Posted on: June 16, 2021

Zack Boothe was a window cleaner before he got into wholesaling. Once he started his wholesaling business, he discovered why a lot of people get successful in it. To further test his limits, he took up the 40-day challenge.

In this episode, Zack talked about his experience prior to wholesaling and how the wholesaling business changed his life. He also tackled how much REI radio helped him succeed in the market. Tune in to find out how Zack managed to earn more than $40,000 during his 40-day challenge.

Key Takeaways

  • Do not forget who you were before you became a wholesaler—make it your inspiration to succeed.
  • Wholesaling is built on honesty and integrity, not dirty work.
  • Enhance your marketing tactic to get more deals.
  • Be consistent in what you do.
  • Driving for dollars works; there are opportunities everywhere.
  • The path to success is full of hardships, you have to persevere to achieve what you want.

RESOURCES:

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Episode Transcription

Chris Arnold:
Welcome to the Wholesaling Inc Podcast. I’m your host, Chris Arnold. As always, I’m excited that you guys are with us today. You know my style, I’ll just tell you straight up what you’re going to get from this podcast, so really a twofold thing. I’ve got Zack Boothe on, and we’re going to talk about a 40-day challenge that he did. He said, hey, I’m going to take $1,000. I’m going to turn it into 40,000 via real estate doing wholesaling, et cetera, and I’m going to do it in 40 days.
There’s just value in doing something like this, because I think for a lot of us, it always comes down to what we believe, and what’s possible. We’re going to break down his challenge, and I will give you a little bit of a taster, but he blew this out of the water, went way above 40K. We’re going to talk about what that looked like, how did he do it practically, and then a couple of lessons that he learned from putting this, I call them stakes. You put some stakes out there publicly that I’m going to do this, so there’s a lot of pressure.
What Zack, him and I were talking, what’d you take away from this? And then, twofold, we’re going to talk at the end about radio. What’s interesting, you don’t know this if you’re listening, Zack was the very first student in REI Radio. So literally even before we launched, he called me, because we had met, and went and did some hunting together, and he’s like, man, I want to be the very first one in. And so we’re going to talk about what 18 months on radio look like, because he’s been longer on than any other student that we have. So it’s cool to go back and go, what does radio look like after 18 months? So Zack Boothe, what’s up buddy? Welcome to the show, man.

Zack Boothe:
Thanks for having me, Chris. Good to see you again.

Chris Arnold:
Now, people are listening again, you’re a longterm tribe member, so I know a lot of people know who you are. But maybe someone’s new to Wholesaling Inc Podcast, and who’s this Zack guy? So give us a little bit of your background because you have a really cool story.

Zack Boothe:
Well, thanks.So I used to be a window washer. I got really good at washing windows. I started out when I was 17. I ran that for a decade. I just wanted to get into real estate so bad, it was-

Chris Arnold:
When you say washing windows, were you doing high-rises?

Zack Boothe:
I actually didn’t do a lot of high rises actually, but I did a lot of lateral, which is actually probably more dangerous. So I was doing a lot of 24 and 32 foot ladder work. It was rough. It was rough work. And I had two crews. I had three trucks, 13 employees.

Chris Arnold:
This is a legitimate business though. You weren’t out there just washing windows, you created an actual business out of it.

Zack Boothe:
Yeah, but I didn’t make that much money though. From the outside looking in, I was successful. I had a YouTube channel, lots of views on my tutorials, I ended up on the history channel for it. From the outside looking in it was good stuff, but people didn’t see what was really going on. It was paycheck to paycheck. It was rotator cuff going out, constantly scrubbing windows, having to go out on job sites because my turnover was horrible. People wouldn’t show up at work. I always had more work than I had staff. It was just rundown old vehicles. I hate old vehicles. I can get a car with 120,000 miles, it’s gone. Get rid of it. I don’t ever want to have a broken down car the rest of my life.

Chris Arnold:
So you’re doing the window washing for 10 years, and then you have this vision for real estate. How and why did you make this transition from this business that you worked so hard to build, to jump into real estate?

Zack Boothe:
The reason I did it is I had actually read Rich Dad Poor Dad when I was 14. So I’ve always wanted to be successful. I always wanted to be an entrepreneur from the time I was a little kid, and I asked my dad about making money. As a kid, I would mow lawns for wealthy people. My family, we didn’t grow up with money. So I mowed lawns after work and after school with my dad, and I’m like, “Dad, how much money do these people make?” And he’s like, “Probably a lot, probably three, 400,000 a year,” and I remember thinking, I want to make a million in a year, from the time I was 12, 13 more or not. And I asked my dad, “How do you make more money? How can you make more money? How do you be rich?” He’s like “Son, I don’t know. Go ask Clint Sherman.”
So Clint is one of his friends, and he has a bunch of, I talked to him the other day, he’s got 300 units now. But I was like, “He doesn’t have money, he’s got an old rundown truck dad, and this disproval simple guy,” and he’s like, “No son, he’s got a lot of money. Just because you don’t drive a nice truck that doesn’t equal money.” But anyways, he introduced me to Rich Dad Poor Dad, and my brain started going. So when I got into doing business and bought my first house, I bought a duplex. I lived in one half, and rented the other half. And this was back in about 2011. And I was like, I need more of this, I got a taste of it. It was $450 a month payment on this little two bedroom each side duplex, and I’m renting it out for 850 for the one side.
So I’m getting paid to live on the other side, and I’m like, I need more of this, but then I hit all these roadblocks. You got to have debt to income. You got to have credit score. You’ve got to have down payments for second properties, and my financial situation as a window cleaner, it just didn’t allow me to scale. There was just too many roadblocks. So then I of course started researching, found out about real estate wholesale dude, and it’s like, that’s what I got to have, that’s my barrier to entry.

Chris Arnold:
And you took off from there. So present day, paint a little bit of a picture for us on what your business looks like. What type of real estate are you focusing on? Maybe team size, all that type of stuff. Because again, at this point, man, you’re a seasoned investor, you’ve bee in the game for a while.

Zack Boothe:
I’ve been so blessed, man. I’m so grateful, and I put most of my success towards my mentors. Yes, I have hard work, but I would just be like a chicken with my head cut off without good mentors. So REI Radio, you Chris, there was a reason I didn’t let you tell me no when I joined REI Radio, and working with Tom Krol, and working with Brent Daniels, and working with a lot of the people, I bleed orange, I love Wholesaling Inc, so grateful for you guys. So working hard and having mentors really helped me to get me to where I am, and I want that to be clear. I don’t want this to be a brag. I just want it to be very clear that people helped me along my way, and I have an amazing team that has helped me become successful as well.
This is not all me. I feel honored and grateful, and I want to share with anyone that wants help. You guys can have this, I’m no one special, I promise. So what my business looks like today is I have a wholesaling business/investment business. So I have some holdings that I grow in my net worth. But my main business is my wholesaling business. So I’m in two different markets. It’s May, towards the end of May, by the end of May we should hit about $700,000 in revenue in just assignment fees. We’re not flipping any houses, that’s just assigning contracts. So the goal for this year was 1.7, sorry, 1.5 million in gross revenue with about 50% profit margins. So my take home this year, my goal is around $750,000, which is freaking mind blowing to me. That is just crazy to me.

Chris Arnold:
It’s changed your life. It’s interesting, if you guys are listening, Zack and I know each other, so he was in Tulum, I don’t know what that was, maybe couple, two, three months ago. And one of the things I realized, you came down, you got a house with your family and you guys just came and stayed for a couple of weeks. And you were just talking about the gratitude that you have because if it wasn’t for real estate, and all the things that you mentioned before, you wouldn’t have the ability to afford that and to do that quality time, and to give your family that experience. And I saw a lot of gratitude for where you were, because there was also an understanding of where you had come from. No grinding it out with the window business, and so forth. But I was sitting with the guy, drinking a cappuccino, looking out at the ocean with the guy going, this whole real estate thing has changed my life. I remember that moment, there was just such a sense of genuine gratitude that I saw in you while we were hanging out.

Zack Boothe:
Man, that was pretty cool. We were having a cappuccino looking over the ocean in Tulum. And the funny thing is I actually went down to Tulum just to have breakfast with you. I was scratching my head, I’m like, man, I’m going to buy a plane ticket to go to Tulum to have a cup of coffee, this is crazy. And I was like, well, I might as well make a vacation out of it.My wife will kill me if I go to Tulum without her. So then we got an all inclusive resort, and spent a week there, and had some fun with it. And, man, I just, I get emotional. I’m a pretty emotional guy. I wear my emotions on my sleeve. I’m almost crying right now.
But yes, every time I think about it and I take a step back and think about the journey to get there, I’m so grateful it sucked. I’m so grateful that it was hard. I am so grateful that I’ve had crazy moments. I remember that my first rental, I was doing all the work. I was swinging the hammer on everything. I grew up doing construction. I’m actually working on one myself at nights right now, kind of funny. But anyways, I was swinging the hammer and I lost all my employees in my window cleaning business. I went from four employees at the time to none, and it about crushed me, because I had work for nine employees at the time. And I remember laying, it was one in the morning, and I had just installed the carpets on my basement or rental. I remember laying on the floor, just sobbing like a little kid. I remember distinctly. And I felt like I had been cheated and let down by people, but I’m grateful for those moments. I’m grateful that it wasn’t easy.

Chris Arnold:
No man, and you’ve gotten that. And I think it’s inspirational because we’re all going through that process where we’ve had to have trying to piece this thing together, and it’s a difficult journey. I think being an entrepreneur, and not working the nine to five and just going for it, as much as there’s great freedom and reward around that, the path that takes to get there is full of a lot of challenges and hardships for sure. So let’s transition here. I want to talk about this 40 day challenge. So it’s like, hey, I’m going to take a $1,000, and I’m going to turn it into 40K, and I’m going to do that in 40 days. So my first question is why? Why did you do this? What were you wanting people to begin to believe in, and see?

Zack Boothe:
Well, when I first started learning about wholesaling, I became a skeptic, because they talk about buying properties for 70 cents, 50 cents, even 30 cents on the dollar, so you just getting all these discounted properties. And my thought was, that’s only possible, first of all, if you’re dishonest and have zero integrity, and that’s not me. So that was the first thought I had. And the second thought I had was, it’s all a scam. These guys are scammers. They’re not being honest with not only the sellers in doing the actual real estate deals, and then they’re also being dishonest with me as the student. But when I started learning about wholesaling and I was a skeptic, I was very much not interested. Even though I was wanting to learn real estate, and it kept getting brought up, and people about the success, I was still a skeptic.
And what happened to me is I saw it happen real life to me. I was washing windows for a very wealthy gentlemen who’s a real estate developer. And I got talking to him about real estate, of course, because I had to know everything at that point once I found out what he did. And he ended up giving me two properties at a huge discount. He knew it, he didn’t want to deal with them though. It just wasn’t worth his time. He gave them to me, seller finance even, two or 3% down, it was crazy. I made over a hundred grand on those deals. And I was like, okay, it exists. It was 100% integrity. He completely knew what he was doing. I was the novice.
And so when that happened, I became a believer. I saw it happen. And so the reason I did the 40 day challenge is for that purpose. So someone can look over my shoulder and see for themselves that you don’t have to be dishonest, that you can have integrity, and that you can get properties at massive discounts consistently. There’s a ton of sellers even in really hot markets like now.

Chris Arnold:
Absolutely. So I know everyone’s dying to know. So you have to choose a methodology to make this happen. There’s a lot of ways you could go out there and try to find discounted properties. What did you settle on? What marketing tactic to make this happen?

Zack Boothe:
So one thing that’s made me super successful as a wholesaler is my marketing strategy of driving for dollars. So I use driving for dollars. So basically what I was going to do is I only have a thousand bucks, so I had to really make that money stretch as far as possible. So I was going to drive around. I was going to look for any properties, had physical signs of neglect using a deal machine app. And once I had those properties in an Excel spreadsheet, then I was going to get phone numbers for them, and cold call them. And I was in a call as many people as I could.
I remember during that challenge, there was a four day stretch brother, from the time I woke up to the time I went to bed, the only time I stopped was for food and the restroom, I never left the house for four days straight. It was horrible. It was the worst thing ever. And then there was one day I drove from the time I woke up till I went to bed, I could barely walk, my back hurt so bad. But I knew that if I just use those two things, drove and cold call, I could get more than 40 grand.

Chris Arnold:
Man, so you come in, you burn it at both ends for the first part of this process. And then what day is it that something happens where you make that right connection? What day was that?

Zack Boothe:
Day four [crosstalk 00:14:28]

Chris Arnold:
So you make a call utilizing this process, and you talk to this guy, what’d you say his name was, his first name?

Zack Boothe:
His name is Jerry.

Chris Arnold:
So you get Jerry on the phone. And how does this first deal unveil itself for you to meet this challenge? What’s his motivation? What did you end up picking up from him?

Zack Boothe:
So you guys can watch it, all of those are recorded of course. But day four of the challenge I called Jerry in the morning. And the crazy thing about day four is, I don’t want it be too much of a spoiler alert. Three of the many deals, we’ll just say many, give them a teaser. Three of the many deals I did, I cold called that day. So five of the contracts, so three deals, five contracts, I cold called that morning. But I went to his house that evening, his name was Jerry. And his situation was he had a bunch of rentals, but he said he had a couple that were far away from where he lived, and he didn’t want to deal with managing them.
He told me about them, sounded like they were in fantastic condition. So you hear me on the call, say, “Jerry, why don’t you just list them with an agent? You’ll probably make more money, brother. They’re completely renovated. You’ve done all this work, put the money in, just list them.” He said, “I don’t care.” Those were his exact words, “I don’t care,” and I was like, perfect. This is exactly like that very first wealthy gentleman I was washing windows for. His name was Stan Neilson, similar situation, tired landlord, wealthy, didn’t want to deal with them anymore.

Chris Arnold:
The motivation was convenience. I don’t want to deal with the pain of this anymore. So I’m willing to sell them at a discount, not make as much money, so I don’t have to deal with this headache. So you picked up those properties, and then by the end of this, you and I were talking, in your 40 day challenge, you ended up picking up seven contracts. Two of those did not go through. So that left you with five, you did three wholesale deals. What was the total amount on the wholesale deals you did combined?

Zack Boothe:
My little deal was 10 grand, which one of those was Jerry’s property. So I wholesaled one of Jerry’s properties. Then next deal took the longest to close. It was a probate deal. So I had to go through probate. So it took two months to close, but I got it under contract, had to finalize the paperwork. We made $30,000 on that deal. So those two deals we made are our goal.

Chris Arnold:
You’re at 40, you hit your goal, right?

Zack Boothe:
Yep. And then as I had hoped for, I got a whopper. Every once in a while, probably every five or six deals that I do in my business, I do big deals, anywhere between 50 and 100 grand. So I was hoping I could get one of those, and we did. We got a 50, it was actually 52. It wasn’t 50, it was $52,000. So In just assignment fees, we made $92,000.

Chris Arnold:
That’s awesome. And then the other two that you picked up out of the seven, three wholesale, two fell through, the other two you turned into rentals. And what type of equity did you get in those two properties? Which then would increase obviously your net worth?

Zack Boothe:
I bought them each for 60, they’re worth about 110 each. So I basically increased my net worth by a hundred grand. If I turn around and list them with an agent, will I keep all of the 100,000? No, but I make about $850 a month in rent every month on those properties. So my return on my investment’s really good. They’re great properties, completely renovated, they’re awesome [crosstalk 00:17:57]

Chris Arnold:
That’s amazing. So all said and done, 92,000 in wholesale fees and another $100,000 in equity for a total of 192 in profit combined. So here’s my question. You went into this right now. I’m sure you believed in it, but man, you had some high stakes because if you were going to fail, you’re going to fail publicly because you’re doing this on YouTube. But now you’re on the other side of it, and I believe that if you have any experience, the most important thing is to reflect on that experience about what you took away. Experiences don’t change people, reflection upon experience does. So there were two things that you said you really took away from that, that you would think would be valuable for listeners to understand. The first one was there’s opportunity everywhere. You just have to believe it. Talk a little bit more about takeaway.

Zack Boothe:
It’s just, like I said, that first motivated seller I ever met Stan Neilson, I didn’t believe you could find properties, but then I saw it happen in real life to me. And I’ve seen it happen over, and over in my own wholesaling business now, but it’s really hard to believe it when you don’t see it happening. And a lot of people think there’s ulterior motives when people do talk about it, and those kinds of things. And so if you watch day four, you see it in real life. You see me meet Jerry. I’m actually going to have Jerry on my podcast, that’s going to be launched by the time this airs. So I’m actually going to have Jerry. He’s going to be sharing his life experience. I found out after we signed the agreements, he’s dying of cancer, which really broke me up. It’s all on day four. It’s my favorite day of the whole challenge. If you just want to watch one day and-

Chris Arnold:
Just go in and watch day four.

Zack Boothe:
Just watch day four, and you don’t have to watch anything else. But he shared how he willed and dealed, and how he had done deals. And he was doing subject twos, and taking over mortgages and doing all stuff before it was the cool thing to do. And he was sharing all those stories, and it’s like, man, it’s all been done before. And one day I’m going to be old, and one day I’m going to be sick of my properties. And I’m going to find some young man, or young woman that’s hungry, I’ll be like, here you go, dude, I’m done. Take them, run with them.

Chris Arnold:
Give them to the next hustler, I love that. So I love this concept that, opportunity is everywhere, you really have to believe it. And as fundamental as that is we understand that probably what’s getting in most people’s way when it comes to success, or even particularly success in real estate is this psychology man, it’s a mind game. And so you either believe that there are plentiful opportunities out there, you have that abundance mentality, or you believe in scarcity. And so your takeaway man is, there are opportunities everywhere, but hey, that doesn’t come without getting in and honestly just busting your ass, and making it happen. The second thing was the importance of consistency. We hear that a lot. I hear a lot of people really struggle with, I got my marketing place, but I just have trouble with consistency. What was your takeaway on this piece here?

Zack Boothe:
It’s just important that you do the work. Because, I was there for 40 days and you might be like, well you have more time. It’s like, yeah, I probably have more time than most people would have, but I was consistent to it. I still had to run my wholeselling business to be a part of what they had going on. I still have my students. I shipped my family off to Brazil, you’ll see that in the challenge, missed them like crazy. I made major sacrifices for the content. But it’s so important to stay consistent. The more you do it, the more consistent you are on the phones, the more consistent you are doing driving, or postcards, or consistent to sending, or to putting down money in ads and radio, you can’t have deals coming in unless you’re consistently doing marketing, that’s the whole business, 100%.

Chris Arnold:
I totally agree with that. So anyone’s listening going like, I got to go see day four of this whole thing. I want to see this Jerry story play out, or I’d love to watch this whole thing because honestly I could use the inspiration of watching someone else, get a win. Where would they go to do that?

Zack Boothe:
Just go to my YouTube channel. It’s DFD Mastery, so it stands for driving for dollars. DFD Mastery, just go to YouTube, search it, pull it up.

Chris Arnold:
Amazing story. Again, I applaud you for the courage of putting yourself out there and going for it, so it’s inspiring, man, it really is. So let’s transition. Let’s talk about radio. I’ll give you a quick background. So I’m down in Florida, Brent Daniels, Tom Kroll, who else has done there? Pace Morby. We’re hanging out. We’re going hunting, and I’m talking about this concept of REI Radio. And the way that the hunting crew was divided up, you couldn’t all go together, you had to go with different guys, so I’m like, I’m going with Zack, because this guy’s a professional hunter. I don’t want to go over here with Brent Daniels, [inaudible 00:22:38]
I’m competitive. I want to learn from someone that’s good at this. So you and I, that’s the first time we ever hung out. I didn’t know you before that. And I told you about this REI Radio piece, and you’re like, man, what do I got to do to get you to teach me this before it even launches. And I’m like, man, I got a lot going on. And the one thing you got to know about Zack is he’s persistent. So I think you texted me as soon as I got back, like day, and this probably goes on for maybe four or five days. And I’m like, this guy is not going to get off my back. So I’m like, Zack, all right, let’s do this. So I help you set it up.
At that point there’s no modules, there’s nothing. It’s just you and me one-on-one, and I hadn’t actually even thought through the whole process yet on how to strategically teach it. I just had to shoot it from the hip. So we get you up on radio. You’ve been up now for 18 months advertising. And let’s talk a little bit about the numbers. Because I think that’s interesting. People want to know, again, if I was listening, I’d be like, so what do the numbers look like? You’re on a total of five stations right now. What is your total ad spend per month combined on those five stations? Because then people are like, well, how much does five stations cost?

Zack Boothe:
So per month, rough numbers is about $30,000 a month, total what I’m spending between all five stations.

Chris Arnold:
So you’ve got a bigger budget at this point. That’s actually pretty high for what most people are spending. So you’re at 30K, but you’re also in some big cities as well, which is a bit more expensive. So you’re going big at 30K a month, and you’re actually on five stations, and you’re in two different markets. So after 18 months, one market you have is giving you a one to three return. And then another market you have is giving you a one to 10 return. Is that right?

Zack Boothe:
Yeah. And the one market, it’s actually the only station I have the one to 10. It all starts just like you teach, it all starts with getting the right station at the right price. Honestly, that’s the biggest thing to this. It’s not really easy. It was harder than I thought it was going to be. You definitely have to stay on top of those salesmen. You have to be persistent just like I was to Chris to get what you want. But that one station’s fantastic. And the reason I’m so profitable there, it’s the only station that I have, and I haven’t been able to get others in test, and my numbers will continue to improve. On the other stations where I’m getting a one to three. So for basically every 30% of my gross revenue basically is going towards marketing, that will improve as some of those deals pending close.
Because when you first start a marketing channel, you have leads come in and you’re building relationship, you’re working those leads, then they close a month or two later. So your first month or two of running ads, there’s going to be no revenue. So once that tapers out on some of these newer stations I’ve got goes away, plus I’m tweaking my ad spend, my timing, which stations, I cut certain stations, and brought other certain stations on. So my profitability will continue to get better and better and better with this marketing channel. But right now, yes, those four stations in this market are producing about…

Chris Arnold:
And that’s solid. Because again, if you’re listening and you new when we say, one to three, to one to 10, what we’re fundamentally saying is your dollar per dollar return. So he’s on a bunch of four stations in one market. So one to three means that he’s fundamentally tripling his spent. And again, I always say for radio, if you can get a one to three to one to four return on radio, or any marketing channel that’s solid. And I always tell people one to three, one to four. Now, on that other station you got, just a home run station, one to 10, that’s simple to do. You’re 10X-ing your spend over there as well. So 18 months in, rocking and rolling, have definitely increased your budget, running in two different markets, and you’ve just continued to be consistent with this thing. And I say consistent, it’s not hard to be consistent [inaudible 00:26:43], but you’ve been consistent in your pursuit to continue to sharpen it better, and scale it up.
So what I wanted to know, and when I was really curious, it’s like, Zack, you’ve been on radio for 18 months, longer than any other student at this point. Because again, we literally launched REI Radio 18 months ago. What do you enjoy most after 18 months in? And you gave me three things. The first one was automation. You said, well, the way I have structured this and also giving some of the responsibility to my marketing person, it’s taken me zero time. So you don’t even really have to think about it, or put any hours into it. Let’s talk a little bit more about that. Why is that a big deal for you?

Zack Boothe:
Well, it’s a time thing. Tom Kroll says it best. He maybe stole it from someone else, but I stole it from Tom, so I got to give him credit. But he said, once you win in the game of money, there’s no fun in running up the score. And so yes, I want to continue to make more money, but I don’t really want it to cost me time unless that’s where I want to spend my time. And I actually want to spend my time elsewhere than chasing marketing. That’s not the most exciting thing in the world. Not for me, maybe for someone else, they get gout on it, but it’s not my thing. So having that freedom, having revenue coming in with none of my own time, that’s where I want to be.

Chris Arnold:
Absolutely. And again, I don’t think a lot of people, Zack, measure, we talk about cost per acquisition, cost per lead, but I don’t think a lot of people think about the cost of labor. You don’t really measure that. So with some of these other channels it might be less expensive to do them, but how much time is it costing you to manage them? And with this, you don’t really have any cost for labor here because it’s not taking any hours, any minutes to manage it on your side. The second thing is network, and I get this a lot. You become a local celebrity. You have instant credibility, and all of a sudden the phone begins to ring, not just with seller opportunities, but you have people that want to get to know you, because this guy must be the real deal, he’s advertising on radio. And you’ve said that this has led to the additional benefit of being able to raise capital, which is amazing. Talk a little bit more about that.

Zack Boothe:
It’s funny because, one of the things that’s helped me become successful as a real estate wholesaler is doing wholesale deals. So as I’ve hustled my butt off and gotten deals, people in my market know that I’m putting out deals. People talk about me in the REIA meetings, and I never go to them. It’s like, hey, I heard about you at the REIA meeting. I want to get on your email list. Or hey, do you need hard money? Hey, do you need contractors? But then the radio ads are doing that on top of it, and my social media posts. And so when people hear it, I’m getting people that are calling in. My acquisition manager’s like, oh gosh, dang, it is just another contractor, oh, gosh, think is just someone that wants to meet Zack. But for me that’s a great thing. I have people reaching out to me, and it’s a lot easier to put together financial terms with someone with a private money lender, or whatever, when they’re coming to you and seeing what you’re doing. It’s a lot easier pitch. It’s a warm audience.

Chris Arnold:
Absolutely. Because they’ve come to you to learn a little bit more about how you become successful, because they have money that needs to be placed. And you’re absolutely right. I’d much rather raise capital with someone that moved toward me, than me actually having to initiate it. It’s always made it much easier. Because you have the upper hand from the beginning. You know that they’re interested, and already trust you, and at that point you can make the decision on whether or not it’s a good lending relationship.

Zack Boothe:
And even if you do have to move towards them, it’s like, my name is Zack Boothe, you might’ve heard my radio ads, may have seen my YouTube channel, and once [crosstalk 00:30:27]

Chris Arnold:
Here you go, I love it. You’re actually doing it the flip way around too.

Zack Boothe:
You can do it the flip way. And they’re like, oh yeah, I heard that. You’re the guy that’s like, I buy divorce houses. I met so many people who know the REI Radio script.

Chris Arnold:
That’s awesome, man. And then the last thing, this one actually hasn’t come up a lot, and I think it’s just because you’ve been in longer. I hear a lot of, I loved it, set it, and forget it, it’s low maintenance, all those types of things, but the ease of measurement when it comes to the KPIs, I thought this was interesting. Why did you throw this one as really the third thing you’ve enjoyed?

Zack Boothe:
Well, as I’ve scaled my business, I have a team now. My acquisition manager, we calculated last week, he’s negotiated in two and a half years for me, $1.8 million in gross revenue, which is so cool to see. But for that to happen, and for me to be completely passive, and spend my time with my family, and coaching students, and going down to Tulum, and hanging out with my buddy, Chris, for me to be able to do that, I have to have a way to manage my business without being present. And that is your numbers. That’s knowing I’m spending this many dollars and this many dollars are getting spit back out. My money machine is spitting money. And so being able to know, okay, where exactly am I spending my money? And where exactly is it coming from? Is so very important, your KPIs.
Let me give you an example. My favorite strategy is driving for dollars. But there are some complications there that aren’t in radio, but there are also some perks there that are in radio. But one of the perks from radio compared to driving for dollars is the trackability. So when driving for dollars, let me explain. You’ve got to have, I break my driving for dollars KPIs into multiple sections, my driving for dollars turd lists, the really bad ones, that’s its own unique marketing list. Then I track the texting, the cold calling and the postcards, just to that list. How many leads, appointments, contracts, all the way through. Then I have my driving for dollars owner occupied, same thing, texting, cold calling, all that, all the way through. Then I have my corporate owned, and then I have my absentee. So I have four different lists within the driving for dollars list. And you don’t have to do this, because that’s crazy if you’re going to do driving for dollars.

Chris Arnold:
When you hear, I’m hearing you now going, that’s a complex tracking. But with radio, we put a unique phone number on each ad. It automatically loads into whatever CRM that you’re using, and so we always know with 100% accuracy how much money that we are making on each of those radio stations. So I agree with you, I don’t hear it said a lot, but I do love the ease of tracking as well. So, Zack, buddy I really… What was that-

Zack Boothe:
On top of that, your sales rep sends you reports for how many ads were run and [crosstalk 00:33:11].

Chris Arnold:
Oh, absolutely, even ahead of time. You know when your ads are going to play 24 hours in advance, and you know when the phone’s going to ring. If someone’s working a nine to five, they’re like, how great is that? I wake up, and literally know when a lead is going to come in based on my airtime, which is you. Zack, man, I really appreciate you coming on. I was just super interested in letting the rest of the tribe that maybe didn’t see it, know that 40 day challenge that you did. I think it’s exciting.
And I also think it’s super cool to come back and talk to the very first REI Radio student that came in, even pre the existence of REI Radio, right before we launched. So if anyone else listening again, check Zack’s YouTube out, man, if you want to just get some inspiration today. And as always, if the radio piece is something that you’re looking for, you’re interested in, we’d love to help you out, answer any questions you have, and more importantly just make sure it’s a good fit for you. So you can always check that out at wholesalinginc.com/reiradio again, wholesalinginc.com/reiradio. Zack, thank you so much buddy. And to the rest of you guys, we will catch you soon when we add more value. Talk to you later.

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