Posted on: December 16, 2020

The wholesaling journey of today’s inspirational guest started just like many others. He once worked for corporate America and decided he wanted something else and so he decided to take a leap of faith.

Steve Richard’s journey has been nothing short of inspirational. While his journey started just this August, he has already accomplished a lot.

In this episode, Steve shared what prompted him to take a leap of faith and how he was able to generate amazing results in just a short amount of time.

If you would like to know how Steve made it all happen, this is one episode you should not miss!

Key Takeaways

  • His background and the type of real estate he’s currently focusing on
  • What prompted him to make the transition from the corporate to the real estate world
  • What his experience with direct mail has been like
  • What prompted him to talk to Chris
  • What he does not like about direct mails
  • The importance of knowing yourself and how you’re wired
  • His monthly budget for radio
  • Attributes he loves about radio as a marketing channel
  • What he’ll tell those who would like to try radio

RESOURCES:

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Episode Transcription

Chris Arnold:
Welcome to the Wholesaling Inc Podcast. I’m your host Chris Arnold as always excited that you are with us today. I’ve got an interesting guest and here’s exactly what you’re going to get. If you’re new to the business right now you might be thinking, “Do I want to do outbound? Or do I want to do inbound when it comes to my marketing?” Maybe you’re dialing for dollars, maybe you’re doing text blasting, maybe you’re wrestling a little bit with trying to juggle all of that while do everything else that you have in your life. And I think a big question for a lot of people listening are asking of, what percentage of my business should be outbound? Things like cold calling, text blasting, RVMing and what things should create inbound, right. Like direct mail or radio or television or things like that.
I’ve got a really interesting guest with us today, just started in August. Wait until you hear his story on what he’s accomplished so far. First of all, you’re going to be inspired by that which I was. I just told him, “Dude, you just took off out the gate,” which I love. And on top of that just kind of he’s in it, he’s in the trenches, he called me. How this whole thing started this is super interesting, is he reached out and he’s like, “Chris, can I just get like a one-on-one with you? I am going through this mental wrestle of what I want to accomplish and would you just soundboard for me?” I’m like, “Absolutely, I will.” And so I want you to kind of hear what has come out of the soundboard and a little bit about what he’s wrestling with because here’s my point, I think a lot listening today have the same conversation that’s going on in their head.
And so that’s what you’re going to get by the end of this podcast. And of course, you’re going to hear about his success with radio, wait until you hear these numbers already. Steve Richard what’s up buddy? Welcome to the show, man. Glad to have you.

Steve Richard:
Hey there Chris. Great to be on, excited to be here and excited to talk to everybody in the tribe.

Chris Arnold:
Absolutely. Let’s add some value day. Part of the tribe, right those that don’t know, tell us a little bit about your background, kind of catch us up and even tell us what type of real estate you’re focused on.

Steve Richard:
Yeah, absolutely. Great to be here, great to talk to everybody. For those of you that don’t know me, I’m about 50 years old Chris. I’ve been in Corporate America 28 years. In that time I’m kind of in the startup space, in that tech space. I’ve done four startups, couple of Silicon Valley companies and all of that’s been either sales or sales leadership and I’ve always wanted to get into real estate. I did a little bit many years ago when the kids were smaller and this year was just my year. I turned 50, the youngest graduated high school, the economics were a little bit different meaning a little older, a little wiser, I had a little bit of financial backing unlike those early days. I just said, “This is the year. I’m going to break into it and I’m going to give it all I got.”

Chris Arnold:
What was the thing that pushed you to make that transition? Was it turning 50? Was it anything to do with COVID? Was it, “Dude, I’m tired of the corporate world, been there, done that.” What was kind of the thing that pushed you over and got you to do it full-time?

Steve Richard:
Yeah. The story is going to be really funny. Some may not find it funny but I think I find it very ironic. I started putting the wheels in motion in January, picked up a couple of bigger pocket books, started reading, set up the LLC in March, looking for my first house which I found on my own back on June 1st and so all while selling. I sell million dollar plus software to big Fortune 1000 companies in the Boston market. And what I found was more and more of my heart and my mind was going toward this real estate direction.
And so for me, my wife and I sat down and said, “Hey, we’re going to make this plan. We’re going to go full-time come summer next year, 2021.” And so that was the plan we agreed upon, we had it all mapped out, first time ever totally in sync with the wife on this. And so we come to the end of the fiscal year for my job and I’m kind of doing the minimum at this point, right. I’m keeping the plates spinning while I’m trying to get this real estate thing up-

Chris Arnold:
You’re like one foot in, one foot out.

Steve Richard:
Totally and my heart and my mind is moving more and more to where I’m going full-time. We had made a decision, we’re doing this thing. Funny story, I’ve won all kinds of awards in sales I’m not patting myself on the back at all but I’ve been very successful in sales. And they came to me in August and they said, “Steve, we’re going to have to let you go if you don’t improve things.” You’re talking to a guy that ended the year at 102% of his number. They wanted me to sell 2.4 million, I sold 2.5 million. And they’re like, “Yeah, if you don’t improve, we’re going to let you go.” And I’m like, “What?”

Chris Arnold:
That you improve over a hundred percent, wow. This just gets interesting.

Steve Richard:
I’m used to being 150, 250%. That’s kind of where my career has been. I think that’s what they were expecting, they wanted I don’t know it still doesn’t make sense, you don’t fire people over 100%. But in any event that happened and so we were at this point where again, just being really transparent with everybody here, right. Life isn’t always perfect and nice and clean so you got to make decisions, we come this point August where we’re like, “All right, I had already bought your program, I had already started.” And we’re at this point where like decision point, fork in the road, what are we going to do? I could easily go get another Corporate America job, go work for another startup company and go do it for a year. And of course, the first six months are grueling or we can go all in with real estate. And so my wife and I after a couple of days of just processing this we said, “That’s it we’re going all in.” As they say in the book, The Art of War, right once the troops cross over the bridge, you burn the bridge.

Chris Arnold:
Are there no bridges of retreat man, just give it your all, right.

Steve Richard:
My wife and I decided we’re going all in, we’re burning the bridge. I don’t know if it was a good move or a stupid move or whatever you want to say but September 1 we went full-time. They gave me a month to get my ducks in a row. In the beginning it was like… And we’re still in the beginning phases but it was a lot of faith, right. Chris Arnold’s telling me this is going to work.

Chris Arnold:
My life’s in the balance, I just made this job. That’s a lot of pressure, man.

Steve Richard:
Yeah. I got a kid in college, I got another one that would like to go to college, I’d like to keep my house. These are all good things. And so we just say, “Hey, we’re doing it, we’re going to follow this program to a T.” I would say, “The train is definitely moving now.” If we had this podcast maybe a month ago you might have got a different story out of me, but-

Chris Arnold:
Train’s moving now. We’re going to talk about it.

Steve Richard:
The train is moving and we’re going in a good direction.

Chris Arnold:
Here’s that conversation we had and this is what I was talking about at the front of the podcast. You start with direct mail, right. You make the decision to say, “Okay, my first channel is going to be direct mail.” Talk a little bit about that, what you liked? Maybe some of the challenges? Because this kind of leads up to the conversation that you and I had last week.

Steve Richard:
Yeah, absolutely. I think like we talked about Chris, right. You got to find your niche, you got to find what works for you. And so, I started with direct mail, it’s kind of what I was led into and I think it works fantastic for so many people. But as I was doing it and then at the same time I started my first radio ad, right. And so I was kind of doing both and everyone says, “Start with one channel and then add one later.” Well, I was the dummy that said, “Well, I’m going to do both.”

Chris Arnold:
You can go two. I’m not going to challenge that. To start with two is not too crazy.

Steve Richard:
Yeah. Well, start with two and be brand new to the business, it was drinking from a fire hose to be honest but we got through it. I didn’t die that was good, my wife didn’t leave me that was good but I got a taste of both and what I found after, call it about two months was I just had this massive exhaustion from doing all of the direct mail and so in my market I can’t go to counties, I had to go to individual towns and cities. And so I create this massive spreadsheet, pull these lists from all. And of course I’m doing every aspect of the business like everyone that’s brand new in it. After doing it for a couple of months, it was just weighing on me so heavy. And then at that point I think I had five or six weeks of radio and I had already closed two houses from radio and it was [crosstalk 00:09:15].

Chris Arnold:
That will stop you.

Steve Richard:
Like they to me.

Chris Arnold:
You have this dilemma a little bit, right?

Steve Richard:
Yeah.

Chris Arnold:
And again, direct mail it’s what we started with, right even before radio because it’s such a traditional kind of foundational piece to start.

Steve Richard:
Yes.

Chris Arnold:
But all of a sudden you got two lanes of marketing going. You got this direct mail lane and this radio lane and then all of a sudden it causes you to kind of step back.

Steve Richard:
Yeah.

Chris Arnold:
And go, “Wait a second.” And so what was the thought that hit you that kind of made you go, “Man, I’m going to pick up the phone and call Chris, just to let him soundboard this for me.” What was that thought? I think a lot of people have it.

Steve Richard:
I think one of the benefits that I think I bring from an experience perspective is I’ve done four startups, right. And in the startup world and it’s no different here. In the startup world, you’re bringing new technology that people don’t understand from a company that they don’t know anything about. And so over the years, I just developed this I guess through trial and error and skinning my knee and everything else to periodically pop my head up, reassess what’s going on and make intelligent decisions going forward and so-

Chris Arnold:
That was really well said though by the way. Periodically stop as you just said, pick my head up from the day-to-day of the running and just kind of step back and go, “Okay, what’s really going on here that I know?” I love that you just said that because a lot of people get blowing and going and they never step back and just kind of reevaluate so keep going. I love you said that.

Steve Richard:
Yeah. And I think honestly I didn’t have the time to read Tim Ferriss’ book 4-Hour Workweek. I watched a 20 minute YouTube video and it totally kicked me in the butt. I couldn’t sleep one night two weeks ago and I was processing what he was saying. And one of the things that just smacked me across the face was, “If you’re busy all the time then you’re a lazy thinker.” And it just smacked me across the face and I went, “Oh my God.” And so I took a step back and I’m like, “All right, what are the things that are weighing on me? What are the things that I hate doing? And what are the things that are really effective, right? What’s the 80% of what am doing? What’s 20% that’s driving 80% of productivity?” And I went, “Well, that’s radio for me right now.” Radio is driving deals and revenue much, much easier than full blown direct mail is, that was crushing me.
And so, it was just a couple of weeks ago that I pulled this all-nighter working through 4-Hour Workweek and evaluating my business after being in it a couple of months and going. And I had reached out to you the next day saying, “I got to talk to Chris because my head is, I need to rethink this whole thing.” And that’s, after our conversation, those are some of the things that we did actually.

Chris Arnold:
Yeah. I felt like in our conversation to be honest, I could tell real quickly I was like, “Dude, and Steve I think you have the answer. You’re just calling me to kind of reaffirm.”

Steve Richard:
Yes.

Chris Arnold:
What was the answer that you, again you were thinking through this, reading through it, processing it, laying at night counting the ceiling tiles, right like, “What should I do?” But what was the answer that you landed on that you were just calling me to just kind of get confirmation on? What did you already conclude?

Steve Richard:
Yeah. I think two things and you’re right because by the time we actually got together, I had already made the decision and the decision was twofold. One, I was going to double and triple down on radio. I was going to pause and reevaluate direct mail. I’m not going to totally stop it but I needed to reevaluate it because it was literally crushing me in my time.

Chris Arnold:
For someone that’s even newer that’s not doing direct mail and they’re going okay, what’s crushing Steve? What was crushing you about that process?

Steve Richard:
It was pulling all the lists together. It was scraping and all the work that goes with that. And I think for my market, it was worse because I think a lot of markets you can go to the county to get these various lists and in my market for most of it, I’ve got to go to the individual towns and cities. To the individual towns and cities for the tax collector, code evictions, these various lists. And it was like I had this massive master spreadsheet of like 15 towns and cities. And so, trying to pull all this together, pull the lists, convert it from PDF into Excel spreadsheet, all the massaging before I can even import it was really weighing on me-

Chris Arnold:
That’s just the front side, that’s not even the back side of managing all the callbacks in which over half are hate calls.

Steve Richard:
Totally, yeah.

Chris Arnold:
I’ve been there. We were doing a hundred thousand pieces of direct mail at one point per month. It was insane.

Steve Richard:
Yeah. When you told me that I was blown away, I was like, “Oh my God, how many thousands of people told you I hate you, take me off your list.”

Chris Arnold:
I had staff in tears. It wasn’t the one call, it was like the three back to back where they got yelled at, it was actual profanity that my COO would have to step in and have a counseling call with that sales person, “Okay, don’t take it personally.” But here’s the deal, when i was producing I can put up with it, right. And even then my team was like, “Dude, as soon as we can get rid of this let’s just continue to expand on the radio side and do other stuff.” But man, particularly when it’s not producing at what I would call the highest level here and for us in Dallas it was a $4 return. That meant we were quadrupling our investment on there but man anything below that it just wasn’t worth the beat down we were facing.
And if you’re listening, we’re not saying that direct mail doesn’t work. I know people all around the country that do it. I know people that have set up really efficient systems around it. But regardless, it is a bit of a behemoth to kind of wrestle down and get both the front side and back side of that system working well. You go, okay, “I’m going to triple down on my radio and then on top of that, is it okay for me to maybe pause direct mail and come back to that?” Why was that decision not made like that? Why did you feel like it needed to be confirmed? Because I think here’s the psychology that people are bumping into.

Steve Richard:
Yeah. Because I recognize I’m a newbie and you’re the seasoned pro and we all need mentors in life and coaches that have been there. And so I think for me I needed some affirmation that as I took a turn in my journey it was okay to slow down a little bit while I reassess and make the necessary adjustments and that takes a little bit of time before I can push the gas again and kind of speed things up a little bit. And so as we talked, that’s fundamentally what I decided to do and you affirmed it, right. It’s not, I’m not going to stop direct mail but I’m going to take much more of a, I think the phrase you used was a sniper approach to direct mail. Instead of it being 100% of my marketing, it might be 20% of my marketing.
And coincidentally Chris, I just picked up a house on Friday that I got from direct mail from a particular list. Now, it’s two houses from one radio station and I haven’t run the numbers on it but I spent way more on direct mail. I did get a house. It’s going to be very profitable but I spent a lot much less on radio and I got double the performance but I think they both have their place, right?

Chris Arnold:
They do. And you and I were talking about this. And again, as we say this, this is not saying that this is true for everyone.

Steve Richard:
I know.

Chris Arnold:
But what I’ve found with Steve is we fundamentally agreed on this and that is that the majority of our dollars will go to marketing in order to really generate that inbound lead. That’s easier to convert that high quality lead and then we’ll take a smaller percentage and always stay on the outbound game. And the reason that is, is when you have something like COVID that comes along, that is out of your control, that might affect your marketing dollars and there’s nothing you can do about it, the thing you can always do is outbound. You can always dial more, you can always send more RVs or text blasting or whatever your deal is. We’ve kind of taken the approach of majority marketing minority part of our budget to go into prospecting. Let’s talk a little bit about on your side because I think that that’s a good balance for my business it doesn’t mean it’s true for everyone but you agree with it why?

Steve Richard:
I think it just fits me. As I was talking to my wife about this, it’s like real estate’s this big umbrella and I’ve got to find my niche. And so you can be successful in so many aspects of real estate. And I think the same thing here from a marketing perspective there’s many, many forms of marketing but you’ve got to find what works for you. What makes you happy? What’s productive, what weighs you down versus invigorates you and-

Chris Arnold:
And you are speaking my language baby. The marketing channel you should be excited to do. You shouldn’t feel let’s say, this sleazy about what you’re doing, you shouldn’t have to drag yourself in to do whatever marketing channel that you’re going to do. Dude we got one life, we got our business, let’s wake up and do things at a size. I think you said invigorate, right?

Steve Richard:
That’s right.

Chris Arnold:
If they didn’t actually invigorates me, I wouldn’t teach on it if I wasn’t excited but there are other marketing channels you’ll never catch me teach because am not just catching. I totally agree with you and I’ve said this before and you guys continue to hear me say, you chose to understand the way that you’re wired.

Steve Richard:
Yeah.

Chris Arnold:
Your core values, you brought in all of your past experience, things that you like, dislike. I like to call what drains you versus brings energy gain so drain versus gain and you said, “I’m going to match and align myself with marketing channels that fit that.” I’m just telling you in my opinion and I think you would agree the success that you’re going to have on marketing channels is going to go way up if you have that type of alignment with that particular marketing channel, do you agree with that?

Steve Richard:
Oh, a hundred percent. Rule number one is know thyself, right?

Chris Arnold:
Yes.

Steve Richard:
Know how you’re wired and know what works for you and the reality is you need some time, your car’s going to run for a little while so that you can see what actually is working and not working for you. And so for me, that was a couple of months and then I just said, “I don’t like that and I really like this and the results for this are much better.” And so we shifted gears, really excited about the next six months in our business.

Chris Arnold:
I am for you too and let’s transition and talk about what you’ve accomplished on radio so far but wrapping up before this transition to this next piece. Again find marketing channels that you love. And here’s the thing just because you’re not grinding it out and just because you might find something that someone over here loves doing you do it doesn’t make you less of an entrepreneur.

Steve Richard:
Yeah.

Chris Arnold:
I think that’s a big thing. Well, if I’m not smiling down and sending out 10,000 text blasts then I’m not Gary V hustling it. Hey, that’s not the way that it works like I’m giving you permission.

Steve Richard:
Yes.

Chris Arnold:
Just like what Steve was asking, stop it, don’t do it. You have our permission to drop what you hate doing in marketing and go find something that you can get behind that you love. That’s the moral of Steve Richard’s story today?

Steve Richard:
Well, if I could just add one more thing Chris for the listeners and that is I follow instructions really, really well. When I bought these courses, right. I did a lot of research in advance of buying the courses that I did. Yours was the very first one and I bought one other and I follow instructions to a T but there comes a time and I guess I learned this from just Corporate America doing the startup thing is there comes a time where you’ve got to pause, you’ve got to reassess and you’ve got to apply decision-making based on you. What works for somebody else in another market doesn’t necessarily going to be a perfect fit for you, right. Does the suit fit you exactly? And so I think for me, I think what you’re saying is giving people permission to follow the program but yet you’ve got the ability to adjust the suit jacket a little bit to fit you exactly.

Chris Arnold:
We do that all the time. And it comes down to this principle. You have to know the difference of when to persevere and when to pivot.

Steve Richard:
Yeah.

Chris Arnold:
Because sometimes you need to obviously persevere when you want to pivot but the real hard one is when you pivot and you feel like you just need to keep persevering because sometimes the best thing is the art of quitting things. Quitting is not always a bad thing, sometimes it is the smartest thing that you can do so you can pivot to something else. Let’s break down your radio and people are listening like, “Okay, this guy’s been in the game.” You started, let’s put this into perspective again, August of 2020, this year as a new real estate investor, right. You’ve been up on radio for seven weeks live, that is one radio station. What’s your budget? And everybody wants to know, how expensive is radio? What are you paying to advertise a hundred times per month on the station you’re on? What’s your monthly budget on the one you got?

Steve Richard:
Today it’s 1200 a month.

Chris Arnold:
1200 a month. Again, I’ve told you guys listening, everyone ask me how much does it start to get on radio? I say, “You should have a budget between 1000 to 2000.” In that time you’ve already picked up a couple of deals and again that’s fast launching a campaign if your season you launched this and were new at the same time, right. That mean as you said earlier, massive learning curve. I don’t care what we step into if we don’t know anything about it, there’s going to be a learning curve doesn’t matter what type of experience we have. And so you’ve got a fix and flip property that you’ve locked up and you and I were doing some numbers and you felt like that was going to be a conservative return on that flip of like what type of profit on that particular deal.

Steve Richard:
Yeah, that one I think conservatively we’ll net 40 grand on that and if we’re a little, it’ll be a little more.

Chris Arnold:
Okay. And then you got a wholesale deal and I always remind people. It doesn’t matter what you do with motivated seller leads. You can do owner financing, buying a whole fix and flip it’s all the same. Then you got a wholesale deal and that one’s locked up about to close and what’s the profit margin on that one.

Steve Richard:
Yeah. That’ll be 15 grand on that my first sold.

Chris Arnold:
That’s conservative on that one?

Steve Richard:
Yeah. That’s actually the number it’s already locked up. We’ll net a little over 15 grand.

Chris Arnold:
Okay. Seven weeks, 55,000 in the pipeline ready to close, which would mean you’ve advertised for fundamentally two months so that’s 1200 times two that’s $2,400 you’ve spent to have 55,000 in your pipeline so far as a new guy. How do you feel about that man?

Steve Richard:
That sounds crazy when you do the math like that. 10 seconds ago, I’m like, “Oh, I know where he’s going, I haven’t even done this math.” It’s insane, the return is insane right now when you put it that way.

Chris Arnold:
Let me ask you, now that you’re on the radio track, what are a couple qualities about radio as a marketing channel? You like, “These are a couple of my favorite attributes about this marketing channel”

Steve Richard:
Yeah. What I love about it is people that are calling actually want to talk to you.

Chris Arnold:
I love how you said it though because it was super funny like they actually want to talk to you.

Steve Richard:
I know.

Chris Arnold:
Oh, yeah. There’s people that actually want to talk to you when they call?

Steve Richard:
Yes. It sounds-

Chris Arnold:
Not you.

Steve Richard:
It sounds funny but just the whole psychology, right. That the person that’s calling you, most of them have a problem they’re trying to solve and they’re reaching, they took the time to write down your number, memorize your number, call you and so these are high quality many of them motivated sellers that they’ve got a problem they’re trying to solve for. I’m not getting any of those other calls, right. Once in a blue moon I think I had one it wasn’t a prank, some kid called the number. Other than that they’ve all been people that genuinely want to talk. Some of them are a great fit some of them aren’t but they all have problems, they all want to sell and so [crosstalk 00:26:04]

Chris Arnold:
That’s efficient.

Steve Richard:
It was different call.

Chris Arnold:
Here’s the thing, If you don’t have to spend half the calls, talking to people that don’t want to talk to you but as you said, the majority of the calls they do that’s a much more efficient system than burning your wills on people that are just frustrated because you’re a spam artists and spam them. I agree it’s just much, much more efficient as well. You love that aspect of it, it’s a high quality lead. Give me one more, what’s another thing you’ve observed so far you’re like, “You know what? This is a good fit for me.”

Steve Richard:
Time efficiency Chris, right. Right now it’s me and I just started with a virtual assistant helping me out with some administrative tasks that started about two weeks ago. My time efficiency, I’m not taking as many calls but the calls that I take are much more quality and so that’s much less draining on my time. I have more time to think, more time to think about the business as a whole of what other areas do I need to focus on? And when the phone rings it’s a high quality lead. It doesn’t ring as often but it’s a high quality person on the other line.

Chris Arnold:
I like that and the efficiency aspect again, I’m a guy that wants a lifestyle business. It’s why I live down into New Mexico so any time you can help me eliminate something, automate something, delegate something you have my attention because I don’t want to build a business as big as possible, I want to build a business that bothers me as little as possible. That’s my definition of a successful entrepreneur, right. That’s what I want to do. And if you’re listening as always important to come and join us on YouTube, you can subscribe to the channel. Again, we drop additional content over there. I know everyone’s always like, “Hey, where can I get some more interesting stuff that’s happening?” Go over to YouTube and subscribe at Chris Arnold.
Wrapping this up, you and I were talking, you were talking about, “Hey, this is working so well.” And I always liked this so put your money where your mouth is and you are because you went and bought two more stations and what’s your ad spend about to go up? When did these two new stations start? Because you’re like, “Dude, I’m all in, I’m doubling, tripling down.” Technically you would be tripling down because you’re going from one to three.

Steve Richard:
I got a finance degree and that technically I think you’re right. I think-

Chris Arnold:
It’s tripling down.

Steve Richard:
Yeah. We just added two more stations. I just did a radio ad earlier today. We started with Country, we’re adding Classic Rock and then 80’s, 90’s & Today and our budget will be 4,200 a month and that’ll kick off December 1st.

Chris Arnold:
Absolutely. And as I always remind everyone this year and I have to remind myself, this has been an election year, this has been COVID year. What will your radio campaigns look like next year? Barring everything just continues to move forward and open up. It’s going to be just an absolute great year. I’m super excited for you. If you’re listening again, we want to bring on students to just hear their stories. Again, our job is really simple as coaches at Wholesaling Inc, that’s just add value, bring you things that you can execute into your business that are going to make a big difference and when I had originally talked with Tom I said, “Man, I’ve got the thing in my back pocket that’s really going to shake the entire country up.” And that was radio and it has. I think we’ve sold over 55% of the markets. Radio was never talked about and now it’s something that’s been really valuable and we’ve done a great job preserving it by limiting people per market. But as always, if you’re interested it starts with asking questions, doing due diligence.
I love this whole episode is about been finding the right marketing channel for you. Radio could be that you won’t know unless you kind of dig in and take a look at what you want to do for next year. But in order to start that process go to wholesalinginc.com/reiradio and book a call. And wrapping up Steve, if someone’s out there listening going, “Man, should I or should I not take a look at this radio thing?” What would you tell them, man? Again and we all get skeptical, we’re on the fence paralysis, right. I get it, what would you tell them?

Steve Richard:
I’d tell them this is probably the easiest marketing channel to break into real estate from a time perspective, right. I would say, “Go ahead and do it, get on a station, let it run for three or four months. What’s the worst case scenario you drop five grand?” Okay, like I lost 5,000… Well, I won’t say where I lost 5,000. Something like you can lose 5,000 in a week down in Vegas, right?

Chris Arnold:
Yeah.

Steve Richard:
Not that I did just for the record. What do you got to lose, right. You get on, get on the station, let it run for a couple of months. Your risk exposure is five grand, okay and you get one deal out of it and all of a sudden you’re in the game. I would totally go for it. Of all things if you’re going to start, I’d start radio.

Chris Arnold:
And it’s interesting. You said that because so many of us thought initially coming in that radio is going to be for the more advanced person and what we’ve actually found out which I didn’t understand, right because I had to kind of put myself back all the way at the beginning. Radio is actually one of the best fits for someone that’s new to the game. I actually didn’t understand that coming in and that’s why we have so many students like yourself that are on the front side, that’s doing really well with it. To everyone thanks so much. Steve I’m super proud of you, man. You’ve done a great job and just want to give you some public recognition for coming in and inspire us, man you came running out the gate. To the rest of you, we will catch you next time until we add more value. Talk to you soon.

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