Posted on: March 31, 2021

Scaling a business while genuinely helping others is the most motivating and fulfilling thing that most entrepreneurs want to feel. Putting first the goal of genuinely helping others will lead to more deals, which perfectly describes the business principle of today’s guest that made him successful in growing his business.

Our guest for this show is Randy Thomason. He is a seasoned real estate entrepreneur who will share what he believes is the most valuable ingredient to what makes him successful, not the usual tactics or technologies. Randy is a radio enthusiast, generating deals and driving his subject to business.

In this episode, Randy will share his passion for genuinely helping people while making deals, his critical piece of converting leads to deals. He will also share his preference for radio and what benefits he gets from using it.

Listen to his story and be inspired by his kindness and concern for others. It is time to dive into this episode!

Key Takeaways

  • Randy’s background and his work
  • His tips to overcome shyness
  • The critical piece for him in converting leads to deals
  • His view of real estate investing as genuinely helping people
  • His motivation to hustle daily
  • Why he chose radio as his marketing channel
  • His monthly ad spends for his two radio stations
  • On paying off a year worth of radio ads through deals from radio
  • Exit strategies he learned to deplore on deals
  • What he enjoys about radio for his company

RESOURCES:

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Episode Transcription

Chris Arnold:
Welcome to the Wholesaling Inc Podcast. I’m your host, Chris Arnold. Thank you for joining us today. As always, we know that time is our most precious commodity, and I can tell you that I appreciate you spending your time with us today. Because of that, I always want to bring the heat and each week bring you guys something that’s really going to add value. I’m excited to bring on Randy Thomason today. This guy’s sees it, not just from real estate, but wait until you hear his background. Here’s a couple of things that we’re going to get today. He’s really going to share, and we were talking about this before the podcast, what he really believes is the most important ingredient to what has made him successful.
Let me tell you this, it’s probably not what you think it is. It’s not some smooth tactic, it’s not some new piece of technology, but I feel like it goes to the heart of real estate. I’m excited to delve into this cause as soon as he said it, I’m like, “Randy, that’s exactly where I want to go.” Then secondly, of course he has been utilizing radio. This is a guy that’s subject to. People ask me a lot of times, “Chris, is radio just to generate wholesale deals or fix and flip?” I tell people, “We’re all on the same boat. We’re trying to generate motivated sellers.” Now what you do with those, whether you throw those into a rental portfolio or seller finance or wholesale is up to you. You’re going to hear today for someone that’s utilizing radio to primarily drive their subject to business. So Randy Thomason, what’s up, buddy? Welcome to the show, man. Glad to have yet.

Randy Thomason:
Well, appreciate you inviting me. I love watching your stuff and helping people out too.

Chris Arnold:
Yeah, absolutely. Quick background, snapshot for people. Okay. Who’s this Randy guy? Where’s he from? What’s the background credentials? Tell us where you’re located, how long you’ve been doing real estate and a little bit about what you were doing before because you’ve been a part of some really big transactions.

Randy Thomason:
All right. I’m in Little Rock, Arkansas, right up just on the border of Texas there. I’ve been doing those for about 30 years, off and on, but full-time for about 11 years now. My background was a sports psychology out of college, was planning on going to Russia to study, or the Soviet union at the time, when a friend of mine who died in high school, Dan, bought a company off Wall Street, and talked me into going to work for him, even though I didn’t know anything about it. Put me in a training class and got into the investment banking business, and for about five or six years, that’s what I did and learned so many things in that business because I was a shy, shy, shy boy.
Learned how to get over that, learned that everything that we do, everything in life we do is about sales. A lot of people don’t think that they’re in sales, but they sell their wife or their husband to marry them, to date them, their bosses to give them a raise or give them a job, their kids to dress a certain way, eat their dinner, clean the room, brush their teeth. Everything that we do is in sales, and I learned that in that business, and also learned that everything that we buy and sell is just a commodity, and that a house, a car, money is a commodity, jewelry, stocks. It’s just commodity. If you can sell one thing, you can sell anything.

Chris Arnold:
I totally agree.

Randy Thomason:
[Crosstalk 00:03:58] mindset.

Chris Arnold:
I want to go back to something you just said. You said, Hey, I was “Shy, shy, shy.” I know there’s some people listening to this podcast that by nature are more introverted. The idea of picking up the phone and cold calling or driving up to someone’s house and knocking on that door and going in and doing a presentation to purchase is really overwhelming. I can tell you, I was scared to death on my first listing appointment 15 years ago. I mean, I got there 30, 45 minutes early, I was so nervous. How did you … Maybe give maybe one or two tips on overcoming just shyness, just natural brain wiring to be a little bit more introverted because some of us like that are like, “Man, I really … I’ve envy for the people that just naturally are so outgoing and have the gift of gab.”

Randy Thomason:
That wasn’t me, believe me. I had a hard time asking a girl out on dates. Usually it was somebody had to go tell somebody I was interested in them to see, gauge it before I would even take that step.

Chris Arnold:
You had a wing man.

Randy Thomason:
Yeah, yeah. Major, major. But part of it’s just maturity as you get older and older. But getting into the investment banking business and a sales manager that made me do things that was totally uncomfortable, that helped me a lot. Of course, my dad is also an outgoing, outstanding Wheeler Dealer type of guy, always has been. He’d always let me tag along when he was … He was a banker, but he did cars on the side. So he always dragged me along to or allowed me to get dragged along to watching Wheeler Dealer and used cars and stuff like that. I learned a lot about sales, listening, and watching. But doing it yourself is one of the hardest things.
I’ve got this little tiny coaching program here just in Arkansas because I run the REIA here in Arkansas. My coaching students, what I make them do right out of the bat is go to McDonald’s and order a Double Whopper, or go to Burger King and order a quarter pounder with cheese. The thing that the other store does and the people are saying, “That’s crazy,” and it’s like, “I know,” and they’re going to like, “We don’t sell that here,” and it’s like, “I know, but that’s what I want,” and then laugh about it, and then order your regular food. You just got to get comfortable being uncomfortable, and then it gets easier and easier and easier.

Chris Arnold:
Wow. I love that you actually have your students go do that. I mean, that really is a great exercise. I want to recap what I heard you say. What really helps you overcome the shyness, again, time, and I really believe that right. Part of it is just maturing. Some of the things that we struggle with younger, I know this about myself. Just as I’ve gotten older, less caring about what people think as much and so forth. I think that naturally happens for all of us.
But I also love the fact that, and I’ll use the principle we use in our company, and that is you are with a leader that was willing to issue you a challenge. You put yourself underneath a coach, a mentor, a boss that really was going to stretch you. You intentionally did that, and on top of that, you embraced that and said, “I’m going to let this person stretch me beyond what I would probably stretch myself,” and so that seems like that was a really important piece for you in overcoming the shyness.

Randy Thomason:
Well, let me take that back a little bit. I didn’t embrace that. I was like that fish on a hook. I fought it the whole way, but he didn’t let me go and forced me into becoming better at it. He would embarrass the crap out of me on the phone when I was making calls to big time investment people. Over time, you just get, I guess, delve to it. It doesn’t bother you anymore. I used to have people threaten me and hang up on me and he would make me call him right back and say, “Hey, I know you didn’t hang up on me. So we must’ve gotten disconnected.” It’s like, “I can’t do that,” and he would make me. It got to be okay. Standing in front of a room in front of everybody, no, that wasn’t me. Now I just … I don’t even worry about it anymore, and [crosstalk 00:08:01].

Chris Arnold:
I’m glad you said that because I think that really, for some people listening right now, goes, “I’m just glad to hear someone that has journeyed to the other side of this more than where I feel like I’m at today.” I love what you said. Yeah, I was with a guy that issued the challenge. I didn’t necessarily embrace it. I fought it. But at the same time, you embraced it because you stayed within it and you allowed yourself to be sharpened by those particular tactics. I love that. I want to transition here, Randy. I want to get to really what you feel like is a critical piece to your process in converting leads and working with people.
I asked you before this, I was like, “What, Randy, do you feel like is unique about the way in which you operate your business?” Because I’m always looking for outlier situations, right? People, they’re doing stuff that maybe not everyone is saying or doing. You and I were talking about this and you said, “Well, I have a that I carry with me and real estate, and I feel like it’s really driven my success.” Do you mind sharing what that is?

Randy Thomason:
Part A and part B. Part A is I’d never go into a deal saying, “Oh, this is going to be a wholesale deal or a sub two deal or a rehab deal.’ I go in and just start talking to the people. You’ve got to build a relationship and you have to be genuine about it to help them, and then the deal will dictate what it is as you figure out what their problems are. If you go in with that mindset of helping other people, and you’ve got that mindset yourself of helping people, they can feel that from you, and it’s either genuine or it’s false.
If they feel that they let their wall down in front of you and they’ll discuss their issues more readily with you, and then you can really figure out what the problem is, and then you can get deals. But if you go in there just trying to make money, you’re going to lose probably 70%, 80% of the deals that you could have gotten.

Chris Arnold:
I love what you said because there’s not a person listening that’s going, “Hey.” If I’m listening to podcast, I’m going, “Yeah, I understand we’re all here to help people.” I don’t think you would line up one investor that would actually raise their hand in the room and say, “Well, who’s not here to help people?” But you said something and that is not that you have just a desire to help people, but people actually feel the fact that you genuinely, because … Let’s talk about that. There’s one thing to say that I care about people.
It’s another that they actually feel that radiate from me on an appointment, because I feel like that’s what you’re saying is the key distinction here. It’s genuine, it’s authentic and people feel it. I think you gave me some examples when we were talking of some people that really responded to the feeling that you showed by a feeling in return. Break this down for us a little bit more because I think this is critical for us to really move away, particularly as a community, from this whole shark mentality and just seeing dollar signs when we see people.

Randy Thomason:
Yeah. I have several of title companies I work with, and I try to show them what I do and how I do it because I do quite a few deals every month, and they’re saying, “Why are you getting all these deals?” It’s like, “Because I help people.” There was a example of one, this lady who had lupus. She had inherited the house from her dad. The tenant had been there for 20 some odd years, paid every month on time. But when her dad died and she took over, she stopped making payments or was late or half payments and stuff because she was taking advantage of this lady because she was in bad health and stuff.
But we ended up buying the house and we had to post-punk closing six times because she had lupus and she couldn’t get out of bed. I told her no issue, and my title company said, “We’ll be happy to come to your house. It was about an hour away. If you need us to.” She goes, “No, no, no. I’ll make it.” One day she woke up and she called me about 7:30 in the morning, said, “Today’s a good day. I think I can it.”

Chris Arnold:
Wow.

Randy Thomason:
I said, “Well, that’s a good thing,” because this was in July. I said, “I heard Santa Claus came through town,” and she goes, “What?” I said, “Yeah, I heard that he left some Godiva’s dark chocolate truffles at the title company. I don’t know who they’re for, but that’s what I heard,” and she was like, “Yeah, yeah.” She made it, she comes in with crutches and everything, and on the table, it was a box of Godiva’s truffles. She didn’t even say when she sat down. She was talking and everything.
I said, “Oh, look, Santa Claus was here,” and you can just feel it she was like, “Oh my God. Oh my God.” We went through the closing and everything. At the end of the closing, she got up, got her check and was walking out of the room with her crutches and everything. She turned around and she came back to me and she gave me this big hug, and she looked me right in the eye, and I’m sorry, I get tears of my husband. I tell this story. She says, “I think you just extended my life by five years, by getting rid of all the stress and the pressure,” and gave me this big hug and everything like that.
Then she turned around and walked out. The lady who owned the title company was there and she had tears in her eyes. She goes, “Now I understand what you were telling me about helping people. I get it now,” and that’s what I want when I do deals, is I want people to hug me and thank me for helping them out. If I’ve done that, I feel no matter what the size of the check is, then I feel successful.

Chris Arnold:
Let me ask you this. If you were to get out of bed every day with the motivation of just making more money versus the motivation of I have a unique opportunity to add value to someone’s life, to do something for them that they can’t do for themselves, would that dictate the type of day you had, the motivation, how quickly bounce out of bed to embrace that day?

Randy Thomason:
I’ve got this little group here and that’s exactly what it is. We call it The Dragon Slayers Group. It’s an accountability group. It’s just three of us. It’s what dragons are we going to slay today to solve somebody’s problems? That’s the whole thing of getting up. Yeah. I’ve got a 15-year-old daughter I take to school, I’ll lay in bed until I have to take her to school if I need to. But getting up and getting on the phone and doing a deal and finding somebody to help is … It makes you feel good. Now, I’m older, so it makes more sense to me than probably somebody that’s 20 or 30, but you will get to there if you take that mentality of helping people.
The money will come and more money will come the more you’re sincere about this. That’s my whole thing. I heard that when I was younger. Never believed it. Yeah. Yeah. Yeah. As you get older, you do a lot more deals. I mean, it’s a fact, and I love it. Some people say, “You only made $1,000 on that deal.” I said, “Yes, but I solved a problem for somebody, and now they can move on with their life.”

Chris Arnold:
Yeah. Man, I just … Again, you for yourself and we feel it. I feel it. I think anyone driving down the road listening to this podcasts right now feels that you have actually connected with a deep why in your life, and I think for a lot of investors, and particularly when we’re younger, right? We’re just out there trying to make a name for ourselves, really answer that question, do I have what it takes? We all go through that as younger men and women. But man, it’s awesome to talk to someone that’s been in the game as long as you have, and just to hear a heartfelt, genuine, why, because for you, what you experience every day during deals is probably different from what some people listening to this podcast right now are experiencing.
That’s a lot more frustration and why am I putting up with this and the headache and so forth. But because you’re so clear on your why, anything that’s probably thrown down the pipeline, you go back to those stories, like you just told them go, you know what? It’s worth everything that I’m having to deal with today just so I can have another moment where a woman throws her arms around me and tells me something like that, that I just extended her life by five … I mean, that’s rocket fuel in the tank, right? You can’t get anything that ignites you more than that, right?

Randy Thomason:
Exactly. It’s not just the homeowners, it’s the attorneys, the CPAs, the other people, you can fix problems for them. I do a lot of Medicare stuff with people needing to go into nursing homes. So I’ve got some attorneys that I deal with that bring me deals, and I’m doing a deal right now that I’m only making two grand on the deal, but it’s a family that really needs to get them … Their mother qualify, they can’t take care of her at home anymore.
She needs the medical care. They can’t afford the nursing home, but they’ve got to get rid of some real estate, and it’s not an area that I buy. But I’m doing the deal. I found somebody that would take it. I’m making two grand to cover my cost of closings and stuff. But the attorney appreciated it because he had no other way to get rid of the property and get the lady qualify for Medicare. I’m still solving [crosstalk 00:16:55] a problem for him.

Chris Arnold:
For him. Yeah. I feel like if I could boil down your thinking versus most people is you’re playing the long game and most people over here are playing the short game. The most important thing is you play the long game, and since you’ve been in the game a long time, you’re on the other side, seeing the fruits, looking back at those of us who haven’t been in the game going, “If I could tell you anything, guys, be thinking longterm, make those plays and help people, and it’s not always about the money because it’s going at some point to come back to you.”
That’s not your motivation. You’re not in it for the return, but it’s just organically going to come back. I love that. I appreciate you sharing that. I do want to transition to the last segment here talking about radio. People are listening, right? Dude, you’re a seasoned guy, you’re a smart business guy. You’ve been in the game for a long time. You can choose any marketing channel. Why did you choose radio?

Randy Thomason:
It was a gamble when I did it. I actually heard you being interviewed on another person’s podcast by Steve Trang, and it made sense to me. I’m always looking for ways to improve my business, improve my negotiation skills. If you really want to learn this business and be successful, there’s two things, marketing and negotiations. If you can do those two things, you’ll be very successful. I heard you and it’s like, “Yeah, yeah. Nobody’s doing that around here. Let me try it,” and so I signed up, went through the thing. I was a naysayer in the very beginning of getting some spots to the levels that we needed [inaudible 00:18:28] We finally got that done. We went live with first are a small station, and that first month we got 60 some odd calls.

Chris Arnold:
Wow.

Randy Thomason:
60 some odd calls.

Chris Arnold:
[inaudible 00:18:41] in the first month. You said you launched that one on January 4th of this year, right?

Randy Thomason:
Yeah.

Chris Arnold:
Beginning of the year, January is not even really a hot time.

Randy Thomason:
No, it’s not.

Chris Arnold:
[crosstalk 00:18:50] until New Years.

Randy Thomason:
Exactly. We signed four deals that first month out of that. We’ve closed two of them already. We got two more pending closing, in the pipeline to close. We got three more close to signing. I got 40 that we’re nurturing. Out of those 40, I’ll bet you at least seven or eight of those will close here in the next 30 days.

Chris Arnold:
You’ve accomplished all that off radio since January 4th. So [crosstalk 00:19:14]

Randy Thomason:
That’s strictly radio. That’s strictly radio.

Chris Arnold:
Strictly radio, just a couple months. [crosstalk 00:19:18] I want to break this down a little bit more. You then went and launched a second radio station on February 8th. You’re currently running on two stations, and this is what I always … It’s one of my favorite questions to ask because this is what blows people’s mind. How much is your monthly ad spend right now on two radio stations that’s bringing you all of these leads?

Randy Thomason:
It’s averaging $1,200 a month for the two stations.

Chris Arnold:
1,200 total?

Randy Thomason:
For the two months, yes.

Chris Arnold:
For the two months.

Randy Thomason:
I’m sorry, for each month so right now, and two and a half months, three months, I’ve spent less than $3,000.

Chris Arnold:
Okay. So literally the whole span that you’ve been up-

Randy Thomason:
Yeah, three months.

Chris Arnold:
… you spent less than $3,000? [crosstalk 00:19:59] Monthly, you’re about 1,200. I love this because again, one of the biggest misconceptions about radio is it’s not affordable. I keep telling people what we’re teaching you is literally how to buy 25 cents on the dollar. I know, Randy, when you came in, a lot of people really are like, “This is crazy. Are stations really going to do this?” So part of our responsibility is to help people steer the course, make it through there, because when you lock it in, you’re good. This is why this works so well. Your first deal you closed. You actually did a transaction on that. So you took the money out like a wholesale deal and you did $14,000 on your first deal. Right?

Randy Thomason:
Right, right.

Chris Arnold:
Then you said to me, which is exactly what I thought at the same time, that paid for radio for what?

Randy Thomason:
A whole year, for two stations. A whole year for two stations.

Chris Arnold:
[crosstalk 00:20:49].

Randy Thomason:
Now everything is a bonus to me.

Chris Arnold:
Exactly. That’s why I tell people, when people go, “Well, is radio reliable? Is it consistent?” I go, “Yeah, because if you’re buying it the way we show you and it just takes you a few transactions to pay off the year, then everything above that is gravy, and so that’s why the returns are so good.” Now, what I find interesting is you took another one and you put it into a rental property. You have another one that you’ve executed on and you’re doing a subject two.

Randy Thomason:
Correct.

Chris Arnold:
So your whole mindset, you said at the top of the hour, is you’re a solutions provider and you don’t look at radio to help you do one particular tactic. You’re just applying multiple tactics to do whatever’s best for that particular situation. Right?

Randy Thomason:
Exactly. Solve their problem. If you go in saying it’s a wholesale deal, you’re going to lose 99% of the deals. If you go in there to solve the problem, you’re going to find a whole lot more deals than just trying to be a one trick pony.

Chris Arnold:
Yeah. Let me ask you this. I’m just curious. What are all the exit strategies that you have now learned that you can deplore on a deal? Let’s walk through that. Do you wholesale a deal?

Randy Thomason:
We wholesale deals.

Chris Arnold:
Fix and flip one?

Randy Thomason:
Every once in a while. Yeah. I don’t like it but …

Chris Arnold:
You don’t like it, but you can do it if the price … the juice is worth the squeeze, as we would say.

Randy Thomason:
We joint venture with some [rehabbers 00:22:11] that I’ll buy it and then let them rehab it, where you’d split it.

Chris Arnold:
Okay. You obviously puts them into a traditional rental portfolio, right?

Randy Thomason:
No portfolios.

Chris Arnold:
Subject two? Anything else?

Randy Thomason:
[crosstalk 00:22:23] finance sales.

Chris Arnold:
[crosstalk 00:22:24] finance?

Randy Thomason:
Yeah. We pretty much run the gamut of I’ve been doing this long enough and I’m a knowledge freak. In college, I was not a knowledge freak. I was like, “Do the minimum I have to do,” cause I was an athlete and just get by. But it’s like somebody flipped a switch when I graduated and I became a knowledge freak. I could not learn enough. I just love learning stuff, and figuring out how to maybe do something new and different and solve problems and make a little money, and it’s all good.

Chris Arnold:
Yeah. If you’re listening, just we want to encourage you at Wholesaling Inc to look at yourself, not as a wholesaler or just a fix and flip person, but as a solutions provider. Over time, again I’m emphasizing over time, you don’t watch all of these [inaudible 00:23:14] strategies in your first year as a real estate investor.

Randy Thomason:
[crosstalk 00:23:16].

Chris Arnold:
But you learn, you master one, and then you go on to the other. Then before it, you find yourself in a position like Randy, where he’s a truly seasoned investor that can pull out different tools for different situations. If the market goes up or down, I guarantee you that Randy is in a much more secure place than the person that only has one tool in their tool belt that all of a sudden is going, “Well, I’m just a wholesaler. The wholesaling dropped and I’m in trouble,” because Randy’s like, “Perfect. Well, if the wholesaling and fix and flip drop, that means the creative financing has probably increased.”

Randy Thomason:
Exactly,

Chris Arnold:
Now I’m over here, begging money on seller financing and subject two, and if it flips back, then I’ll go back over to this side and use this tool belt. If you’re new, I just want to plant that vision for you to understand that because I really believe that seeing yourself that way will help you long-term. Randy, now that you’ve been doing radio for a couple of months, what are a couple of qualities that you enjoy most about? We talk a lot of things like set it and forget it, or this is a high quality lead, different things like that. What do you enjoy characteristically about radio for your company?

Randy Thomason:
The biggest thing is the cost-effectiveness of it. I’m spending $1,200 a month. With the radio ads running as often as they’re running, I’m getting a whole lot more response rate and not all of them, but a lot of them are more motivated than I get from mailers and texting. To me it’s so much more cost-effective. Now, I’m not in a big market, like a Dallas or Phoenix where it might cost 10 times what I’m paying, but the margins on those properties in those cities are bigger too. It’s all relative, and it frees up a lot of my time,
I’m not managing a mailing campaign or a texting campaign. Like you said, you said it, you record your ad, they run it based upon their schedules, and you just wait on the calls. But that’s one of the key points is answer the calls. Answer the call. Don’t let it go to voicemail, don’t let it go … I personally don’t want it to go to an answering service because the people that are calling the people that want to sell, and so you’re building that relationship from the time you pick up the phone.

Chris Arnold:
Yeah, absolutely. Again, I, I love radio. I am so excited that we were able to roll this out to the industry because you’re talking about helping people. You tell that story of being at the title company and that lady, that moment you have there is the moment that I get to have even right now, because it’s like how cool was that my team that spent all of these years building something could pass it on to someone like you and then see the success, because at the end of the day, that’s what’s motivating me, right?

Randy Thomason:
Right.

Chris Arnold:
It’s super fun to help other people come successful. For me it’s the thing that fulfills me the most. I absolutely love it, and I’m just super proud of what you’ve accomplished so far. If you’re listening and you’re like, “Hey, keep hearing about this radio thing. I’ve put it on pause,” or whatever that was, again we’re always about right action, right time. But you might be listening now and going, “You know what? It’s time for me to pull trigger on this. I’ve been hearing him talk about it again and again with student after student,” so if you feel like you’re ready, it just begins with the conversation and asking questions.
I always recommend that everyone do their due diligence and make sure that whatever marketing channel you pick is a good fit for you. But to check it out, go to wholesalinginc.com/reiradio. Again, wholesalinginc.com/reiradio. Book a call, see if your market’s available, and if so, we’d love to be able to help you out like we have with Randy as well. Randy, man, I appreciate you coming on. If someone is listening today, again, I like to do this with someone that’s seasoned. [inaudible 00:27:04] man, I really resonate with this guy, whether that’s a YouTube or an Instagram or whatever. If someone wanted to reach out to you or maybe they have a deal in Little Rock, right? That I’d love to partner with this guy, man. He knows what he’s doing [inaudible 00:27:16] how can people find you?

Randy Thomason:
Well, they’d go to my website, Arkansaspropertybuyers.com. I also run the Real here in Arkansas, arkrei.com, A-R-K-R-E-I-A.com. They find me that way too. Everybody around here knows me because it’s … This is a relationship business. So just reach out. I’d be happy to talk to people. I also want to give you a little bit of kudos too. Your team of people that you’ve got training and working with people like me are … I don’t know you could put together a better team. Do what they say and you’ll be successful. Try to take what they say and make it your own. You may not be as successful. I mean, you’ve got a great group of people.

Chris Arnold:
Now man, I really appreciate that. That’s the thing that we have worked the hardest to build. I really believe that the success of your business is really how long it would run if you stopped working in it today. As they say, you’re either the genius or the genius maker, and I realized a long ago that I don’t want to be sitting at the top of the hill as the genius. I’d much rather bring people around me that are smarter and better [inaudible 00:28:20] than I am, so that I can have a lifestyle business and spend time on the things that I value most.
So I really appreciate that compliment and I will definitely pass it on to the rest of the team. To the rest of you guys, thanks for joining. Randy did mention, hey, I got my phone number. So again, always check us out on YouTube if you want to see the video. So you can go to Chris Arnold Real Estate, subscribe over there. If you’d like to be able to watch the video as well, you can check it out there as well. To all of you guys, thank you so much for joining. Until next time, we’ll catch you soon when we add more value. Talk to you later.

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