Posted on: January 20, 2021

If you want to run a truly successful wholesaling business, there is one crucial thing you need to do first: build a solid and powerful foundation. And that’s what you’ll learn how to do in today’s awesome episode!

In this episode, Chris Arnold, one of the most successful real estate investors and coach of REI Radio talked to his Chief Operating Officer (COO) Sierra Ford about the 5 most important things you should cover during your first year of wholesaling.

If you are just starting out or considering getting into wholesaling, today’s episode is exactly what you need to hear to set yourself up for success!

Key Takeaways

  • What she’s responsible for as Chief Operating Officer (COO)
  • Most important discipline to look into
  • Why lead auditing is crucial
  • How to ensure leads are managed accordingly
  • How to do lead auditing
  • The most important hire you should make the first 12 months
  • Most important piece of technology an investor should pick up the first 12 months
  • Why CRMs are important
  • Most important skill you need to develop
  • Why you need to know and understand your KPIs
  • The most important investment
  • Practical tips when building a buyers list

RESOURCES:

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Episode Transcription

Chris Arnold:
Welcome to the Wholesaling Inc. podcast. I’m your host, Chris Arnold. As always, excited for you guys to join us today. So, here’s what you’re going to get. I know we have a lot of people listening that have been in the business, let’s say a year or two, and there are so many things you could consider trying to execute on or really implement in your business. I thought it’d be a valuable conversation to come in and talk about the five most important decisions or things that you should do within your first 12 to 24 months of being a business. How do you like that? That’s what you’re going to get by the end of this podcast.
I’m going to do it with my chief operating officer, Sierra Ford, really coming in from her perspective as we sat down and talked about this. She talks to a lot of visionaries and business owners all over the country, so she deals both with really seasoned people as well as people that are newer to the business. we get this question that’s asked to us quite a bit and that is, should I or should I not, within the first 12 to 24 months of my business? That’s what we’re going to talk about today. So, Sierra Ford, welcome to the show. Glad to have you on. How are you?

Sierra Ford:
I’m good. How are you?

Chris Arnold:
Awesome. So, for those that might not know chief operating officer, et cetera, just give a little bit of background, like how long you and I have been working together and what you’re responsible for as a COO.

Sierra Ford:
Yeah. I’ve been here now for seven years, so we’ve been doing this for a long time now. I am responsible for all systems, operation, hiring, firing, making sure the day-to-day is functioning and everything is running the right way, down to technology to people.

Chris Arnold:
You pretty much run the show, is what I say.

Sierra Ford:
Yes.

Chris Arnold:
You’re the glue that keeps everything together. Anyone that knows our business and knows you really goes, “Oh, Sierra really understands the day-to-day operations.” So, let’s hop in. Let’s get to the meat of this on these five most important. So, here’s the first one. Sierra, what is the most important discipline to really get down within your first 12 to 24 months of being in real estate as an investor? The most important discipline, what do you think it is?

Sierra Ford:
I would definitely say getting in the habit of lead auditing. That’s a really important piece. A lot of people overlook it. They feel like if they have leads coming in, that’s enough. It’s not. You need to make sure that you’re properly tracking those leads. You’re really looking into, if they’re being contacted, notes are being updated, scheduled follow-ups are being set. Because if you’re not properly watching them, whether you’re the one making those calls or an acquisition manager is making those calls or a prospecting assistant, you need to make sure that each lead is being touched so you’re not wasting important marketing dollars. So, making sure that somebody is in there actively looking at the system and the leads coming in. It’s going to save you money, and it’s going to make sure that you’re getting everything out of the leads that are coming into your system.

Chris Arnold:
This is an interesting one. So, auditing the leads. Another word that we might use for that would be actually making sure that the leads are being managed well, correct?

Sierra Ford:
Mm-hmm (affirmative).

Chris Arnold:
So, how does somebody practically do that? If someone said, “Okay Sierra, I hear what you’re saying. I definitely understand it’s important to make sure that we are maximizing and capitalizing on all the leads that are coming through. But what does an audit actually look like? What would I be auditing if I’m brand new to the business? How do I do that?”

Sierra Ford:
So, a lot of people think that this is a full-time position. It’s not. It’s somebody to go into your system that is going to go in maybe an hour to two hours max a day and look through each lead to make sure that there is a followup date set, that there are notes on each lead that has come in, that it is statused properly, and that the source is marked properly. That is auditing in a nutshell. Making sure that when you’re looking at that lead, anybody could come in and take that lead and know exactly where it stood from the notes to the followup date. That’s also going to ensure that you’re jumping in the system and contacting leads that have said, “Not right now,” but you’re not wasting that opportunity. It’s a huge, huge difference when you’re actively going in there and making sure that those leads are not left untouched.

Chris Arnold:
So, what if I’m just a solo-preneur? I’m listening to this and going, “Hey, I’m doing some marketing. I’m generating some leads, but I don’t really have anyone that’s auditing these leads. Do I audit them myself, and can I trust myself to do a good job of that? Do I hunker down and maybe pay someone to do it?” If I’m listening and I’m going, “Okay, I know this is important, but can I hold myself accountable to a process that needs to be held accountable?” is probably what I’m thinking. How do I do that as a solo-preneur?

Sierra Ford:
Honestly, I definitely think it’s something that you should bring somebody else in to do. Like I said, it’s one to two hours. Even if you’re the only one calling those leads, if your intention is to grow your business, somebody is going to have to come in there and take that role from you. If your system isn’t properly updated and those leads aren’t properly statused and notated, then how are they going to take those leads over? So, if you have to, you can obviously do it yourself, but I don’t necessarily think that it’s going to be the highest of priorities for somebody to go and audit themselves in a system. But again, one to two hours a day. If not, bring somebody in for maybe two hours a week just to pop in at the end of the day, touch some liens, look through the system, make sure that it’s updated and move on.
If you do insist on doing this yourself, just make sure you’re holding yourself to it, that you’re setting yourself some type of schedule to look in that system and make sure that all your I’s are dotted and your T’s are crossed by the end of the day and everything has been updated. So, when you are ready to move on and to pass this position over to somebody else, like acquisition or prospecting, that they can come in and see where you left off with each individual lead, and you’re not wasting any opportunity there.

Chris Arnold:
Absolutely. I can tell you, it’s funny, I go back to the first coach that I had, Sierra. His name was Bob Corker. Bob Corker is still around. That guy’s been coaching people forever. But he said, “Chris, I want to tell you that in all of my years of coaching,” and this guy’s been coaching for a few decades at this point, “is that I can tell you that the number one problem that I see working with people at all levels within real estate is the mismanagement of leads.” I’ll never forget that because that was one of the first lessons that he taught me being the first coach that I ever hired. That was one thing that always stuck with me, and he’s right. What you’re talking about is really understanding that the discipline of auditing your leads, managing your leads, is so important. Sierra, I would guess that the longer you put this off, the harder this discipline’s probably to come back and do. Would you agree with that?

Sierra Ford:
Absolutely.

Chris Arnold:
You just get out of the habit and it’s like, “Eh, I’ll get to that sometime.”

Sierra Ford:
Well, not only that, but it’s creating a mess. So, you’re out of the habit but also when you finally decide to bring somebody into that, it’s a lot of backtracking. That’s a lot of potential wasted opportunity there. If your followup date isn’t set and you have somebody that says, “Call me back at the first of the year,” how are you going to remember that? That’s a wasted opportunity. So, you’re going to either have to go back to the beginning of your system to look through all of these leads and potentially try to contact again, but you’re also potentially making some of those leads upset that you forgot about them. You’ve wasted that opportunity. You’re trying to go back now and they know that you didn’t follow up. So, it’s setting the standard for yourself, for your sellers, for your team. You’re making sure that you’re really doing what you need to do-

Chris Arnold:
I agree.

Sierra Ford:
… in your system with every lead.

Chris Arnold:
Just practically, if you’re listening and you’re like, “Well, I’ve never even hired anyone. I don’t know that process.” We’re talking about a couple hours a day or maybe even five hours a week where someone’s just popping in the system for an hour a day. When you have the ability to hire overseas at $3, $5 an hour, if you decide to go that route. Of course someone state side, Sierra, I know you would say you could probably pick up someone for maybe about $12 per hour. So, we’re talking about a low cost for you to have a lead manager like this for just a handful of hours per week. So, on the practical side of hiring or paying this person, Sierra, anything else for someone that’s just going, “Hey, I get this idea. I’m just not quite sure what my first couple of steps are on even finding or paying somebody like this”?

Sierra Ford:
Yeah. For this type of position, honestly, I would go even lower than 12. This is an admin position. It’s auditing. You’re not making this person a sales person. They’re not going to be communicating with people. They’re really going in and looking at the data. They’re looking at the lead itself and making sure that each lead was followed up with. They’re not calling. They’re not prospecting. So, it’s a very simple position to hire for. It’s somebody that could do this in their living room each night while their kids are running around. It’s something that you could really find somebody for a very low pay, even probably under $10 an hour, just to jump in a couple of times just to make sure everything is done.

Chris Arnold:
Yeah. There you go.

Sierra Ford:
So, it’s a simple hire for sure. Yeah.

Chris Arnold:
It’s even less than I thought. So again, this is a really low investment if it’s something that you wanted to outsource for sure. So, let’s go to number two. Number one, we talked about the most important discipline. Let’s go to number two. What is the most important hire that a person, a real estate investor, will make within the first 12 to 24 months of being in the business?

Sierra Ford:
Well, I know based on number one, people would assume we would say lead manager. But it’s not. It’s definitely a closing manager, somebody to take on those responsibilities of dealing with title, carrying title, communicating with the seller and the buyer on the back end, making sure that they’re showing up to the closing table. The reason we say that this is the most important hire within that first year to two years is you want to be focused on generating contracts. I see a lot of investors will bring in an acquisition manager before a closing manager, which is crazy because now you’re doubling the contracts on the front end, but you’re trying to close even more contracts on the back end yourself. That’s not going to work. So, just because you have more contracts doesn’t mean you’re going to have more closings if there’s not somebody in that position.
So, having somebody solely focused on closing those properties so you can start to get some additional help, whether it’s a prospecting assistant or an acquisition manager to generate more contracts, you need that person closing them in order to do that. So, having that one individual really communicating and learning and understanding title is huge. I’ve talked to so many investors that spend their additional time chasing sellers and buyers to get them to a closing table. It’s not the most effective use of time for them to be chasing on the back end. Get your contracts, even on disposition side, meet your investors, but don’t be communicating to title. Somebody can do it better. Somebody will make sure that that closing date or time is down if their sole focus is on closing title, closing properties, communicating with both sides. So, that would be number one for sure.

Chris Arnold:
Yeah. It’s interesting. I go back, Sierra, before you and I ever met. I’ve been doing real estate for 15 years. The very first hire I made, and this was when I was on the brokerage side… So, for those of you guys that don’t know, I actually did retail and became a broker before I started on the investment side. That was just the route that I went down. My very first hire was a closing coordinator. I can go back and tell you that that was one of the biggest significant jumps in my revenue was when I hired her. And then when we started the investment company, the very first hire that we made on the investment side was, guess what? A closing coordinator. That was actually Taylor, who’s still with us today. So, she’s been with us forever and again, saw a significant jump in revenue.
So, I’m just going to speak from a revenue standpoint on this, and that is the fact that if you’re wanting to increase revenue, if you can focus more on getting more contracts, focus on income-producing activities and get rid of shuffling paperwork and dealing with the title company and getting a property to close, you’re going to be able to double down on what you do best. I saw two jumps in my revenue, both on the retail investment side when I did this, Sierra. I don’t know if we ever talked about that, but that’s true.

Sierra Ford:
I don’t think we have. It makes sense, though. A lot of people think it’s just about the contract. Contracts mean nothing if they’re not closing. You can have a million contracts, but if you’re not getting them to the closing table and funded, they mean nothing. So, it really takes somebody that can focus. You mentioned Taylor. I will have conversations with Taylor where she blows me away just knowing the terminology, but it’s because she’s been able to focus on learning the terminology and understanding how to cure specific title issues. I would have never been able to do that. I don’t think you would have, either.

Chris Arnold:
Nope.

Sierra Ford:
You really need the time to figure that stuff out, and she definitely had that skill and time required. So, definitely closing manager all the way.

Chris Arnold:
All right. So, let’s go to the next one. What is the most important piece of technology that an investor should pick up within the first 12 to 24 months of being in the business? Most important piece of technology.

Sierra Ford:
This one’s a no-brainer. It is 100% a CRM. I hear these investors all the time telling me they’re working off of an Excel sheet. Oh my gosh, no. You’ve got to get it into a system. It’s where everything starts. It is very difficult to continue to track off of an Excel sheet after the first month of leads coming in. You need something that can house all of your data, that you can make sure that followup dates are set, that there’s notes there. Think of it from the view of expansion. You’re not going to be a single person forever in this business. Hopefully everybody will get to the point where they’re building their teams and somebody needs to be able to jump in there and know where you left off, just like the lead audit. So, having something on an Excel, it’s doing you a disservice. You’re losing opportunity.
There’s always going to be a time where your note’s not there, or a followup date isn’t set. So, get yourself a CRM. They’re not expensive. You can do something like RE Simpli that just blows everything out of the water. It’s under a hundred dollars and you can have everything in that system. That’s the key. It really is. Getting something that you can just house contacts. It doesn’t need to be some fancy system, but it definitely is a must and it’s a mistake I see a lot of people making. Excel’s and notepads.

Chris Arnold:
What? This is what I had.

Sierra Ford:
You can’t run a business out of Excel’s and notepads.

Chris Arnold:
This is what I had. You’re going to laugh at this. So, I go back to me sitting in my cubicle the first year that I was in business, right? So, this is going back 15 years. This is before I think people even really understood the value of CRMs because technology was still getting there, so there wasn’t really CRMs specifically for the real estate industry at that time. They were brand new. But I had Post-it notes, and so I would take the sticky Post-it notes and I would line them on the back of my cubicle to keep up with all of my listings and price reductions. Literally I had a moving Post-it note system on the back of my cubicle. I remember-

Sierra Ford:
Fond memories.

Chris Arnold:
… telling myself at the time I was being really great about being organized. At least I had everything written down and I had this nice system of moving them around. But I was like, I know you’re laughing, so far off on how organized, automated, efficient that I could be by utilizing technology and getting away from Post-it notes. But that’s where I started. That’s how bad I was.

Sierra Ford:
It’s funny because I hear people say all the time, “Well, I’m just not big enough yet to have a CRM. I’m just not there yet.” That is such a mistake. It’s such a mistake because if you start to have it now and you start building that system, not only is that marketing money, you’re going to get a return faster because you’re going to have an appropriate followup system, but also if you wait until you’re big to get a CRM, that’s going to be a huge mess to import and get into that system. It’s going to be time-consuming and it’s going to be a heavy list. Start now. Start fresh. Make sure that you’re taking advantage of every lead that comes through your system. It’s not an expensive price point for a good system. You can incorporate something quickly, start now and not have to have a mess to clean up later when you intend to expand.

Chris Arnold:
I agree.

Sierra Ford:
So, it’s never too soon for a CRM.

Chris Arnold:
This is a true story. You can go back and look at my P&L’s years back, and I can remember when we did this. This when we used Podio, right? Because Podio was the CRM system for real estate. But you can go back and see a spike over a three month period in my revenue in the middle of the year. I can remember a financial person looking at that going, “What did you guys do during that three months that gave you that spike and that increase moving forward” I go, “Well, that’s actually when we implemented our CRM into our business.” That’s a true story because-

Sierra Ford:
Absolutely.

Chris Arnold:
… all of a sudden were weren’t dropping leads and we weren’t making mistakes, and we were keeping up on contract processes and we had systems and started utilizing automation. All those things were making sure that we weren’t dropping balls, and so fundamentally what you were seeing us was getting everything we could out of everything we had, because now it had a CRM system. So, that was a huge, huge jump for us as well. Hey, what we’re telling you is if you’re listening, it doesn’t matter if it’s Podio or whatever system that you want to use. We just want to encourage you to utilize the CRM. I know people always ask us what we use. We use RE Simpli, and we just like that system because it literally houses everything you could ever need in one spot, and they do it for a hundred bucks. So, rather than needing 10 different pieces of software, this software now does what’s called an end-to-end user experience. So, if you’re interested in RE Simpli you can check that out.
Everyone always asks us for a promo code for stuff that we talk about that’s been valuable for us. So, just go to RE Simpli, and that’s R-E-S-I-M-P-L-I.com and put forward slash Chris, and that’ll give you all the discounts that go with that. But just hear us out. It doesn’t matter if it’s RE Simpli. We don’t care what it is. Just make sure within the first 12 to 24 months, I think Sierra would tell you probably sooner than that-

Sierra Ford:
Yeah.

Chris Arnold:
… get yourself into a good CRM. Don’t wait that long to get that done. So, let’s go to number four, Sierra. Most important skill that I’m going to develop in the first 12 to 24 months. What is that skill?

Sierra Ford:
Hands down it is tracking your KPIs. It’s a huge piece of the puzzle is making sure that you understand what your numbers are in your business, what your metrics are, your KPIs. I see people make this mistake. They’re putting so much money into marketing and then they’re like, “Well, I don’t know if it’s working. I’m going to try this instead.” Well, you wouldn’t ask that question if you were tracking your KPIs. You would know exactly what your dollar per dollar return on each campaign was. You would make sure that all of that information is clearly in one place, whether it is a spreadsheet or a system like Klipfolio. You need to make sure you have that information.
I think the most important, I guess, tip I could give people for this is tracking numbers. Tracking numbers and making sure that each marketing piece that you have has a designated tracking number associated with it. That will help you, and that’s just a phone number. That’s a phone number for each marketing campaign, which will help how you know many leads you’re getting from each campaign, how much money you are spending, will obviously come out of your bank. You’ll be able to associate that with that tracking number, and you’ll be able to clearly see what you’re getting for your dollar per dollar return for all of your marketing.

Chris Arnold:
Absolutely. So, I want to break this down a little bit. Wouldn’t you say a great way to describe not tracking your KPIs is that you’re just flying completely blind?

Sierra Ford:
Yeah.

Chris Arnold:
You are spending money, but you have no idea what that money is producing. How would you? I call it flying blind. It’s crazy to me that you would spend money on marketing and not track your KPIs or your metrics or your returns. How would you describe it, if someone was [crosstalk 00:22:16]?

Sierra Ford:
It’s throwing money away. Absolutely throwing money away. If you don’t know where that money is going and how it’s benefiting your company, you might as well just start burning it now because you’re going to start to make mistakes and investing in campaigns that you think are working. It happens to us all the time. We’re like, “Oh, A, B, and C marketing stream is working.” But then at the end of the month, Chris, myself and our marketing director get on a call and we look at the numbers on paper and I will tell you probably nine times out of 10, it’s completely opposite of what we think. It’s the whole facts versus feel thing. It’s factual information at the end of the month. It’s what we feel in the beginning of the month. Because the numbers are actually telling the true story.

Chris Arnold:
Yeah. What I like you saying is, “Okay, at least put a separate number on all of your marketing sources or if you’re utilizing online, do a separate URL.” Because at that point you can at least go back at some point and know that that information is at least being tracked historically, and then you can start to organize it. So, even if you’re not pulling all the data together this month, at least get a system going that’s tracking it and you can come back and make sense of it a little bit later. I think that that’s a valuable tip as well.

Sierra Ford:
Absolutely. I think we see people make this mistake, even newer students that come in, and they’re running all of their marketing to one central phone number that’s ringing. So, deciding if that’s coming off of a Google ad or radio or direct mail, it’s impossible to do that. You can’t do that if it’s all running to the same phone number. So, just getting a couple separate phone numbers for each campaign is going to tell you what is actually working and what isn’t, and so each dollar you’re spending is actually going and being accounted for. So you know if you’re making the right decision each month when you spend those marketing dollars.

Chris Arnold:
Agreed, agreed. I think you guys have heard us mention this a couple of times at this point if you tune in on a regular basis, and we’re just going to keep telling you until you do it, and that is you’ve got to track your metrics. You’ve got to track your KPIs. So, let’s go to number five. The last one. What do you feel like the most important investment that a real estate investor will make within the first 12 to 24 months in their business? The most important investment.

Sierra Ford:
Growing and maintaining that buyer’s list. You need the buyer’s list in order to sell properties. So, if that comes down to just a simple marketing system, like ActiveCampaign, for example. You can blast out all of your properties within ActiveCampaign, but you can also house all of your buyers in that system. You can link it back to your website so the lead is feeding into that spot. So, you always have a system with up-to-date buyers and you’ll have a way to market to them. You can also segregate the list. So, it’s not even just ActiveCampaign. There’s multiple systems that do this. But again, what I hear people telling us is they have it all in Excel. They have all their buyers in Excel and they’re using ConstantContact.
ConstantContact can be an effective system for specific marketing. I would never recommend something like MailChimp or ConstantContact for marketing your properties. The spam rating is just so high. So, it’s important to not only have your buyers in a central location, but also have a system to blast properties out that aren’t going to increase that spam reading so your buyers are actually seeing it. So, those two go really hand-in-hand. Growing and maintaining that buyers list in a proper system that you can market out at. So, you’re actually selling these properties, not just getting them.

Chris Arnold:
I agree. I mean, your buyer’s list is one of the really only proprietary things you’ll have in your business. It will separate you from every other investor in the area. Whoever has the best, most highest quality buyers list in any city, I guarantee you it’s going to be making the most money because you’re selling your properties more efficiently at a higher price, because you’ve got a good buyers list. You’re then [inaudible 00:26:36] with other people that don’t have buyers lists and you’re making money off of whole wholesaling, which is another example of how to do that. I means, there’s just a lot of ways to make money. So, let’s give a couple of tips here. You’re saying that the most important investment is my buyer’s list and on top of that, making sure that I have a great system like ActiveCampaign to blast that through so I don’t get shut down. But what would be a couple of practical tips on how to get started on building a good buyers list, like baby step one and baby step two? What would you say?

Sierra Ford:
Yeah. Honestly, my recommendation is to start scrubbing Facebook, whether you’re doing this yourself or you find somebody to bring on to help you do this a couple of hours a week. Have them go into the Facebook group, or you go into the Facebook groups, and start scrubbing Facebook for buyers. It’s practically free besides if you decide to pay somebody to do this, but it’s going to help you build that list. It’s going to help you start to get buyers in your area. You can also utilize Craigslist by looking through investment properties that are listed and grabbing email addresses from that. And BiggerPockets is another option. So, scraping is really the first step. Get in there and start to scrape the systems and try to get as many buyers as possible. In order not to spam people, though, it is really important that you don’t just throw them into a system without their permission and start blasting to them.
We don’t do that. It’s not okay. It’s going to create a spam score that is way higher. So, there’s two kinds of steps you could take. You can contact each of those buyers before you put them in this system individually, and obviously ask for permission. Or you can put them on a smaller campaign to send a blast to, to ask them, basically, if they’re interested in being a part of the targeted list where they’re going to get more properties. So, we’re not throwing them into a system and just shooting properties at them. We’re taking time with them. We’re putting them into a system, in a separate list specifically, and then we’re marketing to that list and asking them if they want to be a part of our ongoing campaigns.
If they raise their hand, then we put them on our targeted list and they start receiving properties. If they deny, then they’re just removed. We take them off and we don’t bother them again. So, it’s really about taking time to look in these avenues like Facebook, Craigslist, BiggerPockets, and start gathering these names, but also making sure that you’re separating them from your massive targeted list or your main list. So, you’re taking time with each person.

Chris Arnold:
Absolutely. That’s good stuff. So, let’s do a recap here, right? So, what we’re saying is in the first 12 to 24 months, and Sierra saying, “Hey, based on my experience of being a chief operating officer talking with a lot of different people around the country,” she’s saying, “Hey, I think your most important discipline in your first 12 to 24 months is lead auditing. Your most important hire is your closing manager. Your most important piece of technology is your CRM. Your most important skill is learning to track your metrics and your KPIs. And your most important investment in the first 12 to 24 months is your buyer’s list.” Great topic. I think this really, Sierra, in my opinion raised the priorities of the business because there’s so many things. It’s like a whirlwind going on in that first 12 to 24 months. There’s a lot of shiny objects.
I think that this podcast really pulls out and says, “Hey, there’s a lot to focus on, but here are five of the most important things to focus on as well.” So, I love it. I love it. I think it was great, great stuff to share today. To the rest of you guys tuning in, you guys know that we are helping people set up Radio all across the country. Sierra, we’ve been doing this for coming on a year now. It’s been crazy to see the results with a lot of the students because you’re really involved in that with me. I think that we’ve set up more than half of the country at this point, isn’t that right? Something like 55% of the United States already?

Sierra Ford:
Yeah. I think we’re getting up to that 60%.

Chris Arnold:
Something around 60%. It’s been super cool to now know that we’ve got the data, that this Radio works in small markets, mid markets, large markets. I think the most rewarding part for us are the students that we get to talk to that come back and go, “This was an absolute game changer for the business.” So, that’s the rewarding piece of what we’re doing. So, as always, if you’re interested in 2021 to jump in on Radio before we ended up selling out the whole US and getting what we consider, and actually I don’t even consider, I know at this point mathematically that Radio has been hands down the best marketing channel for us over the last 10 years. Go to wholesalinginc.com/REIradio. Again, wholesalinging.com/REIradio. Book a call. We’d love for you to become a part of the family and what we’re doing.
Not only will we help you set up Radio, we’ve got some really cool stuff on the alumni side in which we will be doing things like we just did on this podcast and showing you how to actually take what you’re doing and build it into a business as well, because we love to help people get from working in the business to on the business, too. So Sierra, thanks for coming in today, as always, coming in and sharing your experience and your knowledge. To the rest of you guys for tuning in, thank you so much. Until next time, we will catch you soon when we add more value. Talk to you later.

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