Transforming Lives Through Real Estate

John Harcar (00:01.224)
Hey guys, welcome back to the show. I’m your host, John Harcar, and I’m here today with Toby Potter. And what we’re going to talk about today is transforming lives through real estate investing. Remember guys here at Investor Fuel, we help real estate professionals, investors, really service providers, 2 to 5X their business. And we do that by giving resources and tools that allow them to build the businesses they want to build and inevitably live the lives they’ve always dreamed of. So Toby, welcome to the show.

Toby Potter (00:30.83)
Hey John, thank you so much for having me on here today. Appreciate it.

John Harcar (00:33.872)
Yeah, thank you. And like I mentioned before, we got on the year. I loved your tagline. I’m super excited to talk about transforming lives to real estate because I’m alive that it transformed. Right. So, you know, this is something that’s close to my heart. But really, before we get into all that, we get into the nuts and bolts. Tell our audience about yourself, where you’re from, you know, how you got into this crazy world of investing or lending, et cetera.

Toby Potter (00:57.422)
Yeah, so I’m from Oklahoma, but moved down here about 32, 33 years ago and got into real estate through being a broker, a residential. Back in the early 90s, you didn’t have to have an minimalist license. You could just be a broker and do deals. And we did all that. I had a company called Imperial Mortgage Corporation. We had about 35 loan officers. They had a remax franchise, a title company, an appraisal company. So we had a one-stop shop there.

John Harcar (01:11.047)
Mm-hmm.

John Harcar (01:20.667)
Okay.

John Harcar (01:25.796)
Sounds like it.

Toby Potter (01:26.926)
Yeah, we were doing a lot of owner financing, helping people with credit issues, get their credit fixed and then rolling them into an FHA. And as everybody knows, the market crashed around 2008. And that kind of put us on a setback, but I really still love the real estate. I love the financing. And so in 2015, we founded Global Entity Finance to do just that. Banks really pulled out from 2010. Hard money lending really was conceived on

John Harcar (01:43.623)
Mm-hmm.

Toby Potter (01:56.852)
that time and as we saw that evolving we really wanted to jump back in and continue transforming lives into financial wealth, security, home ownership, so on and so forth. So that’s how we kind of evolved this and have grown it since from there.

John Harcar (01:57.575)
Mm-hmm.

John Harcar (02:13.639)
That’s awesome that you guys made that pivot after after we know the market made that, you know, did that down to you guys made that pivot and and it sounds like he kind of maybe got in front of the game a little bit, right?

Toby Potter (02:18.22)
Yeah.

Toby Potter (02:22.466)
We got into it a little bit early, of course, then COVID hit and put a whole nother spin on everything. But yeah, we got into it right when we saw that it was really a solid platform to lean on. When it first happened, I’m like, there’s no way all the banks shut down. There’s nobody doing 100 % on rehab and 15, 20 % down on purchase and all these 95 % LTCs. But I needed to see it. Once we saw it, we started right here in the Dallas area, did a 90 mile radius, and I did a test case for about a year.

It’s our own money, so we were driving the projects, meeting with the clients, meeting with the contractors, walking them through their scope of work, their budgets and all that, and then ensuring that success through that, and then seeing how we would transition those out. 2018, we became a national lender and really took this to the masses.

John Harcar (02:52.487)
Okay.

John Harcar (03:12.475)
That’s interesting. So you got out there and you really, mean, you did some hard testing on this, right? You didn’t just really kind of put it together. In theory, it works. You did the grunt work.

Toby Potter (03:16.909)
Yeah.

Toby Potter (03:22.678)
Right, well, and that was what back with Imperial Mortgage when we were doing those owner finance, we were doing fixing flips back then. They just didn’t call it that. We were buying properties, fixing them up, kind of an owner finance structure until their credit got cleared up and we could refinance them into an FHA. So it was that same concept. We just didn’t realize it. So probably did about 50, 70 deals back then. So I had a lot of knowledge of construction, grew up on a dairy farm. So if you can’t use your hands on a dairy farm, you will starve to death. Let me tell you.

John Harcar (03:28.261)
Mm-hmm. Mm-hmm.

John Harcar (03:48.583)
You

Yeah, right.

Toby Potter (03:52.526)
So, but yes, knowing what we were doing and really wanted to see what the market demand was, got embedded with several meetup groups, real estate investment groups, and then really took those newbies, those first timers, and we call anybody less than five deals a first timer, and just held their hand all the way through that process to ensure, number one, they had success, but to protect my money also.

John Harcar (03:58.428)
Mm-hmm.

John Harcar (04:02.021)
Mm-hmm.

John Harcar (04:08.103)
Mm-hmm.

John Harcar (04:14.585)
Of course, of course. And go to the back real fast. I think that experience that you had in those things that you went through, that really adds that credibility to you as well. And especially when, you know, once newbies, right, newbies want to come in and they want to feel that they have someone that they can really, really trust and lean on. So tell us about that. So what got you in into wanting to help these newbies, you know, kind of reach their goals?

Toby Potter (04:22.413)
Yeah.

Toby Potter (04:38.413)
Yeah.

I think I’ve been blessed my entire life. We’ve been given a lot of opportunities and it’s just the way I am about being able to capitalize on them. And as we were going to these different meetups throughout and getting our name out there into these networking groups, that was a lot of the conversation. Well, how do I get started? How do people break into this? And so as you and everybody on this call knows, 85 % of your time is spent trying to find the right deal. As I told you, we

John Harcar (05:01.798)
Yeah.

Toby Potter (05:10.838)
We look at a thousand deals a month and we fund 20 25 30 at the most because they just all don’t work and We would hear so many horror stories of people who got into a deal Got in upside down the project didn’t work and they lost their shirt on it And and when you really peel that back and sit down and talk to them it was all about that They weren’t coached. They had no idea they had no knowledge. They went to a seminar. They read a book They watch the YouTube but that’s not life experiences. That’s

John Harcar (05:15.483)
Mm-hmm.

John Harcar (05:27.12)
Mm-hmm

John Harcar (05:33.073)
Yeah.

Toby Potter (05:40.828)
hypotheticals. And so when I was putting my money out there I wanted to make sure that John if we leans you $200,000 you not only get the 200 back but we both make a profit on the deal.

John Harcar (05:41.905)
Yeah, yeah, and then they…

John Harcar (05:48.264)
Yeah, and to revert back what people are saying, what you’re saying is people are trying to what I call square peg round hole deals, right? Where you’re trying to make something fit, it’s not gonna work, you didn’t properly learn how to underwrite, you didn’t properly learn how to take everything into account, then you kind of shoot yourself in the foot.

Toby Potter (05:57.462)
Yes.

Toby Potter (06:08.238)
Well, and we see so many people do phantom income or phantom profits, meaning if I’m buying it for 200 and I’m going to put $75,000 into it and I’m going to sell it for 400, well, that’s $125,000 profit. Shit, anybody can make that work. Not necessarily.

John Harcar (06:23.151)
Mm-hmm.

Toby Potter (06:25.622)
Not necessarily, you got carrying costs, got what ifs, yeah, you got so many other things that really schemes, realtor fees of the buying and the listing, taxes, all those things that start eating that away and then they get to the final table and like, my God, where all my money go? Well, this is called phantom income.

John Harcar (06:28.303)
All the stuff you didn’t think about.

John Harcar (06:43.471)
Yeah. So how do you coach someone into, know, or mentor someone as far as making sure it’s the right deal? Like what steps do you, you know, make sure they walk through to, be accurate, to be, you know, make sure it’s a good deal.

Toby Potter (06:57.89)
So the very first thing we do is we get to know them first and foremost. When you bring me a deal, John, I’m going to ask how many deals you’ve done. We’re going to talk about those deals first. When you first come to me, we’re going to talk about what you’ve done in the past. How many? Where were they?

Purchase price, rehab, exit, can you back it up? Number one, so how many deals have you gone through, real life experience? Number two, we’re gonna find out about your contractor. How many deals of those did he do or is this a brand new contractor and what happened to that other contractor? And because if that guy didn’t work out and you’re now picking somebody new, what’s to ensure he’s gonna work out?

John Harcar (07:28.871)
Okay.

Toby Potter (07:35.31)
And then of course, once we get a full understanding, I get a full understanding of you, your experience, your knowledge, and how many things you know to look underneath and look behind the corners and all that. Then we start talking about the project and how you found it. If it’s something you got off of MLS, if you got it off of a wholesaler, how that came about and to ensure these numbers are accurate. Because two things have to happen. One is the purchase. Everybody knows if you don’t, should. The profit is made on the purchase, not on the sale. It’s made on the

John Harcar (07:46.939)
Mm-hmm.

John Harcar (08:03.345)
Yeah.

Toby Potter (08:05.304)
purchase because you got to buy it right you got to buy it where there’s plenty of truth plenty of equity that’s not already eaten up through some other faucet and it doesn’t once you bought it you own it and if you bought it wrong you’re gonna lose just bigger

John Harcar (08:05.871)
Why is that for folks that are listening that don’t understand that?

John Harcar (08:24.229)
Yeah.

Toby Potter (08:24.438)
So it’s all on the buy. How did you back into it? Here’s what I think I can sell it for. Here’s my rehab. Here’s my 70%. Blah, blah, blah. Does this work? And did you factor in? So then we go over that project with you. really, I need to know that you really know that project. You’d be amazed on how many people we talked to. And I’ll say, Hey, tell me about this property over on Elm Street. it’s a three bedroom, two bath, know, 2200 square foot. What’s the age of the house?

John Harcar (08:52.423)
I don’t know.

Toby Potter (08:54.146)
How was the roof?

John Harcar (08:55.591)
Oh, think it’s like 30 years. I think it was replaced two or three years ago. The tenant told me the tenant told me it runs fine.

Toby Potter (08:58.264)
Tell me about the HVAC system. Yeah, yeah. And I’m like, yeah, that’s right. Yeah, the seller told me it was great. Foundation’s great. So you gave me a scope of work of $60,000. Tell me about, know, and so then we’ll go. And if you don’t have the answers, John, I’m not investing in you. But what I will do is say, John, here’s the deal. Here’s my concerns.

John Harcar (09:06.917)
Yeah. Yeah.

John Harcar (09:17.979)
Yeah.

Toby Potter (09:21.738)
You’re so hungry. You’re so aggressive. I want to work with you. Let’s partner up on this deal and let’s make sure that you succeed. let’s, let’s go. You and I go meet at the property. Let’s walk it and let’s answer all these questions together. And the next time you’ll now know what to look for on the next project. And I kind of grill them about these questions so that when they do come back, they now know a checklist of questions I’m going to ask to have all those answers in place. And it makes them so much better and they feel better like, shit, I know this stuff now.

John Harcar (09:37.831)
Mm-hmm.

Toby Potter (09:51.584)
before they’re anxious, they’re nervous, they really don’t know, they’re just looking at, can I make 20-30 thousand dollars on the project?

John Harcar (09:58.856)
Mm hmm. As a lender, you see this a lot, right? You see someone who is truly a newbie in the business, right? And, you know, I don’t have that experience or they don’t have that, capital. They don’t, you know, they’re new. They, they saw something on the internet and they want to flip a house. the nut. Yeah, whatever. How do you mean? What are some things that you would recommend? Like, okay, look,

Toby Potter (10:19.958)
Right. Or a co-worker or a buddy or somebody. Yeah, yeah, yeah.

John Harcar (10:28.037)
These are these things that you need to know you need to have or, you know, before we’ll even think about lending with you.

Toby Potter (10:33.624)
So the very first thing we do is we ask John, there any way, however you got looped into this, is that person willing to coach and mentor you and partner up with you? If they’ve done several deals, maybe there’s where you start. If they’re not, because we don’t want to take away opportunities. But I say, Johnny, who you go to the gym with and you work out with and he’s been flipping some deals, he’s had great success. You now want to get into it.

John Harcar (10:47.996)
Mmm.

Toby Potter (11:01.838)
Would it be possible for the three of us to get on the phone and talk and potentially have him as a partner, a GP partner for you, to where he’s kind of guiding and mentoring you and you share a little bit of profit, but even if you gave up 20, 30 % of equity, it’s a lot better than losing 100 % of your money.

John Harcar (11:19.695)
Yeah, well, so you, so basically what he’d be doing is be leveraging his experience, his partner, other person’s experience. Okay. So that is a great way for a lot of folks to get into it is to utilize someone else’s, you know, I like to say what you utilize, it’s not what you know, too, you know, and they have the tools. You don’t utilize it till you get it. Right.

Toby Potter (11:35.566)
Tina.

Toby Potter (11:39.426)
Yeah, we always tell everybody your net worth is equal to your network.

John Harcar (11:44.133)
Yeah. Once again, back to your, your, your little catchphrase, you’re transforming lives. Why is that so important to you? Why is that the thing you put on your bio? Why is it, you know, why does it stick out so much in your mind?

Toby Potter (11:58.426)
It’s a legacy. It’s generational legacy. It’s not generational wealth. It’s being able to say, this company, this group, these people made a difference in my life.

And that’s why we do what we do. That’s what gets us out of bed every day. That it’s not the money. The money is a byproduct. And if anybody tells you they’re in this for the money, they’re doing it for the wrong reasons. It’s if you can transform, transform the lives, then you create something better that will last their lifetime along with your lifetime. And that’s what gets us through all this disruption, through COVID, through the high interest rates, all this noise has been going on. That’s what gets us out of bed every day is those testimonies that said, you know what?

John Harcar (12:18.726)
Mm-hmm.

John Harcar (12:41.958)
Hmm.

Toby Potter (12:42.676)
Because of you, we are where we are today. Because of your firm, because of your patience, because of all that you’ve done, you made a difference. And it only takes one to just launch you into a different mindset of, wow, this really is important.

John Harcar (12:57.573)
Yeah. And it provides, like you said, a better tomorrow. You know what I mean? It provides opportunities for folks. Now, let’s talk about kind of what your business looks like now. You mentioned you are, I think you’re in Texas, okay, in North Dallas, okay. You mentioned you lend nationwide now, correct? Okay. Are there any specific parameters, any criteria, any minimums, anything that folks would need to know if they wanted to call you about lending or reach out to you about it?

Toby Potter (13:01.986)
for everybody.

Toby Potter (13:11.02)
Yes, sir. North Dallas. Yep.

Toby Potter (13:16.088)
Correct.

Toby Potter (13:26.872)
So yes and no, so we want everybody to call us.

to because we want to hear we want to build relationships and want to tell them what works what doesn’t but for the for the parameters of underwriting in a property properties must be worth a minimum of $125,000 or more we don’t do those little bitty 30 40 thousand dollar purchase and 60 there’s a ton of those out there we just don’t do them we don’t do any so there’s a rule of thumb we don’t do any lending where there’s more cattle and more trees than people so if you look at montana wyoming

John Harcar (13:42.246)
Mm-hmm.

John Harcar (13:49.585)
Right.

John Harcar (13:56.89)
Mmm.

Toby Potter (14:00.188)
Nebraska, yeah, so if there’s more cattle or trees than people, we’re probably not going to do it. Yeah, we don’t do Arizona, we don’t do Utah, and pretty much what we tell everybody, our sweet spot is you take Texas all the way up to Tennessee over to North Carolina down. That is where the real estate bubble is, and it is a huge bubble right now.

John Harcar (14:00.485)
Idaho.

John Harcar (14:07.265)
Okay, I was gonna ask are there states where you don’t lend?

John Harcar (14:22.331)
Yeah.

John Harcar (14:25.913)
It is a big bubble.

Toby Potter (14:27.124)
That is so that’s where we’re hot in. That’s where we love to be in. And that’s where there’s great valuations every day compounding week after week.

John Harcar (14:37.153)
Do you have folks in these other markets that, because obviously we know, like, you know, if anybody has done any type of virtual investing, right, you know that each market’s different, right? There’s a pulse in each one. So when you’re evaluating, so let’s say I call you up and I got a property in Oklahoma, right? And I say, hey, you know, I let the partner on this, and you’re going to get evaluation. Do you have someone on the ground that helps you with that? Or what do you do?

Toby Potter (14:53.432)
Mm-hmm.

Toby Potter (15:01.314)
We do.

So we have AMCs, which is appraisal management companies, that have absolutely boots on the ground. We won’t use that appraiser if that’s not his neighborhood. So number one, we have that that’s double validated. And then because of our vast experience and all the business we’ve done, we have brokers in almost every MSA or their surrounding up. So if I’m even questioning an appraisal, I can go into my Rolodex and call a broker, a real estate broker and or a mortgage broker.

John Harcar (15:12.22)
Got it.

John Harcar (15:26.651)
Mm-hmm.

Toby Potter (15:32.304)
Say, tell me about this town. Is there something going on that I’m not aware of that hasn’t hit the news yet? You know, what do you see happening? And you may or not know, but lot of the listeners will. Right here in McKinney, north of us, is two towns called Anna and Melissa. And they have been just nothing but rural towns for the last 50, 70 years. But in the last three to five years, we’ve got an HEB, we’ve got a Buckees, we’ve got a, and it’s blowing up. And so if

John Harcar (15:47.43)
Mm-hmm.

John Harcar (15:57.244)
Mm-hmm.

Toby Potter (16:01.968)
anybody would have come to us three or four or five years ago to do in those towns, it might have been hit or miss. You come to me today, man, I’m throwing money at you right now, because that property valuation is just blown up. So because McKinney’s 400,000 population, but Anna Melissa’s 35, 36, they weren’t as hot of a real estate bed.

John Harcar (16:12.444)
Wow.

John Harcar (16:25.477)
Mm-hmm. Sure.

Toby Potter (16:25.482)
as they are today. And if you don’t know this because we live here, this is where we reach out to a local broker, a local realtor and say, what’s going on? They go, my gosh, we’ve got this huge H.E.B. going in, brand new, I don’t know, $15 million high school just was built two years ago. All this stuff that’s going on. All right. Now we can see the infrastructure is there. Now the residential can be coming in and the valuation is going to increase. So that’s what we do to make sure when we’re not in those areas as a true hot

John Harcar (16:48.379)
Mm-hmm.

Toby Potter (16:55.376)
bit.

John Harcar (16:56.039)
Got it, got it. How are you acquiring your customer base? Like what marketing efforts are you doing? How are you bringing in, bringing in your folks?

Toby Potter (17:03.822)
So we do, of course, back when we started, we were at probably 30 different real estate association expos, some it’s all that nationwide. I was on stage at every one of those I could be at. Today, it’s all word of mouth. mean, and we are getting back to the stage. So now that we’ve kind of really got a lot of things fine tuned after this interest rate hike of after COVID, and then the interest rate hike of 2022, things are just really starting to pick back

John Harcar (17:11.929)
Okay.

John Harcar (17:16.615)
Cool. Yeah.

John Harcar (17:29.812)
Mm-hmm. Mm-hmm.

Toby Potter (17:33.776)
Now we’re going back out into the streets. We’ll be on every stage and platform you can imagine over the next nine months.

John Harcar (17:41.65)
Beautiful. And we’ll talk about that a little bit later off-camera. Where do you see this whole trend going of interest rates, of all this? mean, we always hear mixed results. It might go up, might go down. We don’t know. so much, I mean, with all this stuff that has been happening in the country this last couple of months, where do you see it? I mean, like, where do you see the trend going?

Toby Potter (17:59.576)
Yeah.

Yeah, so I believed with the new administration coming in November of last year, I believed interest rates would take a dive. I believe that Trump getting into the office, he would lower the interest rates, get that injection into the back of the market.

John Harcar (18:10.213)
Mm-hmm.

John Harcar (18:16.881)
Yep.

Toby Potter (18:18.358)
the last couple of reports he has posted, he’s not moving interest rates. So I think he’s needing that to help continue to bring down inflation and keep that going into the deficit. think with all the…

John Harcar (18:30.587)
Mm-hmm. Mm-hmm.

Toby Potter (18:34.046)
Money that Musk, Elon Musk has brought back to the economy and brought back into the deficit, this will help bring that back into play. But I don’t think it’ll happen until the third quarter, in my opinion, and I’m nowhere close to that pulse. But therefore, I think we’re at.

John Harcar (18:41.103)
Mm-hmm.

John Harcar (18:45.777)
Yeah. Are you? Are you seeing any trends in the asset classes like maybe a little bit more pickup or going, you know, increase in lending for multifamily and commercial, maybe like a little, you know, stagnant or flatness on the single family side? I mean, what are you seeing in that regard?

Toby Potter (19:05.326)
So our biggest demand right now is single family, one to four DSCR loans. So those are, mean, they’ve taken over, know, they came out in 2019, capital markets hit and hard money did, came out in 2019, then died during COVID and then came back even stronger. And then kind of balanced for 2022, 2023, but now everybody is jumping on that acquisition and hold DSCR. And so we’re…

John Harcar (19:10.737)
Yep.

John Harcar (19:16.903)
Mm-hmm. Mm-hmm.

John Harcar (19:32.249)
Yeah, and for folks that are on on here that might not know because I didn’t mean to interrupt what is Yeah, tell folks explain a little bit more about I mean, I know it is but what is dscr?

Toby Potter (19:36.942)
No, you’re good. I didn’t even think about that.

Toby Potter (19:42.744)
So it’s debt service credit ratio, what DSCR stands for. And basically what it is, it’s a 30 year fixed.

Rental program which we offer with no doc so you can go get that to the Fannie Freddie and all that You got to provide w2s pay stubs tax returns blah blah. We offer it just like a hard money loan It’s no doc and it’s asset base and basically the rent has to offset the debt by a 1.25 ratio or greater so many night if I’m charging if I’m my mortgage is a thousand dollars a month and I’m getting 1250 a month in rent that it DS er’s or debt service

is the note. Yep. And so that’s what that is. Sorry for being so vague and not…

John Harcar (20:24.967)
No, no, no, no. Like I said, I understand a majority of our audience will, but just for the folks that don’t. And well, right. And like you said, it’s been here since 2019. I mean, it did come in then and did like took a dive. Now it’s coming back, just so folks know what it is. Are you seeing more of a trend then of that, of people using the DSCR versus?

Toby Potter (20:29.194)
Right. For that one guy that doesn’t know it, yeah.

Toby Potter (20:40.61)
Come back hard.

Toby Potter (20:46.198)
Yeah, we’re probably right now, we’re probably 65 % of our closing is a DSCR versus fix and flip. And then we’re seeing a huge, huge uptick in multifamily. If every article you pull up, you just Google real estate trends in America right now. And there’s 15 articles about multifamily acquisitions. Everybody’s getting back into it.

John Harcar (20:53.852)
Okay.

John Harcar (21:04.806)
Mm-hmm.

Yeah. Why do you think that is? Why do you think now is the catapult time to get back into it?

Toby Potter (21:13.966)
I think here’s why, because two reasons. One, we have a 6.5 million housing shortage nationwide, and it may even be bigger than that. But we have 6.5 million people in the nation that need housing, and…

homeowners aren’t selling because they went through COVID and got those 2 and 3 % interest rates and they’re not going to buy because they can’t get it. They’re at 7 % today, 6 and a half, 7 % to buy. So they’re just like, we’re just going stay where we’re at. So you don’t have sales, existing housing sales. Construction cost is high with the tariffs going on construction. So now it’s getting a little bit expensive to build a single family rental, but you have all these apartments that makes more

John Harcar (21:42.001)
Yep.

John Harcar (21:53.499)
Ha ha ha.

Toby Potter (21:58.673)
per unit. Yeah. So with that, that means…

John Harcar (21:58.886)
Yeah, yeah, of course. You know, I’m here Boise. I’m here Boise and I’m seeing apartments go up like it’s nobody’s business.

Toby Potter (22:06.764)
Now, right here, I’m telling you, if there’s a vacant two acres of land, we’re going six stories up right now.

John Harcar (22:12.667)
Six stories. You know what is funny is because I originally came from California, Orange County, California. And that’s exactly what they did is they’d find this little small plot of land and just go, Yeah, three stories, it for 800 grand. Whatever it might be. Yeah, it’s crazy.

Toby Potter (22:20.128)
Yeah, straight up. Yep, just go vertical with it. Yeah, per unit. Yeah. Yeah, so that’s what, so you’ve got the one to four family rentals that people are still buying and turn them into rentals because of the demand. And then for those big time.

John Harcar (22:35.727)
Mm-hmm.

Toby Potter (22:38.538)
institutional investors, all that, they’re all going to multifamily because it’s a bigger bang for the buck. And rental income, because the economy and inflation is coming down, people are starting to make a little more money. They’re on that trend up, and so I can start raising rents now. Where three years ago, I couldn’t raise rents, and you had the moratoriums on evictions and all that.

John Harcar (22:43.098)
yeah.

John Harcar (22:50.342)
Yep.

John Harcar (22:53.777)
Yep.

John Harcar (22:58.491)
Yeah, you know, and it’s funny because this is a lot of common theme stuff that we talked about at our last Mastermind in Salt Lake in January. was, a lot of people getting more into the multi and that’s getting back. Anybody looking to get into this business, you know, for a newbie once again, any fresh advice? Like if I called you up and said, hey, I’ve never done anything, what do I do?

Toby Potter (23:20.066)
So I think the first thing you gotta do is you gotta get a coach. And that coach can be a partner, a financial partner, which is the best because now they got skin in the game. You can get these guru coaches, these 30,000 feet out coaches, and they’re good. The problem is that you are limited on advice and coaching and real time answers. You get a financial partner.

John Harcar (23:30.044)
Mm-hmm.

John Harcar (23:43.291)
Yeah, connectivity.

Toby Potter (23:45.772)
Yeah, connectivity. But you find one that’s in your area. Number one helps. Number two, one that will invest with you on the project so that they can ensure success. If you can’t get a coach to invest with you on a deal, I don’t know if that’s the right coach for you. But that’s first thing to get you a coach and then just become a subject matter expert in your backyard. I get so fed up with these guys who say, you know, here in Dallas, you know, I’ve done five

deals and I’ve got these, I’ve done five single family, two, $300,000 deals and we’re buying a $10 million multifamily in Florida. Like, why? Why? Help me out. Well, it’s a great deal for somebody, but not for you.

John Harcar (24:25.404)
it.

John Harcar (24:31.865)
Not for you, not in your skill set yet.

Toby Potter (24:32.896)
Yeah, you’re right. Here’s a great deal for some of them, not for you. So stay in your niche. Stay in your backyard. We spent two years, year and eight months right here in a 90 mile radius of McKinney. So I drove every property. Every time a contract put down, I drove to the property with the person. Every time an inspection for a draw came up, I drove it and inspected it. We mastered this right here and then slowly built out so that we could duplicate it.

John Harcar (24:37.329)
Yeah. Yeah.

John Harcar (25:00.891)
Yeah.

Toby Potter (25:01.806)
And that’s what people just don’t think about. It’s like, oh, you know, I did five or six. I made some good money. I got two, $300,000 in the bank now, and I’m going to buy this $10 million property. That’s fine. Do it right here in your backyard where we can manage it. Yeah.

John Harcar (25:14.503)
Yeah, the shiny object. Shiny objects. Wow. I think we can go on for, yeah, we can go on with this forever. Any of the folks that are on here that want to get in touch with you, how would they reach out to you? mean, you know, I know I got your socials and I’ll put them in the notes, but how can they get in touch to talk with you about lending, talk to you about getting into the bit, anything?

Toby Potter (25:19.168)
Yes, your picture’s great.

Toby Potter (25:34.294)
Yeah, yeah, just I’m telling you, you can I’m on Instagram. I’m on Facebook. I’m on LinkedIn. I’m on every social media, which he says he’s got them. But you know what? Call us 214-548-5190. Call in. Tell them you saw me on this podcast. Give me a call. I will personally set up a time and talk to you and coach you through it. Or you can email me. And it’s real simple. It’s Toby, T-O-B-Y, at.

Global integrity finance dot com that’s my personal information and one of the things that I always tout is You know everybody talks about integrity and take you know what it’s so important to us. It’s our middle name global integrity finance Integrity is our middle name

John Harcar (26:16.581)
guys and if none of you don’t take advantage of this fact that he just gave his personal number to you to reach out and at least say hello get a little bit of get a nugget of knowledge man i hope you got a bunch today because i know i sure did toby i i really appreciate anything else you want to you to say

Toby Potter (26:31.042)
Yeah.

Toby Potter (26:35.426)
John, appreciate it, man. This has been an honor and a pleasure. Anytime you want to chat, let’s just hook up and talk, buddy. could, you and I could probably do this for 10 hours and have all the content you’d ever want.

John Harcar (26:37.711)
Yes, yes, thank you.

John Harcar (26:44.104)
We probably could. We probably could. And you know what? I will not have a problem sketching another one. We’ll do it again here shortly. Alright, guys. Everyone, hope you had a great show, and we’ll see you on the next one. Cheers!

Toby Potter (26:51.182)
Let’s do it, buddy. Appreciate you, man.

Toby Potter (26:55.864)
Thanks, buddy.