Posted on: April 07, 2021

There are lots of advertising options in the real estate market. Among the most effective and lucrative marketing strategies in the market are Radio and Television. Both give real estate investors an effective way to appeal to their target market.

Today’s show is another interview with an expert on television. This time we will have two of them who have stayed in the game, utilizing TV, for more than six years to market real estate, Tony Javier and his student, Dean Rogers. Dean, a sports enthusiast, has been in the business for seven years now.

In this episode, Tony and Dean will break down their numbers doing TV — leads and deals they made. Dean will compare his real estate investing experience without and with TV. He will also talk about the numbers behind his deals. Also, Tony will talk about doing TV and its system.

Find out how beneficial TV is through this episode. TV might work for you. It is time to listen and learn!

Key Takeaways

  • Dean’s story on making the hard decision to walk away from playing sports
  • How Dean generated leads before TV
  • The reason for Tony to go TV
  • The experience in setting up TV for Dean
  • Why Tony set up the done with you system in TV
  • How much Dean spends on TV ads
  • Leads generated by Dean in six weeks
  • Total offers Dean put in six weeks
  • Numbers on Dean’s pending deals
  • Tony’s feeling about the defaults
  • Tony’s recommendation for listeners to go TV
  • How to find Tony

RESOURCES:

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Episode Transcription

Chris Arnold:
Welcome to the Wholesaling Inc. podcast. I’m your host, Chris Arnold. Thanks for joining us today. Always grateful that you guys spend your time with us. I’ve got something for you today. I’m going to take you back if you’re kind of catching up on this whole story. Of course, we launched radio, man, it’s been over a year ago. It’s been super successful. Everyone kept coming in and nudging me. “Chris, TV. TV, when are we going to see some TV?” I knew obviously that to give the tribe an opportunity to do that, I was going to need to connect with someone that had as much background on radio, I’ve got 10 years, as they were going to have on TV. I wanted it to be somewhere around eight to 10 years.
I connected with Tony Javier and I said, “Tony man, we’ve got to take your experience, your model, what you’re doing. Let’s talk about showing this to the tribe. There’s a lot of people out there right now that are tired of the text blasting, tired of the RVMing. They’re loving radio. Let’s go on this TV route.” I brought him on a little while back and then I said, “Tony, next time we’ll sit down again, I want you to bring me someone that you sat down with, coached through this process, and actually bring me some data on this TV thing. Let’s see how it kind of matches up with radio.” I love to learn, so I’m watching this thing, excited to kind of see what’s happening.
Here’s what you’re going to get today. I’ve got Tony Javier back on himself. Then we’ve got one of his students today, Dean Rogers. We are going to break down his numbers. I’ll give you a little bit of a taste. We’re talking 100 leads generated roughly in about the first six weeks. We’re talking about several deals already in the pipeline closed. You’re about to hear this story. I’m excited to tell it to you. Tony Javier, Dean Rogers, welcome to the show. Thank you guys for joining.

Tony Javier:
What’s up, Chris? Glad to be back, man.

Chris Arnold:
Yes sir.

Dean Rogers:
Yep, glad to be back.

Chris Arnold:
Dean man, people are hopping in. Dean Rogers, who is this guy? Where is he located out of? Give us a quick snapshot even of how long you’ve been in the game.

Dean Rogers:
Yeah. All right, cool. My background is a little different than most. I didn’t start out jumping into real estate or have family that was in it. I found it a little bit different of a way. I’ve been in the business for about seven years now. Before that, I grew up a sports guy. I’m a total sports guy, excelled at football and basketball, and all the different sports growing up. Well, I ended up choosing football and focusing on that and I came out of high school… I got a little shout out for my Redwood Rangers. [crosstalk 00:03:35]

Chris Arnold:
He literally put on a football helmet on the podcast. That’s a first. That’s a first right there.

Dean Rogers:
Yeah, the Redwood Rangers [inaudible 00:03:43] a shout out. Okay, so from there, I went to play college at UC Davis and played tight end there. Then I actually went on to play for the San Diego Chargers.

Chris Arnold:
Crazy.

Dean Rogers:
Yeah, I had a great time there. I was playing great, felt great. Norv Turner was the coach telling me, “Hey, you’re going to have a long career.” I’m thinking, man, I made it. This is exactly… I’m living out my dream. That same year, 2011, my concussions were all the story in ESPN. Lo and behold, I was starting to feel some of those symptoms of just beating my head in all the time. You can’t really decide if you’re going to feel it sooner than someone else. The long story of that is, despite feeling great and playing my best and making it, I decided to hang up my cleats and choose a longer life in theory than beating my head in and being brain dead at 50.

Chris Arnold:
Just right here, let’s kind of dive into this a little bit. You had to make a decision for the long term play versus the short term. I can’t even imagine the amount of hours from junior high to high school, to two a day practices, to all the time and money you’ve invested. Talk about having to make that decision because I think there’s something we can all learn from you on this from a principal standpoint.

Dean Rogers:
It was definitely I would have to say one of the hardest decisions I’ve had to make in my life, still to this day probably. Because imagine living your entire life to get to a certain point, you make it, and then you decide to walk away.

Chris Arnold:
Walk away.

Dean Rogers:
I mean, unbelievable. Believe me, it was everything I dreamed of and more. It’s incredible to be on the other side of the fence. You’re in the club. It’s the A lifestyle and you’re living out your dream. You feel so good about it, but from the neck down, it felt amazing. From the neck up I was thinking… coming up from practice sometimes, I was in my head thinking dude, I don’t know how this is going to work longterm. I just had to make the decision, which was hard. But the best thing that came of being in sports, and a lot of other people I’m sure you can identify, is it taught me how to be dedicated. It taught me how to have a work ethic, and stay in it, and be persistent. I’m super competitive. I compete with myself probably the most than everybody else. I’m always pushing and driving myself. That’s kind of where I get my work ethic and continue to kind of push the limit.

Chris Arnold:
I love your mindset there. Taking that experience and saying, “Hey, I was able to take from this world, which is obviously in some ways different from real estate but definitely some overlap.” But the fact that your interpretation of that story in walking away is, hey, it prepared me for the next phase. I’m curious for you. Hanging up the cleats, I think we all see a lot of the athletes that we follow having difficulty retiring because there’s a sense of a loss of identity, right?

Dean Rogers:
Oh [crosstalk 00:06:47]

Chris Arnold:
You worked so hard. What was that moment when you were like, “I’m going to hang this up and I’m going to choose real estate. I’m going to be okay with this.” Talk to us a little bit about that process, because that’s amazing that you had the ability to fundamentally hang up an identity and choose a new one. Most people can’t do that, Dean. You know that.

Dean Rogers:
100%. You’re not necessarily born an entrepreneur. I grew up in an entrepreneur family. My dad started his own business. My mom worked with him. They created their business and a lifestyle for us, so I saw that work ethic. I think a lot of that is kind of in my blood. But I had a decision to make. It could have just crushed me by making that decision and just be completely depressed.

Chris Arnold:
Yeah.

Dean Rogers:
Which believe me, you kind of want to. Because it’s like everything you want there. You’re the one walking away from it and choosing not to continue. But I just knew that I had no choice. I had to force my mind to know that, all right, I’m going to go attack the next thing. I didn’t look back. I didn’t wait at all. It was just like weeks after where I found my next… I actually had an alumni from Davis send an email out. He said he was looking to hire in San Francisco. I took the job. I got hired on site, on scene. He was like, “Oh yeah, you just came from the Chargers? Sure, I’ll hire you just so we can talk about it.”
I started working, and then I got the taste of putting in the same effort and knowing that I should get results from it. But then I realized quickly that no matter how hard I worked in that new environment, I wasn’t going to get the results that I wanted. So, I went on Google. I was living in San Francisco in a 424 square foot oceanfront apartment that was way too expensive, and Googled how to get started in real estate, and found Sean Terry’s podcast.
I just became obsessed. I found real estate because I grew up liking real estate. I watched Dean Graziosi’s late night infomercials on TV. I’d be up at 2:00 in the morning just obsessed, thinking I need to buy that course. I never did it. It just kind of stuck in my head. But when I Googled Sean Terry, started listening to his podcast, how to get started, I just became obsessed. From day one, it took me only three months to do my first deal from the first day I decided that I wanted to do real estate. I just listed at every second I could and followed everything that he said to do.

Chris Arnold:
That’s how you got started.

Dean Rogers:
That’s how you got to do it.

Chris Arnold:
That’s how you transitioned, amazing. If you’re listening, I want to take a sec on that. Because my question is, if you’re listening right now, what is it in your life that needs an ending? We call these, the principal here is necessary endings. There’s things in our life, just like the rose bush, that need to be pruned. There’s things in our life that we need to know we’ve got to let go of this in order to move on to this.
I just ask you, hearing that story from Dean, I think that just inspires us all. If that guy could let go of that because he had a value for himself and saw his future, and was willing to grab onto that, I think it sheds a light on us personally on, what is it that we’re holding onto that we need to let go of in order to grab onto something better? I can’t even imagine the gap in that of the fear. You overcame the fear of doing that, Dean. Super inspirational, man. I appreciate you sharing that. Let’s talk to this TV piece. Before TV, what were you doing for lead generation? How were you generating leads?

Dean Rogers:
Yeah, so I’ve scaled the business up over the years. Kind of the highlights of when I first started listening to Sean Terry, I started in direct mail. I scrounged up a budget, spent it, got leads in, closed a deal, and kept responding. I started in direct mail and continued all these years to do direct mail. Then I’ve added on other little pieces by having my website, which I’ve really gotten really no leads from. Then I added on cold calling. I’ve added on direct mail and social media Facebook ads. All of them starting to generate leads, getting some deals from them. But as we’ve all experienced, at least in my market in central California, there’s only so many people that fit the profile.

Chris Arnold:
You said it at the top when you and I were talking. There’s only so many leads you can get from a list, right?

Dean Rogers:
It’s true.

Chris Arnold:
You’ve got to get off the list dependent piece and begin to do something that’s a little bit more mass marketing. It sounds like that’s what you kind of began to think through in your own mind.

Dean Rogers:
Yeah, 100%. Because there’s only so many people you can add to that list that have a certain amount of equity, that could actually sell their house if they wanted to. There’s only so many people that have owned their house for more than X amount of years. You start building this profile, there’s only so many people. After you hit them so many times with direct mail, you start to get diminishing returns. I had been feeling that. Thinking, how can I get higher quality leads? How can I get these evergreen leads that are not being targeted by anybody else?

Chris Arnold:
There’s massive competition, right? Because not only is the list going to take you so far. When you do get a deal, didn’t you find you had more competition because everyone was fighting over the same list?

Dean Rogers:
100%. Yeah, there’s always, “Hey, are you talking to anybody else?” “Yes, I have 10 other postcards from other investors. You’re the first person I’m calling, but I’m going to call the other ones.” That’s kind of a tough way to go about it in some cases. As we got into TV, we really experienced a much different experience.

Chris Arnold:
I love you breaking down your thinking. It’s like, hey, this is what I was experiencing. I realized I needed to do something different. Tony, I want to kick this over to you. This whole idea of lead channels that are list dependent. Let’s call those out, like cold calling, direct mail, RVMing, text blasting. The one thing they have in common is list dependent. Then you have something like TV that is not. What was your original reason for going TV on your side like eight, 10 years ago? Was it the same reason as Dean, like I don’t want to be list dependent? Or did something else mentally pull you in that direction, Tony?

Tony Javier:
Well, actually it wasn’t anything that I was looking for TV. I actually met another contractor in my market who was on TV. We were playing poker together and I kind of had that celebrity like, oh man, this guy is on TV. I’m sitting next to this guy. But he was just a normal guy. He was like, “Hey, man. You’re doing real estate. I think that could do well on TV.” He’s like, “I’m crushing it on TV.” He told me his numbers at the time, but I can’t remember what the numbers were. He was doing like a couple million dollars a year just off his TV commercials.
He’s like, “You need to hook up with my media guy. He’s awesome, he’s the one that got me started.” All that kind of stuff. That’s when he turned me on to him. Called him probably the next day or the day after. Within about 30 days, he talked me through it. He negotiated the commercials for me. He helped me produce the commercial. I had no idea what I was doing with shooting a commercial. Again, within 30 to 45 days, I had my commercial going and started getting results pretty much from day one.

Chris Arnold:
Look back. I mean, you’ve been doing TV as long as I’ve been doing radio. I love though that it happened playing some poker. I also love that in that moment, you witnessed that that guy had celebrity status because of TV. We talked a lot about that with TV and radio, that you don’t get that from the other marketing channels. That’s super cool to see how you came into that.

Tony Javier:
Honestly, just one more thing, I’ll say I’m glad I found it. Because direct mail doesn’t work for me anymore. We started texting last year and it’s doing okay, but it’s a lot of work. We’ve done cold calling. That hasn’t worked for us. Bandit signs, you can only put so many out until you start getting in trouble for those. I mean, honestly, I don’t know if I would really have near the business that I have now without TV, because all of those other lead sources are pretty much dried up. Or we still have some of them, but they’re only trickling in leads here and there and deals here and there. Whereas TV is our main source and really the thing that keeps our business running.

Chris Arnold:
Yeah. If you’re listening, just so you know, both of these guys are on the West Coast. The Cali game is definitely more competitive and tougher to get deals out in that market. What I find in places like California is it’s good to watch people because they have to get really creative. That’s why a lot of good things come out of places like Phoenix and Miami and Dallas, because they’re highly competitive. You just can’t do what everyone else is doing. I want to just kind of break down your experience, Dean, on this process. You decide to connect with Tony. You’re like, “All right, I’m going to go this TV route. From a common sense standpoint, I don’t want to be list dependent.” You talk with Tony, and then what’s the process from there? On a scale of one to 10, 10 being difficult to set up, how hard was it to get your TV set up and going?

Dean Rogers:
Yeah, great question. The way I got to TV was, Tony and I are in a mastermind together that he runs. I learned about how Tony was doing TV and how it was working. He said, “Hey, would you be interested in TV? I’m thinking about opening a program to this and teaching others about it.” At first, I was a little hesitant. Do I want to spend-

Chris Arnold:
Skeptical, like you should be. We all have to be skeptical going in.

Dean Rogers:
Yeah. So, do I want to spend more money on marketing? How expensive is it going to be? I’ve got to create TV commercials. I’m comfortable being out front and open, in front of people and talking. But at the same time, it’s still kind of pulling you outside of your comfort zone. I had been on TV a handful of times before, but still to do it, it’s kind of another thing to do. Where am I going to go for the studio?
It seems like a lot. Well, Tony made it pretty clear after nudging me a number of times like, “Dude, come on. Just check it out.” He made it pretty clear it was going to be simple. From my experience, it was extremely simple, which is what made me so excited about it. He has a media buyer who is going to go and negotiate the rates for me. He’s got a media buyer who is going to set up the commercial for me, edit it for me. I like doing some of that editing stuff myself, but I don’t want to be the one that makes the final decisions. I just want it to look like Tony’s. Tony’s looks good. Can I make it look like that?

Chris Arnold:
Yeah, you just want to plug and play, right?

Dean Rogers:
Yeah.

Chris Arnold:
What you’re doing is working. Can I plug it into my business and not have to do a lot of work? Tony, I think you’ve kind of dubbed this a done with you system, right? Do you want to elaborate? Because someone is listening going, “How much work is this going to take? I’ve got a lot going on. I don’t want to launch another marketing channel that just ends up being another job.” Why did you set it up this way as kind of a done with you system?

Tony Javier:
Well, a lot of marketing is backwards of TV. The other marketing, you can set up a text campaign. You can buy a list. You can throw it into a campaign and then it’s easy to get going. But then as you do the deals, as you do the texting and cold calling and all that, there’s so much to figure out. What lists do we continue to buy? Who do we have operating? What kind of messages do we send? There’s so much to it going forward, whereas TV is the other way around. It’s just a little bit of extra effort in the beginning to get set up. But like Dean said, it’s not nearly as hard as people would think. But now what do you spend, Dean? You spend no time on TV, right?

Dean Rogers:
Zero.

Tony Javier:
You just enter the leads.

Dean Rogers:
Zero.

Chris Arnold:
Set it and forget it. Would you say just like radio, it’s set it and forget it? Is that a fair assessment? Just pay the bill and answer the phone when it rings, Dean?

Dean Rogers:
Yeah. I mean, think about all the other different campaigns that you have. Direct mail, you’re setting that up weekly or monthly. You have to go in. You have to cleanse your list and get it prepared, give it to your fulfillment center. Texting, it’s a labor of love. You’re in that thing every day fixing, adjusting, changing. Cold calling, unless you’re outsourcing it, it’s still something you’re manually doing. TV, you literally just shoot the original commercial and then you just let your phone ring. That’s it.

Tony Javier:
Going back to your question, Chris, the done with you system, basically I wanted to make it as easy as possible for anybody who got in the program. As you know, when you buy a program, like I bought Carlton Sheath’s no down payment system 20 years ago. I’ve met dozens of people that have bought that system and never use it. I think I’ve met one or two other people that have actually bought that system and used it. I said when I created this I wanted to make it as easy as possible for people to get going. That’s actually why TV is so under the radar and so not competitive, because people think it’s a lot of work. It can be if you do it on your own.
If you do it on your own, figuring it out, what station do I call? What shows am I on? What’s my scripting? All of that would be a lot to do on your own. What we do is basically take our system and plug it into other people’s markets to where all they have to do is go through the program. It’s not very long. Decide what strips they want to use. If they want to shoot a commercial, they can shoot it. If not, I’ve shot the commercial for some of my students. We’ve done just basic commercials with graphics and things like that. We wanted to make it as easy as possible. We help produce the commercial. We got all of the statistics of what worked for our commercials and what didn’t work. Then on the other side, Dean mentioned the media buyer basically will go in and negotiate the rates for you, get better deals for you.
He knows what kind of language to use when talking and negotiating to the stations. He just presents it on a silver platter. Within about a week of signing up, he can say, “Hey, here’s what has worked for Tony. Here’s what I’m negotiating for you. Do you approve it or not?” Then it’s up to the student to shoot the commercial and go through that. Within honestly two to three weeks, we can have someone on the air up and running. Whereas if someone tried to figure it out on their own, it could take months if they ever even do it themselves because it’s so much work.

Chris Arnold:
Yeah, it’s a plug and play model, which I like. I think a lot of people out there, I know I do, if I’m paying to get something set up, I’m paying for speed and I’m paying for convenience and efficiency. I like the way you set it up, Tony, because it’s pretty much a done with you system. Do you now want to go over to what really matters in my mind, and that’s data? I make my decisions based on data. We can talk about all the frilly things around TV, et cetera, but let’s get down into your numbers. You’ve been live now for six weeks. We want to bring you in. How fast does this kick off? What can this potentially do? Again, if you’re listening, we’re giving you kind of the generalized idea. There’s obviously outlying situations, but here is one example of what can happen out in Cali within the first six weeks. What’s your ad spend right now? How much are you spending per month on TV?

Tony Javier:
Yeah, so it’s approximately $5500 if you average it out. That’s, as I mentioned, two markets side by side next to each other.

Chris Arnold:
Okay. I love this. When I started asking you questions you were like, “I’ve got my RA Simply up.” You just started giving me the data.

Tony Javier:
Yeah.

Chris Arnold:
Because again, RA Simply tracks all this for you. We keep telling you guys, know your metrics and use a system that will do it. How many leads would you say you’ve generated in the first six weeks?

Tony Javier:
Yeah, so the first six weeks, I’ve got 73 leads directly calling the number that I have set up for TV.

Chris Arnold:
Okay.

Tony Javier:
Then another 21 through my website, which I haven’t been getting any leads through my website prior. I know they’re going direct to it from watching a commercial because our website is on there. Putting those together, we’ve got 94 leads out of that.

Chris Arnold:
94 leads, that’s really strong. It’s interesting, a lot of people ask about TV, even radio. How long does it take for the lead volume to come in? One of the reasons I’m really excited to be working with Tony on this is because we see a lot of similarities. This is not like cold calling where you got to wait six months, or three to six. I’ll say three to six months, I hear kind of that span, for all of that followup to kind of come into place. Cold calling absolutely works. It’s just a comparison to something like TV, where you go live, you’re hitting an audience immediately. Those calls are coming in like you’re seeing with Dean, right around 90 in the first six weeks. How many offers have you put out on deals in the first six weeks?

Dean Rogers:
Total offers, we put 18 offers in.

Chris Arnold:
Okay, and you have three under contract and one closed. Let’s go to the three under contract that are pending. Let’s talk about that pipeline. What do you got there numerically? I think one you’re actually going to turn into a rental.

Dean Rogers:
Yeah. The one that we’ve closed already came from TV. Great lead, been vacant for years. You have to assume it’s on one of our lists that we’ve been direct mailing or cold calling. But sure enough, TV, they wanted to call us right away. Great conversation. Flash forward, that deal closed. We made $35,000 off our first TV-

Chris Arnold:
That’s strong, $35K off your first TV deal. You’re spending $5500, so we can roughly say that pretty much paid for your TV for the next six months.

Dean Rogers:
Yeah, free TV for the next six months.

Chris Arnold:
Six months, that’s phenomenal. Everything you do on top of that is just absolute in your pocket net. Tony, you’ve got to be excited hearing these numbers, right? Because you’re like, “Dude, I know this works. I know this works.” Then on the three that you have pending, walk us through those numbers. What do you got there?

Dean Rogers:
Yeah, so one that we literally just got yesterday and sold it to an investor by texting just one person. We got it sold in two minutes. We’re going to make $15,000 off of that one. Then we’ve got another one that we could wholesale it and make $20,000 to $25,000 in just probably one or two text messages. But we’ll probably keep it as a rental. The numbers are really good on it. Then the next one we’ve got it assigned, we’re going to make $5000 on it just [crosstalk 00:24:42]

Chris Arnold:
A little small deal, okay. If I add that up roughly, what you’re looking at there is roughly around let’s say 70. I’m going to be conservative. We’ll say around $75,000 that you’ve generated in revenue within the first six weeks if you’re moving all of those deals. How do you feel about that in comparison to some of the other stuff? Because again, you’ve been in the game for a while. What do you think about these results?

Dean Rogers:
I’m super excited about it because again, it was the plug and play. I know the phone is just going to keep ringing. I know those leads are going to generally be higher quality. I’m not having to fuss around with it. Just the thought of when we’re on those phone calls, we’re the authority. We’ve got the celebrity factor to it that we’ve talked about. It’s going to be something that should be able to continue to repeat and bring leads that we’re not having to work so hard to find.

Chris Arnold:
Yeah, absolutely. Here’s what I hear you’re liking about it, which is my next question. It’s a great high quality lead. That’s one that you like. Number two, you’re getting that celebrity status. Number three, for what you’ve produced income wise, the amount of work that you’ve had to put in is pretty reasonable in comparison to something that’s much more of a high maintenance marketing channel. Would you say those are your top three things that you love the most, what you’ve seen so far?

Dean Rogers:
Absolutely, yeah.

Chris Arnold:
Those are great. I mean, those are all to be excited about. If somebody is listening and they’re like, “Should I do this TV thing?” Here’s what I know right now. This is the reason, Tony, I wanted to have you on, and Dean. Our responsibility via this podcast is to make sure that we’re presenting everyone with options out there on what they can do. Different personalities fit different marketing channels. But I know that there’s a lot of people right now that are pretty burnt out on the text blasting and the RVMing. They just are. They’re looking for something different. It’s our responsibility to kind of bring in cutting edge stuff. Again, TV is not cutting edge in the sense of how long it’s existed. But the application of TV to real estate, you just don’t see many people doing. There’s virtually no competition, just like radio. But if somebody is maybe kind of listening Dean, and they’re like, “Man, should I maybe consider this?” What would you tell them to maybe be thinking about? Because they’re like, “You know what? Maybe I do want to do this, but I’m still not quite sure yet.”

Dean Rogers:
Yeah, I think the longer you’re in the business, you just try to figure out how much effort you’re putting into a certain marketing channel and what’s the output from it. Some people, maybe they love the grind and hustle. Maybe they like driving to neighborhoods and they’re going to get the best deals from that. But personally, I prefer to spend the money on a high quality lead. I can sit at my house without having to run out and drive in my car all day looking for stuff, and get a lead come right to me.
Okay, so the first deal we closed and we made $35,000, I was at the park with my kids. My kids were out there, playing at the park. A call comes in, I kind of step back. I’m on the field and I have a 40-minute conversation with this lady. During that time, the kids ran up. They were crying because they didn’t get the snack they wanted or whatever. Use that as part of building that rapport. I’m a real person, I have kids. We talked about our kids and really connected on a personal level. But I was at the park with my kids, that’s the main thing. I wasn’t in my car away from my family, not being able to spend time with them. But had a high quality lead come in, took it, and we got the deal done.

Chris Arnold:
I love it. I love that you’re just out there at the park and closing deals. I’m like you, Dean. Again, there’s prospecting and there’s market. They both work. They’re both effective. But on prospecting, you’re spending time and you’re spending energy. On marketing, you’re spending dollars. On prospecting it is outbound, on marketing it’s inbound. I’m like you, Dean. I’m at a place where I value my time. I value my life, my relationships. If I can just pay and make the phone ring with a great opportunity, I’ll play that game all day long just from a preference standpoint.

Dean Rogers:
Exactly.

Chris Arnold:
That’s why always, the majority of deals that I do come from marketing, not prospecting. That’s my style. I’m not telling you if you’re listening that that’s the way to go. Dean and I are just saying, and Tony I know is nodding his head saying the same thing. This is just the way we prefer to do business because we’re lifestyle guys. We want to build a lifestyle that supports us. Tony, somebody is listening. They’re like, “Okay, I like this. I can get onboard with this. Where do I start? I want to do my due diligence. I’ve got questions. I want to make sure I’m making a good decision.” Where do they go? How do they find you? What does that look like?

Tony Javier:
Yeah, so we’ve got a program. We put it all together for you to make it super simple just like Dean went through. In fact, when Dean went through the program, we were just launching it. We put some additional touches on it. We’ve got some additional data. We’ve got investors around the country that are having success like Dean. We’re getting data every single day. Not only do you get access to me and my program and my media buyer, but also you get to connect with all of the other students who are in the program getting results and sharing data, and all that good stuff. We have a program set up.
If you want to go, we treat wholesaling, podcasts, people just especially, not even more special than the other people we bring in. We set up the link for you. RealEstateMastersTV.com/Chris. You can go there and apply. We do have only so many spots throughout the U.S., and we only have so many spots per market. It is filling up pretty quickly in a lot of different markets. If you guys want to check and see if you’re a good fit for the program, we do want to make sure that we set you up for success and you are good for the program. Again, RealEstateMastersTV.com/Chris. Go there and we’ll take good care of you.

Chris Arnold:
I love it, man. If you’re listening, I mean, we’re presenting just options for you guys for 2021. Things changed a bit. It really has. I’ve been doing this for 15 years. People asked me. The thing that I have become more and more of a believer in is mass media. Whether that’s television, whether that’s radio, things that create a platform that make you a celebrity, that create that high quality lead and give you that lifestyle. That’s just for me the direction that I will continue to put my marketing dollars in. I think if you’re listening, TV is another viable option for you to consider.
Dean, thanks so much. Thanks for sharing your story. The first part of the podcast was just amazing. Thanks for just inspiring us on what it means to make a tough decision, and to choose something even when it’s hard. Tony, as always, thanks for offering up this program. I know I’ve got a lot of people thanking me for radio. I know you’re starting to get high fives for TV because it’s super cool to give somebody a marketing channel that just changes the business. I mean, you and I have been doing this a long time. What’s more exciting than doing deals is helping other people do deals. We’ve done enough training sessions in our lives.

Tony Javier:
Absolutely, I love it.

Chris Arnold:
Absolutely, we love it. To the rest of you guys, thank you so much. We appreciate you. Until next time, we will catch you soon when we add more value. Talk to you later.

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