Posted on: April 20, 2022
WI 933 | Radio Advertising

 

Radio extends to your prospective clients in ways other marketing channels can’t. Moreover, it also helps you build celebrity status as it gives you credibility. Helping you create your brand without having to spam people with letters and calls.

If you’re still questioning its efficacy, don’t worry because we’ll be clearing out some air today. Sean Zavary is here to help you further understand its benefits. Learn about what works, what to avoid, and how to build a business using this unique channel to achieve freedom and impact.

How Advertising on 6 Radio Stations in 14 Months Has Led to an Explosion of Hot Real Estate Deals With Sean Zavary

Episode Transcription

In this episode, we have an exciting guest. It is a student who has already been through the radio journey, Sean Zavary. Sean wanted to hop on to go over his entire business. I’m super excited and pumped. Sean is on about 5 stations picking up his 6th station. He has done over 450 transactions. I’m excited to have Sean on this episode and be able to dive into his world and pick his brain on what’s working for him. For the audience that’s reading this, pick up some gems here for what could work for you in terms of marketing or running your wholesaling business as a whole. Would you like to do a soft intro and give some backdrop on you and your background, so the audience has an understanding?

I appreciate the amazing introduction. My name is Sean Zavary. I’m based out in Houston, Texas. I have been in the real estate industry for a couple of years. In 2016 when I graduated college, I got right in. I started wholesaling, and we still do wholesale. That’s primarily our business. We wholesale houses, we do some fix and flips, some buy and holds, and some new construction on commercial properties as well but primarily, it’s wholesaling.

I have a team of about 4 people in the office and 4 people virtually. We have been doing anywhere between 75 to 100 deals for the past couple of years. I wanted to come in and talk about my real estate journey and my radio journey, which, thanks to you, you’ve got me uplifted on that. That’s where we are at.

Out of curiosity, what piqued your interest in real estate? Have you always had an interest coming out of college?

I didn’t have an interest in real estate. I knew about it here and there. A little more background about me is I come from a family business. I was working in my family’s business for about eight years before I got into real estate. They are a local furniture company out of Houston. We have about seven locations now all around town. It’s a massive store. It’s a furniture empire. It’s not this small mom-and-pop store anymore. It’s huge. It has 200 employees. I went to their last Christmas party, and I was like, “This has grown.” It’s a huge company. The store is anywhere from 25,000 to 50,000 square feet.

I have been working with them for about 7 to 8 years. I was getting ready to graduate college. Up to 2016, I was like, “This is what I’m going to do. I’m going to work with my family and grow their furniture empire forever,” until I stopped liking going to work. I was like, “I don’t want to do this anymore.” I came to realize that furniture is not what I want to do for the rest of my life. I did the last self-evaluation as to what I am going to do. I’m the youngest sibling out of three other siblings. I have 2 older brothers and 1 older sister, and I’m the youngest sibling. To leave a family business is a big deal but I knew that this was not what I wanted for the future.

My girlfriend at the time, who is my wife now, and we were still in school in our last semester. That’s where I was evaluating like, “What am I going to do next?” I’m graduating with a degree. It was a Corporate Communication degree. When I worked with my family, I wore a lot of different hats. I did sales and inventory management. I worked in the warehouse. I became a delivery driver. I also did accounts payable and accounts receivable. I wore a bunch of different hats, which was a blessing.

I started thinking, out of all those different hats I wore, what did I enjoy the most? Hands down, it was selling. I love selling, talking to people, and communicating. Sales gave me a thrill. That was what I was best at when I worked at my family’s furniture company. I was like, “Sales is what I’m going to get into.” I went into sales. Long story short, my girlfriend at the time was working for a builder.

She was his assistant. She was like, “Have you looked and thought about real estate?” I’m like, “I never thought about real estate.” She’s like, “My boss who does new home sales makes a lot of money.” I’m like, “How much is he making?” She was like, “He clocked in $600,000 last year.” I was like, “Real estate is the answer.”

No disrespect to him but I know him. I was like, “If he can do it, so can I.” That’s the mindset I always had. I was like, “If they can do it, why not me? I’m going to go ahead and get into new home sales and start selling homes.” That’s when I started researching real estate. It was about March of 2016. I got into real estate in May of 2016 when I graduated. Two weeks later, I put up my first bandit sign.

I started researching real estate on the different avenues, and then I started realizing there’s so much to real estate other than just selling home. There’s real estate investing, buying homes, fix and flips, agents, new home sales, listing agents, and leasing agents. There’s all that good stuff. What piqued my interest was real estate investing. I was like, “This is what I want to do,” so I started googling real estate investing.

I was sitting in class one day, and Google followed me through the geo tracker. It was on Instagram. I get a sponsored ad from a guy named Nick Ruiz talking about how he flips homes with no money down and how he’s flipping this many properties without using any of his money. I had some savings but I didn’t have a lot of money to buy houses, so I was like, “This sounds interesting.” I started looking into him. By the grace of God, he had a course in May 2016. In other months, they are $99 a month. He had a special promotion and was doing it for $2 a month.

That’s when I was looking into him. I was like, “What is there to lose?” I went ahead and purchased the course. I started diving deep into the course. That’s how I’ve got into real estate. I did Nick Ruiz’s course and then started listening to Sean Terry. That’s where my real estate journey began. I stuck with my first bandit sign on May 31st, 2016. I remember that day vividly because I was like, “This is the start.”

That is incredible. A lot of people that are reading resonate with that. You need income. A lot of people go to work because they need it but it’s very easy to go, “This is not what I’m passionate about.” When you are not passionate about it, it doesn’t excite you to go to work. You don’t want to be there. Every hour is a dread. The day drags on and on. You are like, “I need an exit. This isn’t working.” I understand that moment.

There’s only so much that Google can tell you until you put in your foot. Stepping out and taking action is the best teacher.

Believe it or not, I had a particular point like you. I loved sales and communicating with people. I spent a lot of time working for some odd reason in customer service, and then I went, “I don’t like this.” I studied Mass Communications and then went back into Marketing, which dove into being able to play both sides. I can communicate with people and got to tap into sales.

A lot of people that are reading are going, “That’s me.” There is another option out there for you. Real estate can create a lot more freedom, and you can tap into multiple skills. You were working at a furniture company, so you were able to wear multiple hats, which is great because once you dive into real estate, you have so many transferable skills.

You are like, “I have done things like this,” except now, you are doing something in your control. You’ve got way more free time and the freedom to make more money. You are in full control of that. Real estate is an incredible industry to be able to dive into. I know that you said that you jumped into that first course about learning how to flip. How much of your business is based on flips? Do you have one main focus? Is it wholesaling, wholetailing, flip or rehab? What does that look like?

I consider wholetailing and flipping the same thing. Before, I considered it two different things because we would take on any rehab or flip, even if it’s $20,000 or $50,000. Now, we only focus on $25,000 and under because I’m not going to focus on anything that I don’t enjoy. I don’t like construction, so I’m not going to go ahead and bring on a $30,000 or $40,000 in rehab.

I’m not doing the construction but I’ve still got to manage it somehow. There are still contractors and employees for you. If we know anything about contractors, they are a different breed. I respect them too much. Now, our company only deals with flips that are under $20,000 or $25,000. A lot of people consider a wholetail in $5,000 or $10,000 as well. That’s focused primarily on wholetails but if you can put $10,000 more into it to get $30,000 more, we will go ahead and do that. To answer your question, wholesaling is about 75% of my business. The other 25% is flipping, which is mixed in with wholetailing as well.

Do you ever keep any of these properties?

We keep some properties here and there for long-term use. We have some buy and holds. The reason why you buy and hold is that it is depreciation for cashflow, which is cool. I’ve got into it for passive income but sooner or later, I realized I needed a lot of single-family houses to get to the passive income that I wanted. That’s when we started getting into commercial real estate.

We’ve got into commercial industrial real estate. That’s where we are doing ground-up developments on. It’s called office warehouses or flex spaces. They are these warehouses that are 75% percent warehouse and then 25% office. You rent them out to different business owners, and they use them for their businesses.

We are building a 20,000-square-foot office warehouse in 2 phases. One phase will be 10,000. The other phase will be another 10,000. We are splitting them up into six units in total, and we are going to rent them out. That’s my long-term vision of my passive income. It’s triple net and something that I can see myself playing with the big boys. I want to play with the big boys.

The passive income is huge but what you have to take into consideration is, “Am I wanting to have to manage that?”

That’s where I didn’t enjoy it. I don’t like it when I get those calls. You can outsource it to a management company or an executive assistant but then it eats up your cashflow. There’s not even that much cashflow with single-family houses. You are looking at $300, $500 or $600 after mortgages. I would rather deal with something bigger.

The beauty of the real estate is that there are so many different avenues to play with. Some people may be comfortable being a landlord. They may go, “That works for me.” You may be 100% comfortable doing a bunch of construction or at least having to manage contractors and all that comes with it. If you know that’s not what works for you, it’s not the end of the world because you go, “What other options are there for me?” There are plenty. Real estate as an industry is the one industry where there are a ton of different avenues for you to tap into to find what you are passionate about and what you would like to focus on.

You are not going to know until you get into it and get started. I didn’t know this at the beginning of my first two years. I didn’t know like, “I’m not going to enjoy this. I’m going to do construction. I’m going to do office warehouses.” I didn’t know that I got into it. I started buying rentals, flipping houses, and wholesaling houses. I started doing this type of stuff where I was like, “I enjoy this. I don’t enjoy this. I can outsource this. I can’t outsource this.” In the beginning, a lot of people are like, “This is what I want to do because I like to do this. I’m not going to touch this.” Touch it and see how that feels. Once you touch it and feel it, go ahead and be like, “All right,” and then make a decision.

You won’t know until you get started. A lot of people wait on the sidelines. They say, “I don’t know. Let me research.” At some particular point, you have done enough research and google. There’s only so much google is going to be able to tell you until you put your foot in.

WI 933 | Radio Advertising

Radio Advertising: The beauty of real estate is that there are so many different avenues to play with.

 

Experience is the best teacher.

You’ve got to step your toe in there. There is risk involved but the reward is much higher when you look at what you could potentially be building. You are stepping out of a 9:00 AM to 5:00 PM that you hate or dread going to. It’s not fulfilling, and that’s the thing as well. It’s different when you are like, “I’m doing what I know is meant for me, and I’m doing something that is going to make a huge impact on my family legacy.” It’s giving you free time and also the freedom to create as much income as you please, whereas you could be working on a 9:00 AM to 5:00 PM that’s limited.

Some 9:00 AM to 5:00 PM has salary caps. No matter how hard you work, it’s like, “This is all you are going to be able to pull out here.” A lot of the audience loves numbers. We have hit on all the philosophical stuff. They are like, “Show me the money.” Do you mind breaking down the number of transactions you have done? What does that look like on average per month in terms of the number of deals? Break down the numbers for us at this point.

We are in 2022, so I will break down between 2020 and 2021 numbers, and then I can tell you a little bit about 2019 and 2018 if I can remember them. In 2021, we did $1.5 million. I hit about almost 77 transactions. In 2020, we did $1.4 million and about 96 transactions. 2019 was the first million that we hit. It was with a seven-figure company.

In 2018, we were still growing the team. That’s the numbers for you if you want to know. Our average deal size in 2021 was $22,000 or $23,000. Before that was $15,000 or $16,000. Our deal size has grown because we focus on quality rather than quantity. In volume, we went lower. 2022 is surprising. It’s going to be our best quarter yet as of date, which has been a blessing.

Out of curiosity, what is this quarter projecting?

It’s projecting $540,000. This quarter is about to end. We have three more closings. It should be good. God willing, everything goes through but that would be the best quarter we have ever had. The second to best quarter was $520,000. Do you know how they say kids bring you blessings? I have a young daughter. She was born on July 21st, 2020. That was the start of the third quarter. That was my best quarter to date. That’s where we had $520,000. My son was born on January 13th of 2022. This is going to be my best quarter to date.

That’s the game-changer for those that are reading.

It’s an interesting fact. I didn’t know this until I was crunching up the numbers because I was like, “This month has been good. Let’s see what the quarter looks like.” I’m a guy who was in it. I will see my numbers and KPIs. Before, I was just in it. Now, I have a team in place. I have people who send me KPIs. I looked at it and ran through it but I wanted to analyze the numbers. Those are the numbers for you.

Walk the audience through your radio journey. I believe you started about February of 2021. Can you walk them through where you started up to where you are now at this particular point?

I’ve got the course in thinking 2020. I didn’t even do anything with it until February of 2021. I started contacting sales reps and seeing the best price they could give me. Grace was the one who helped me out with the first one. I’ve got some qualitative reports and hour-by-hour rankers from the radio stations and the sales reps. The first radio station I got was 93.7. It’s an urban hip-hop station. We’ve got a lot of success from it.

From February all the way until September 2021, we had our 2nd one. We added another one in between. They didn’t do good, so I dropped it. It was a country station. We added that one in May 2021. I tried it for three months but it didn’t do good, so I added another 2nd one. Since September 2021, we have added three more and then added another one, which is the next one. We added four more. I have been going pretty fast. I did 6 in about 14 months. That’s all the results. I was like, “This is it.” What I learned is to start scaling up. It was working, so I was like, “How can I do more of this?” The only way I could do more was by adding more radio stations, so I added more radio stations.

What was your sure sign that it was working? Were you looking at the number of calls, the types of calls, the number of deals or the profit per deal you were getting? What was included in that?

I was looking at calls as well but my main focus was deals, contracts, and closing. For calls, we weren’t tracking exactly how many calls were coming in. I was just seeing the call volume. I was like, “This is a good amount of call volume.” It changed the morale of the company. When the callers call from the radio, we become motivated. That’s what we liked. It reminded us of PPC and Google AdWords. You became that celebrity, a lot of people who would call, call for me because I’m on the radio. It gave you celebrity status but it gave you so much more credibility.

You can grow your deal size by focusing on quality rather than quantity.

I’m not trying to repeat what they say but it’s true. When people call, you get credibility already. It was like, “I’ve got a couple of other offers of $105,000 or $110,000. If you could do $105,000 for me, I would go with you because I heard you on the radio. I heard you so many times. I know that you are the real deal.” Our Google reviews help us as well. A lot of these people who hear us on the radio also call from our website numbers. Our website number went up too. We have a call representative. We have different numbers for different marketing channels.

After we added radio, the radio calls went up but our website calls went up too because people are searching you up on your website looking to see if you are credible. If you have Google AdWords, credit it. That’s automatic. They would be like, “You are on the radio. You’ve got good Google reviews. That’s all I need to know.”

From there, they would say, “I’ve got a few other offers but if you can do this for me, it’s a done deal,” and we did that. We get that still to this day, so that’s a good sign. Those are call signs, contracts are coming in, and a large amount of profit. They are big deals, and we call them bangers. They are bangers that come in from the radio.

In terms of numbers, how are you differentiating those bangers? Out of curiosity, were you getting bigger mom-and-pops deals with these radio leads? How were those compared to your other sources? In terms of numbers, for someone that’s reading, they are like, “What is the biggest difference?”

We consider any $300,000-plus a banger. That’s not our biggest deal. Our biggest deal to this day is a $40,000 assignment on the commercial deal but our biggest radio assignment is $65,000. We consider anything over $30,000 a banger. We do cold calling. We were doing SMS. We are not doing that as much anymore but we are doing cold calling, radio, SEO, and PPC or Pay-Per-Click. Those are the four marketing channels we are doing. We were doing TV as well. I tried that for about 4 or 5 months but I wasn’t getting a good response. It was from the other marketing channel, so we dropped that.

What I see with PPC and Google AdWords but don’t see as much from the volume with radio is when people call, they are motivated and ready to go. They had their things lined up. They have been having a house vacant for 7 or 8 years and want to get these properties off their hands. You are the caller that they are going to call and sell to. You can’t be like, “All right.” It still takes a sale process. You’ve got to connect with them and build rapport. If you have that down and make them your friend, it’s an easy sale.

I loved when you said it boosted the morale of your company because that gets missed as well. If there’s a marketing channel out there for you to utilize, give it a try but there are some marketing channels that drag. People are like, “No.”

That’s why we stopped SMS. SMS is good for a lot of people and us as well in 2019 and 2020 but in 2021, we had a swift of so many leads. There were many people that were not motivated that we had to talk to. We are still doing cold calling. We have been doing cold calling since we started in 2016. I still have to remind my acquisition guys here and there, but now, my sales manager reminds them that cold calling is not our bread and butter but it’s still our top marketing channel. It has been bringing us so much revenue for the past years that we can’t forget about it. Now, we’ve got to swift through a lot of leads that are anywhere from 35 to 40 leads for a cold call to get a contract. For radio, it’s 8 to 12 leads that come into a contract.

The credibility is huge. When you are in a market or an industry as a whole, you think of real estate investing. You could be in a market that is becoming competitive or is already competitive. To only do the marketing channels that everyone else is doing is going to be a little hard. At some point, you do want to step your foot in and go, “Let me try something different. Let me tinker with what I’m already doing to see if there’s anything I can play with.” Everyone is doing the same thing. You want to cover your bases on outbound.

Cold calling is still effective. If you can balance that with an inbound marketing source, your bases are covered because there are some people that are happy to contact you directly, and there are some people that are very happy to answer your cold call still. You might pull some teeth, and it may take a couple of attempts to get them on but it’s still worth that deal. How has the adjustment been to hearing yourself on the radio? Was that odd for you?

It wasn’t odd for me. The reason why is because I used to work for my family business. I have been on TV before for the family business. That’s also why I love the radio. When this course came out, I was like, “I don’t know why a lot of investors are not doing radio,” because, for our family’s business, radio and TV have been the best marketing channel for them. I have been on TV and radio before for the family business. When I got into it, I was like, “This is going to work because it worked for them.”

To answer your question, it wasn’t anything to get adjusted to but where the adjustment was when your friends call you and say, “I heard you on the radio.” I started to get adjusted with that like, “That’s awesome. What radio station was it?” You can be like, “That’s awesome. Do you like it? Do you have any feedback?” That was different to me where I had friends that I hadn’t talked to in years that were calling or messaging me on Instagram and Facebook like, “I heard you on the radio. That’s awesome.” I would be like, “Thanks so much.”

That’s huge for the callers as well. You are right. Sellers will call and ask you directly because the ad sounds so personal that they are like, “Sean can buy my house?” They call and say, “Where’s Sean?” I understand what you mean. They name drop. They are like, “I heard you. You buy houses for cash. I want to talk to you about my property.”

That makes a huge difference. I’m also curious, and I forgot to follow up with this. When you mentioned that this is getting ready to be your greatest quarter with your transactions thus far, where are you and your radio deals specifically? With the $540,000 that you are projecting to hit, how many of those are coming off the radio?

WI 933 | Radio Advertising

Radio Advertising: Advertising on radio can give you more credibility and that celebrity status.

 

If someone was listening, and they are like, “I get it. Sean hit $1.4 million and $1.5 a million in a row. That’s great but where is Sean now?” Some people don’t believe it. They are like, “You made money on the radio. You are famous, but in your last quarter, what was the actual amount of money radio pulled in for you specifically?” I know we have talked about a couple of sources.

Seventy-five percent of our deals have come from radio this quarter. We are closing 11 transactions, and about 7 of them are from the radio. This April 2022, we are making, and by the grace of God, I hope they all go through, $293,000 to be exact but $290,000 is what we have projected to make. That’s also going to be our best month ever. I can also thank the radio for that because 75% of the deals are from the radio. That’s six deals in total or an average of about $35,000.

Those are the bangers that you were talking about.

The $87,000 is from cold calling, and one is from referral.

Do you have acquisition managers? How has that been set up for you in terms of a team?

In the office, there are four of us. We have a Transactional Coordinator who is also my Disposition Manager, Ashley. I have Dante, who is my Sales Manager. I also have David, who’s our Acquisition Agent. Overseas, we have two junior acquisitions who are follow-up agents virtually. They are calling leads that we haven’t been able to get ahold of or people that we have missed follow-up dates with or pre-qualifying old leads in our system to see if they are interested again or if they qualify for our buying criteria, and then do a live transfer to our agents in the office where they close it. They vet them out for them. They live and transfer them for the closers in the office. I have 2 acquisition guys in the office and 2 overseas. It’s a total of four people in acquisition.

Have you noticed a major difference when you were doing this on your own versus having a team?

My wife, who was my girlfriend at the time, joined me in January of 2017. She was like, “I have seen some of the deals that you closed. I was wanting to get into real estate too. That’s why I told you about it. I’m going to come to join you.” I was like, “I don’t think I have anything for you.” I wasn’t ready to add anybody.

She was like, “I quit yesterday, so I’m ready to come to join you.” I was like, “Okay.” We went to appointments together, and she did a lot of the transactional coordinator side of the business and a lot of the admin paying financials. It was just her and me in 2017. In December 2017, I hired my first virtual assistant, Michelle. I still have her to this day. She’s my executive assistant now.

In 2018, I started hiring acquisitions. I hired our disposition in 2019. I had a massive team at one point before COVID hit. It wasn’t due to COVID that we broke up. It was me realizing I didn’t need a big team for this wholesaling business. I had six sales guys, a disposition agent, and a transactional coordinator. I had about 8 or 9 people in the office. It was chaotic.

In business, you are going to scale up, and then at some point, you look at the way you scaled and go, “Is this necessary?” At the moment, you are like, “I know I need to grow. I probably need some team members.” It’s perfectly fine if you get to a point where you are like, “I’m overstaffed.”

It was too much. The more acquisition people you have, the more marketing you have to do because you have to feed them as well. We had a lot of marketing. We had a lot of overhead with the acquisitions. It was a lot, so I cut back. Now, I have a lean team. We are doing the best numbers we have ever done. It’s going through trial and error. You are not going to always get in the first place but you fail forward. Once you fail forward, you are able to accomplish a lot of things. Experience is the best teacher. If I didn’t go through that time, I wouldn’t have been where I am now.

Before we wrap, I always like to pick our guest’s brains, especially those reading, because this industry can get very competitive. You always want to make sure that you are doing something different. Is there anything outside of your marketing, maybe the way you serve people or anything that you include in your messaging that’s a little contrarian to what your other competitors or other investors may be doing that you find is working well for you?

We lean on our core values, which are integrity and fearlessness. By integrity, we try to do as much as we can for the sellers and the buyers. To answer your question and not make it too complicated, we offer moving services for our sellers. We give them 2 to 3 days to move out after closing so they can get the funds. We do a whole bag of $5,000 until they are fully out but we help them move free of charge. We hold their hands through the whole process.

You’re not going to always get in the first place, but you just fail forward. Once you fail forward, you can accomplish a lot of things.

You’ve got to understand that we do this every single day. We are buying and selling houses every single day but for a seller, this is the first time they have ever sold a house or they haven’t done it in 30 years, 40 years or however many years, and it has been a long time. We want to make sure we hold their hand through the whole process and let them know we are here to provide service. We are not here just to buy their house.

Sometimes, we do cash advances. They need advances to put a deposit down to the apartment they are staying through the rest of the time or whatever the case may be. A cash advance is one thing that we do. Providing moving services is another thing that we do. Giving them 2 to 3 days after we close on the property to move out is another thing that we do. That’s pretty much it.

That’s amazing. It can make a huge difference remembering that these are just people. They don’t have pretty situations. Their lives are not cookie-cutter. They have unique situations going on but they are still people at the very end of the day who need help.

That’s what we are in the business for. We are not in the business of buying only discounted properties. We are in the business to help these individuals, and that’s the way you have to think of it. I’m like, “I need to help this person. How can I help them?” It’s not just by buying their house. What’s another step I can do?

We would be like, “We will go in and buy your plane ticket. You can fly out there, and we will send a mobile notary out. You don’t have to be in Houston to sign.” Those are the things that we are willing to think outside of the box so we can stand out from other competitors or friends that we have in the Houston area. I’m in a competitive city. I’m in Houston. It’s a huge city. We’ve got to stand out one way or the other.

Radio is another way for me to stand out. As you said in the beginning, it’s not something that everybody is doing. The reason why is because it’s not a low barrier of entry. For cold calling, you can go in and get a list. You can get cold callers and go ahead and do that. Radio takes some steps if you are doing it on your own but if you have REI Radio to help you out, it’s pretty much a cookie-cutter. It’s done for you but a lot of people don’t know that.

When people think like, “How did you get on the radio?” I’m like, “We did a lot of negotiating,” which it was. It was a lot of negotiating and a lot of back and forth. I don’t know about other students or if anybody has given up during the negotiation part because it takes some consistency and persistence to go ahead and get those sales reps to agree on your price. We are buying it at a wholesale price. We are not paying retail for a radio ad. That’s what we do. That’s what I tell these sales reps for the radio station. It’s like, “I have a real estate investment company. We are buying discounted property. I’m not going to go ahead and buy a radio ad at retail.”

That would be ridiculous.

I tell them straight up, “I’m not going to go ahead and buy it retail. I’m going to buy a wholesale house.” That’s the way we do the whole process.

I’m so glad you mentioned that. That comes up a lot. I don’t know how many times I have seen bad deals. I’m like, “That sales rep is manipulating you.”

That’s what some of these guys or gals do but you’ve got to understand. You’ve got to get the lingo. Once you see the qualitative reports, you are like, “This person knows what they are talking about.”

It’s a game-changer. You can hear the switch go off in your conversations where you are like, “This person knows a thing or two.” Before we wrap, as they are reading, and especially for the investors, if someone was looking out to connect and network with you or maybe JV, where can they find you? How do they get in contact with you?

You can find me on Instagram, @SeanZavary. I’m starting to become pretty active on TikTok as well. My cousin challenged me to a TikTok challenge. I wanted to start growing my personal brand. He and his buddy challenged each other like, “We are going to post 1 post a day on TikTok for 50 days straight.” He invited me to that challenge. I have been sharing a lot of value and knowledge on TikTok.

On Instagram, I haven’t shared anything. I’m going to start reposting a lot of the stuff I posted on TikTok. I was trying to get used to the camera and sharing content. I’m a couple of weeks in, and I’m feeling good. Sooner or later, you are going to see me blow up on Instagram. Long story short, you can find me on TikTok as well, @SeanZavary. Reach out to me if you need any help in anything in radio, wholesaling, or real estate investing. I can help you guys out. If you have any deals in Houston, bring them to me. We will either buy it or help you find another buyer. Hopefully, we can work together.

WI 933 | Radio Advertising

Radio Advertising: You have to connect with sellers and build rapport. If you have that down and make them your friend, it’s an easy sale.

 

Thank you so much. You started in real estate a couple of years ago, ran radio from February of 2021, and you are almost on your sixth station now. There’s over $200,000 that you are looking at in radio deals alone for this quarter, and knowing about your core values in your team, the way that you were building your team, and the difference that you were seeing. It has been super amazing to know about your journey overall.

There are so many different points of value that you shared here. I’m super grateful to have you on. I’m sure the audience is sitting there like, “I have to look at everything. Sean mentioned this and that.” Hopefully, this was very helpful. Real estate has many different avenues. If there’s anything that you take away from this conversation, remember that there are a ton of different avenues here to play with.

Sean and I both can resonate with you sitting at a 9:00 AM to 5:00 PM that’s not fulfilling you, that you are not passionate about, and that you are looking for some more freedom, and you are like, “This isn’t for me.” You’ve got to put your foot in somewhere and at least get started. You may not like the first thing you google in terms of real estate investing. You may not want to do flips, rehabbing or even have to keep your eye on contractors but there are so many different things for you to play with. At least get your foot out there and test it out so that you know. What was your phrase?

Experience is the best teacher. I will end it off with this as well. For anybody who’s on that edge of wanting to get into real estate or not, if you do real estate the right way, which the right way is, you have a work ethic, perseverance, persistence, and a hustle mentality to get in and get all in. Real estate can change your life. It changed my life. It brought me so many opportunities that I did not know it was going to provide me. I always leaned on faith. That’s one of our other core values as well. If you have faith that it will work, they will work, and I can be a living testament to it. It has worked for me the same way with other people.

When I was getting involved in Nick Ruiz’s course, I was watching it all the time and seeing other people find success in this business. The way I always thought is, “If they can do it, so can I.” For the audience, if I can do it, so can you. Lean on faith. Have that work ethic. Have a mentality where you are going to get it done. I guarantee you that you will find success.

Thank you again so much for being on. This is another great episode. With that endnote, if this is something you are curious about in terms of a course or what radio would work for you, you can always go to the website at WholesalingInc.com/radio. Feel free to book a call so you can talk it out with someone because that’s usually helpful.

You can sit there and research it but you can’t have a conversation with your Google search bar. There’s only so much you can get out of it. If it helps you hop on a call and go, “What does this look like for me?” feel free to go over to the website and book a call. We are happy to answer any questions that you have.

Thank you so much again for joining. This was awesome. Thank you guys out there for always reading. I love being able to put together these episodes, and pulling on guests to be able to share as much value with you as much as possible is a game-changer for your life. I highly believe in everyone being in control as much as you possibly can. Get yourself involved in something passionate and more fulfilling for you. Real estate might be that. We will catch you guys on the next episode. Thank you so much again for reading.

Thank you. It was my pleasure.

 

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About Grace Mills

WI 933 | Radio Advertising

Grace Mills is the coach of REI Radio. She has worked side by side with Chris Arnold during the initial program roll out, coaching & fulfilling student needs. For almost 8 years she’s managed and directed all marketing channels and split tested every element of Radio to help investors set up Radio in any market they choose. She has worked with investors & agents all over the United States and has helped many investors make thousands of dollars using Radio.

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