No Broke Months For Salespeople - How to Raise Capital for Your Next Investment Deal

Episode Date: September 9, 2025

What you’ll learn in this episodeHow to use self-directed IRAs for real estate and private dealsThe difference between recourse and non-recourse loansWhy 30% of Americans own their homes free and clear—and how that unlocks hidden capitalHow HELOCs can be powerful investment toolsWhy millionaires often drive F-150s, not LamborghinisHow to identify hidden wealth in your own network Strategies to create win-win opportunities and grow wealth together  To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

Almost all people park their dollars that they want to grow on Wall Street. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneur. As you immerse yourself in this show, you'll discover the secrets to unlocking consistent and predictable income. We reveal the new way to persuade human behavior by mastering the art of the teach-to-sell method. Get ready to transform your approach and achieve unparalleled success. My name is Dan Roshin.

I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have No Broke Months. Thanks for joining me. Enjoy the show. And he's the author of the Amazon Best Selling Private Capital, Matt. Welcome. You got the best. Oh, good, Dan. All good. No, no, no, man.

You can be the best, but the best ever show is the law. It's a fun fact. The best ever show is the longest running daily real estate podcast. It's been on the air for upwards of 10 years. I'm grateful to be one of their hosts. I'm not crazy enough to do a daily show. Joe Farrell has started at doing a daily podcast. I'm just one of the seven hosts that host that show.

I'm grateful to be working with them, and I'm really grateful to be here with you, buddy. Welcome, Matt. So talk to us. So before we get into how to raise capital for your next investment deal, tell us a little about Matt, what's your journey been like go back as far as you're comfortable or as far as it makes sense to go back back when i was two years old dan uh no no uh i kind of stumbled into raising money from other people man it pretty much was put in front of me uh as hey i've got money to put to work can you put this to work and i was like sure what the heck you know um this is a guy that my wife went to college with

that had 50k that was just sitting there and he wanted to put it into something and so he gave it to us. And I went and put it into a couple of real estate deals that I had found. And before you knew it, he was happy and was making a good return to his money. And he told a bunch of his buddies about me. And, you know, and we were off to the races from there, man. And, you know, just started building a brand around it with YouTube videos and educational product on real estate investing and everything like that. So it grew organically over time to the point now. Now our company's raised about $72 million in investor equity since we've been raising capital. And we've been raising capital for upwards of like 14 years now in that. So we're sitting

at about $72 million in total investments, mostly multifamily apartment buildings. We also have a fund that does hard money loans and that kind of thing too. So we're blessed and grateful, ma'am. What's the name of your company? Derosa Group. D-E-R-O-S-A, derosaGroo-Groop.com. Okay. So tell me, Matt, so if If I got an investment deal and I want to raise money for it, what do I do? Well, first thing you're to realize, let's say that you're a real estate agent that you stumble across a sweetheart deal and you're like, you know, like example, let's say somebody's got you come into like a five unit apartment building, small multi-family thing. Sellers a little in distress. Maybe, God forbid, they're getting divorced or something like that or maybe it's an estate.

and they're just, the seller's not looking to get absolute top dollar. They just need to get it off their plate as soon as they can, right? Now, a real estate agent or a wholesaler, whatever, may, like a wholesaler is going to wholesale because they think they don't have the money to do the deal. A real estate agent's going to, you know, broker it so they can make a commission and feed their family with it, right? What if that wholesaler or that real estate agent could go reach into their handy-dandy cell phone and with a few phone calls, like put together a few investors so they could take that

deal down. That real estate agent could make probably upwards of the same amount, the same amount of money they'd make in a real estate commission once. What if they could make that every year in passive income, right? Or the wholesaler and whatever their wholesale fee would be, what if they could make that, you know, annually in passive income over and over and over again, mailbox money checks coming into their inbox. The way they do that is by realizing how much money we all have, Dan, sitting in our cell phones, waiting for another home. And the fact of matter beyond that is almost all people that parked our money passively,

except for the savvy, and I'll talk to you about how to deal with them. But aside from savvy investors, almost all people park their dollars that they want to grow on Wall Street. And there's nothing wrong with that. I'm not an anti-Wall Street guy. I'm just an options guy. People should have options on where to put their dollars. And if you know how to talk to people, they will love to know that their retirement account or their cash or whatever it may be is right down the block from where they live in that five-unit apartment building that realtor or wholesaler found versus, you know, a couple of hours away sitting in the hands of a mortgage broker or a stock broker, they don't even know in that.

So that's what this whole thing is all about and knowing how to find that money that's right underneath our nose. So walk us through this. So let's say I find a, you know, let's say there's an estate sale. And it's, you know, there's some errors and they, you know, they live out of state. They just want to get rid of it. It needs some improvements. And, you know, there's a bit of equity in it.

What do you do? Yeah, and that could be a fix and flip guys. Sure. That could be, like, I bought fixing flips off of estate sales. Again, it was a blessing to them because they got the big fat check in their pocket, you know, and everything like that. And they were able to clear the estate and move forward. Or it could be a rental property, whatever it is.

It's just got to be somebody who's willing to let something go at a reason, a way, really like a great price that's a win-win for the buyer and the seller, right? The way you go about it is, and you don't start looking for money when you got a deal. You look for money before you got a deal. In my book, Raising Private Capital, the way I tell people to do this is to make your money list. And your money list has to have three different money sources. You know, there are my, like the sources of money are three different things. And this sounds so obvious, damn, but I'll break it down for you one by one.

The money sources are, first one, cash, you know, not like, you know, greenbacks underneath your mattress. I'm talking about like just dollars sitting in your savings account, earning you a whopping two and a half percent. That's number one. Number two is equity in real estate. You know, that is the equity in your home and that. And the third one, which is the, this is like the magic one that nobody thinks about, and that's retirement accounts. Because people don't realize you can put a retirement account into real estate investments. It does not have to be on Wall Street. It can be, it can be on Main Street and that. So if you like, you and I can dissect each one of those. You want to do that? Well, yeah, but I got to be on.

question specifically about the so if you're investing you know walk me through that right so I think I'm like the like to be like a self-directed IRA for example into a I guess you'd have to have a walk me through that because I've done

self-directed IRAs directly as the principal but not as like the person raising the capital or as a limited partner investing it so just walk me through that if you could all right we're going to do hypothetical right I'm Matt I find the deal you're my uncle. That's not hypothetical. What's that? I really do. You are Matt. That's not really

I really am Matt. I can change my name to Jerry if you want. Just for this conversation, I could change my name if you'd like for me to. But let's say, you know, I'm the deal finder or in my book I talk about the deal provider, right? So I find the opportunity. I'm maybe the full-time real estate investor or the agent or the wholesaler or whoever that's got their tentacles out there looking for opportunities. And I find an opportunity. And I reach out to, my good buddy Dan here. And I happen to know that Dan used to work for, I'll make it up, like Conrail. You know, he's an engineer at Conrail. And then he moved over to another company, right? Well, you laugh at you. I really is hypothetical making me an engineer, but go for it, man. Did I just give you an upgrade?

Probably so, probably so. So, okay, so he was an engineer. He said, well, let's make you an executive. You're a C-suite executive at Conrail, right? And then you got picked up by, you know, Eminem Mars or something like that. And so now you're over there. I know that you're a friend of mine that used to work at company A. And now you work at company B.

Listeners, think about that. Everybody knows somebody who used to work here and now they work there. What's great is my buddy, what I know is that the retirement account that my buddy Dan had when he worked at Company A, when he was a C-suite executive running the show over at Conrail or even an engineer or doesn't matter what he was doing, making coffee at Conrail, it doesn't matter that whatever his job was there, he had a retirement account and he moved over to another company and that retirement account 401k that he had at Conrail is now automatically an IRA because it's not a 401k anymore, automatically gets converted to an IRA. I know that I can get Dan through

about a two-week process to roll over that IRA to what you've already talked about, Dan, is self-directed IRA. So what I'm going to do is I'm going to go to you and I'm going to say, hey, Dan, I know you got that IRA account, you know, when you used to be with Conrail, how much, you know, do you mind to ask me asking, how much is that? Well, last time I look, I don't look at, nobody looks at the IRAs, by the way, Dan, nobody looks to see how much is in there watches. They kind of forget about it, right? So, you know, Matt, that last time I looked, there was 250K sitting there. Well, I can't, but I can't touch it until I'm 65, right? Yes and no, Dan. You can take that money and roll it to an IRA custodian, and I can help

you grow that money much faster than it will on Wall Street by investing in this deal, this estate sale that I got. And you didn't either step in as a lender, as a bank on the deal. And I can structure, I structure this whole thing with a promissory note, loan agreement, everything like that, and you become my bank for that fix and flip deal or you and I become JV partners. Doesn't matter. You know, um, meaning JV partner means like if I, uh, buy the property, and God willing, and the creek don't rise, I make like 75K, doing the fix and flip. Great. I cut your IRA in for a portion of that profit, and I keep a portion of that profit.

You want to be a lender? You want a little more security? Great. I can give you first position. I can give an IRA collateral. Like, it's a bank. I can put it as a lien on the real estate, just like you would, a bank, Wells Fargo, whatever, is going to put a mortgage on the property.

Well, I can give you, your IRA account, a mortgage on the property. And I got to make you a monthly payment, whatever it did you want, back to your IRA. And when I sell the property, I give you your principal back. And it's protected with a lien on the property. There you go. That's how you structure it with an IRA, with cash, whatever it may be. But I've got to lead you, I've got to lead the horse to water and show you how it goes and structure all these things for you and take you to the IRA custodian because a lot

of times investors don't know that these things even exist. you know and so that in essence dan is is how you would set it up yes you can take your IRA and invest it yourself in deals but i can also find people in my network that had these access to these resources to put into my deals too any challenges with the self-directed i because i know like if you're getting you'd have to get a non-recourse loan so then if you're doing that like in a jv or as an investor like that's the piece there that i'm like i'm not like i'm not clicking on that piece there got it so you're right and you're you're you're you're right you're wrong but no i'm kidding um i know right and i know i'm wrong especially i know i'm wrong yeah but that's where i'm like

trying to figure this out walk me through that there's one lane of traffic that you can do this thing in that's say that like dan's got his IRA and dan wants to then go and invest an IRA into his own rental property or his own fix and flip you can do that you can you can you can take your IRA dan and buy bars of gold with it. You can take your IRA and invest it in private placements. We do that too. You can take your IRA and invest it in all kinds of things. And you can invest it in your own fix and flip. If the IRA is taking title, if it's owning the real estate directly, you are correct. You cannot have a recourse loan. Recourse means that, God forbid, you don't make mortgage payments, the bank can come and look like they would for me. If I stop making my

mortgage payments on my home, they could come and take the house and they could also sue me personally, right? That's called recourse. That means I'm responsible, right? The law says that an IRA cannot be held accountable, cannot be exercised on recourse. I can't come and take somebody's retirement account if they don't make their payments on a house or whatever it may be. Right. Now, that's if you're taking title direct as an owner with the IRA but you your IRA can invest in my deal and I'm on title I'm the owner right I'm either got it yeah yeah the IRA does not matter if I if it's recourse or not it doesn't matter and if your IRA becomes the bank then it's the bank you know you take your 200 grand IRA and it's loaning me 200 grand to buy the

property, fix it up and off and off we go, you know. So there's no recourse requirement if you're an investor. If you're a passive investor in somebody else's deal, the recourse rule does not kick in. Okay, so they could like say loan you 100 and you go take a loan for 300 or whatever. Yeah. That 300's, you're, you or your company is signing for that. So that's got nothing to do with the person that's giving you the whatever portion of the investment from their self-directed. You got it. That's it. All right. Thank you for. Yeah, thanks for letting me understand. You are welcome, sir.

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Teach-to-sell isn't just a book. It's a shift that will build your business and your life. I want to touch on one thing. I said real estate, right? People are real estate. Yeah, it's hard to get the capital out of real estate. But guess what, Dan? You know what percentage of America last time I looked owns their home free and clear?

Well, all the baby boomers out there and all that. 30%, dude. 30% of America owns their home free and clear, right? Realtors may have encountered people that go to sell their home and they're like, oh, hey, wait a minute. We're glad, you know, title company needs your mortgage payoff. There is no mortgage payoff. The houses I own, I paid this house off. Most people that own their home free and clear brag about it, you know, because it's a feat

to pay your house off free and clear. That's the thing, right? So what's great is, yes, you've relieved yourself of one of the major burdens, which is debt service, you know, and having to pay that overhead for your household every month. What you've also done is unlocked enormous potential. And you can go and take that free and clear real estate or just real estate with some equity in it. Like my home is not free and clear because I have really cheap debt.

So why would I go paying that off? And the home I'm living in now, I have a he lock on it, a home equity line of credit, right? I take that he lock and I put it into hard money deals. I'm about to close and a fixed and flip in two weeks using the home equity line of credit I have on my home. A lot of America could take the equity they have in their house, go get themselves a home equity line of credit and invest it in short-term bridge loans. They can invest it in their own fix and flip deals.

could give it to active operators like you and me and make even more cash flow with their to unlock that equity that's just sitting there it's the biggest piggy bank america's got and unlock it and put it more put it to work into deals yeah particularly with the appreciation over the last several years that if you bought something five years ago you got you know yeah you got you got equity and so so there's there's a lot of you know a lot of my past clients i've been you know helping as a real estate broker since 2007. So I've got past clients that go way back that have tons of equity in their real estate. And so that's an opportunity there. And then you said cash as well, which is not as, I guess it's probably harder to save, you know, $100,000 of cash than it is to get

$100,000 of appreciation through real estate. But nonetheless, some people have a bit of cash. I admire them, but some people live so far below their means. It's crazy, man. Like they got, this is the person that's got the same car the last 15 years they got a bunch of promotions at work and never moved you know they're not like living at or god forbid above their means they're living way below their means and they're putting their money in things like CDs or savings accounts or yeah wall street too whatever it may be this is like there's a book it was written a long time ago dan says some of the principles are a bit dated um but it's called a millionaire next door and that is under the premise that a lot of like who's the author of that who's the author of that

i don't know guy the right million next door let's let's ask google uh that book somewhere around here yeah that's an old school book yeah are you googling it right now it's fucking i bet you better believe it um it's it's a great book man uh it's it's it's worth it just for your show to promote it Thomas Stanley all right Tom Stanley and William Danko both P. Thank you. That means they must be smarter than you and me, man. Yeah. Yeah. I can't. When I have a question out of the answer to Dan, I got to get it. I'm like, you know, all the answers are at our fingertips. I got to Google it. So I'm the same way. I'm the same way. All right. So what are the doctors? What do they say to us? The good docs then are telling us that if you and I are sitting at a

stoplight and on the left, I got a Lamborghini. Then on the right, I got a Ford F-150. The statistics say that the driver of that Ford F-150 has a higher probability of being a millionaire than the Lamborghini does. The Lamborghini is probably what they call broke in another level. You know, like they're probably living with an expense line at 40 grand a month, 30 grand a month, whatever it may be. Maybe they got a great job, but they're spending every nickel that they're making, you know. So the book, in essence, says that millionaires in America tend to be in disguise. you know um and that's what i talk about in the book raising private capital is how to find in your own network in your own network listener not going to going to you know millionaire dot com and trying to find

an investor to invest in your deal go to your own cell phone and think of the person that i said earlier that used to have a job working at company a and went to company b or that has had a bunch of promotions uh and does or doesn't go on fancy pants vacations or hasn't moved in the last 15 years or as Dan said, you know, was smart and got a good debt on their home in like 2017, 18, and the market blew out and they were smart and didn't refy up, up, up, up, up, up, up. You know, they've got lots of equity. Whatever it may be, these people are, could be millionaire, millionaires next door, and they could have money sitting in CDs or money sitting in the stock market

and just aren't sure how to get to their wealth goals, and you can help them get there by helping them put it to work in opportunities, you come across a little bit so all right let me sum all this up matt make sure i got this so you've got you've got your you use the word and um i'm going to have to translate this i think you used it before we were talking you used the word rolodex and i knew if you used that on the show i'd have to be like you know i am ashamed that i know what the hell of rolodex is right but i am too man i am too i'm embarrassed tell the audience what the rilodex is you got anybody under the age of 45 listening to this show is like what is that roolodex is that a website i can

go to the Rolodex.com. Is that where the rich people are? It's on Rolodex. All right. So you got people in your database that are, you got people in your database. That are, you got people in your database. I still use that term just because it just means it. I know, you said it to be before the show.

Yeah. But, you know, old guys like you and I knew what that is. You know, like, oh, Rolodex. I got that. Yeah. Anyway. All right. People you know.

You got people in your database. People, you know, who. You know, that either they're frugal and they've saved money throughout the years or they have equity in their homes or they have a self-directed IRA. And then you've got your own, you know, potentially cash, potentially equity and potentially, you know, your own IRA to be able to, you know, have some of your own resources. But then reaching out to those, you know, those that you know, and you would be surprised because the guy driving that F-150 is, more likely to be, you know, to be that millionaire. I do remember reading that book years ago. And I remember that concept.

So thank you for reminding me. In the book, they say the most common, I didn't just pick Ford F-150 out of a hat. The most commonly driven vehicle at the time of that book was written, the most commonly driven vehicle of millionaires is the Ford F-150. You know? Yeah, you know what's funny? It's not a Porsche. It's not a receipt. I got to tell on myself.

not a beamer yeah there you go when i read the book when i read the book guess what matt i drove a ford to f 150 and i was not a millionaire said you're that you're in the statistical outlier right so all right matt thank you for for sharing this all with me if you were to leave our audience with like one nugget of uh of something that you would say that you've learned through your journey and you, you know, you have an extensive, you know, expansive journey. What would that be? Take your blinders off, guys. They're the realtor, the investor, the whoever you are listening,

you might make a few bucks selling that, selling great deals, or looking for great opportunities. And I get, you got to feed your family on that, on that money, on that real estate commission, whatever it is you're doing in that. But think outside the box a little bit and realize that with a little bit of creativity, you might be able to create win-win scenarios. And I'm not saying you stop being in any of these good, like, you know, professions in America, like a real estate agent or a wholesale or whatever it is.

But what if you sold a deal, sold a deal, bought a deal, sold a deal, sold a deal, by taking your blinders off and seeing that the folks in your network, right, are looking for a better way too, right? Maybe they're looking for another way to raise their own wealth or to feed their own families. or to reach their own wealth goals, right? Whatever it is, understand that there's a lot of people out there that are looking for the same thing that you are, which is a little bit, a little bit more of a leg up.

They want to climb the ladder just a little bit faster. Maybe not sprint to the top. They don't need to be Jeff Bezos. Maybe they just want to get there just a little bit faster. And you can help them get there if you take your blinders off and look at all kinds of different ways to get things done. Like someone getting touch with the math. They can go to derosa group.com, D-E-R-O-S-A-Dorosurgroup.com.

My book is called Raising Private Capital. Exactly those names. It's a book very similar to that name that's not my book. Raising Private Capital is the name of my book. You can pick that up on Amazon or you can go to derosa Group.com and you can connect with our company. Thank you for your time today. Audience, thank you for your time today. Have the best day of your life.

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