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Credit Repair For Seller Financing with Paul Ritter

SHOW SUMMARY:

In this episode, Larry invited Paul Ritter. With over 25 years of experience in the mortgage and credit enhancement industries, Paul Ritter has developed a software which invokes mortgage-underwriting guidelines that is very useful for anyone looking to buy a home, wants to run “what if” scenarios, and is especially useful for lease option transactions.

He has formerly owned and operated several mortgage companies. He is currently the owner of Credit Investigation Service that specialises in credit enhancement for the real estate industry. He also owns a screening company which provides the front-end piece to evaluate potential tenant/buyers. He is also an expert in building business credit.

Paul is FICO certified, an expert in his field, and a national sought-after speaker.

SHOW HIGHLIGHTS:

  • The ultimate lease option strategy
  • - Screening service
  • - Credit repair
  • Types of seller financing
  • His services and how they work
  • How investors can benefit
  • Debt-income ratio worksheet
  • On credit repair
  • On tenant screening
  • Why lease option is valuable
  • Script on what to say to a prospective tenant buyer

Quotes:

  • "My job is to tell you how long is it going to be for them to be mortgage ready and what needs to happen in order for them to go from where they are to where they need to be."
  • "You don't want to set them up to fail. You want to set them up to succeed."

RESOURCES AND LINKS FROM THIS SHOW:

SHOW TRANSCRIPT:

Larry: Welcome to the Brain Pick-A-Pro show live from Lake Wylie, South Carolina. I’m Larry Goins. If you watch this show, you know we interview the best of the best, people who have tips, tools, techniques, strategies, and things that you can use in your real estate business. Things that I use, things our students use, and I’m really excited today to bring on a person that I really haven’t known that long but I got to tell you, I should have ’cause it would have helped me make a lot more money on my deals. So, when I found out about this guy and what he was doing to help some of my friends, I’m like, I got to get him on the podcast, so please give a warm welcome to Paul Ritter. What’s going on, buddy?

Paul: Hey, Larry. Hey, thank you for having me here today. I guess our mutual acquaintance that kind of put us together is Jay Conner.

Larry: Right.

Paul: Long-time friend of mine. I’ve been working with Jay, jeez, for about seven or eight years. I’ve also worked with Ron Legrand and a lot of other real estate investor trainers around the country but I’m happy to be here with you and to discuss what we have put together here and we’re actually in very rainy Pittsburgh, Pennsylvania, right now.

Larry: Right.

Paul: The thing that we do that really helps this industry out, I call it our – the ultimate lease option exit strategy. So, we’re gonna go over that in a little bit detail. It’s really essentially two services rolled into one. It’s a screening service, it’s the Cadillac of the screening services, and a credit repair service that is designed specifically for this industry. I’d like to say the credit repair is not a commodity item in this industry. If you really are trying to cash people out, you really wanna get them to that second closing table, that one that they put their name on the title to the property. Our credit repair is designed goal-oriented, not money-oriented. In other words, we’re not trying to extract as much money as we can from our clients. We’re trying to get them to that second closing table and what that does for the real estate investor is it gets them to that cash-out check at the end of the cycle.

Larry: So, basically what you’re saying is, if we’re buying a property and we’re gonna seller-finance it, whether a land contract or whatever or we’re gonna lease option it by the client, the borrower working with you, they’re able to get their credit to a point to where they can actually go and qualify for bank financing to cash us out and get us out of the picture and pay us off and we get a lump sum of money.

Paul: Exactly, exactly. Now, there are really two types of seller financing. There’s selling financing where I’m really financing them for fifteen or thirty years. I hope they make all their payments or the seller financing that has below note the end where basically if I want that money, I want this thing to cash out, maybe I only have the house under control for five years but I really wanna get them there. Now, a lease option, when you’re doing a lease purchase, typically you wanna get them there, you wanna get them to a point where they cash out.

Larry: Right, absolutely, and doing a lease purchase or a lease option, if you own it for twelve months, that gives them time enough for them to – for you to work with them and get their credit established, get everything they need to be able to qualify for a loan, then when we cash out after twelve months, the great news is, now it’s a long-term capital gain and we even save money on taxes.

Paul: Exactly, exactly. That’s a key component to this. You know, you wanna make more money, you wanna get people cashed out, you wanna have your name be, you know, a good name in the industry around your town, that you’re not just taking people’s money and hoping that they fail so you’re going to have that type of business. You know, that’s the Jay Conner style of business, that’s what we do here. We help people get there and by the way, Larry, my wife and I, we’re also real estate investors so we don’t say anything that might mess up your deal like, you know, we know that you may not actually own the property, you might just control the property.

Larry: Right, right.

Paul: So, you know, all the nomenclature is specific to this industry so as we go through our service, we’re making certain that we’re edifying you, the real estate investor, we’re letting the people know how blessed they are to be able to work with somebody who cares to get them to the second closing table.

Larry: Right.

Paul: And so we’re essentially making it a lot easier for you to close your deal because we’re going through and educating them on what they need in order to be mortgage ready and they feel so much more comfortable after speaking with us.

Larry: That’s so true. That’s very, very, very important and the fact that your real estate investor really helps. So, why don’t you jump in on and, you know, I know we wanna keep this around thirty minutes or so, so everybody ’cause people will have, you know, an hour and a half any more to watch stuff like this so I know you’ve got a little bit information you wanna share, so I wanna make sure that you get every bit of good information out there, so why don’t you just jump right in and tell us a little bit about your services and kinda how it works and how investors like me and our students can benefit.

Paul: Absolutely. So, I don’t know if you can see it now but I’m gonna go ahead and share my screen, just a couple of slides that help to accentuate what we’re talking about here. So, again, here’s my cellphone number. This is for you and your audience. Please don’t give this number out to their customers, this is my personal cellphone number so use it but don’t abuse it. We have the – My Credit Team is the name of our credit repair service, more on that in a moment, and our pre-qualification team is actually done by Screen the Tenant. For rent-to-own free listings is a website that I have here on here that your real estate investors can put their properties on there for free.

Larry: Right.

Paul: Okay. So, the idea here is that you wanna eat that sandwich, you wanna cash out your tenant buyers so we wanna get them people again to the second closing table which is the one that puts their name on title. Now, this next screen here, I’m gonna spend some time on this screen. I really don’t care if I get to any other slides ’cause this is the one really that drives everything right here. This is a – we call it the debt-to-income ratio worksheet. The tenant buyer is gonna call in an affordability analysis and also the real estate investor so it’s important to understand can the people afford the property and you won’t get this with LandlordStation or with TransUnion, SmartMoves, or any other screening service out there, and that’s why we charge $50 for our screening. Everybody else charges $30 but we’re doing – we’re actually calling the people in getting their pay stubs and their W2s and we’re putting their information on this essentially spreadsheet that has control options here that as I change my credit score, and I don’t have this thing live so the spin buttons work but as I change my credit score, many different programs become available, the type of mode, FHA, VA, USDA, Fannie Mae and Freddie Mac. Larry, we have all those guidelines built into this software here. The amount of down payment, the amount of monthly payment, and you could see here where it says, I don’t know if you could see my mouse, but it’s “Credit score unacceptable for mortgage, you can contact my credit team,” so any time anything is out of range over here, it gives me an error message and what the fix would be over here to the right-hand side. So, if I don’t put enough down payment based upon an FHA loan, it would show something out here. Notice up here, if you can see where my mouse is circling, that we do put all the debts in and this particular debt right here, the CNAC automobile, I’ve got this number in brackets which doesn’t change it to negative, actually just makes it like it’s a zero. This is a business automobile so we know that underwriting guidelines would dictate that you could ignore the automobile payment if the business is paying for it. We know if there’s less than ten payments on an automobile that you could ignore that payment at the time and once the application is made, so we’re going all the way – we’re pulling the hood up and we’re checking the engine and we see what’s going on with this person’s income and their debt-to-income ratio, so to make certain that they can afford the house, we can play what-if. This is the perfect what-if scenario. What if my income were higher? For example, the guy just started his landscaping business and he is a year into it, he needs to know what he needs to show as a suggested gross income in order to qualify for a house of perhaps $150,000 with $25,000 down. We can figure it out backwards for him what he needs to show on his tax returns. So, not only do we figure all this stuff out but you’ll notice down here where it says “Joe Sample,” that’s a signature line. He and his significant other are actually gonna sign this and this text above it here says basically that he has not materially changed his income or his debt load. So, you’re getting a commitment from him that, A, he can afford the house and then, B, that he is not gonna materially change anything in order to screw this deal up. So, we’re coaching him, all that stuff that they should’ve taught us Larry in high school, in college about affordability and affording a property and budgeting and all that kind of stuff. That’s what this is really teaching us what needs to be done in order to get from cradle to grave, from where I am right now to making application for the mortgage. So, this is really the heart and soul of everything. Now, behind all of this, there’s credit repair and stuff I’ll get into in just a minute. But is there any questions on this, Larry, or any observations you wanna kinda put forward about this particular element?

Larry: I really like that. It really looks like a handy tool. Is this something me as the lease option person uses or do you generate that and then we have the lease option tenant or the borrower sign it?

Paul: Yeah. It’s something that we actually deliver to you. As a part of the $50 you pay, we deliver it to you in a PDF format. In other words, we’re not – it’s an image file. You’re not gonna have the nuts and bolts to be able to change these. We work with the people to do that ’cause we understand the underwriting guidelines and the potential gotchas in here and we can adjust the interest rate based upon, you know, what is prevalent and what is out there today and so there’s a what-if, there’s some guessing here, ’cause, you know, interest rates may go up to 6 percent next year, we don’t know, but anyhow we come up with all of these what-if’s and get this thing pretty darn close to what it’s going to need to be so, to you, the real estate investor, it becomes a disclosure form so I would use this in tandem with any contracts you already have so it becomes a supplement or an addendum and have him sign this. And we also have another addendum too that talks about the credit enhancement if they enroll in that. This says that they’re going to stay in the credit repair, engage and stay in the credit repair and follow our instructions. Did that answer your question, Larry, on this?

Larry: Absolutely, it did. Thank you.

Paul: Okay, so that’s – again, that’s the heart and soul. Now, if they need to have credit repair, this company will refer them over to the My Credit Team company. The way things work here internally, my wife, Julian, runs the screening service and I run the credit repair company. We’re small but mighty. We’ve got like eight employees so we can handle your volumes, so please bring it on. What we’re doing here – this is the addendum to the lease. This is basically what we talked about here that says that Joe Sample is going to engage in our credit repair service and then it also gives you – it triggers the people – the real estate investor to have a tracking mechanism so they can track the results online real time, seven days a week, twenty-four hours a day. So, this is the key to that. Again, this is another addendum to the lease. You can – most people have them sign this in addition to their current documentation. Criminal background check, Megan’s law report, complete underwriting guidelines, debt-to-income ratio analysis, income verification, all that stuff’s a part of your report too. It comes to you on a PDF file and the trigger mechanism, when people go to engage in our service, in other words, they go and they see your house, so workflow here. They go and they see your house or they go out to see your house. Now, you’ve sent them to screenthetenant.com. The real estate investor can actually complete the application on their behalf if they take the application. Sometimes, people like to take the money and they like to take the application and sign it right there on site. Sometimes, most people start out that way and then they migrate to, “Hey, listen I’m just gonna send you directly to the application process,” and essentially what they’re doing is outsourcing the application to us so they send them to screenthetenant.com. The tenant buyer fills out the application. Let me see if I can bring that up here. Basically, this is what the screen looks like right here for Screen the Tenant. The landlord application, what I’m circling right now, is if you have the application and you’re gonna fill it out and you’re gonna pay the $50 and we’re to collect the money from the people that are buying the property. The tenant application or the house or the tenant application here, they all link to the same places. Basically, each of these is a form that asks the people their name, address, date of birth, social security number, and even goes into getting a copy of their credit report ’cause we don’t like to have another inquiry so we use their Credit Karma or freecreditreport.com. We use one of those reports because all we really need is the debt load and the score isn’t quite as important to us because we know we can adjust the score based upon having them engage in the credit repair.

Larry: Right.

Paul: So this is the front-end piece. There’s a place here for real estate investors too so you can see kind of, you know, what we’re doing behind the scenes so that’s kinda where they would go to fill out the application, the dialogue that we conduct whenever Screen the Tenant calls your prospect. We basically confirm the address and we tell them why lease option is very valuable, something you’re not gonna get with LandlordStation. Now, I had people who were selling their own house and since I’m a real estate investor, you know, I convince the guy to talk to the person who referred him to me. In other words, the real estate investor got another deal out of it. I said, don’t sell your house to a realtor, use the same methodology, work with the guy who is selling you this new house and he can make you an offer perhaps on your house and the guy ended up getting that house under contract and it hasn’t closed yet but he has the house under contract. So, how valuable is that, you know, where you can pick up an extra ten, twenty or thirty thousand on another house that basically you wouldn’t have otherwise.

Larry: Right.

Paul: So we tell them why it’s so important to edify you why lease option is valuable. We go over the credit report, we refer them to My Credit Team and, by the way, we offer a free consultation so that $50 that they pay for the application becomes a free consultation, it’s a $79 value, so we walk them through getting their credit report and get their income documentation. We don’t discuss any details of the transaction. “Hey, can I have cats and dogs at this house,” you know, that’s not up to us. We basically let them know that we’re here to help them with the application process.

Larry: Right, right. So, you’re gonna basically let us know if this is a good candidate that you could get them to a place or they could get them sells with your help to a place where they could cash us out in the next twelve months or so.

Paul: Yeah, I like the way you phrase that, Larry. Good candidate. I don’t say, “Yes, you should do it.” I don’t say, “No, you shouldn’t do it.” That’s not my job. My job is to tell you how long is it gonna be for them to be mortgage ready and what needs to happen in order for them to go from where they are to where they need to be.

Larry: Good, good. That’s important.

Paul: Yeah, and that’s basically what I tell them to ’cause a lot of times they’ll ask me, “Did I get the house?” You know, well, I’m not here to give you that answer. I’m here to present the facts as to, you know, what your case looks like to the person who controls this property.

Larry: Right, right.

Paul: So, this is the site here that My Credit Team, the front page on it, you know, and notice here we have a section for rent to own. Other credit repair companies don’t even know how to spell this. They don’t know what this is all about, that’s a key component. We basically help to educate the people again on what they need to do in order to get to the second closing table. Building credit, age of credit, mix of credit, balance ratio, all the other 65 percent of your score that the dispute resolution process does not cover, we handle all that. We got a credit card that people can get to $5,000 unsecured credit card, major player, major credit card. You’re not gonna get that with Lexington Law or anybody else, student loan consolidation. So, you know, some multimedia if they wanna look at some – they would like to learn differently. They like to learn by using videos and audios. So, this is kinda the front end to all that. This would be helpful if you already have somebody in a house, okay, and now you want them to go directly to the credit repair. You didn’t know me so you didn’t know if you would have them screened by us but they’re in your house and you wanna get them cashed out on the other side, send them directly here to My Credit Team and they’ll get the free analysis ’cause they came referred through your audience, anybody that you do business with.

Larry: Good, I love it.

Paul: So whenever My Credit Team talks to the people, you know, we ask them, we wanna ask to help them with the credit piece of the transaction and again, why rent to own is a great value, edify you and once I can get them to roll, we let them know that this does not mean that they get the house and then we give them a full action plan. Everything they need to do in order to get to be mortgage ready, everything they need to do. So, what we do that’s different than other credit repair companies and you heard me say that it’s not a commodity item. Other credit repair companies will dispute one, two, or three items at a time. Let’s say somebody has ten negative items, that means they have thirty across three, and then with that, if I were to dispute one thing every forty-five days, you could see how it could take years just to get through the first level of disputes. We’re gonna dispute all the negative items each time and so it’s that – going at it very aggressive, going at it leaps and bounds that gets things to the score that they need to be at much quicker, so that’s the difference, that’s the secret sauce that gets you to where you need to be and that’s why we made our name in this industry, that’s why we’re endorsed by people like Ron Legrand and Jay Conner because they understand that we are constructed goal-oriented. We wanna get them to the second closing table and then we do what needs to be done in order to get them there. Okay, so as far as expense, you know, we’re $120 a month for no more than nine months so we have an end date on the date that they start, so you’re not gonna get that with any other company. Any other companies say, “Oh, just enroll in our credit repair and we’ll get you done as quickly as we possibly can.” Well, that might take years but they won’t tell you that. We do custom disputes and that raises the likelihood that things are to come off the credit profile so don’t work with the company that doesn’t do custom disputes and never dispute online. This is critical too. If people say to you, “Well, I’m doing my own credit repair,” or, “My cousin’s gonna do it for me,” that should raise red flags. Disputing online doesn’t work and the reason why is because when you dispute online, it triggers an internal system that – it’s called E-Oscar. Essentially, one computer is talking to another and the very information that you’re disputing is what was uploaded from the creditor to the credit bureau. That doesn’t work because the computer is always right in its validation process and that’s why it doesn’t come off and with our procedure, we actually write a letter that goes to the credit bureaus and with those dispute letters, they have to be opened up by somebody at the credit bureau. Now, that person becomes accountable to your case file and that is a reasonable investigation so that’s the difference between disputing it online which doesn’t work as good as what we do. You might get some things off. When you do this online, you might get, I don’t know, 10, 20 percent of the things off but the reality is you want to have – our average improvement score is 85 points during that time that people work with us and we’re getting about 60 to 70 percent of the negative things permanently removed from the credit profile. We have a credit report guard program, that’s for people who complete our service. It’s very inexpensive, it’s $30 a month but it’s only for those who have completed and only have a couple items hanging around on their credit report. This new cost direct card, Larry, this is that $5,000 unsecured card that we offer over here on the right-hand side or the underwriting guidelines. You gotta be eighteen years old, a US citizen, have a valid social security number, have some prior credit history and a minimum household income of $1,600 and if you have those, and you have $100 to apply, actually it’s $99, then you’re gonna get all the stuff that’s on the left here plus it’s a $5000 unsecured card. Typical improvement score is somewhere between 35 and 40 points. This is a major player in major credit cards. So that’s kind of it. I also – I can send to you anybody that’s listening a script what to say to a perspective tenant buyer so if – I don’t know how you would do that. Just have them – I can give them a text number if they’d like to text me their e-mail address –

Larry: We would like if you can send it to Shaya that set up our podcast, she’ll put it with our podcast engineer to put in the show notes.

Paul: Excellent idea. I –

Larry: This will all be put it on the show notes when you send it to her then we’ll make sure it is on this page.

Paul: Great, great idea. We’ll send you that. We also do business credit too so if anybody ever wants to get business credit. It’s a lot more expensive, it’s like $2,700 but for that, you’re not using your EIN number and you get use of their software for like five years. You get a business coach, a business credit coach for an entire year.

Larry: Right.

Paul: And they actually – they guarantee that you – you’re gonna get at least $50,000 worth of business credit.

Larry: That’s awesome, man. That’s really good. I think the main thing to learn here is, I mean, you offer a lot of services, but the main thing is being able to cash out your seller finance, land contract, and lease option deals, you know, twelve, twenty-four months down the road.

Paul: Yeah, that’s the key component. That’s what we do separate than any other credit repair companies – like other credit repair companies, it’s an afterthought, you know? They’re trying to plug it in and retrofit it to your situation whereas this is all designed for a real estate investor, for a lease option transaction and all the edification and the saying of the right things all along the way and training the people what to do and keeping you involved, the real estate investor, involved so that they can track this results – oh, by the way, if people leave this service, I even tell them before they enroll, I say, you know, here’s the deal. If you enroll in our service and you’re playing the system, in other words, you just enroll and a month or two later you’re gonna leave our service, I’m obligated to let the person who put you in this house, I’m obligated to let them know that you’ve left our service.

Larry: Right, because they signed an addendum to the lease option.

Paul: Because they signed an addendum. Oh, no, Mr. Whatever, we’re not gonna do it that way. We’re very much committed to getting this house, you know? So, that’s kind of what I hear usually. Sometimes, down the road, they do, you know, say, “Hey, my truck broke down, I can’t make the payment,” but we’re flexible there, we’ll say, “Listen, here’s what we’re gonna do. We’re just gonna kinda suspend things for a month or two. I’ll let you know it’s in suspense,” but we – people have enough leniency or enough – we have enough time in there. When I say how long it’s gonna be for them to be mortgage ready, I give you, Larry, like a range, somewhere between six and twelve months, twelve months and eighteen months. It’s a six-month window, and during that six-month window, they’re doing other things like building new credit and it kinda gives you, you know, they’re applying for the house, they need to put the new handrail on or whatever, so during that timeframe, that leniency gives them an opportunity to be successful with this.

Larry: Right, right. That’s good, man. This is good stuff. This is really good info. So, what do you find – should I as the seller pay your fee up front or should we try to rely on the borrower to do it or how does some of your other clients do that because you and I both know some of ’em are gonna fall out if we rely on them to do it every month?

Paul: Oh, you’re talking – you’re asking me not about the screening fee, Larry, you’re asking me about the credit repair.

Larry: Right.

Paul: Oh. Well, Jay is kind of a unique bird. He actually pays for this stuff for them. He puts it in his advertising. He says, “I’ll give you free credit repair with the house,” and it drives more people to him so that’s one way of doing it. To be honest with you, I find it to be more successful if the people have the skin in the game, the people pay for their own credit repair.

Larry: Right.

Paul: If you, the real estate investor, pay for it, obviously I’m gonna give you a discount because, you know, I get all the money up front, you know, for one thing, so we knock a month off if it’s a nine-month programmable, I’ll charge you eight months and, so, there’s some leniency there but most people, I would say about 95 percent of the people have the tenant buyer pay for it because they like – they do like that skin in the game. One thing I will say is that don’t tap them for, you know, how much can you put down. Don’t tap them for every dollar because when it comes time for them to move and, you know, truck, or it comes time for them to pay for the credit repair, you know, and they start singing the blues to me, “I only have $120 to get this thing started,” it really – it puts them in a very weak position and if you wanna close them ultimately, you don’t wanna have them come out of their gate being crippled.

Larry: You don’t wanna set ’em up to fail. I mean, there’s gonna be things like maybe they changed from, you know, one power company to another, that is gonna require a deposit, right?

Paul: Right, right.

Larry: There’s gonna be expenses, you know, there might be some repairs they need to do to the house. They might need some furniture or whatever. So, you don’t wanna set ’em up to fail, you wanna set ’em up to succeed.

Paul: Yeah, agreed. Agreed, and that’s all part of it. So, that’s what we’re all about. We’re helping people – it’s a win-win-win for everybody. You know, it’s a win for you. It’s a win for the guy selling the house ’cause he actually gets some cash out. It’s a win for the people who couldn’t buy a toaster on credit and now they come in and they end up buying the house. And I get so many thank you, thank you, thank you cards that it’s a wonderful – I mean, I spring out of bed in the morning, Larry, because – I’m helping people out in a big way. This is their – where they live, where the kids go to school, you know? We as real estate investors should feel really good about our vocation because we’re providing a rare opportunity that they otherwise don’t have and this – what I’m doing here with the ultimate exit strategy just enhances the likelihood that they’re gonna get to a place where they’re gonna cash out, they’re gonna – the kids are gonna go to the school that they want, they’re gonna live where they want, so feel good about what you do and use the right tools and, you know, do the right thing and you’ll be blessed.

Larry: That’s awesome, man. I love it. I love it. I really appreciate you sharing this. Let us know one more time how our students can – our listeners can reach you to find out about the pre-screening as well as the credit repair.

Paul: Okay. Well, it’s real simple. It’s area code 412-242-2733 is the main line that’s gonna come into the screening company. Screen the Tenant is the main website. It’s the front-end website. Now, again, if someone’s already in the house, you wanna send ’em directly to my credit team. That phone number will service either. We can service the credit repair or the screening. My personal e-mail address, again, is, use it but don’t abuse it, paul@mycreditteam.com. I’m also out on Facebook if that’s the way you like to communicate. Please friend me, and, you know, I also have a Facebook page they can go to and they can be a member of that or whatever they call that. I’m not real good with social media. But anyhow, yeah, I’m very approachable, very reachable, and I’d love to talk with, you know, any of the people that you have had on this podcast, talk with them extensively and kinda help them set up their business for success. So those are the ways to reach us, any of those, and look at the notes here, as you said before, for the screening – for the script and I’ll put a couple other things in there too for you too.

Larry: That’s good.

Paul: A couple giveaways.

Larry: That is good. That’s really good. I love this. And it’s very, very, very important because one of the big things about doing lease options and seller finance and land contracts is, you know, you wanna get the person to cash out on the other end eventually. You know, sometimes it’s okay to have ’em stay for the life of the loan, but there’s times that you want them and there’s times that they want to cash out as well. Even in buying notes. I’m sure you’ve worked with people who buy and sell notes, you know, you put the borrower in the program of a note that you bought and then you get the borrower in the program then they could go refinance ’em, pay the note off, at a smaller discount than you paid for the note, right?

Paul: Right. Getting them to that closing table makes everything more valuable.

Larry: That’s awesome.

Paul: The value of the note.

Larry: That’s awesome, man. I really, really appreciate you being on today. Thank you so much. This has been some great, great information. I know the students are gonna get a lot out of it. Get ready for your phone to start ringing.

Paul: Alright. Hey, thank you for having me today, Larry. I really appreciate it.

Larry: Thanks, man. That’s awesome. Thanks a lot. I appreciate it.

Paul: Okay, bye.