Profit First Radically Changed His Business: An Interview with Gary & Susan Harper

Episode 11

Implementing the Profit First was an ABSOLUTE GAME CHANGER!

GARY HARPER

In today’s episode, I have two of my most favorite people on planet Earth!

Gary & Susan help Real Estate Investors with Systems and Processes in their business.

They implemented Profit First in their business and preaches everyone should in theirs as well.

Also, we go into detail about:

• Struggles business owners face in the process of implementing Profit First.
• Three levels of Confidence to be successful.
• How Implementing the system affect your personal life
• And more!

Don’t miss out!

Connect With Our Guest

Gary and Susan Harper: Website | Facebook | Instagram | YouTube | Email

 

Transcription

David: Hey everyone! This is David Richter with a Profit First REI podcast and I am really excited today. I have two of my favorite people on planet Earth here. I’ve got Gary Harper and Susan Harper and before I have them introduce themselves or anything. there is a big reason why this podcast is here, why I even have SimpleCFO. Gary’s the one that reached out to me and we talked for a while on the phone while I was still a W-2 employee for about an hour and kind of shook my world and said you really need to be you know helping entrepreneurs and helping them on our finances of their business. so I owe a lot to Gary so just to give you a little bit of background about the relationship between me and Gary and we used to work in real estate for about five years. We did over 800 deals together during that time. so we did a ton of deals and it was a lot of fun and there was a lot of good times and we- now we get to help people all across the country. Gary’s been doing a great job and it is all because of Susan too. I’m sure that he will definitely- definitely second that but he’s got a power team. They’ve got a big team now that helps entrepreneurs and especially Real Estate Investors with their businesses. So Gary, Susan, great to have you on the show. Do you want to just say hey?

Gary: Yeah. So David thank you so much and I’ll never forget the day that we had that conversation. It’s weird how moments of impact, moments of time stay there.

David: Yup.

Gary: Whenever I have conversations with people I’m like sometimes I don’t even remember having the conversation. So now I do know having the conversation, I remember where I was and we were trying out the new Mexican restaurant that my son was very hyper about. And it was over Merrillville and they were already inside and I’m standing outside, I’m having this conversation with you the whole time and I keep getting like the look- like the knock on the window like come on! I’m like, it’s fine you guys go ahead and order you know. like there’s this news I think this was I don’t know you and I both are Christians and have our faith lead us in many ways. And I just felt like the Holy Spirit was really pushing me to say, hey listen you need to be an encouragement to David today and guys listen I can’t take credit for a lot of this whole thing other than you know just telling David exactly who he is right? I basically just said David I believe in you and I do. like I have full-heartedly believe in him and if you guys have ever worked with David you know the value he brings and it was just time. I felt like a Holy Spirit was really telling me, it’s David’s time. Time for you to do this. And look what happened? I mean timing is everything right? I always say at least in real estate the key is location, location, location and I would say in business it’s timing, timing, timing. Right like you know?

David: Yeah.

Gary: It’s a key and so I just wanted to say, man, 03:05-11. how proud I’ve been of seeing you-you know been of you in the last year. It’s just you know we it’s actually a far from that time you know when we had that conversation a year ago.

David: Yeah.

Gary: And look the ways you have already made and then I saw your announcement yesterday and how cool is that? I’ll be you and the last year and it’s just you know we’re actually far from that time you know where we had that conversation a year ago and I saw you’re now so yesterday and how cool is that? and it put s huge smile on my face and Susan said last night did you watch the video of David and his big announcement? she hasn’t seen it yet I said yes and I told her what it was and she’s like a big smile that is cool.

David: Thank you, I appreciate that. What they’re talking about is we just signed a book deal with Mike Michalowicz to write profit first Real Estate Investors specifically. so I’m super excited about that all the opportunities coming along but like I said owe a lot to you guys but I want to ask you guys if we could dive into it. what got you started in real estate? and then kind of tell your journey all the way up until starting Sharper and what you do now?

Gary: So real estate started for Susan and I when we were getting married actually. we were debating on like as a young couple like do we buy a house? Do we rent a house? Do we rent an apartment? Like what do we do? And we had- we had a blessing from our grandma who recently passed gave us their house that she raised her dad in it and gave it to us- not actually gave it to us, didn’t give it to us for free but she sold it to us for just like $25,000. And Maybe thas what she owed on it.

Susan: That’s what she wanted.

Gary: Yeah.

Susan: It’s free and clear.

Gary: So it was in Hammond and it wasn’t you know a bad neighborhood wasn’t like you know an A type of neighborhood but it wasn’t a D type of neighbourhood neither. But it was a great start on for us and quickly we learned and realize the value of real estate right? I started I’ve already working for my brother-in-law Wayne Shaffer and I was remodeling houses for him and he was making money and investing all that but I didn’t quite get it like. I didn’t really see the value in it. I just felt like it was something that you know he was trying to build it as a career and a job or something. It wasn’t until where it really clicked for me when we fixed that house and then we decided to sell it. And when we sold it, didn’t sell it for a lot of money. I think it was sold for $65,000 right? We put maybe 10 into it, 5 or 10 into it?

Susan: It felt like a lot of money.

Gary: Yeah, it did feel like a lot of them. When you’re young-

David: Right?

Gary: And you make $30,000 out of house? We only put 10 or 5 thousand into it i think it was 5 – we didn’t have more than 5 to put into it. So yea we put $5,000 into it and sold it for $65,000- And so it was like, wow, like and then it hit me like I make the same amount of money doing that all year doing that on my job. And I was you know I was a mid-level manager at that point, right. I was earning like a $50,000 a year. So I was like you know it was very close to a annual salary for me. And so at that point it definitely intrigued my interest. And so I started studying and learning more about real estate and Susan is always been a little risk-averse. Right?

Susan: Yeah. I did my first introduction to real estate was your brother-in-law or- I guess he’s still my brother-in-law too. but our brother-in-law had property management company and he needed help in the summertime just kind of getting rents collected. And you know what i probably could do that. I’ll jump in, I’ll help and I quickly learned and I enjoyed it which is sounds weird. Because most people don’t enjoy those rent collection call and I almost felt like it was a game to kind sometimes hearing the funny stories, people would make of excuses or and so it was more system process of here’s what we do, here’s why we do it, here’ logical approach to the how we do this, part of real estate. And at that time we started investing ourselves and you know got some properties of our own and I was still teaching school so I would take- you know as a school teacher you had your summers off all the time. I always had three months to do nothing which I don’t know that I could ever do nothing. so I would ask for- all right do you need a house fix and flips? so I would drag my kids along and we clean out houses we paint we do the floors you know I enjoy the physical work od fix and flipping but I was more- Idefinitely the laborer at that point. So until we had our own properties.

Gary: Yeah. And then the worst story ever. So we were fix and flipping one of our own properties and it was- it was actually in Gary, IN and so we had lost a lot of rent money on this house right? And we decided we were going to do the work themselves because we have already been in the hole of this house.

Susan: It just needed a cleaned out, it had bunch of stuff-

Gary: Yeah it left it the way it was like abandoned-

Susan: Yeah, like they walked away.

Gary: So I go in I found out real quick Dave why didn’t they take anything with them. It was July, it was about a 105 degrees and we are cleaning this house out we had dumpsters and stuff. And I look down and I had short on and my legs literally turned black from the flees.

David: Oohhh.

Gary: They were eating my legs and I just like a little kid, like a little girl and I screamed and I ran outside I’m like trying to get them off you know I had to spill a water on me to get them off. My legs were bitten up and soon as everybody is like flees are all over. So craziest thing we had already gotten a lot of stuff out of the house but we were moving very quickly cause it was so hot. And then I realized all this flees right? I guess we disturbed them when we started picking up the stuff. But we get outside, we get the all off and there was like 5 or six things man that Susan wanted to keep.

Susan: Yeah. I was going to have a yard sell and recoup some of the money.

Gary: Yeah.

Susan: You know it was – it was-

David: Yeah.

Susan: It was a lot of good stuff so let’s just do it. And I personally had never dealt with flees, I didn’t know what pain in the neck they are.

Gary: So we have-

Susan: Quickly learned.

Gary: So we have carpeted our whole house and Susan is like, I’m going to put it in the garage. And by the way our garage is attached to our house. And she is like-

Susan: We had a dog.

Gary: And yeah we had a dog. And she’s like, I’m going to bomb it And get rid of the flees.

Susan: Yeah.

Gary: I’m like, listen-

Susan: Sounds simple.

Gary: You’re going to bring those flees in the house, I’m telling you. And we had this little dog and I said Fine. Dude it wasn’t a week I started seeing flees popping out of the dog and then within two weeks, they exploded in our house. I can’t tell you how many flees we had to have the carper completely ripped out of our house. We had to-

Susan: I did get us a new floors.

Gary: She did. She already-

David: Wow.

Susan: We had get rid of a dog. So you know it could be a good or a bad thing.

Gary: Yeah that’s our horror- we have many horror stories.

Susan: I think everyone does.

Gary: I think- then what happened I was in a Court of America and I was the executive there and Susan was still teaching. And then you know we own the property management company that my still works today he is about to sell it actually, he is retiring. And he is going to come work for Sharper whih I’m so excited about. But in 2011 I got sick, I come down with the disease, called Lyme disease. And I had to- it was also was a year of like I 10:02-03. I lost all of my properties that year and I had- I went to a bankruptcy that year, like it was a bad year. I tried to come through the downturn from 2008 to 2010. I lost everything you know? It was like my year of Job. I lost my health, you know and then I had resign my executive position in Chicago. It was bad and I had to take a whole year off to recover. But it allowed us to refocus and we came back and we started working. And that’s about the time we met you David. We started working with my brother-in-law and his foreclosure- he’s house buying business, so he would wholesale houses. And he brought me in and it wasn’t too long that- I basically was a laborer there. I think-I think you came long not too long after that. And then for about two years I was a partner there and had some shares with the company. And then we are- I ended up starting “Good Success” and it was something that was a- a mastermind and education company. I was a part-owner of that. So I had to do some sweat equity to get my ownership there and those businesses. But then I ended up selling both of those you know getting- not becoming an owner there anymore. And then went full- time doing this with Sharper and that’s kind of how we came. So after doing that we went and we did about 1200 deals with Wayne and then I think we did over 800 together with team there in North West Indiana. An then 2016-2017 is when Good Success started and then basically I was- we were going to just kind of get this Sharper thing going and started with one client and just kind of took off from there. And Susan retired from teaching and I went full-time up in real estate investing and another business owners. And it was a natural progression merged my two worlds together for 17 plus years this is what I did for companies and then took that and added my knowledge of real estate together. That’s brings us together today.

David: Awesome. Well, you’re doing a lot of great stuff there but I wanted to get into some of the-the Profit First questions because Susan is probably going to shine here. What- how did you get- how did you hear about Profit First? What was your first introduction to Profit First and Mike’s book?

Susan: It was somebody in a Mastermind who mentioned it and I don’t even know if I could pinpoint who mentioned it. So I immediately downloaded on Audible, listened to it on a play probably within a week of being mentioned. And then I’m like okay I need this book. So now I bought the whole- bought the book because I wanted all of the- all of the attachments and things like this. And then I’m like, okay we’re going to do this, and said, this is how it’s going to release stress for me. Because you know just you know we were every typical entrepreneur. We had one bank account, all of the money went in it and when payday comes I hope there’s enough money for payday. So that was my first introduction to the book. Somebody have mentioned it, I read it and listened to it. Then I read it and jumped right in with both feet almost.

Gary: Yeah, I don’t think it was so much like you were scared of like we didn’t have enough money.

Susan: no.

Gary: It was more in the like what’s going where you know?

David: Right.

Gary: What’s due where? And you know have we taken account of? And it was another thing too. It was a mindset problem for me there too. I will tell you a little bit what that was but I think first of all, you know Susan brought the book and then we reviewed it. And then it actually went to a step of like, I was going to start a company called Sharper Finance because we have Sharper Marketing, Sharper this, Sharper that. And I was like, I literally have started a company called Sharper Finance and I’ve talked to Beth and I’ve talked to Susan and I said we even got on a call with Mike and talked to him and got approved. And then, I don’t where I just like hit the brake hard like this is not my niche.

Susan: He didn’t have time-

Gary: This is not my niche – I tell people to stay in their niches. What am I doing? Right like?

David: Mhm.

Gary: We live in the vertical of straight up downing the operations like getting your KPIs, your structure, your people and your process like finding answers to a different beast right?

David: Totally.

Gary: That is a totally different beast. That’s- so sales and marketing, finance they’re their own vertical within a business for operations is ours. And so John Martinez were kind of own the whole sales part of real estate right? Finance you know Josh Belk there was some things that were CPA’s but nobody really consult you know going go on side with others right?And so I was just like, man, that is not my niche. And so I literally put my finger down and said we can implement this but we are not going to do that as a business. And man it was crazy, it wasn’t even two weeks after I said, I’m not doing that. You called me and I was like, dude you know what you ought do? You ought to do this.

David: Right?

Gary: It’s not my niche.

Susan: It needs to be done.

Gary: It needs to be done and I knew it needs to be done but then I had to eat my own medicine man. You know I had to go like, listen Gary this is a great idea but it’s not yours.

Susan: Yeah.

Gary: and you know that’s why I saw so many people like, all revenue for business isn’t a good revenue right? It’s got to be your niche, you got to be stay focused and that’s kind of our introduction to Profit First. I want to go a step further and say this, I’m going to be really brutally honest here when we had to learn it, I hated it. Can I say that? Let me tell you why. Not because I don’t love it because there’s a love-hate relationship related. I hated it in the fact that my wife told me no, now.. right? I don’t really like being told no.

David: Right?

Gary: And so she’s like, well that account doesn’t have that in it, you can’t just take it out. What does it mean now that I can’t? Oh, it’s the money that we made how many-how-

Susan: How can’t I spend this?

Gary: I’m like how much money do I have in this account? You have this much amount. How do I only have $20,000 in that account? You know and she’s like, because that’s all we allocated it to go to that account. And I’m like,w-w-wait and that can get to- you know but I used to have a pool of money in a bank account.

David: Right?

Gary: And when I got my weekly KPI, here’s how much money we have in our bank account. And then we had our P&L meeting every couple of months- every month and it would say, here’s your gross profit, here’s your net profit based on the P&L and we would always have these arguments I’m like, well the P&L says that I have x amount of money and profit. She goes, well that’s not in the bank. I don’t understand.

David: Yup.

Gary: It is in the bank because the bank said that I have this big pool of money, just that money is allocated to other things, Gary. And I’m like, it doesn’t make sense to me and I get frustrated. So then when that money- this big pool of money. That I pull anytime I want it. Give it to me, give it to me, I want to buy this, it’s not like I was always buying stuff for me. I’m an integrator right?

David: Yeah.

Gary: I started 6 new businesses last year so I needed the money to get the branding, for brand design and I wanted to spend $10,000 on launching a training program. I wanted to spend $15,000 on this program. And you know I wanted to sign up for this mastermind and Susan is like, you don’t have it, like I do have it right? It was just so frustrating for me because I went from this big pool that we were just pulling from like a money tree for business by the way. I don’t spend a lot of money personally but from a business perspective and here’s the thing with that is as we went to this Profit First and money got allocated properly to different accounts, that same money, that big tree was still there. But that mindset shift of like not seeing that big number in one big pool and now it’s spread out in seven different bank accounts was intimidating to me. It was like, I felt it was adequate to be honest with you. What gave me security this big amount of money not being allocated to these buckets man, that was definitely a mindset shift but a very good mindset shift. So that’s why I tell you there’s a love-hate relationship there.

David: Mhm.

Gary: Because I just couldn’t pull and spend it wherever I wanted, it had been justified right? You want to say something here?

Susan: No, I was just jumping when you had that big pool of money and you wanted an answer of can I spend this- you know a large amount? It took me a minute- it took me several minutes to put together the actual- you know what is coming out? What is due? Do I have money for taxes and payroll? Payroll taxes ? You know it took so long to come up with that answer and most of the time you were just frustrated you couldn’t spend it out without getting the answer.

Gary: Yeah.

Susan: or you know at that point you were like, okay just forget it you know it was such a frustration- so on one end it was a security because you knew you had this large some of money in the bank.

Gary: Yeah.

Susan: On the other end it was frustration for me to get you the correct answer and to feel confident in that answer.

Gary: Yeah. And there were arguments- there were many arguments talking about relationships right? She’s my- she is our financial officer of the company and for me, I’m like, what do you mean you don’t know? You’ve got all this money- Gary I have to go look at reports and see what that money is for like what is it supposed to be allocated to. And I’m like, I don’t understand like you’re my financial officer do I have it or don’t I right? And there was just this frustrating, I’m a very impatient person so I wanted an answer. She’s looking at me like, I don’t know. I was like what do you mean you don’t know? I will tell you guys to listen from a relationship standpoint from husband and wife. Profit First is done something for us that is incredible right? We now know what bucket is that. You don’t know how quickly it is I will say, Susan hey can we join that? Can we buy that? We needed something this week for here, for lights and stuff, for our Sharper podcast and Susan is like, go buy it. Like, yeah we got the money in the accounts in a budget for it, go buy it. It was so leverating right? From out mental health perspective our relationship was huge, big difference right?

Susan: How long do you think it took before you were- maybe when I stopped telling you, no?

Gary: Right. I think it’s what made me happy. She said yes this week. Probably would be a different story if she said, no again right?

David: Right.

Gary: You know the money is not there. I don’t know, I just think that having that there, there’s something else that Profit First has done for me on a mental note as well. So we prior to profit First right, you and I rely heavily on the P&L to tell whether we’ve made money, right?

David: Mhm.

Gary: Like profit- it’s your profit, there is gross, there is net. We all know there is- is it really there right? Is it really there? And then from an entrepreneurial perspective there’s another layer of like taxes right? It’s profit in the business but is it truly profit for me personally?

David: Right?

Gary: When I knew a draw. And so that what really was like concerning me and prior to Profit First I wouldn’t put the money up there but we’ve got a really huge tax bill and it was like- it made my stomach drop like on a personal level I was like very frustrated with that because I’m like I don’t understand why? We have these people that are- I have finance, I have CPA , I have all of these things like why? Why is that the case? And you know what happens is? You spend, we spend and it’s literal- it’s like siphoning the money like it’s profit so it’s yours right? So when you’re sole-proprietors like we were at the time you know you just siphon the money out and use that as profit one. You’ve got to pay taxes on it.

Susan: And you’re not prepared.

Gary: You’re not prepared because it comes out such little amounts you didn’t even think about that they’re you know adding up. And so what happened for me was, I wonder if I can explain it is when you go through Profit First, it goes through a cleansing process right? What I mean by that like, profit is dirty money still what I mean by dirty money is still has the money that taxes has to come out of it right? From a personal perspective-

David: Yeah.

Gary: level the company has to pay taxes, you have to pay taxes personally out of it. When you have money that goes into the profit account or profit bank account guess what? It has taxes that has to come out first, like it has to be cleansed right?

David: Mhm.

Gary: It changed my mindset Dave. You don’t know how much frugal I have become because the money sitting in that account is clean money.

David: Yeah, that’s awesome.

Susan: Whether or not you spend it.

Gary: I’m like, I don’t want to spend. It’s clean.

David: Right?

Gary: It’s my money. I don’t know why, call me nuts, call me crazy but when it’s still dirty and I still have taxes early on I’m like, uh spend it right? But now like it’s goes through a cleansing process and I know that money sitting in that account is cleaned out, it’s already have set money aside for personal and professional taxes and it’s legitimately my money.

David: Awesome.

Gary: My money right? You know what I mean like-?

David: Yeah.

Gary: Not company’s money, my money right?

David: Yup.

Gary: And I don’t know why it makes me excited you know what I mean? Like, going-

David: Yeah.

Gary: And I would ask Susan because Susan is one of my KPI’s. What’s in that account right? And like that’s a cool feeling to know that- that’s not the money that still needs to be cleaned, that’s not the money that’s going to pay the IRS on, this legitimately pulled out the taxes put into the account that when it’s going to paid professionally and personally and that money in there is- and I call it “clean money”. I love that name.

David: Yeah.

Gary: “Clean money” right?

David: Yup.

Gary: That’s what Profit First has done for me anyway from a visionary perspective, from an integrator perspective I think given her security right?

Susan: Yeah.

Gary: It’s given us both a piece of mind in our relationship and so is there something you want to say there?

Susan: No, just the whole concept of you know I’m going to make payroll next Friday but I’m also going to pay payroll taxes in the same payroll account so when you know my quarterly or actually we pay monthly- our monthly taxes come out I don’t have to sweat, I don’t even have to check the bank account, the money is there.

David: Yeah.

Susan: All cared for. It is- its like the biggest relief, I’m never surprised anymore. I know all of our recurring bills and I know all of you know payroll taxes, truthfully QuickBooks actually automates that for me. It tells me how much I have to pay in the matching payroll taxes.

David: Yeah.

Susan: So just put it in the bank account when I make payroll-

David: Yeah.

Susan: It’s the most relieved- stress relieving thing we have ever implemented in our business.

Gary: Yeah.

Susan: And then we have encouraged so many other people to do the same thing.

Gary: Yeah.

Susan: Because I think entrepreneurs find it hard to really establish their financial metrics to really understand them for one and also be prepared to pay for taxes, to pay payroll, to do those things that we struggled with ourselves.

Gary: Yeah. I almost want to tell people it’s not even a question, it’s a must. If you are an entrepreneurial that has less than 10 employees and you don’t have Profit First implementing- I mean it doesn’t matter how many employees but if you don’t have Profit FIrst implemented in your business it’s like a must-have. Like I even got to the point now where like I- you know I think our program how we help businesses is critical, Susan is most you know Profit First the biggest we have ever implemented because we do what we do very well right? So we already implemented this system in the process, we used to see our company, our company is amazing at processing, needings you know all that. Like we run our business very, very well but the profit side, the financial side is was a game changer for us in business. And I go as far saying, like everybody we help anymore if they are not willing to get you know their business out and around Profit First I don’t really want to help them.

David: Yeah.

Gary: Because it’s such a struggle to help the business scale because that’s what we do, we help to scale when you’re not cash confident.

Susan: Yeah.

David: Yup.

Gary: RIght? I tell everybody you have to have three levels of confidence to be successful, you have to be people confident right? You have to have people confident, you are not going to delegate if you don’t trust people.

David: Yup.

Gary: RIght? Number Two is you have to be metric confident, you got to know your numbers and I’m not just talking about financial, I’m talking about like how many leads-

David: Yeah.

Gary: You can’t turn a volume on in your real estate business if you don’t know that this amount of money creates this amount of opportunity, creates this amount of leads, creates this amount of quality leads, creates this amount of appointments that can convert to this amount of contracts. And once you know that rhythm you can turn the volume up on it right?

David: Yeah.

Gary: Knowing your numbers and being confident in your numbers is essential for growth. But Number Three is you can’t do any of that if you ain’t got money.

David: Right.

Gary: You can’t hire the right people, you can’t add more money in terms of marketing in terms of voluming up you don’t have money.

David: Right?

Gary: So three is, you can’t do any of that unless you got money right? You have to be cash confident, you have to be metric confident and you’ve got to be people confident right?

David: Yeah.

Gary: To have a full system that scales your system properly and I’m- I’m a you know again love-hate relationship here but I love it because of what is given me and we talking about 4th of July is coming up tomorrow and you know we are talking about freedom and independence. If you want to be free and be independent in your business you have to get cash confident.

David: That’s so true and thank you so much for sharing that. I guess we are about to wrap it up. Is there any other- any other tips or anything else that you wanted to say to Real Estate Investors?

Susan: No, I- when we were working with our clients and most of them are typically real estate, I do warn them. I said, we highly suggest and push Profit First because it is- it is something that will change and help you but it’s not going to be easy. It is super simple, but it is not easy. There’s a big distinction there. You have to have the discipline to put the money where it belongs and not touch it if it doesn’t belong to you.

David: Yup.

Susan: Even though it’s your money if you don’t do that it’s not going to work.

David: Yeah.

Gary: My last thing I would say is this just like with anything even when things are simple and they’re not easy what we teach fundamentals of business is simple, it’s not easy. If that’s the case hey you know it kind of simple to lose weight but not easy.

David: Right?

Gary: It gets harder and so what I will tell you is when things are simple but not easy we tend to think that we can do it.

David: Yup.

Gary: We are just fooling ourselves. I will read the book and implement it myself! Hey, guys listen you know this Dave like 20 year plus- 20 years of managing businesses and when Wayne and Tom and You and I talked about bringing in a system of process of recovery. We are still hiring a coach.

David: Mhm.

Gary: Right? Like and I could have done it but at the end of the day we need- you need that kind of accountability.

David: Right.

Gary: Right? And that’s what I’m saying here like don’t go at this alone right? I’ve been a coach for twenty years right? And I know business and honestly I know business finances, I know business P&Ls and Profit and Loss and QuickBooks, we have that all implemented. But I still went out and had somebody help me with this right?

David: Yeah.

Gary: And so for me I didn’t have the luxury of David Richter because he wasn’t doing that at the time. But I’m going to tell you if I had, David would have been the first person. And so like listen don’t go at this alone not only for the fact that you know you’re going to pay for the knowledge one way or the other but the second reason I’m going to tell you to not go at this alone is we all need accountability to a system.

David: Yeah.

Gary: Yeah, so David I appreciate you man. I love what you are doing, I love how you are helping people. I feel like a we are kind of one two punch in the industry for the people because when people implement our system processes and people structure all that and they don’t know their metrics. We have literally got in before in their financials, we’ve got in before and said, hey what your financials? And they’re like, I don’t know. How are you going to make a payroll? Well, I will just sell another house. That is not a way to do it.

David: Yeah.

Gary: Winning a business is what’s going to get you in trouble.

David: Yes, it will. Awesome.

Gary: If I was helping entrepreneurs today I would say, hey take time and invest in your business and take time and invest in yourself and create that accountability.

David: Well, I appreciate you both greatly and now at the end we want to make sure how our listeners can get back to you? And how would they contact if they want to either hire you or service whatever, what could bring you the most value to you?

Gary: Well, I mean probably the best way to reach out to us is there’s a platform on Facebook, TheSharperBusinessSolutions you can find us there. You can also go to our website at SharperProcess.com. My email is [email protected] and Susan is [email protected] Because it’s named after her Susan Harper so Sharper and then I think the last way is to probably just email to our website, something like that. Live contect out there, just type in Gary Harper you will find a lot of free videos and content that we have put out there for you to have access as well. Dave, thank you for having us on your show.

David: Yeah.

Gary: We are praying for your success and we hope your audience got great value from us today.

David: Yeah, I know that they did. There’s no doubt about that and we appreciate you being on here today too and be sure if you’re listening to this right now to go and seek them out if you really need help in your business. They will transform your business and your life. So thank you so much guys for being on.

Gary: All right David, have a great day!

Susan: See you.

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