Posted on: June 16, 2021
WI 711 | Wholesaling Challenge

 

The wholesaling challenge is a great way to drive sales for entrepreneurs. In this episode, we meet someone who has completed the 40-day wholesale challenge and get his insights on wholesaling. Chris Arnold sits down for a discussion with Zack Boothe, a former window cleaner and current real estate wholesaler. Once he started his wholesaling business, Zack discovered why a lot of people become successful in it. Today, he talks 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.

Wholesaling Challenge – How To Turn $1000 Into $40k In 40 Days Of Wholesaling With Zack Boothe

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.

I’m always excited that you guys are with us. You know my style, I’ll tell you straight up what you’re going to get from this show. 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, “I’m going to take $1,000. I’m going to turn it into $40,000 via real estate doing wholesaling, etc. and I’m going to do it in 40 days.” There’s value in doing something like this because 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. I will give you a little bit of a taste when he blew this out of the water, and went way above $40,000.

We’re going to talk about what that looked like. How did he do it practically? Then, a couple of lessons that he learned from putting on what I call stakes. You put some stakes out there publicly that, “I’m going to do this,” so there’s a lot of pressure. Zack and I were talking like, “What did you take away from this?” Then twofold, we’re going to talk at the end about radio. What’s interesting, and you don’t know this, Zack was the very first student in REI Radio. Literally, even before we launched, he called me because we had met and went and did some hunting together. He’s like, “I want to be the very first one in.” We’re going to talk about what eighteen months on radio looks like, because he’s been longer on than any other student that we have. It’s cool to go back and go, “What does radio look like after eighteen months?” Zack Boothe, what’s up? Welcome to the show.

Thanks for having me, Chris. It’s good to see you again.

You’re a long-term tribe member, so I know a lot of people know who you are, but maybe someone’s new to Wholesaling Inc like, “Who’s the Zack guy?” Give us a little bit of your background because you have a cool story.

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.

When you say washing windows, were you doing like high-rises?

I actually didn’t do a lot of high-rises. I did a lot of ladder work, which is actually probably more dangerous. I was doing a lot of 24 and 32-foot ladder work. It was rough work. I had crews. I had 3 trucks, 13 employees.

You have to be persistent to get what you want.

This is a legitimate business though. It’s not like you were out there just washing windows. You created an actual business out of it.

I didn’t make that much money though. From the outside looking in, I was successful. I have 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. 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 have more work than I had staff. It was rundown, old vehicles. I hate old vehicles. I 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 with the rest of my life.

You’re doing the window washing for ten years, 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 jumping into real estate?

The reason I did it is I had actually read Rich Dad Poor Dad when I was fourteen. I’ve always wanted to be successful and an entrepreneur at the time when I was a little kid. I asked my dad about making money. As a kid, I would mow lawns for wealthy people. My family didn’t grow up with money. I mowed lawns after work and after school. I asked my dad, “How much money do these people make?” He’s like, “Probably a lot, $300,000, $400,000 a year.” I remember thinking, “I want to make $1 million in a year.” I was 12 or 13 mowing lawns. I asked my dad, “How do you make more money? How can you make more money? How can you be rich?” He’s like, “I don’t know. Go ask Clint Sherman.”

Clint is one of his friends. I talked to him and he’s got 300 units now. I was like, “He doesn’t have money. He’s got an old, rundown truck, dad,” this frugal, simple guy. 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.” Anyways, he introduced me to Rich Dad Poor Dad and my brain started going. When I got into doing business, I bought my first house, a duplex. I lived in one half and rented the other half. This was back in about 2011. 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. I’m renting it out for $850 for the one side. I’m getting paid to live in the other side and I’m like, “I need more of this.” Then I hit all these roadblocks. You’ve got to have debt to income, credit score, down payments for second properties. My financial situation as a window cleaner didn’t allow me to scale. There were too many roadblocks. Then I started researching, and found out about real estate wholesale. I was like, “That’s what I’ve got to have. That’s my barrier to entry.

It took off from there. 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. At this point, you’re a seasoned investor. You’ve been in the game for a while.

I’ve been so blessed. I’m grateful. I put most of my success towards my mentors. I have hard work, but I would be like a chicken with my head cut off without good mentors. REI Radio, you, Chris, there was a reason I didn’t let you tell me no, and I joined REI Radio. Now, I’m working with Tom Krol and Brent Daniels and a lot of the people. I bleed orange. I love Wholesaling Inc. I’m grateful for you, guys. Working hard and having mentors really helped me to get me to where I am. I want that to be clear. I don’t want this to be a brag. I want it to be very clear that people helped me along my way. 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.

WI 711 | Wholesaling Challenge

Wholesaling Challenge: When you first start a marketing channel, you have leads come in and you’re building relationships. You work those leads then close a month or two later.

 

What my business looks like now is I have a wholesaling business/investment business. I have some holdings that’s growing my net worth. My main business is my wholesaling business. I’m in two different markets. It’s towards the end of May 2021, and by the end of May 2021, we should hit about $700,000 in revenue in just assignment fees. We’re not flipping any houses, that’s just assigning contracts. The goal for this year 2021 is $1.5 million in gross revenue with about 50% profit margins. My take home this year 2021, my goal is around $750,000, which is freaking mind-blowing to me. That is crazy.

It’s changed your life. Zack and I know each other. He was in Tulum months ago. One of the things I realized was you came down, you got a house with your family, and you guys came and stayed for a couple of weeks. You were talking about the gratitude that you had 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. I saw a lot of gratitude for where you were because there was also an understanding of where you had come from, grinding it out with the window business and so forth. I was sitting with a 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 such a sense of genuine gratitude that I saw in you while we were hanging out.

That was pretty cool. We were having a cappuccino looking over the ocean in Tulum. The funny thing is I actually went down to Tulum just to have breakfast with you. I was scratching my head like, “I’m going to buy a plane ticket to go to Tulum to have a cup of coffee. This is crazy. I might as well make a vacation out of it, and my wife will kill me if I go to Tulum without her.” Then we got an all-inclusive resort and spend a week there and had some fun with it. 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 grateful. I’m grateful that it was hard and that I’ve had crazy moments.

I remember 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. Anyway, 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. It crushed me. I had worked for nine employees at the time. I remember laying at 1:00 in the morning and I had just installed the carpets on my basement rental. I was laying on the floor sobbing like a little kid. I remember it distinctly. 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.

I think it’s inspirational because we’re all going through that process where we’ve had to piece this thing together. It’s a difficult journey. Being an entrepreneur and not working the 9:00 to 5:00 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. Let’s transition here. I want to talk about this 40-day challenge, “I’m going to take $1,000. I’m going to turn it into $40,000, and I’m going to do that in 40 days.” My first question is why did you do this? What were you wanting people to begin to believe in and see?

When I first started learning about wholesaling, I became a skeptic because they talk about buying properties for $0.70, $0.50, even $0.30 on the dollar. You’re getting all these discounted properties. My thought was like, “That’s only possible, first of all, if you’re dishonest and have zero integrity, and that’s not me.” That was the first thought I had. 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 and doing the actual real estate deals. Then they’re also being dishonest with me as the student.” 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, it kept getting brought up and people are talking about the success, I was still a skeptic.

What happened to me is I saw it happen real life to me. I was washing windows for a very wealthy gentleman, who’s a real estate developer. I got talking to him about real estate because I had to know everything at that point once I found out what he did. He ended up giving me two properties at a huge discount. He knew it. He didn’t want to deal with them though. It wasn’t worth his time. He gave them to me seller finance even like 2% or 3% down. It was crazy. I made over $100,000 on those deals. I was like, “Okay, it exists. It was 100% integrity.” He completely knew what he was doing. I was the novice. When that happened, I became a believer. I saw it happen. The reason I did the 40-day challenge is for that purpose. 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 now.

You don’t have to be dishonest. You can have integrity and still get properties at massive discounts consistently.

I know everyone’s dying to know. You have to choose a methodology to make this happen. There are a lot of ways you could go out there and try to find discounted properties. What did you settle on? What marketing tactics were made to make this happen?

One thing that’s made me super successful as a wholesaler is my marketing strategy of Driving For Dollars. I use Driving For Dollars. What I was going to do is I only have $1,000. I had to make that money stretch as far as possible. I was going to drive around and look for any properties that had physical signs of neglect using a DealMachine app. Once I had those properties in an Excel spreadsheet, then I was going to get phone numbers for them and cold call them. I was in a call with as many people as I could. I remember during that challenge, there was a four-day stretch. 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. Then there was one day, I drove from the time I woke up until I went to bed, I could barely walk, my back hurts so bad. I knew that if I just use those two things drive and cold call, I could get more than $40,000.

You come in and you burn it at both ends for the first part of this process. What day is it that something happens where you make that right connection? What day was that?

Day four.

You make a call utilizing this process and you talk to this guy. What did you say his name was?

His name is Jerry.

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?

WI 711 | Wholesaling Challenge

Wholesaling Challenge: Having revenue come in while having your freedom is where you want to be.

 

If you guys can watch it right now, all of those are recorded, but day four of the challenge, I called Jerry in the morning. The crazy thing about day four is, and I don’t want to be too much of a spoiler alert, three of the many deals I did, I cold call that day. 3 deals, 5 contracts I cold called that morning. I went to Jerry’s house that evening, 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 and sounded like they were in fantastic condition. You hear me on the call say, “Jerry, why don’t you just list them with an agent? You’ll probably make more money. They’re completely renovated. You’ve done all this work, put the money and just list them.” “I don’t care.” Those are his exact words. This is exactly like that very first wealthy gentleman I was washing windows for. His name was Stan Neilsen, similar situation, tired landlord, wealthy, didn’t want to deal with them.

The motivation was convenience, “I don’t want to deal with the pain of this anymore. I’m willing to sell them at a discount, not make as much money so I don’t have to deal with this headache.” You picked up those properties. Then 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?

My little deal was $10,000, which one of those was Jerry’s property. I wholesaled one of Jerry’s properties. Then the next deal took the longest to close. It was a probate deal. I had to go through probate, it took two months to close, but I got it under contract and had to finalize the paperwork. We made $30,000 on that deal. Those two deals we made are our goal. As I had hoped for, I got a whopper. Every once in a while, probably every 5 or 6 deals that I do in my business, I do big deals, anywhere between $50,000 and $100,000. I was hoping I could get one of those, and we did. It was $52,000. In just assignment fees, we make $92,000.

Then the other 2 that you picked up out of the 7, 3 wholesales, 2 fell through, the other 2 you turned into rentals. What type of equity did you get in those two properties? Which then would increase obviously your net worth?

I bought them each for $60,000. They’re worth about $110,000 each. I basically increased my net worth by $100,000. If I turn around and list them with an agent, would I keep all of the $100,000? No, but I make about $850 a month in rent every month on those properties. My return on my investment is really good. They’re great properties, completely renovated. They’re awesome.

All said and done, $92,000 in wholesale fees and another $100,000 in equity for a total of $192,000 in profit combined. Here’s my question. You went into this, and I’m sure you believed in it, but you had some high stakes. If you were going to fail, you’re going to fail publicly because you’re doing this on YouTube. Now, you’re on the other side of it. I believe that if you have an 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. There were two things that you said you took away from that, that you would think would be valuable for the audience to understand. The first one was there’s opportunity everywhere, you just have to believe it. Talk a little bit more about that takeaway.

It’s like I said, that first motivated seller I ever met, Stan Neilsen, I didn’t believe you could find properties, but then I saw it happen in real life to me. 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. A lot of people think there’s ulterior motives when people do talk about it and those kinds of things. 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. I’m actually going to have Jerry 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. Just watch day four, you don’t have to watch anything else.

Once you win in the game of money, there’s no fun in running up the score.

He shared how he wheeled and dealed, and how he had done deals. He was doing subject-tos and taken over mortgages and doing all sorts of stuff before it was the cool thing to do. He was sharing all those stories and it’s all been done before. One day, I’m going to be old and I’m going to be sick of my properties. I’m going to find some young man or young woman that’s hungry and I’ll be like, “Here you go, I’m done. Take them, run with them.”

Give them to the next hustler. I love this concept that opportunity is everywhere. You really have to believe it. 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. It’s a mind game. You either believe that there are plentiful opportunities out there. You have that abundance mentality or you believe in scarcity. Your takeaway is there are opportunities everywhere, but 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 in place, but I have trouble with consistency.” What’s your takeaway on this piece here?

It’s important that you do the work. I was there for 40 days and you might be like, “You have more time.” I probably have more time than most people would have, but I was consistent to it. I still had to run my whole selling 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. I miss them like crazy. I made major sacrifices for the content. 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%.

Anyone’s reading is going like, “I’ve got to 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?

Go to my YouTube channel, DFD Mastery, which stands for Driving For Dollars. Search it, pull it up.

I applaud you for the courage of putting yourself out there and going for it. It’s inspiring. Let’s transition, let’s talk about radio. I’ll give you a quick background. I’m down in Florida, Brent Daniels, Tom Krol, Pace Morby, we’re hanging out, we’re going hunting, and I’m talking about this concept of REI Radio. The way that the hunting crew was divided up, you couldn’t all go together. You had to go to different guys. I’m like, “I’m going with Zack because this guy is like a professional hunter.” I got competitive. I want to learn from someone that’s good at this.

That’s the first time you and I ever hung out. I didn’t know you before that. I told you about this REI Radio piece and you’re like, “What do I have to do to get you to teach me this before it even launches?” I’m like, “I got a lot going.” The one thing you’ve got to know about Zack is he’s persistent. I think you texted me like, “As soon as I got back,” and it probably goes on for maybe 4 or 5 days. I’m like, “This guy’s not going to get off my back.” I’m like, “Zack, let’s do this.”

WI 711 | Wholesaling Challenge

Wholesaling Challenge: It’s a lot easier to put together financial terms with a private money lender when they come to you and see what you’re doing.

 

At that point, there were no modules, there’s nothing. It’s just you and me one-on-one. I hadn’t actually even thought through the whole process yet on how to strategically teach it. I had to shoot from the hip. We get you up on radio. You’ve been out now for eighteen months advertising. Let’s talk a little bit about the numbers because I think that’s interesting. People want to know. If I was reading, I’d be like, “What do the numbers look like?” You’re on a total of five stations. What is your total ad spend per month combined on those five stations? People are like, “How much does five stations cost?”

Per month, rough numbers is about $30,000 a month, total what I’m spending between all five stations.

You’ve got a bigger budget at this point. That’s actually pretty high for what most people are spending. You’re at $30,000, but you’re also in some big cities as well, which is more expensive. You’re going big at $30,000 a month. You’re actually on 5 stations and you’re in 2 different markets. After 18 months, one market you have is giving you a 1 to 3 return, then another market you have is giving you a 1 to 10 return. Is that right?

Yeah. The only station I have, the 1 to 10, just like you’ve taught, 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 had to stay on top of those salesmen. You had to be persistent just like I was to Chris, to get what you want. That one station is fantastic. The reason I’m so profitable there, it’s the only station that I have, and I haven’t been able to get others and test. My numbers will continue to improve. On the other stations where I’m getting a 1 to 3, basically every 30% of my gross revenue basically is going towards marketing, that will improve and some of those deals are pending close.

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. Your first month or two of running ads, there should be no revenue. Once that tapers out on some of these newer stations I’ve got goes away, plus I’m tweaking my ad spend, my timing, I’ve cut certain stations and brought certain stations on. My profitability will continue to get better and better with this marketing channel. Now, those four stations in this market are producing.

That’s solid. If you’re reading and you know when we say 1 to 3 to 1 to 10, what we’re fundamentally saying is your dollar per dollar return. He’s on a bunch of four stations in one market. 1 to 3 means that he’s fundamentally tripling his spend. I always say for radio, if you can get a 1 to 3 to 1 to 4 return on radio or any marketing channel, that’s solid. I always tell people 1 to 3 to 1 to 4. On that other station you got, just a home run station, 1 to 10, that’s simple to do. You’re 10x-ing your spend over there as well. Eighteen months in, rock and rolling, have definitely increased your budget, running in two different markets. You’ve continued to be consistent with this thing.

You’ve been consistent in your pursuit to continue to sharpen it better and scale it up. What I wanted to know, and what I was really curious, Zack, you’ve been on radio for eighteen months, longer than any other student at this point. What do you enjoy most after eighteen months? You gave me three things. The first one was automation. You said, “The way I have structured this and also giving some of the responsibility to my marketing person, it’s taken me zero time.” 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?

You can’t have deals coming in unless you’re consistently doing marketing.

It’s a time thing. Tom Krol says it best. He maybe stole it from someone else, but I stole it from Tom, so I’ve got to give him credit. He said, “Once you win in the game of money, there’s no fun in running up the score.” I want to continue to make more money, but I don’t want it to cost me time unless that’s where I want to spend my time. 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 on it, but it’s not my thing. Having that freedom, having revenue coming in with none of my own time, that’s where I want to be.

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. 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? With this, you don’t have any costs 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.” 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.

It’s funny because one of the things that’s helped me become successful as a real estate wholesaler is doing wholesale deals. I’ve hustled my butt off and gotten deals, people in my market know that I’m putting out deals. People are talking about me in the REIA meetings and I never go to them. It’s like, “I heard about you at the REIA meeting. I want to get on your email list. Do you need hard money? Do you need contractors?” The radio ads are doing that on top of it, and my social media posts. When people hear it, I’m getting people that are calling in. My acquisition manager is like, “It’s just another contractor. It’s just someone that wants to meet Zack.” For me, that’s a great thing. I have people reaching out to me. 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.

They come to you to learn a little bit more about how you become successful because they have money that needs to be placed. You’re absolutely right. I’d much rather raise capital with someone that moved toward me, than me actually having to initiate. It’s always made it much easier. 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.

Even if you do have to move towards them, it’s like, “My name is Zack Boothe. You might’ve heard my radio ads and you may have seen my YouTube channel.”

I love it. You’re actually doing it the flip way around too.

You can do it the flip way. They’re like, “I heard that. You’re the guy that’s like, ‘I buy divorced houses.’” I’ve had many people know the REI Radio script.

WI 711 | Wholesaling Challenge

Wholesaling Challenge: Have a way to manage your business without being present.

 

The last thing, this one actually hasn’t come up a lot, and I think it’s because you’ve been in longer. I hear a lot of, “I love that it’s set it and forget it. It’s low maintenance,” all those types of things. The ease of measurement when it comes to the KPIs, I thought this was interesting. Why did you throw this one as the third thing you’ve enjoyed?

As I’ve scaled my business, I have a team now. My acquisition manager, we calculated, he’s negotiated in two and a half years for me, $1.8 million in gross revenue, which is so cool to see. 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 these many dollars, and these many dollars are getting spit back out. My money machine is spitting money. Being able to know 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. There are also some perks there that are in radio. One of the perks from radio compared to Driving for Dollars is trackability. 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 to that list, how many leads, appointments, contracts, all that all the way through. Then I have my Driving For Dollars owner occupied, same thing, texting, cold calling, all the way through. Then I have my corporate-owned, and then I have my absentee. I have four different lists within the Drive For Dollars list. You don’t have to do this that crazy.

I’m hearing you now and I’m going, “That’s complex tracking,” but with radio, we put a unique phone number on each ad. It automatically loads into whatever CRM that you’re using, so we always know with 100% accuracy how much money that we are making on each of those radio stations. I agree with you. I don’t hear it said a lot, but I do love the ease of tracking as well.

Talking about your sales rep sending you reports for how many ads were run.

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 9:00 to 5:00, 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, I really appreciate you coming on. I was super interested in letting the rest of the tribe that maybe didn’t see it, know that 40-day challenge that you did. It’s exciting. 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.

For anyone reading, check Zack’s YouTube out if you want to get some inspiration. 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, make sure it’s a good fit for you. You can always check that out at WholesalingInc.com/REIRadio. Zack, thank you so much. To the rest of you guys, we will catch you soon when we add more value.

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About Chris Arnold

Chris Arnold is a 15 year Real Estate veteran who has closed over 2500 single family real estate transactions in the DFW metroplex. Chris is the founder of multiple companies that are managed by a US virtual team, which allows Chris to run his organizations while living in Tulum, Mexico full time. His passion for leaders has led to the creation of Multipliers brotherhood which serves the top 5% of real estate entrepreneurs out of the US. Most recently Chris has launched his REI Radio coaching program. This program is designed to teach real estate investors the marketing stream that everyone knows about but NO ONE is doing!

 

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