Level Up Your Deals: Creative Deal Structuring For Today’s Market With Chris Prefontaine

In the world of investments, traditional methods might not always be the best fit. In this episode, Chris Prefontaine, with over 33 years in real estate and the founder of Smart Real Estate Coach, joins Derek Dombeck to delve into the nuances of creative deal structuring. Reflecting on his journey since the 1990s, Chris highlights how the 2008 crash spurred a pivotal shift towards non-traditional real estate methods. He discusses how these strategies, like owner financing and subject-to-existing financing, have become essential in navigating today’s volatile market. This episode offers a comprehensive guide for both seasoned investors and newcomers looking to thrive in today’s dynamic real estate market.

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Level Up Your Deals: Creative Deal Structuring For Today’s Market With Chris Prefontaine

Introduction

This show is brought to you by No Means Not Yet Negotiations Training, which you can get at TheGenerationsOfWealth.com/NoMeansNotYet. In this episode, I’ve got Chris Prefontaine. He is literally wicked smart. That is what he calls himself and his brand. Chris is the Owner of Smart Real Estate Coach. Chris, I cannot tell you how much I appreciate you being on the show, and this can be a lot of fun. I think we’ve got a lot of great stuff to talk about. Can you give the audience a little bit of a background on yourself and introduce yourself?

We’ll probably go quickly because I’m from New England, if you want to go back to any piece of this, you let me know. I’ve been at real estate. In September 2024, we will be 33 years. It’s frightening to think about that, but I’ve been at it for a while. I’ve seen a bunch of different cycles. What I’ve experimented with over the years since 1991, is we built a bunch of homes. I owned a brokerage for a while. I had my real estate/broker hat on. I sold that to Coldwell Banker in 2000. From 2000 until the crash of ‘08, I worked my own properties, all kinds of different asset classes, single family, condo, conversions, and commercial. The crash though was the impetus for what we do. The crash taught me a lot of very hard lessons financially.

When I came out of that, I said, “I’ve got no credit. I’ve got no money. I’m not bankable. If I wanted to do real estate, I had to do it creatively.” That’s how this whole thing was born. When I say we, it’s a family company. From 2012 until now, myself, my son-in-law, Zach, my son Nick, and now a great team all around the country post-COVID. Everybody’s everywhere. We buy and sell real estate now personally, and we teach it all across North America. We only buy without using banks and without using gobs of money. owner financing, lease purchase, and subject to existing financing. That’s it forever. We’ve got students doing deals all over the country. We do deals with them. It closes that learning gap. That was 33 years in 3 minutes, but I can go back to any piece of that if you want.

I can tell you I think we’re brothers from another mother because I lost everything in ‘07 and ‘08, same deal. It wasn’t bankable anymore and learned how to do creative real estate.

It’s music to my ears. You have to come to my show, then I’m going to make a note. That’s awesome.

Overcoming Challenges

I’d love to. Let’s dive into some of that. Right after the crash, what were your feelings? I know how I felt, but what was it for you? How did you keep going and not throw in a towel as many people do?

I still hear it nowadays. They have their heads in the sand to this day. I’m not going to say it was easy. It was terrible. I remember it, you probably do too like it was yesterday. February of 2008, literally I knew where I was, and then February 2012, was the window where I was mad at myself, confused and blaming myself. It was in my head because this is much mindset. Finally, I said, “If I’m going to get out of this, what’s it going to look like?” That’s how we designed the three paydays and everything we have going on now. It was mostly mental. To answer your question in a short form, a lot of investors don’t realize how mental this game is. It’s an entrepreneur, but certainly, what you and I went through, at least for me, it was a lot of mental stress.

Coming out of that, I said, “Why don’t I go seek out people who are doing what I want to do like I always did.?” I had my head in the sand for four years. That’s what pulled me out of it. Getting around people who are bigger thinkers and have already gone through a lot. In fact, I called one gentleman and he literally laughed. He said, “Here’s what I’ve gone through,” and it was mountains worse than mine. It made me feel a lot better. Not that he felt good, but he helped me come out of this. There’s a bunch of people like that that I called and helped me get out of it.

What do you think people lack? I see people and, and we’re in similar spaces as far as probably some of our network and things we do around the country and the mentality is easy to quit. What do you think people lack today to have that fortitude to move forward as we did?

It’s a good question. I never thought about it formally, but let me say a few things that come to mind. 1) Unfortunately now in the marketplace, you and I both know, you’ve got a lot of great marketers that don’t have the experience that you and I have. It’s very important to know this. They’re marketing heavily on social and elsewhere. There are two problems with that. The message is 1) “Get rich tomorrow. Get rich quick,” and it’s not. People have this mismanaged expectation when they try a niche or try a different avenue in real estate. If we’re trying to teach someone, that sets us up to have not a great experience with them because they think that they have to succeed tomorrow.

The second thing is with respect to those people who are great marketers. That might not be in the business for long. You have to be careful because you’ve got to be around people who have gone through cycles in life, real estate, and economic cycles. Those two things right now are lacking. People are running to the shiny object and people have mismanaged expectations. This is what drives a lot of what we do, because I call it closing the gap, that learning curve, the time between when someone takes a course or a seminar or whatever and does a deal. Sometimes it never happens because of those mismanaged expectations or because of some aggressive marketing. That’s what we’re out to fix, create a little bit of a revolution.

Real Estate Deals Approach

I get the same thing from my local community. I’m in Wisconsin. I have to work in a much wider area from a population standpoint. I speak and teach all around the state and as well as the country. People are always in awe of the creative deal structures. I tell them, it has nothing to do with structuring creative deals. It has everything to do with solving that person’s problem that you are trying to buy from. I feel like many people are shortsighted to where they’ve got one tool in their toolbox. It’s a big damn hammer, “I can buy all cash for $0.65 or $0.70 on a dollar minus repairs,” and that’s it. They’re only looking at what’s in it for them instead of what’s in it for everybody else. How do you approach your real estate deals and your leads? What does that look like?

I’m in sync with you again on this 100% plus. This is what we do, which we teach our associates if we would all go out literally each day and say, “Who can I help? Your attitude is different on the phone.” It comes across to the seller. You truly are looking to either solve a problem and that’s the case of someone financially or you’re looking to help them accomplish a goal. Markets not letting them accomplish i.e., we talk to a lot of free and clear people. They’re not hurting financially. They have no mortgage, but the market’s not giving them maybe a top dollar and we can do it as long as we have time, either helping accomplish a goal like that or solving a problem. If you go at it every day like that, there are endless deals, and a prosperity mindset.

I said to my wife, “I finally got caught up. I did a bunch of my own calls. I love being in the trenches still aside from coaching people. Every conversation was pleasant because my attitude is, ‘How can I help you?’ if I can, great. if I can’t, great.” Many people go, “How do you convince the seller to do owner financing with principal-only payments or how do you convince someone to turn? You don’t convince anyone of anything. To your point, you solve problems.

It’s like talking to myself right now. Honestly, when I get on the phone with somebody and I’m focusing 100% on them, I’m doing them a disservice if I’m not asking them the hard questions because I can’t help them if I don’t ask the hard questions. When I get people that call me for advice and they’ll say, “I think I can buy this property sub-to. I think the seller will carry financing, “What do they own a property?” “I don’t know.” “How long will they take payments?” “I don’t know.” They don’t ask the questions so you don’t market for or find creative deals. You build creative deals out of conversations, and that’s my belief. How do people start that transition into figuring out creative deals and terms deals? Where do you lead them down? What path?

As far as the initial foray into or building the foundation for a new person, all of our students, whether they stick around and do deals with us or whether they go off on their own, all go through our basic platform. I’m going to marry this to the answer I gave you earlier when I said people market stuff. I’ve been told by even competitors. They say, “You have this course,” we call it QLS, “You should cut all that up and sell all these different programs. Don’t give them.”

We have 12 mods and 60 different audios and videos and all kinds of things in there. It’s not a course. It’s an online resource center because you can go through it over and over again, or you can go back to certain modules like, “I got to brush up on sub-to.” They all have to go through that basic course. We’re talking the same language or the same vernacular. That’s a long answer to say they have to go through that curriculum, and then we’re talking the same thing because we trademarked the three paydays. If someone comes in and didn’t take the course, they think I was talking in a different language. I think that nailed your question about tracking what down.

What is three paydays? Explain that.

When I came out of the crash, there was one thing that I was frustrated with when I thought back to, “What am I going to do and what type and what niche?” That was getting paid once. It was frustrating because every January when I was building homes, I go, “I got to build this many more homes,” or when I was a realtor, I did 100 homes a year. I got to do that again in January. It’s all hustle and it’s all transactional. I’m not downplaying it. Real estate has been great to me, but you can muscle your way to $1 million income by muscling your way. You can work harder, you can stay up late, you can do more calls. The challenge is I didn’t want that transactional income anymore.

That was one of the rules that I said, “I’m going to fix this.” On the three paydays, we exit a lot of our properties, most of them at least at the beginning or with a rent home program that is super successful and gets most people to the finish line, unlike most. The three paydays are money upfront down payment. They’re a true buyer. That’s your deposit. Payday two, every time you launch a deal, you launch a new series of income monthly. Now you can pay overhead and there’s a spread there between what you’re paying on the property and what they’re paying you.

Payday three is terrific because when you cash out of these deals, you’re accumulating any price mark of sure. You’re also accumulating all the principal paydowns throughout the term of the deal. Those are the three paydays. If you and I were going to open a restaurant tomorrow and someone said, “I could teach you how to do now money over time, monthly money, and long-term money,” we would be like, “It’s a great model for any business.” That’s what we’ve done for the real estate deals.

Working With Students

I thought you were going to go a little different direction, and I call it triple dipping. What we’ve done in the past is I might put a property under contract, wholesale it to a rehabber, and give them the funding to buy it from me and rehab it. In some cases, I partner with them and join Venture in the rehab. I get paid on the wholesale, the loan, and the end sale. You do work with your clients or your students, do deals and you’re doing that all across the country. How do you manage that?

We’ve got five coaches now. It used to be me, my son, and my son-in-law. Now we’ve got five certified coaches. They have to have gone through our program. We have different levels in our associate levels. They have to have gone through the highest level, which means they worked with me at some point and then they have to complete five creative real estate deals, then they can go through the certification to become a coach. I still work with the higher end only because I love doing deals. It’s why I sell the company. My son-in-law likes scaling and doing other things. He’s doing that. I stay in the trenches with the associates as do the coaches.

We have a community director, Kelsey, who’s simply amazing. She has a Doctorate in Human Psychology and loves coaching. She runs all of the liaisons between the community and the coaches. Those are the two ways we handle it because there are a lot of deals. I mean some months, it was close to a record. It was close to how it was when COVID first hit. I think we’ve brought on twenty properties or something like that in the community. It’s a lot of properties in our agreement. We’ve got some cool systems built in to manage that and to train people through the process.

Is every agreement with each student individualized based on the deal or is it a set parameter, “This is the split across the board?”

These 3 or 4 different levels, and depending on what level they’re in, there’ll be a different split associated with all of their deals. They’ll decide that upfront, everybody knows what’s going on and then we get in the trenches and do deals with them. As an example to let the audience know what I’m talking about when I say in the trenches. We do calls every week, private calls with each group, and then we do big calls with everybody. We were on a call and there were some questions. I was running the call and it was with my higher-level people. One guy said, “I get this woman who texted me. Do you mind giving her a call right now?”

Live on the call, we called the seller and structured a whole deal. We sent an email out to her and he’ll get the appointment and probably get the deal. That’s important because the whole group got to see that and feel that even if they were new, they’re like, “What did he say? How did he say it? Why do you say that?” To your earlier point, those hard questions, they hear that over and over again live because we’re doing it with them. That’s a big difference from, “Here you go, here’s an ISO course. Good luck in trying to make that work.” In the real world, it’s not fluffy when you get out there by yourself.

When you’re doing these deals with your, your students, you’re not putting in any of your own money. You’re not signing on any loan or coming in as a consultant.

They’re not with a few exceptions either because with a lease purchase they’re putting down $10 on a deposit, that’s easy. If they’re buying an order financing with no money down, we don’t expect a seller to have to come out of pocket. They usually come up with a little money for transfer tax. Sub-to carries some closing costs as well because typically they need fixing tomorrow. They don’t have any money. Generally, you’re talking little to no money and never, ever signing personally.

I’ll give you an example for the reader. Going into COVID, we had a peak amount of properties coincidentally, our family team, not even the community. We had 75 or 76 with that family team with all rental home buyers in them. Not one single loan was we on personally ever would know will we ever be. Compare that to the ‘08 crash where I had 22 or 23 and every one of them I was on. You can’t negotiate when you’re on a personal guarantee. Can you negotiate when there’s no personal guarantee and you’re in a creative real estate deal, you sure can and should because you have all the leverage. Big difference.

I’ve not personally guaranteed any of my deals since 2007 for the same reason. I think this is good for us to clarify, that doesn’t mean that I’m not responsible and that I’m going to walk away if things go at all. It means that there is a better way and other ways to structure these deals where it’s based on the deal. If the deal goes bad, you will lose that property potentially or have to for sale it or whatever. I ran a lending company with a business partner for ten years. We started a hard money lending company primarily because we were raising private capital and we had more capital available and we had deals when we started in our arbitrage business, which grew far beyond what we ever imagined it would.

We had everybody sign personally, but we structured differently, and I’m not giving anybody legal advice, instead of them signing a personal guarantee, they signed as a co-signer personally. At least where I live, according to our foreclosure attorney, if somebody signs a personal guarantee, and the property takes a loss, it has to take a loss before you can go after them personally. If they did the loan in an LLC, it is insolvent and there’s a $50,000 loss, then they come after you personally for the $50,000. When somebody signs as a co-signer, we can put judgments against them simultaneously. That is not something that is often talked about, but it’s also another point as to why you may not want to sign personally or at least know what you’re signing.

I like what you said. That doesn’t mean responsible. I’ll give you a quick example because these always resonate with people. They’re real during COVID, out of those 75 or 76 properties, we had four headaches. One was on a good-sized property where they were a professional. Professional meaning they knew what they were doing to avoid rent with the federal changes and everything. We put the wrong buyer in our fault. I called the owner and said, “I was responsible. We kept making the payments.” I think it went on like nine months because of what you said. You have to do that. We have an A plus with the B, you can’t mess with that stuff. That’s your integrity.

The difference is, because I wasn’t signed first, I called up Bob, the owner, it was his name, I said, “We need to add another six months.” He said, “I’m not sure if I can extend that.” I said, “Here’s what we’re doing. I’m paying you every month, but here’s what’s happening in the background. I can give you the house back if you want.” He said, “No, I’ll give you the extension.” It’s a different conversation than, “I got you. You’re on it personally.” It’s a different negotiation. That’s all it is. He was very happy that the house had been cashed out. This is what happens with the responsibility. You got to do what you say you’re going to do.

I would add that dealing with people instead of institutions is a completely different game and much more reasonable and flexible in most cases.

5 or 10 minutes and a piece of paper versus hours and red tape.

Transitioning From A Job

Your firstborn child and a blood. Another question that comes to mind is often people ask me, “How do you have time to do all this? I have a full-time job. People have to be full-time in the business to start doing terms deals.”

I have a couple of answers. I prefer that they have something going on before they see us. If they don’t and they’re in dire straits because they got something fine, we can structure a plan. People who come to us who have a job are solid. They want a plan to get out, what I call escaping the W2. Where do we work in time? I’ve had people that have fifteen-hour days. I’ve had a guy who left his job in the last May and worked 30 years for the government with 115 employees. He found time because we said, “Here’s the plan over the next 24 months.” He took a little less, “Here’s the schedule. Here’s where you’ll end up after that.”

In other words, it’s very predictable, versus, “I’m going to try this.” It was all hands on deck coached everyone to get him out of his job. They can do it if they’re willing to set up a nice plan to attack it and willing to burn the candle on both ends until such time they’re full-time or stay with your job. Let me say this. Our deals range from 3 paydays, $45,000 to $350,00. It was a new record. I have an attorney who goes, “If I do 1 or 2 a year,” he runs a law firm. He’s tinkering with this. He’ll never leave the law firm, in my opinion. It’s not his goal, but he’ll do a deal at 2 or 3 a year because this is super profitable. Everybody has different goals, but if they want to get out of the job, we can help them.

Let’s go to that. When should they get out of the job? I will admit to you that in ‘07, I still had a job fortunately because we lost everything and it took me quite a few years to get back to the point where I felt like I could walk away from the job and not end up jeopardizing my family. In hindsight, I wish I had left my job sooner. When do you think, in your opinion and what needs to be in place before somebody should leave their job?

If they have the choice, let go. I have a comment on that too. Everybody has a different palette. I’ll use first names only. Mike in California comes to me on February 17. We talked on the phone. He joined one of the levels and I flew out to see him, which we do on occasion. He said, “I want to be done in 24 months.” I said, “I think you can do it a lot quicker.” He was like, “Here’s why I want to do it 24 months. I want this much in the bank. I want to see three paydays on my schedule at least projected out 2 or 3 years of X amount of dolls.” He’s very conservative.

Everybody has their thing. I had another guy that after nine months, Brian in Chicago said, “I’m done. I got a 401(k). I talked to my CPA and your CPA. I have a plan. I’m leaving my job.” He was aggressive enough to say, “I can lean on my 401(k) funds for now and I know how fast I can ramp this up.” Those are two different extremes or personalities. Everyone’s going to have a different answer to that. I would say to those who have a job now, please understand one thing, and I’m super adamant about this, “The risk is not starting your own business in real estate. The risk is your job.”

There’s no question about it. The risk is your job, especially when the economy’s doing what it does and it’s going to be unpredictable. That’s your risk. How about a plan now to parlay a bunch of deals? You are working with Derek, me and you parlay a bunch of these deals and then you’re comfortable. I have a woman who is begging her boss. She’s in Maine. Judy. She’s literally saying, “Can you put me in the next layoff package?” She wants to leave and be full-time because she’s been out for a year and a half. She’s like, “I got to get out of there.” Do that. You’re in a position of control of your own finances and you can literally leave or ask to be let go because you have enough deals built up.

A challenge that most people have is they use bank financing for everything. As soon as they quit the W2, the bank shuts them off. That’s the beauty of learning how to do terms deals. We don’t need the banks. I think using banks is absolutely lazy. It’s not that you shouldn’t do it, but to me, that’s about the 3rd option, not the 1st option. It’s great if you have that option. You don’t want to have to work with no credit, no money if possible. I still say publicly on this show and many other people’s shows, “Losing everything in oh seven was the best thing that ever happened to us.”

Same with me.

“You either quit or become what we are nowadays.

The time before that, that was a bit of a push. I learned from it in ‘91, what got me full-time in real estate as I grew up in a family welding company. It’s not a welding supply company. It’s not a real estate company. In ‘91 my father sold and the new company was supposed to have me as general manager and after one month they let me go. I had kids, 1 and 2 years old. They said, “Here’s your car. It was a Nissan and here’s one month’s salary for severance. Bye.” That was it. Talk about excitement and panic at the same time, but it was the best thing that ever happened.

Market Challenges And Opportunities

What do you feel is the biggest challenge in today’s market and what are you most excited about in today’s market?

You’re talking about the actual market. The biggest challenge is if you’re not equipped to the bop and we with the market, and unfortunately the media’s screaming, they’re always incorrect, but they’re screaming, that it is going to crash. It’s going to boom or whatever. They are never correct. If you only know one thing, you’re going to feel stuck, and rightfully so. When you learn creatively like Derek and I have spent the time to do, you will be excited to pivot as the market pivots because whenever there’s uncertainty, the sellers and buyers need a guide. If you are creative, you’re it. You should get excited every time there’s an election and every time interest rates change. Anytime there’s anything going on that confuses people you can help.

That’s what you should be super excited about. I will tell you in 33 years, I have not seen the demand and the awareness the way it is now for creative real estate. I’ve been screaming about it for a while. You’ve been screaming about it for a while. Everybody’s going, “That’s where to be now.” Communities of wholesalers and communities of rehabers are calling us going, “Can you teach our community what you guys do? It’s been around since the 1600s. Where have you been?” I’m excited for it.

I’ve been saying for several years because many of us were expecting the markets to shift sooner than they did. I have been looking forward to the increase in interest rate for a long time. I don’t want them to go back down. I don’t want to see people get harmed or get hurt. A thinning of the herd, the pretenders, both as real estate investors, wholesalers, flippers, and realtors, fill in the blank. They come and go. I believe it was about a few years ago, for the first time in history, there were more licensed real estate agents in the country than there were listed properties, and that’s ridiculous.

Do you know what the average is? I don’t know if this changed, but when I used to be more active in that space because there were a lot of part-timers, the average home sold per registered realtor was like 1.9% or something like that a year. I don’t know how you survive.

The average wage for a realtor was $5,000. It wasn’t much, the 80/20 rule. Twenty percent are doing the majority of the business of course. Personally, I love the shift in markets. We’ve always been able to do deal structuring throughout any market, but in the last six months, people have been much more open to those discussions much earlier in our discussions. 50% to 65% of our leads were talking terms. What’s one of your favorite deals you’ve ever done on a term side?

It was a deal we did and we closed it in February 2024. This is being listened to a lot later, in favor of a lot of reasons. It was a headache, but I like working through it. You and I both are like the bop and we, that’s why we’re here still that they always change. We had a student that one of our values is completing all transactions with the highest integrity. That’s one of our values as a community. I heard of a student who had left the community. He botched up one of his deals. The seller was going to get screwed, frankly. There was an investor on the deal that I knew that was going to get screwed. Long story short, we stepped in, and we cured everything that he had botched. We had to wait it out and get a squat out of the house.

This is a $1 million home. This whole process took about ten months. That was painful, but that’s the one that set a new record for the three pages. I said the $350,000 some odd thousand. The payday three alone was $329,000. It was probably higher than that, but it was cool for a lot of reasons. There were liens, squatters, and violations of HOA, student we had to save or save face for him. It felt good and it was super profitable.

Do you use options other than lease options to tenant buyers?

We typically do 1 or 2 things and you can tell me this answers it. We always start with a rent-to-own, but if we have no clock ticking on our term with the seller, i.e., long-term owner financing or sub-to with no clock ticking expiration-wise, we will say to them after we accept them, after they think they still have to go through the credit and financing process in 1 year or 2 we say, “Good news, we can own finance you if you don’t miss a payment the next 18 or 24 months or when you get your deposit up to 20% or 25%, we can then own a finance you.” Those are the only two ways we exit with buyers. I don’t know if that’s what you meant with options, but that’s all we do with buyers typically.

More so on the buying side like buying a property, do you ever use options?

Just on the lease option, we don’t. There’ll be a one-off once in a while. I had a student say, “I wish I do this.” I said, “Just put an option on it for 90 days, but it’s not typical. It’s an anomaly.”

I enjoy options. I think you and I could have a fantastic conversation about that.

I’m taking notes as you go on things that I need to ask you on my show. I can’t wait. This has to keep going.

Wrap-Up

I have one question that I ask almost every one of my guests, what should I have asked you that I have not?

Your questions are awesome because they’re different. I love it. The only thing I would share that I didn’t think of it all you didn’t ask is simply if, for readers, we talked earlier about all this marketing going on and the expectations. I have a simple three-step thing I tell everyone. If you do these, you’ll have success in real estate. You frankly you have in any business. Step 1) Decide what niche, like you and I love creative, it’s obvious. I’m not naive to think, “That’s it. We’re the only ones in town.” If you like wholesaling and you want that transactional, whatever it is for you, pick one.

2) This is super important. Pick someone like Derek and myself, there are others too, I’m not naive to think it’s us who have been in the niche you want, who you can relate to, but I also mean from a value standpoint, not just a business standpoint because there are plenty of people directly and I know that had success in real estate or success in business, but they wreck relationships because of it, wife, kids or whatever. I know too many of them. From that standpoint, you like everything about that person or community.

3) Once you do that, that’s in place, put the blinders on for 3 to 7 years. It doesn’t mean it’s going to take you 3 to 7 years to do a deal. What it means is if you say to myself or Derek, “I’m in this. I’m not trying it,” because you don’t try real estate. I’m in this for 3 to 7 years. You won’t when a speed bump comes to quit, you’ll say, “I got a speed bump. How do I fix it?” Pick a niche. Pick someone or a community in that niche where you want to be that you can relate to, that you can link up values with, and third, put the blinders on for 3 to 7 years.

To explain that quickly, I had Brian Tracy on my podcast when he was 80-something during COVID. Every guest usually agrees with me, “Yeah, three years.” He said, “No, that’s not long enough. I’ve been broken and been successful. You need 7 years because you’re going to suck for 2 or 3 years, then you’re going to be adequate and then you’re going to be hitting your stride after the last 2 years.” I went, “That’s important.” 3 to 7 I say now.

That’s awesome advice. I love it. You got a book that you put out and a masterclass touch on that a little bit, which will be available at TheGenerationsOfWealth.com/WickedSmart. Talk about that a little bit if you would.

Real Estate On Your Terms was written in ‘17 and then coincidental to COVID, we were in a rewrite in 2020, and COVID hit. it allowed us to update it even more so relative to some virtual things like that. It’s super updated. Real Estate On Your Terms brings you through A through Z, literally, what do we do to generate leads? Where does that go? How do we exit? There are some students in there so you don’t think or catch yourself thinking, “Can I do it or can my market be okay for that?” You have a nice background on there.

We’ll send the actual hard copy book. There’s no shipping. the masses class is me doing a workshop. It’s fairly short. It’s under one hour. You’re not pressured by someone being on there with you. You literally can schedule at your own time and Derek will give you that link on his website there. That’ll spark, “You’ll do 1 or 2 things.” It’s not going to teach you to get rich quickly tomorrow. It’s going to open your eyes to a little bit more of what I’m talking about and then you decide. If you decide you want to look further, we’ll probably talk soon.

That’s the TheGenerationsOfWealth.com/WickedSmart. I know you and I could probably love it, which we may do after we are done recording, but I appreciate you coming on. You did say something that touched my heart. Our motto is, “Live your vision, love your life.” Part of that is, is living your personal life first, building a business that supports it so that you’re not destroying relationships, your marriages, kids, and all that stuff. I love that you touched on that and you didn’t even necessarily know that that was what we’re all about. I appreciate you coming up and sharing your knowledge. I look forward to spending more time with you.

Same here. Thanks for having me on. I appreciate it.

We’re going to wrap this up. Join us on the next episode. Until then, live your vision, and love your life. This show is brought to you by TheGenerationsOfWealth.com/NoMeansNotYet, My Negotiations Training. If you want to learn how to get out there and get people to open up to you so that you can do terms deals, go check that out. Talk to you guys all later.

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 About Chris Prefontaine

Chris Prefontaine is the Chairman and Founder of Smart Real Estate Coach®, a 4x best-selling author.

He is a Forbes Business Council Member and a 3-time Inc 5000 Honoree for Fastest Growing Company.

Wicked Smart Community operates all over North America and has successfully completed hundreds of transactions, assisting students in doing the same. Alongside his achievements, Chris hosts the Smart Real Estate Coach® Podcast, which ranks in the top 0.5% globally.

Having navigated through challenges such as the crash of 2008, 9/11, a near-death experience with his son, and the impact of COVID, Chris reengineered his entire business to weather all storms and economic cycles. Understanding these challenges, he helps students navigate the constantly changing real estate waters.

Chris, his family, and his team’s mission focus on transforming dedicated individuals into Wicked Smart real estate investors.

Chris and his wife Kim have been married for 37 years, and their adult children Nick and Kayla participate in the family business while also pursuing their own entrepreneurial ventures.