overcome as some initial hurdles.” What are those things to prep someone for expectations?
Two things come to mind because we have the luxury or the benefit of having 80 or 90 people. We’re doing deals so you see different weird things happen. One is every new investor, us included, starts doing deals and they get anxious. They might not pre-qualify a buyer enough and end up with a renter. A wannabe buyer but just a renter. They never should have been in the rent to own in the first place. They didn’t have a big enough deposit. “I felt bad. I put them in the home. They ended up defaulting.”
You’ve got an angry or a frustrated buyer you set up to lose. That’s a nightmare that we’ve all lived through. Number one is being too anxious and putting somebody that’s not qualified. Number two would be making sure the market changing like it is. We don’t have this issue but when I started, it was a major concern. Three months, it would change again. You and I don’t know what’s going to happen. Having the right forms and agreements for whatever niche you’re in, I don’t care what niche you’re in because things are changing too fast. It’s super important.
I appreciate the candidness around that as well because everything as a potential option or business will always have some pros and cons. It’s good to understand those. Is this is a strategy for the seasoned investor? If I’m reading this show and I’m newer to the game, should I even start thinking about this or do I go, “Let me understand wholesaling and that before I open up to a strategy?” Who is the right person to go, “This is maybe a time for me to start considering this?”
A lot of people say to me, “Who do you work with?” Over 1/3 of people are brand new. They came from corporate. “With COVID, I can’t do that anymore. I can’t travel or I got fired.” A lot of them are brand new and they can learn it. Over and over again, we have that. We have people that are seasoned on the other end of the scale who say, “I can tack this onto what I’m already doing easily.” It’s a quicker transition for them.
You have people that are new, mid-level and probably even some people who’ve been in the game a long time looking for that magic. One thing I can tell to the audience, if this interests you is I run Multipliers Brotherhood. I’m around a ton of people at the top level of the game. I love networking. That’s how I learned. Chris, you’re the same way. The more of those relationships, it’s having your ear to the ground on what’s happening and what’s most cutting edge.
With COVID, generally speaking, a lot of the bigger players that depend on wholesaling, fix and flip some of the traditional stuff, were heading out and starting to move toward creative financing. The reason they were doing that is it’s not necessarily something that they would do traditionally. Not necessarily even something they might pursue if the market hadn’t changed. The one common thing I know is this. When the market changes like in 2008 or 2020, creative financing is the shift that you need to go to because you have to.
Part of the strategy of what I would communicate to the audience is it becomes a tool that’s almost mandated during a recession. Let me put it this way. It’s like short sells and REOs on the brokerage side. I’m not saying I would generally always want to do short sells and REOs. I know that the type of deals you’re doing is a great year in and year out because of the type of profit but that’s a strategy in the brokerage world that you might have to use for a season and then you move out of it.
If you’re reading, what I would want to drive home is that this is relevant to the 2020 environment as well. Chris, you probably got some people reading who are going, “This is interesting. You were able to simplify. I hear these things like subject to and I don’t know what they mean. Thanks for an introduction to this.” What might you want to sum up in the sense of what the audience needs to understand around this concept? Anything that I didn’t ask or anything that you’re like, “People need to know this if they’re considering this strategy.”
The things that come up a lot, Chris, would be, “This has worked in my market.” I just repeat and repeat. Understand you can do it in your market and it doesn’t matter the price range. I was on a call with a seller for a student, a $3.5 million house, same time, $60,000 houses. All price ranges, all markets. “Can you do it virtually?” Yes. We started about a year and a half earlier than COVID luckily and started teaching more virtual but it’s acceptable with everything as you know. You run everything from afar. Those are the two main things.
For the readers, especially if they’re new, it doesn’t matter what niche. I’m not someone to think, “This is the only niche.” All the niches are great. Look at what one you get passionate about and then find someone in it that’s doing it so they’re current, especially with all these changes. Third, follow that or them for 36 months. There are so many shiny objects. Don’t get distracted. You’ll have a great experience.
I’ll tell you the one thing I do know about my friends, associates and guys I run with. The ones that do buy on terms are all passionate about it. They tend to almost have a bias of, “This is the way real estate should be done.” It’s something I’ve observed. I don’t see anyone that’s going in your direction that isn’t doing it because they don’t believe in it. They’re almost zealous about these strategies is what I’ve found.
It’s almost like they feel that they’re superior and that’s not a bad thing. I’m looking at the people doing the strategies. What is their lifestyle? What does their day-to-day look like? Are they out of the business or are they still sucked into it? I see a lot of good qualities around investors that decide to go down this path from a lifestyle standpoint.
Chris, you’re coaching people on how to do this. You don’t just learn how to do these things without some type of guidance. Every time I want to learn something new, the first question I ask is, “Who’s the best person to show me how to do it?” Tell us a little bit about how you’re helping students do this. If someone’s interested, how in the world do they find out more, begin to ask questions and look at potentially hopping on board with what you’re educating?
Like you and I have gotten to know each other, they’ll get to know that we’re family and we care about the transaction. Coincidentally, I have the Bridge The Gap shirt on. What all that means is you know all too well, there’s a lot of junk out there. People go through course after course and come and go, “I already spent this much and I haven’t done any deals.”
Bridge The Gap is the time from, “I took a course or program and I did a deal.” We’re trying to bridge that and shorten that. We do deals with them in the trenches. Our coaches do what we do. We’re calling buyers and sellers with our students. That’s a big help. It’s not, “I did the course. Stuff happens.” There’s a big gap there. They can go to SmartRealEstateCoach.com. If they can listen to me babble for an hour, there’s a free webinar on there and they’ll enjoy it. It’s a lot of good content.
SmartRealEstateCoach.com is the place to begin, to go watch the video and size it up a little bit more if this strategy interests you. Chris, it’s a great value. Most importantly, I like how we came in and gave an overall survey of the land of buying on terms. Some of these episodes are the ones that someone follows and goes, “I’ve been going this route but this seems to fit me more.” What I always tell students is, “When it comes to marketing your strategies, they all work if you work them but even more importantly, they work for you in the sense of the way that you’re wired.”
Sometimes some people like wholesaling, others don’t. Do I like to fix and flip? Not really but it works. I’ve got buddies that fix and flip at a large level. I just prefer to wholesale. A lot of it comes down to your style. What type of real estate resonates with your personality, the way that you’re wired, what is your gift mix is. You might be reading this going, “I’m liking this as well.”
As always, we are helping people around the nation get set up on the radio. Chris, I always like to do surprise attacks when I have people on about the radio. They never know what I’m going to ask. Chris, you joined the REI Radio tribe. You’re a smart guy, been in the game for years and written three books. Why decide to implement radio? How does it help the strategy that you’re doing? Why end up picking that up as a marketing channel?
Before I was an investor, I’ve always looked at a variety of leads. I’m not banking everything on one source. That’s the first reason. The second reason is your credibility, frankly, and then the third is we’re always looking for the next step for our students. Where can we stay cutting edge? I felt that all three of those things nailed the buckets.
If you’re going to do these types of deals, you need the opportunity to do them, which means you’re always getting back to the most fundamental part of the business because you got to market to generate the opportunities to do whatever extra strategy you want whether it’s buying on terms, wholesaling or fix and flip.
Chris, I’m excited to be able to get in and help you set this up in your market as well. If you’re reading and you’re like, “I keep hearing students talk about radio and how well it’s working for them. I see guys like Chris that are super savvy sign up.” Go to WholesalingInc.com/reiradio, book a call and see if your market is open before it is sold out. Chris, thank you for your time. Anything else you want to say before we shut it down or you got it all out?
It’s good. You can do it. You can go after it in your term.
Thank you so much for reading. Until next time. We will see you soon to add more value. Talk to you later.
About Chris Arnold
Chris Arnold is a 15 year Real Estate veteran who has closed over 2500 single family real estate transactions in the DFW metroplex. Chris is the founder of multiple companies that are managed by a US virtual team, which allows Chris to run his organizations while living in Tulum, Mexico full time. His passion for leaders has led to the creation of Multipliers brotherhood which serves the top 5% of real estate entrepreneurs out of the US. Most recently Chris has launched his REI Radio coaching program. This program is designed to teach real estate investors the marketing stream that everyone knows about but NO ONE is doing!