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what is up everybody welcome this is the real estate investing mastery podcast I'm excited that you're here we're in for a great treat today because in this podcast we're gonna be talking about how to get seller leads from the radio say what seller leads from the radio yes people still listen to the radio a lot of people do I do every day right I listen to podcast I listen to Spotify I listen to internet streaming stuff but man when I'm in the car I'm just going to the gas station I'm just going to the store I'm spending a lot of time lately good driving to my daughter's gymnastics dance volleyball cheerleading like six things alright but turning on the radio and it's a huge huge opportunity right now that not a lot of people know about I got a special guest that's going to be talking all about it but first I want to let you guys know something this podcast is brought to you by my book wholesaling lease options one of the fastest and easiest ways to do deals today you can get this book for free it's a real book and you can see again if you've not bought it already it's like all killer no filler like I'm not just doing big font with lots of white space you get it it's a real book you get it for free @ wlo book.com wlo book calm I just ask that you pay a little bit for shipping and handling so check it out it's one of my favorite strategies for doing deals and I've done a lot of them alright so we ready to jump into oh yeah one more thing I just want to ask you one big thing here big big favor subscribe to the podcast okay if you have an iPhone or like Apple stuff go to Apple podcasts subscribe to the real estate investing mastery show if you're on Google Play you can subscribe there Spotify you can subscribe there tune in we're on stitcher I Heart Radio so anywhere where you listen to podcasts please subscribe to the show and I'd really really appreciate it okay so I think well yeah so we've got people here let me just get my good friend Chris Arnold on hey Chris how are you I'm doing well man hanging out with you I'm glad you're here we're doing this live right now as I'm recording this on Facebook and YouTube and so if there are people watching this right now on one of those two platforms we can see you and like not weird that's like that sounded really weird it did a little bit sounded weird no but if you type in comments and in the chat box of your YouTube or your Facebook's we can see that and so we can put it up on the screen and we can if you have a question for me or Chris then we can put it up here on the screen like this dusty says hey bud how are you we're doing great dusty glad you're here so if you're watching this right now live please just type in say hello tell us where you're from and if you've got a question on like radio ads what what are you what is you talking about type them in and I will make sure we ask Chris the questions that you're asking live cool so Chris how are you man I'm doing well doing very well you're in Tulum Mexico is that right that's right been in Tulum now for three years always wanted to live the Caribbean life and with technology where it's at the ability to be virtual you no longer need brick-and-mortar office so my companies are run virtually and I get to do that down here at the beach which is fantastic I love it and I love it too and your internet looks really strong yeah video looks clear your audio sounds good it depends on the day though they are days where we lose electricity lose Wi-Fi things like that definitely happen so keeps you on your toes down here for sure how far are you from the beach right now man literally four or five minutes super close I love it lovin you've been in Tulum Mexico for how many years now almost three years almost three years coming up right on it was there let me just ask you about that real quick was it hard to do that is it hard to like live somewhere full-time in Mexico like that no it's actually really easy it's funny when I first came down here you know I told my wife you know I'll probably go back to Dallas which is kind of home base for us you know maybe once a month once a quarter then it turned into like once a year - now you kind of have to drag us back so that's how much we love being down and again you've got to learn to live in a different country right but so to some you know that might be frustrating to me it's the adventure it's the challenge it's you know things are no longer familiar anymore like they were in Dallas for me so that actually kind of helps me come back alive right my heads on a swivel always looking around because things are new and different than what I'm used to I love that and let me ask you about taxes how does that work you're doing deals in the United States you have a business you're making money do you still have to pay united states federal income tax or absolutely so I don't work in Mexico right so I'm not earning an income here all of my income comes out of the US so nothing changes technically what we live on is a tourist visa here and Mexico gives a visa that lasts for six months which means you just have to leave the country for one day and usually I'm traveling somewhere once every six months so technically we pay no taxes here to Mexico and my taxes stayed the exact same as they are in the US so pretty simple nothing complicated not like Puerto Rico or something like that where people have tax strategies okay so you still pay federal income tax yeah but you don't to pay state tax right no you don't to pay sales tax well maybe Mexico has sales tax yeah we have tax down here actually some of our taxes here actually higher that's why yeah so I'm gonna like 16 percent but it's offset by the the lower cost of living isn't it it bounced people ask me it bounces out in my opinion at the end of the day again you can as we say live like a gringo in Mexico or you can live like a local so I have some friends at have retired down here and I mean they live off 1500 $2,000 a month but again you can eat street tacos and not run your AC and so forth or you can kind of go to the tourist section and again it's expensive so it kind of balances out for for me and my wife personally about the same one more question and then we'll get to the real estate yeah safety how safe for you do you feel there people are concerned yeah yeah that's what we kind of laugh at once we move here you know I think there's definitely a lot of lobbying things like that to create that fear of Mexico because of course the US would prefer to keep tourism in the US but in a place like Tulum honestly my wife will tell you we actually feel equally safe if not safer than we did in Uptown Dallas and so you know again there's parts of Mexico just like there's parts of the US that you probably wouldn't want to go hang out in and it's the same with Mexico so we live in cantana roo which is cancun playa and so really blast three almost three years now zero nothing's ever py like anything happened ever afraid for your life no not at all not nice so you also run a mastermind it's called the multipliers mastermind yep really a lot of high level group of guys and ladies in that group actually it's guys only it's a brotherhood okay so it's a it's it's built for men only but we also have spouses that come and also have their kind of separate mastermind that goes with that but it's a brotherhood I have some friends that are in the group speak really really highly of it you know it's the highlight of the year people love going down there masterminding working on their business and their life talk real quickly about the mastermind why do you do it and what are some of the big big benefits you get out of it yeah I mean you're hit my hot button right it's it's my number one passion out of everything I do and so what we understand about entrepreneurs is there's an always that saying we've heard it's lonely at the top right and entrepreneurs tend to isolate when things get challenging you know you can't really tell everything to your employees you might have friends but they work a nine-to-five and they're like what are you complaining about right you own your business you can't dump everything on your wife and so what we have see happens in that isolation for entrepreneurs is when those behaviors come out sideways you see things like you know adultery addiction things like that and again naturally entrepreneurs we have pretty excessive personalities right that's why we're able to do what we do and so multipliers is a Brotherhood it's a safe environment for men to come and grow their businesses obviously it's two parts it's about being a beast in business but the second piece which is the most importance is about significance in life and so we're completely comprehensive we hear everything from fitness to family to faith to marketing sells the whole gamut one-stop shop for any business or personal challenge and man again ding buy I get to have all my boys in my back yard and that was actually just had it last week and I love it it's it's the highlight of my year love it how often do you guys meet down there in Tulum yeah we meet once a year so we work with a players only so most of us guys are tired of the 3 to 4 event traveling per year you kind of get to a point where that's too much but actually we maintain weekly communication because we run a really strong virtual model so a lot of zoom calls a lot of phone calls different stuff like that so we're actually engaging more than most masterminds do that meet three to four times a year good for you people want more information about the mastermind where can they go yeah you go to the multipliers mastermind calm bunch of videos on there as well kind of shares everything and we're pretty much sold out we'll have about five extra spots for 2020 but we'll never be bigger than 50 because for us it's about Brotherhood and keeping the intimacy and charm of it so we don't want it to be a hundred and fifty guys and that feels like a conference man that's not a brotherhood so as I get the domain right there the multipliers mastermind dad you know that cool all right so we've gotten some questions and comments already from folks Scott Perry what's up Joe and Chris hey Scott David's from Orlando nice got Carl from Huntsville Alabama how you doing Brian Tripp what's going on Brian yeah we're just talking to Brian this morning I love that guy yes such a solid guy Nona great to see you both Virginia Beach all right nice let's talk about radio so you're still doing deals in the u.s. absolutely talk about you know what were you doing in Dallas before you move down to Tulum and this gives some context of what your dad's so I've been doing real estate now for 15 years the first business I built up and grew was the retail side so boutique brokerage right really seasoned agents representing people buying and selling homes got that to a really good place and one of the things I love doing is building teams that can run my businesses and so from there we launched into fix and flip and wholesaling and so now we won one of the largest wholesale companies in the dallas-fort Worth area as well and then I have the mastermind on top of that and of course we run a national coaching program which we'll be talking a little bit about today about how to utilize radio to find discounted properties so and the thing I probably I love the most is the team I have they've really really freed me up to do what I'm passionate about and that's work directly with leaders and entrepreneurs super cool so you're a wholesaling business you're still doing deals in Dallas yes if you have an office down there still no no brick-and-mortar I'd say about 80% of our team don't even live in the state of Texas scattered east to west coast and we have a few people on the ground there but we are literally virtual no brick-and-mortar office at all and what I've loved about that is the fact that we can pull talent from anywhere in the country you know nothing wrong with an office for some people that's a great fit but what we've observed is our potala pool is the actually the entire US and so that's enabled us to really get a good team because you don't need to commute to an office which really confines the talent pool that you can get to because it's you know based on the size of the geographical area and commuting so you're you're you're doing marketing you're getting sellers on the phone making negotiating offers over the phone is that what you're doing me personally or my to your team yeah yeah yeah yeah traditional wholesaling right it's either you hole sell it you hole tell it or we do a light rehab so those are our three buckets okay nice what what are some of the well let's go what a give people an idea of it may be how many deals you do on month on an average over the last year what were you guys averaging in wholesaling deals yeah yeah so we close out right at a hundred and twenty-five deals per year okay on the wholesale side yeah virtual with no office no office and that's actually neither my business partner or I being like in production yeah I say that he does a little coal hole selling now we start to tinker with that model but that's a business that's literally running without us so leadership team directors the whole thing so requires very little work from us as owners and so yeah that that's a business that runs itself so you're doing about ten deals a month yeah you you have a team though that runs the marketing does the marketing you have a team that takes the calls negotiates the deals yeah every buyer lists a whole org chart built out just like you would imagine you know director of disposition director of marketing director of sells we have a CEO oh just the whole thing complete model built out from that that standpoint yeah excellent also all seats are filled as they say that's really really fantastic how often do you guys you and your I forget your friends name business partner yes or Vaughn yeah thank you Scott sorry Scott if you're listening to this do you and Scott how often do you guys talk to the team like how often do you have meetings yeah yeah so I do a little bit more than Scott does so he's kind of a great more tactician type person right he loves the art of the deal he kind of loves training on sales I'm a bit more on the visionary culture side and so when it comes to the team it's down to just about two to three meetings a week that I have that are very strategic but my co o maintains most of the upward conversations if that makes sense so I really only have one direct report that direct reports to me which is my CEO but man my team is really tight like we have very low turnover and it's primarily women that we have in our organization and they're kind of a sisterhood themselves and so very very tight I think a lot of people question that you know can you really have a tight culture doing it virtually yes you can if you know how to do it and we definitely have that tight culture oh man that's really cool we could do a whole nother podcast on that yeah it's amazing their suit and you know it's funny I've never met most of them face to face and we worked together for years and we are I know everything about them they know everything about me but we've ever never met face face isn't that crazy yeah that's super cool talk about then the some of the tools that you guys use and you're running a virtual business like that what do you use for CRM what you guys communicate with each other yeah things like that yeah so CRM is Podio from a culture standpoint we love whatsapp so you know there's slack other stuff like that but whatsapp is how we build our culture so we're always playing different types of games each week you know question will be asked people share pictures and so forth so really we have a pretty thriving culture via whatsapp then we use a lot of either zoom or join me again because I have a lot of women right they don't necessarily want to have to put on their makeup and all that yesterday so we find that join me probably gets used predominantly and it looked a lot of phone calls right so that's kind of a mixture that ties everything together you don't need a bunch of different technology to communicate really well actually you want the reverse you want to try to simplify it you don't want eight different ways for your company to communicate well one of the things I've been thinking about not struggling with is too strong of a term but like we try to keep all our communications instead of slack which works really well for us yes but I still find myself sending a text you know to somebody to do something I'm if it's more urgent and but I find it fascinating when you're communicating with teams we use zoom all the time the ladies just leave the camera off yeah and the way you can change the settings so the camera doesn't turn on automatically right but like yeah so we'll just most of our meetings none of the cameras are on but it is fascinating how you can run a business now from anywhere in the world literally with just if you have an internet connection yeah and a phone that's all you need is an internet connection in a phone and you can literally run businesses again we run multiple businesses literally with an internet and a phone it's amazing I do most of my zoom meetings from my iPhone or my iPad yeah and and then our CRM we use a white labelled version of freedom soft you can do it from your phone as well and slack sometimes I find it easier to to manage my conversations and stuff on cellphone than I do on the computer but all right cool cool what stop 'ok i know people are going alright let's get let's get to the meet finally shut up joe radio ads what how did you stumble onto this yeah so i've been actually doing radio now for nine years um very very long time i got introduced to it from another company years ago that was utilizing still do it today to actually generate listing leads on the retail side and so that's where i began and then as we launched our investment company well we began to look around and realize is nobody is utilizing radio for discounted properties and what amazes me is that there is still virtually no competition on radio I know this because every person that we have that we set up around the country one of the things I asked him is you know what picture interests about radio and they said you ask the question who's doing radio in my area and I step back and I thought nobody nobody's doing it and a big question I get is well if it works right why are more people not utilizing it and I found that there's a couple reasons that is number one people automatically assume it's not affordable I got to start with the five to ten thousand dollar budget that is not true my first station was fifteen hundred dollars and anyone can get started at about a thousand to two thousand dollars a month which is probably less or equal to what most people are spending on things like Direct Mail so that assumption keeps people away the other thing is I find that people confuse their demographic they think that I'm my demographic and I listen to Spotify and I listen to Pandora and I have to remind people you're not your demographic your demographic is primarily over the age of 50 and they do not have Spotify downloaded on their phone they still listen to the radio and they still watch television and that's usually an epiphany for people and they're like you know what you're right and so that's why radio is still so successful when it comes to finding discounted properties for sure what percentage of your deals and leads come from radio versus other marketing channels yes so you know we have a combination of four things in our company right that work Direct Mail we use obviously online marketing radio and then of course we do coal-hole selling and so between all of that radio without question is our strongest it's our most dependent second to that which I think over time could surpass is now obviously jvn and coal-hole selling because there's so many new people in the game that are looking to partner on deals oh I love co wholesaling yes I do too yeah that's great especially if you've been established you have a buyer's list ah yes alright so radio ads like are you targeting certain types of radio stations that are better than others yeah so there's three demographics in the country most of people's demographics are over the age of 50 but there are two others depending on where you live in the u.s. you also have your urban demographic and you have your rural demographic and so it's very simple to reverse engineer that process and say okay if somebody's over the age of 50 what type of genre of music are they going to listen to right they're probably gonna listen to like old-school country or like really like classic rock maybe classical music right and again when you start to understand those are the three demographics again it's pretty common sense to understand the genre of music that they have and so each area has a different demographic or a combination like dallas-fort Worth has all three because I'm in one of the biggest markets from a radio standpoint so we advertise on country stations to urban stations all the way to classic rock you name it and all those work what about talk radio conservative talk radio and religious Christian radio yeah Christian works for sure with talk radio we always recommend people start with music because talk radio is over the age of 50 but you have to realize that's a bit more of an affluent audience and so what we have found is they're less likely to have a circumstance that would require them to sell at a discount I'm not saying they don't work we've utilized them in the past they do but if anyone's ever starting out always want to get them on the music before they ever transition over 2 a.m. and do talk radio interesting what what about have you tested Christian music radio first music I have not but I have buddies that have and so we just don't use it on our area because we have like to a couple other people that are utilizing that particular station but yeah that the Christian genre stations work as well again depending on where you're at in the US right but most of them don't do adds to most of the Christian music stations or ad-free at least in st. Louis not in here not in Dallas so the begin depends on your area but yeah Dallas you can advertise on the Christian station that we have the main Christian music station here in st. Louis it's the second largest station in the city of listeners and the power of the signal and all that's pretty fascinating we have a mutual friend who's also in your mastermind David dodge here yeah and I was in the Wendy's drive-through a few weeks well this was right before the holidays because he turned his radio ads off during the holidays because ads were so expensive right between Christmas and New Year's or Thanksgiving and as people just don't call in as much over the holiday so we call it going black yeah you know around Thanksgiving and Christmas it's not that the ads spin goes up it's just so the people are not in a frame of mind during that season to really sell a house so we actually kind of back off our budget during Thanksgiving and Christmas and New Year's right so I'm not gonna do an impression but it was like what I would love to see an impressive normally he's pretty low-key chill guy right but hey guys how you doing this is David I got a Baba I was like and I could I use I had a hard time recognizing his voice and I thought wait a minute that's dated and he was sounding like over-the-top hype and excited and it drew me in you know because first of all it was like a real estate ad like whoa wait a sec and so I immediately texted him I said no way are you doing this and he said yeah it's working great and he started sharing if I'm sharing with me his numbers I was like wow this is really really good and so so talk about that like can I just talk boring you know hey how's it going you want to sell your house or should I yeah it's never what you say it's how you say enthuse else and so everyone we'd coach on radio you know two things they ask is should I record the add myself or have someone else do it you know we split tested and we find that when the owner records the add themselves yeah you get a better return because I've had everyone from you know Rick Carlisle head coach of the Dallas Mavs to you know people like Glenn Beck you know some of those type of people and again they work but there's just something about the enthusiasm of the owner coming in and people feel like hey I can put a name with this whole thing that's happening this is a local guy it's the local guy and that's again always helps them beating out the bigger guys right that do a little bit you know companies like open door will occasionally come in and like hit radio for a couple weeks and stuff like that and again we compete from the fact that we're the local person right and some people don't like that big corporate feel they like dealing and have the feeling that if I'm dealing with someone that lives in that city or a company that's in that city they're gonna better serve me and give me a better customer service and better understand what's going on in the market yeah so talk about energy level now like what makes a good radio ad yeah well it's a it's a couple things it's what you say so you know in the coaching program we provide it's it's very turnkey so we provide everything down to the exact ad you should record right there's no decision-making we give literally the full blueprint but you've got to hit on the conditions that people are facing right why do people sell houses at a discount we always say circumstance creates the deal so a good ad highlights all those circumstances right or are you and pre are you going into foreclosure no do you own a house that's falling apart have you inherited a property or you a landlord that's tired of being a landlord and you really peak and hit those points of pain via the ad and that people go yeah that's me man I'm I'm the landlord it's sick of dealing with my tenants I'm gonna call this company up and get rid of these properties and just get them off my plate yeah and so you got to be excited right you can't just sound boring no you you have to bring enthusiasm that's one of the things we coach through if you have an ad that's low enthusiasm it's just not going to work and a couple things that people don't realize Joe with radio is two things big benefits number one radio creates celebrity status right it's just like television it's like why are there movie stars there's something and psychologically in the mind when we see someone on television and hear them on the radio we attach celebrity to them and you don't get that through some of the other traditional pieces of marketing that you do and that puts you ahead of the competition in your area when you go up against another whole seller and the seller goes oh you're that guy on the radio I asked have people still texted here my ads right it kind of they elevates you a bit in their mind that you know there's something there and what follows behind celebrity status is what we call instant credibility if you're advertising on the radio you must know what you're talking about you must be an expert so people automatically associate that with you as well and those are two incredible benefits you get from radio that you don't get from some of the traditional pieces nice yeah so you got to touch on the pain points right how long are the commercials 60 60-second spots is where we start you can bump those down to 30 over time but initially when you're coming into a market you want your message to be clear and so we always coach people to do 60-second spots to begin 60 seconds a long time is that what's a normal average radio ad 30 to 60 is traditional most everything falls into 30 seconds or 60 seconds okay can you talk about the cost a little bit what Manoah said you need about a minimum of a thousand right $1,000 a month to spend on ads but lasts a thousand to 2,000 is what you need depending on the size of your market to get up and going where do you recommend people to start in the sense of like what type of radio station and it depends on their demographic right so what we do is we help people understand who their demographic is and then with our coaching we make sure that they're getting on the right station so which station is right depends on where you live out in the country and what your demographic is but again the question I think you're getting to is about pricing right like how do you how do we buy radio so what I can tell you this is is we buy radio like we buy our properties at wholesale discounted prices and if you buy a house at the right price you get that right you know as well as I do that every Domino behind that will fall into place and you'll get a return you overpay for a house you're probably not gonna make money or lose money it doesn't matter how strong your back in this it's the same thing with radio that's the secret sauce is really the formula that we utilize to come in and how to convince radio stations to negotiate down to rock-bottom prices and so you know how many ads do we running on a station so when I say I picked up my first station for $1,500 a month the question would be well then how many ads was that that's actually 100 ads per month and so that means you're doing the math automatically that means you were running a 60-second spot for $15 yes 60 second spot for $15 and people go man I never knew you could get radio at those prices and again that goes back to my point of why people steer clear of it they automatically assume that it's really pricey and not affordable I'm gonna pull up the numbers here like the David dodge gave me yeah I helped him set up radio up in st. Louis he loves it oh it's going yeah it's going really really well he when I texted him he'd been doing it for about seven months at the time he runs about four ads a day between two different stations yeah he's got two stations I think radio stations yeah he decided to go talk radio again like as I said there's nothing wrong with that we just in pure to start with music do you think it was a Midwest thing versus a Texas thing yeah I think for his area he felt strongly about that station and so I know that his whole budget again I've done an interview with him so I can share this but both those stations are a total combination of three thousand dollars a month so he's got two stations up and running running that amount of ads at $3,000 per month that's pretty inexpensive man I uh I will I won't actually tell you his numbers either because I don't I didn't ask his permission but they're like oh you dollar per dollar return which is what everyone wants to know I'm taking exactly getting an average of nine to ten calls a day I can tell you that yeah so again people go well what's the cost for lis cost-per-acquisition man it's gonna it's all over the map right that doesn't matter what matters is your dollar per dollar return and if you're newer and listening okay what does that actually mean dollar per dollar return is for every dollar I spend in marketing how many dollars do I get back so I can break this down into two parts if you are spending over five thousand dollars a month pretty much on any type of marketing in your company if you're getting a three to four dollar return that means for every dollar you spend you're getting somewhere between three to four dollars back any CFO will tell you that's healthy now the problem is we live in a real-estate world where there's a lot of hype and a lot of numbers thrown around and I get eight and ten and fifteen blah blah blah but I know you know running a mastermind talking 100 guys around the country and CFOs one two three two one two four is good so particularly for Dallas we spend twenty seven thousand five hundred dollars a month on radio and we get a three dollar and fifty cent return that's fantastic yeah we stay consistent now if you're spending like David a thousand three thousand under five grand then the law of averages are gonna work in your favor and those guys have reported back to me that they see somewhere between one to five to one to seven but again they're not spending big budgets so when they close the deal a lot of what they get goes straight to the bottom line because they don't have a big marketing budget on radio Oh screw numbers no BS that's that's really important understand because you also need to look at most of your deals are gonna come from the follow up right they don't come from that first phone call maybe they come from after three four six different touches over radios a little bit different there's some truth to that but you have to remember that radio is generating one of the highest motivated sellers that I've ever seen interrupts this is not okay so let's contrast direct melon radio and you do it there on the opposite side of the spectrum Direct Mail is a spam approach right it's definitely focused it's its list focused right so everyone's fighting over the same list and what you expect on radio is a very high call volume low quality we know that more than 50% of those calls are stop mailing my house they're hate calls right radio on the other hand is lower call volume higher quality lead think about it and all of our years of advertising on radio no one has ever called in and complained they call in and compliment us and say man great job love your ad so it's like taking Direct Mail if you could and magically pushing a button and getting rid of all the crap calls that we get and just getting the good quality calls that's fundamentally what radio is and when people are calling down the road here's an important point Joe is we don't send these to voicemail we answer these calls live and we're setting appointments right then and going and getting contracts and yes do some people need a little bit of follow-up but in comparison to most others it's not I got a touch base five seven times it's hey I heard you out on the radio this is my circumstance okay let's book an appointment come out send our inspector take a look at the property and get this thing contracted so it moves faster through that process than the other traditional stuff does even you doing these deals virtually are you still making an appointment to send somebody to the house so some of my acquisition managers live in Dallas some don't and so again we always push to close over the phone if possible because you lose a lot of time commuting but again occasionally if you're dealing with someone that doesn't really I do email not real tech-savvy you know if they're older the best thing they want and do is sit down face-to-face belly-to-belly so our aims know try to close over the phone if you need to obviously go out in person ability there right yeah I asked David here how many monster energy drinks did you drink before you recorded that ad he said 14 yeah so um yeah he's I just I didn't get his permission to share his number so I'm not gonna share them but they're really good and yeah are good they're great yeah and the thing with them not only are they good right they're consistent and radios dependable you know I went through the direct mail crash of 2018 and how sport where we're getting a wonderful return and we're calling it now what's that is that what we're calling it now the direct mail crash that's what I call it in Dallas Fort Worth now that's not true for every market you might be a mark with low competition but Dallas Fort Worth is like Phoenix right we've got a lot of whole sellers so that's when you would walk into someone's house there'd be like a stack of 60 postcards sitting on there turning to see the the cold calling texting our VM crash of 2020 right now that's why you know part of the reason we're rolling this out now is because people are fearful about the regulations and obviously the cellphones company's ability to shut that down and there's no question that the returns on our VM and text blasting are huge hmm you know it's very very inexpensive to do but people I talk to you right now are fearful right that they're gonna get shut down and so if that gets shut down you're in a market where Direct Mail is oversaturated or you're doing anything list dependent right because you know ringless voicemail text blasts through it direct mail why they're saturated is because their lists dependent everybody's trying to get the best list and so people are nervous they're like what am I going to do and so radio in my opinion is the thing right now that's wide open virtually no competition and I can tell you for nine years it's been dependable it's just tried-and-true consistent 1 2 3 2 wonderful return for us have you targeted small towns I don't but I have coaching clients that are in small towns that I've helped set up and man their budgets are super low I'm almost jealous what they can pick up spots for in those small towns and it's really easy to own a small town you know if you've got tens of thousands or a few hundred thousand people and you're on two or three stations me everyone in that town knows your name very easily versus dallas-fort Worth where we're on seven stations right and everyone still doesn't know our name right so it's easy to own a small small market I'm starting to see this and I'm talking to other guys there they're leaving the big cities and starting to wholesale more deals in the small towns and you know they're seeing double triple the response rates on direct mail yeah less competition oh yeah imagine yeah if you can start doing Google pay-per-click and Facebook ads in small towns and now radio ads in small towns man you've got the entire United States in your backyard yeah absolutely absolutely now if you a my I'd like to hit on a couple other points yeah please yeah I told you I was watching time I've got another deal to hop onto yeah but you know I asked my team one time you know what did they appreciate most about radio and then running the day-to-day is you know they said we appreciate the fact that we don't feel Sweezy about it and if we're all honest with ourselves with bandit signs and blasting direct mail and text and voice mail there's a little bit of shame that we carry around about it it's true and if you're not doing the deals and you pass that on to your team they carry a little bit of that this is a kind of sleazy way the thing that they tell me they love about radios that they feel proud of it as a company and particularly the people answering the calls and my acquisition managers you know they love the fact that they feel good about a radio call versus a directional call where they give us out and that's important you know you want to feel good about what you're doing it helps the mindset of your sales people when they're getting good quality calls like radio and the last thing I would say that I think's important for people to understand is it's a pretty automated Joe it's set it and forget it so Direct Mail constantly tweaking your list constantly tweaking your postcard no change in your drop dates dealing with the metal company then the back end is all the maintenance of all the calls you have to go through if you compare that to something like radio you set your ad up it's all 100% inbound calls coming in and you literally set it and forget it we don't really go in and tweak our stations very often we keep the same message going we might rotate a station here there you know cut off the one that's bringing in the smallest just to try to upgrade but you know if you're new to the business I talked to people about this and you're working at 9:00 to 5:00 and you're like how can i generate leads that's affordable and it not take me a bunch of time radio is great for the new person and for those of us that have big companies the reason radio is great is because it's so scalable you can literally spend tens of tens of thousands of dollars on radio on a market depending on the size of it so it kind of fits the best of both worlds do you on the only call to action his phone number text a code website what have you found to work the best yeah we run everyone through phone so we don't even do a URL because we want again quality catch them live I don't want you filling out a web form and that's chasing you down and then two days later when we finally get you you're out of the emotion of why you called when you were driving down the road in the first place so we run everything through the phone do you have to how many times do you repeat the phone number we repeat it three times that's it three times but it's a vanity number so you need a good one that's easy to remember it's easy to remember yeah absolutely which is important do you have different phone numbers for different radio stations so you know where it came from or does that more sure you know I get that debate that's a big one right shouldn't I have one number that everyone knows obviously that's valuable you know you get one number that you're known for but in radio world when you're running five seven stations you know you've got to know exactly what your return is on each individual station and if you don't automate that process by putting a unique phone number and your CRM just telling you where it came from you'll have no idea which stations are producing the best for you because people don't remember yeah when they were to call in you know they can't so what what what you know what station well I don't know what station I was listening to and then all of a sudden you can't really track your your metrics at the level they need to be tracked so yeah we put a separate phone number on each one you know I was talking to a guy and we're running out of time but I got to ask you this um I was talking to a guy who is the property inspector that's all he did yeah and he told me his number one lead source was a bet magnet that he put on his car that said what is radon in that interesting what is radon and and then and then his phone number and people would call him and he would just take the call Hey radon it's this thing that it's a gas it seeps up through your basement and it can kill you I don't know what he said right but like would you like to do an inspection and check to see if you have any rate hunt and that's how he got all of his business just asking a simple question like that right and I've thought about that like in real estate marketing like is there a question that we could ask people that would get the phone to ring and if anybody figures that out or if you think of something like what would be a good question that maybe you could ask on a radio ad to get people could call yeah almost kind of like what's that unique sales proposition that just blows it out of the water yeah right in the form of a question so absolutely absolutely well you know there's somebody listening to this right now is like you know what I could ask this question or so if anybody does something like that let me know I'd love to just test that and I'll take you to pass it along I'll throw it up on a radio I can see how to tell us for what rate like simple don't it wasn't like do you need a property inspector call me it was just what is radon with a phone number people yeah so anyway okay got questions here from the audience ken what market is he in you're in Dallas Fort Worth yes what time slots are you targeting yep so primetime Monday through Friday we focus on and we Pro cus on the primetime that people listen which is all the way from morning to evening drive we do not do like midnight we don't do weekend so primetime is where we focus Chris thanks for sharing radio you're welcome Chris and our friend Tom Kroll yeah Bam Bam I see the BAM that's for you Tom that's for tax for you buddy cool so I'm talk about your program Chris you've got a program that teaches this stuff yeah we do it's complete blueprint complete turnkey literally handed to you on a platter again I with wholesaling Inc with Tom Kroll and Brent Daniels and all those guys and the thing we focus on you know as a company is being instructional right we're not here to educate we're here to instruct and give you step by step and so we want a program where we literally help you set it up it's pretty turnkey and we're actually doing exclusivity and limiting the amount of people per market and people ask me why that is is because I want to preserve it I don't want it to get saturated like Direct Mail did and everything else does so for us as a community we're gonna kind of have an inside community that understands how to do it which is really important and of course the program getting set up is you know radios not really a heavy lift so if you're listening I'm a due diligence guide yo like you have questions and so forth you know so if you're interested what you want to do is literally book a call you can ask as many questions as you want and to do that you go to whole selling inc.com /re I radio again that's wholesaling inc.com /re I radio and you can book a call ask as many questions as you want and see if this is a fit for you and so since we've launched this thing Joe people have gone pretty crazy and we know why and that's because people are trying to find something that they can depend on and radio is not new but the application of it toward distressed properties is we say it's the marketing source that everybody knows about but nobody's using and that's the truth about radio really good I'm agin the website is wholesaling Inc Inc for like Incorporated yep dot-com slash REI rady idea that's it that's the one filling in Gotham slash REI radio I love how it's exclusive to so if you're in an area and you're worried like maybe st. Louis is already taken I don't know but like you're not gonna worry about a ton of other people coming into your son we won't we want to possess aim with Dallas right so and again people ask well why are you T I don't care if you do it up in st. Louis I'm not in st. Louis right so I'm in my bubble in Dallas you know where again I know some people were virtual and going in we just kind of expand our radius to do more and more deals and so we can help people set it up around the country then great is it one person per market or do you allow a couple people put on the size of the market so if it's small it could be one if it's big like Dallas Fort Worth right then you know we can have up to max you know two to three people so it just depends on the size of your market and we know that based on how many stations you have available and so forth good all right so we are out of time yes but again wholesaling inc.com slash REI radio thanks so much for being on the podcast Chris thank you for having me buddy I've known you for years and so it's cool that we actually got to do a podcast I know we're in a mastermind together with Shawn McCloskey I see you at events and so going on another one to see gee yeah we've CG I've known you for a long time that's right I'm sorry I've not tied you on the show before I'd appreciate it man all right cool guys again wholesaling inc.com slash rei radio if you want the show notes of this podcast even the transcripts and the links that we talked about go to real estate investing master EECOM real estate investing mastery calm and you get all of the show notes there and don't forget to subscribe to the podcast as well thanks again Chris we'll see you all later bye bye guys thanks so much