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Building a Thriving Real Estate Business with Supercharged Offers

Title: “Building a Thriving Real Estate Business with Supercharged Offers”

Episode: 218

In this episode of Profit First for REI podcast, we have Alicia Jarrett. She is the co-founder at Supercharged Offers and has been in real estate for eight years.

Listen as she gives you practical advice on marketing in the real estate investing world. Alicia will also teach you how to get the leads so you can make more money to keep.

There’s a lot of value in this episode. Listen and enjoy!

Key Takeaways:

[00:55] Introducing Alicia Jarrett

[02:40] How she started in the real estate industry

[05:59] What makes Supercharged Offers different from other marketing companies?

[12:09] Best Channels for Marketing

[17:30] 20% of your profit needs to go back into your business

[24:27] Alicia’s advice for real estate investors

[26:31] Connect with Alicia Jarrett

Quotes:

[08:06] “Marketing needs to cover all demographics, all people, all ways of doing business.”

[19:03] “Marketing is an investment if done right.”

[25:35] “To be successful in real estate investing, you’ve got to move past the fear of the unknown.”

Connect with Alicia:

Website: https://superchargedoffers.com/ 

Tired of living deal to deal? 

If you are a real estate investor or business owner who is tired of living deal to deal and want to double your profits, head over here to book your no-obligation discovery call with me. Either myself or someone from my team will hop on a short call with you to get clear on your business goals, remove any obstacles holding you back, and map out a game plan to help you finally start keeping more of the money you work so hard to make. – David

Transcript:

Speaker 1 (00:00):

Eight years ago, it was a real estate business. I often say now that it’s a relationship business, it’s not a real estate business. We’re in the business of building relationships, rapport, and trust with these property owners who are probably getting conversations from 10 different people. So what do you do as a real estate investor to stand out from all of your competition, have different conversations with your prospects that might then lead to a deal?

Speaker 2 (00:28):

If you’re a real estate investor who’s sick and tired of living deal to deal, then welcome home. Hear from everyday real estate investors just like you, and discover how they’ve completely transformed their business by taking a profit First approach. This is the profit first for REI podcast, where we believe revenue is vanity. Profit is sanity. It’s time to start making profit a habit in your business. So here’s your host, David Richter.

Speaker 3 (00:55):

Hey, we’ve got Jarret here today on the Profit First RI podcast. She works with supercharged offers. She gave some great practical advice on marketing in the real estate investing world and how to get the leads in the door so you can make more money so you actually have money to keep. So I absolutely love getting this advice from people like this who are seeing so many trends in the real estate space. I know this can help you. Thank you for listening. Hey everyone, to another episode of the Profit First RI podcast. Super excited to have Alicia ER from Supercharged offers. She’s got a great community, but honestly, lots of people need the help that she provides and getting leads in the door, that’s really all you care about. Let’s get the money in the door. We help you keep it on the backend, and that’s what a lot of this is about. But I can’t wait to dive in here. So Alicia, how are you today,

Speaker 1 (01:46):

David? I’m fantastic. Thank you. And I love what you just said in your intro. You got to get the leads in the door and then you help them to keep the money. So I think you and I, we make the perfect partnership, right? Because we’re all about acquisitions, marketing, you’re all about keeping the cash,

Speaker 3 (02:02):

Right? Exactly. Tell people you work soane hard to get the deals in the door. You need a system to keep it on the back end.

Speaker 1 (02:09):

Exactly. Not only a system to keep it, but I think one of the topics I’d love to make sure we talk about today, I see this so often with so many real estate investors, is they’ll do deals and then they forget that part of that profit needs to go back into their marketing and that whole cycle of money and how we see things go around. So we, we’ll talk about that today as well.

Speaker 3 (02:31):

Yeah, no, that sounds great. So I guess how did you even start? Have you been in the real estate community a long time? You get started in the real estate side?

Speaker 1 (02:39):

Yeah, so for those that have never heard of me before, because I’ve been on quite a few podcasts, so in the real estate space, sometimes I find that people are like, oh, that Aussie chick. Yeah, I’ve heard from her before. So I’ve been doing deals in the US now for just over eight years. And it’s funny, I have to stop there and my has to go, how many years has it been? Because at some point it’s going to click over from eight to nine, but it’s about eight years, somewhere between there. And I used to do fix and flipping in houses and myself and my business partner, Matt, we started fixing and flipping in Jacksonville, Florida. Not far from you David, hence when you said this morning you were in Orlando. I’m like, yep, I know Orlando. I’ve been there a few times. So we started doing houses, loved it. It was so much fun, fabulous. Had some great deals that we did, but honestly, it then got pretty hard and it got hard for a couple of reasons. It got hard because number one, where the other side of the world. So yes, for those that can hear my accent, I’m an Aussie and I am doing deals in the US based from the other side of the world. So for anyone listening, if you think that it’s impossible to do a deal in another state in the us I’m telling you it’s not

(03:53):

If you can do this from anyway. Yeah, exactly. So we did houses for a while and then as I said, it got really difficult, David, and it got difficult to not only find a really good off market deal because this was at the stage that everybody wanted to get into fixing and flipping houses. No thanks to HGTV and everyone was trying to get those off market deals and they were getting a lot harder to get, but contractors were getting harder to keep all of that. So we switched about seven years ago to doing vacant land. So we now do a lot. And you were on with some of my community just last week. We do a lot in the vacant land space. We’ve gone from doing infill lots to larger acreage to subdivisions, and now that’s what we do in the real estate space. Secondary to that though is supercharged offers that you mentioned, and that’s a real estate marketing company.

(04:43):

So we saw very early on, we saw the opportunity to really streamline our own business, David, because if we think about how most people do real estate, if they’re anything like us, when we started, we had somewhere between five and six different companies that we were working with to do our marketing. One company for our data, another one for our cold calling, another one for our direct mail. And it was all over the place. It was really disjointed and that meant that we had inefficiencies in how we were running our business. So we then thought, you know what, maybe we can do this a little bit better. So we came up with our own system as to how we do acquisitions. Marketing didn’t actually think at the time, David, that would turn into its own company, but here we are nearly five years on with supercharged offers and got hundreds of customers in nine countries all doing deals in the us and we help them out on that front end as you mentioned, getting that consistency with their pipeline, getting leads in the door, helping them to manage those leads and making sure that they have a true omnichannel presence with their marketing and then you help in the backend.

(05:49):

So we make a good team, right?

Speaker 3 (05:51):

Yeah, exactly. So talk more about that. So what makes supercharge offers different than most other marketing companies?

Speaker 1 (05:58):

Yeah, a couple of things I think that make us different. Number one is built by real estate investors for real estate investors. So we understand the whole process of doing deals, we understand the data and what’s required in the data. The other thing too is we are an all-in-one. So a lot of other marketing companies out there will do your data and your direct mail for you, or they might do your cold calling for you or they might just run pay per click ads for you and things like that. We do it all. So we call it like the five Ds. It’s first of all business designs, they helping you out with your strategy. We then do all of your data, your direct mail, your digital marketing, which is building out sales funnels, email automation, socials, running all ads on your socials as well, doing retargeting, all of that stuff as well as a dashboard that shows you all of your results.

(06:50):

And we have regular calls with you throughout that. So we don’t just set up a system and walk away. We are literally there with you the entire time. And I think the main difference in that, David, is a couple of things. Number one, omnichannel presence. A lot of people think that marketing is just doing one thing. It’s not Because if we just pause there for a second and think about our target audience these days in the vacant land space, we can be dealing with anyone from their eighties and nineties that’s sitting on intergenerational properties that they’ve had for decades and decades and decades, and it’s just sitting in the family. No one’s using it all the way through to people in their twenties and thirties that maybe they bought a property to build on and it hasn’t worked out. Or maybe they’re going through a divorce or maybe they inherited property and they didn’t even know it existed, so they don’t even know what to do with it and everyone in between.

(07:43):

Now I’m in my late forties, I would say that my typical way of doing business is digitally. So I’m not the kind of person that responds to a direct mail or a cold call, but I will click on an ad any day of the week and go through to someone’s website and check them out and do my research before I pick up the phone. So we need to realize these days that marketing needs to cover all demographics, all people, all ways of doing business. And if we’re just doing one avenue, we are leaving money on the table. So hence we have a true omni-channel presence to how we do marketing. And the thing that I think not only stands this apart, but how we add value to that is, let’s face it, if you’re a real estate investor, where you make your money is doing deals, speaking with sellers, speaking with buyers and doing deals, that’s where your specialization should be and where your skillset lies and where your time should be spent. If you are then trying to do everything like pulling data, building websites, running ads, knowing how to do retargeting, it just takes the time away from doing the deals. And for me, that’s a big thing in business these days. What’s that saying, David? You can be a jack of all trades or a master of none. And I think as a real estate investor, what I encourage our customers to do is to ask themselves, where is your time best spent?

(09:12):

Where is that time best spent that’s going to get that income in? And it’s in doing the deal itself.

Speaker 3 (09:18):

So then you help them with myriad different ways of getting the leads in the door. Correct. And then they need to close it. They need to get it across the finish line, which is great. Yeah, okay. No, I like that a lot. So then is this someone, okay, for the people out there that are listening now, is this someone that’s new in real estate, been in there years and years, it’s like this sounds like great for someone who’s just starting out or if someone wants to add needs help on the backend? I love

Speaker 1 (09:46):

That question, David. Yeah, I love that question. We cover anything and everything. So from someone just getting a proof of concept that needs to get some mailing out and they just want to see can they get some phone calls through and can they then know that they’re going to do this business all the way through to people that are super experienced, but now they want to have a fractional marketing team, they want to go from these five or six different suppliers that is taking up a lot of time and energy and bringing it all together into one. So we’ve had a lot of experience real estate investors come to us and say, I like that you guys are an all-in-one, and I have an account manager that manages everything for me. Can you take over the marketing for my business? It’s like, yep, we sure.

(10:28):

We also, we have a number of people that come to us that may be, and for a lot of people listening when they’re starting out, they’ll resonate with this, right? When you’re starting a business, you know that you need to get a website up that you need to get some marketing done that you need to maybe implement a CRM and do all this stuff. But a lot of times when people are starting out their businesses, they’ve got so much to do that they do what I would call the quick and dirty of it. They’ll just get a landing page up and whatever. They’ll get a logo done on Fiverr or Upwork or they’ll design one themselves and it’s terrible. They do all these things to tick the boxes and get stuff done, but then they realize later on that it maybe isn’t fit for purpose and maybe it is time for a rebrand or a redo of setting things up to really function in their business. So often we get those people that are a couple of years in David and they’re like, look, my business is good, but it’s not great. Can you help me polish it just like a piece of coal into a diamond? Can you help me polish it up and make it look great and make sure that I’ve got that omnichannel presence? Yep, no problems. So yeah, to answer your question, anyone from beginner to advanced or anything in the middle, we cover it all.

Speaker 3 (11:43):

Awesome. So that way you can get them up and running, doing deals or just taking over their marketing that one guy came to you and was like, help just put it all one roof.

Speaker 1 (11:53):

Yeah.

Speaker 3 (11:55):

Okay. No, that’s pretty cool. I like how you do that and that it’s so spread out. I guess as the owner or someone that works with a lot of real estate investors here in this space, what would you say are some of the best channels for marketing that you’re seeing right now?

Speaker 1 (12:10):

Yeah, yeah, really great question. Look, all the channels work, it just depends on your list. So let me give you an example here. I’ll give you an example of two of our customers. And again, for anyone listening, you might see yourself in this as well. Got one customer at the moment that their data criteria for the properties they’re going after is people that have owned the properties for 10 plus years, they’re an older demographic, they want them to be in a family trust, had zero improvements on the property. The data criteria is then typically meaning that the list that we are pulling and the data that we are working with a lot of an older generation, so that older generation, they tend to respond well to direct mail and cold calling if the cold calling is done right, because cold calling can be pretty intrusive.

(13:00):

So there’s an art to doing cold calling really, really well because these people just want to have a conversation with someone. So those two channels work really well with that list. We’ve got someone else that their list is they want to specifically go after probate deals. People that have owned their property for less than three years and it’s been done with a quick claim deed or a hundred dollars transaction, they’re looking for people that have maybe inherited properties. Typically, that data list is people like you and I, David, now I don’t know how old you are, and I’ve said I’m late forties and I don’t want to put you in the same category as me, but typically they’re going to be people that are a bit younger, the older generation has passed on, deeded the property to a younger generation, or it’s now in a family trust.

(13:48):

So they will respond to all mediums and they also tend to respond really, really well to the online marketing too. So different data will actually respond to different marketing. And I think the thing that stands us apart, David, is we’re often segmenting that marketing out based upon the data. What do I mean by that? So let’s say that we’re pulling a data list and in that list is a number of avatars we’ve got in that list. We’ve got people that own multi properties, so portfolio owners that maybe own more than three. We’ve got people with larger acreage that might have different needs to someone who has an infill lot. So we can alter that marketing story and that marketing message in the direct mail and even online as well to make sure that we’re speaking to the right people and meeting them where they’re at.

Speaker 3 (14:37):

Okay, that’s awesome. So the better question is what data do you have and what demographics are you looking to market to? And then that’s where the corresponding channel is going to be the best to line up with.

Speaker 1 (14:49):

Correct? Yeah, and when I said before, we have those five Ds, and I said, the first one is business design, where we’re working with you on your strategy. That’s that where we’re going through and looking at, well, what is your demographic? What’s your data telling us? What are the key messages that the people in that data need to hear? And how do we then craft the right, because everything we do is customized. It’s not an off the shelf thing. We don’t have a templated website. We’re going to give you, we’re going to build one specifically for you, your business, your values, your demographic. We’ve got one customer who only does Texas, so his entire marketing and everything that we’re doing and the keywords that we’re using, the cold calls that we’re doing, the letter that’s being sent out all talks about a local doing business locally, and he is got a cowboy hat on and all of that stuff. We’ve got a plate to the avatar, and I think what stands us a part is that we’re not just a one size fits all. We’re really customizing that. And the reason why we’re doing that, David as well, if I go back eight years ago when we started, and you’ve been in real estate a long time too. You’ve done hundreds and hundreds of deals eight years ago, you could send a generic piece of mail out to a list and get a deal,

Speaker 3 (16:02):

Right?

Speaker 1 (16:03):

Yeah. No problems easy. Okay. Times have changed. You can no longer just send out a generic piece of mail to the same list and expect to get the same results. You need to segment, you need to differentiate, you need to be more personalized. And these days, I always say as well that eight years ago it was a real estate business. I often say now that it’s a relationship business, it’s not a real estate business. We’re in the business of building relationships, rapport and trust with these property owners who are probably getting conversations from 10 different people. So what do you do as a real estate investor to stand out from all of your competition, have different conversations with your prospects that might then lead to a deal?

Speaker 3 (16:49):

Yeah, that’s good stuff. You’re tailoring it more to the market and the actual people that they’re sending the marketing to.

Speaker 1 (16:58):

Market message match, market message match.

Speaker 3 (17:02):

Good stuff. You had mentioned, going back to what we talked about at the beginning, using some of the profits to go back into marketing. So since you run, it sounds like you run it by data numbers, you got the KPIs, you got a dashboard. What do you suggest goes into marketing? Is that also dependent on avatar area and the business design, or is it something that you see across the board, just very curious about?

Speaker 1 (17:27):

Yeah, yeah, good question. Look, typically what I would say to people is, 20% of your profits need to go back into your business. Okay, 20%. Now, that 20% could be all marketing, or it could be like 15% marketing, 5% for your CRM, your systems, your processes, et cetera, et cetera. But for me, that rule of sum is around discipline. It’s not so much about the strategy of what you’re doing. The discipline is every time you do a deal, 20% back in. Because if you’re starting to say, well, I only want to do 10%, and then you’re in a stage that you want to grow your business or you want to implement a different system or hire a new team member, all of a sudden you don’t have enough cash to do that. So I like that rule of thumb of 20% back in. And the other rule of thumb for me around that is that’s what we also typically see is when we reverse engineer the numbers with our customers. So if someone’s done a campaign that they’ve made $200,000 profit, we often see that the investment for that campaign was somewhere between that 30 to 40,000 to get the 200.

Speaker 3 (18:34):

That makes sense. So then you’re looking at their actual data and seeing how much is

Speaker 1 (18:38):

Coming back. Yeah, correct. Yeah. And for me, this is pretty typical across most industries, and this is where I think people need to look at marketing as a, it’s not a cost. Well, yes, it is a cost, but it’s an investment because marketing should be, you put a dollar in, you get X amount of dollars back as opposed to paying for things like a CRM or team members, what have you. They’re a cost, but marketing really is an investment if it’s done right,

Speaker 3 (19:07):

Which it sounds like you handhold people and go through all their different stages of where they’re at

Speaker 1 (19:13):

And what’s the best,

Speaker 3 (19:14):

Yeah. What’s the thing to get out there, which is really cool because that way you don’t have to spend as much money to hopefully not spend as much money to bring the money in

Speaker 1 (19:23):

Because you being much more, do you want to make that more efficient? Yeah, more efficient, more targeted, more consistent. Can we talk about consistency for a second here, David? Because this is the number one killer for me, and this is also why a lot of people come to us is because they’ve been trying to do everything themselves. So they’ll do some marketing, maybe they’ll send out some direct mail and follow up with some cold calls, and then they might get some deals in, and so they stop marketing

(19:51):

And then they realize that two or three months later, their pipeline’s dried up. There’s no more leads in the pipeline and they got to start again. So I feel that a lot of the reasons why people come to us and lean on us is we are doing everything for them. So we are keeping them consistent. We are marketing either every week or every second week or every month, depending upon that customized approach. We’re marketing for them all the time, which means that their job in managing their lead pipeline never dries up. Because the number one thing I see with people that are trying to do it all themselves is they end up saying things like, this business doesn’t work. It’s all too hard. It’s very hit and miss. There’s not enough leads coming through. But when I hear all of those things, my question back to people every time is, tell me about your marketing and how consistent are you? And invariably, David, this is the response I get. Well, aj, I did some marketing. I marketed three times last year, and I’m like three times, how about every week? If you’re really serious about this business, you’ve got to keep that consistency going. That consistency leads to lead pipeline, and that lead pipeline leads to deals and profit. You can’t just do this business and expect miracles,

Speaker 3 (21:08):

Right? Yeah. That consistency is key also how you have consistent profits. Yeah. Yeah, it is. A lot of people need that help just to make sure that they’re consistent in where they’re going, which that’s what I wanted to ask too. It sounds like most, or does everyone who come in get access to an account manager, someone that’s taking them through these processes, the design and just all the different things?

Speaker 1 (21:31):

Correct? Yeah, we literally build it with them. Well, we build it for them, but they have a say in it all, right, because their business. Yeah, for sure. So throughout that first month when we’re building out all of their content, their marketing assets, their design, their development, all of that stuff that we’re building, we do all the heavy lifting. They just simply give us input. Once we then turn the marketing engine on, they basically meet with me. I’m the account manager, I’ll be honest, because I’m also the real estate investor, so I’m the best one to be able to give them coaching and advice and stuff. So every month they meet with me and we’re talking about things like response rates, conversion rates, bottlenecks in their business, where are they struggling, how can I help them through that? And even outside of supercharged offers, like you, David, you and I really connected in the real estate space.

(22:17):

We know lots of people and different systems and processes and VA providers and all of these things. So what I find with customers who work with us is not only are we doing the marketing side, I’m actually helping them out with their total end-to-end business. When you came along and spoke at my group the other week, I had some people reach back out to me afterwards and say, aj, thank you so much for introducing us to David, because without you, we wouldn’t have had that connection. So I think one of the benefits of working with somebody like you or like me, is that we have those connections that our customers invariably dunno where to get. And I think that’s a really good thing.

Speaker 3 (22:54):

Yeah. Yeah. It is it real estate, right? That statement or your network is your net worth. So it’s like making sure you get out there and get around the right people and making sure that you have them in your sphere. But I like that. I like that they have someone on the team, they get to talk to you at this point and going through and really building that plan and holding accountable, it seems like too,

Speaker 1 (23:17):

What’s correct? Correct. And throughout that, they’ve got a dedicated project manager and data concierge, so two other points of contact that are specifically helping them out with things. The reason why we designed it that way, David, and I don’t want to poo poo on any of the educators out there. I know some amazing educators, but I also know some that provide all this knowledge and information, and then they do nothing more. There’s no implementation. I always say we’re not an educator. We’re an implementer. And that’s one of the things that I think some of the education space lets themselves down with is they give people all this knowledge and information, but then they fail to provide that support to implement. Where are people at three months, six months, 12 months? What do they need at that point in time? Those needs change as they evolve and their business evolves. So that’s what we’re really there to provide.

Speaker 3 (24:14):

Awesome. Well, this has been very good. So just a couple final questions here. Do you have any last minute advice here or anything that you would want to give the real estate invested, community marketing or otherwise?

Speaker 1 (24:27):

Yeah, A couple of things I think I’d want to say, and that is don’t ever feel like you need to do this business alone. Because one thing that I noticed early on is being a real estate investor can be pretty lonely. And here’s why. Because most people set out to be a real estate investor for three specific goals, and they all start with, or they all end with freedom. Most people want time freedom, money freedom, location freedom. That location freedom might mean that you’re working from home by yourself. And that can be pretty isolating, especially when your family and friends don’t understand what you’re doing, don’t get it, perhaps don’t support you with it. And so don’t ever feel like you need to do this business alone because there’s lots of people that you can reach out to, myself included in the communities that a lot of these businesses, you’ve got a great community, David, I’ve got a great community.

(25:17):

You can be a part of something that makes you feel like you’re less alone on this real estate investing journey. The other thing I would say is, and this is going to be some tough love for people out there, get over yourself and keep moving forward. And the reason why I say that to be successful as a real estate investor, you’ve got to move past the fear of the unknown. The fear of, can I do this? The fear of is this going to work? And you’ve just got to give it a go. So go all in, because I notice a lot of people that when they have those fears in place, and those fears are real for a lot of people, but then what they tend to do is play on the outside. And that is that they’re doing a little bit here and a little bit there, and they’re trying a little bit here, but then they end up with the bright shiny syndrome, which is, oh, maybe that thing will work. Maybe that thing will work. And I think sometimes when we just put the noise aside and just focus on doing the basics and doing them well and going all in, that’s when I start to see people getting success.

Speaker 3 (26:19):

Awesome. So surround yourself with good people and then get out of your own way and really take action and go to that next level, which means me too. Okay, this sounds amazing. How do people get in touch with you? Where do they go?

Speaker 1 (26:31):

Easy. They can just go to supercharged offers.com. They can check us out on Facebook at supercharged offers as well. They can just email me direct at alicia@superchargedoffers.com, and we’d be more than happy to help. I’ll put them in touch with my team, we’ll get on a call, we’ll see if we’re right for them and if they are right for us as well. And I say that with love because we often get people coming to us and they’re like, I don’t want to spend any money on marketing. I’m only willing to put in two hours a week to my business, et cetera. And I’m like, you’re probably not right for us. So it is about a partnership. We don’t say yes to everyone. And I think that’s really important to note that you are probably the same, right? It’s like we have people that come to you and they’re not the right fit, and that’s okay. So we do want to get on a call with people, get to know each other a little bit, find out if we’re right for you and you’re right for us, and then we go from there.

Speaker 3 (27:21):

Awesome. So supercharge offers.com where you can find that, which they’re going to help you make the money. It sounds like this is the end to end fractional marketing company to be able to go out there and really figure out how to get the money in the door, which is amazing. So supercharge offers.com. Now, if you start making money and you don’t know where you’re going with it and what the heck to do with it, you can head over to simple cfo.com. We can help you on the keep side. They’re going to help you make it. We’re going to help you keep it, which is why this is such a good fit here. And I’m glad you were on here. Gave a lot of great information, a lot of good practical tips today. I think this was a great episode. Thank you so much for being here, aj, for

Speaker 1 (27:58):

Providing that. Thank you, David. Thanks for giving me the space to hopefully help some of your community and to talk a little bit more about what we do. I do get super passionate about it, so for anyone listening, if you hear me getting a bit rah about it, it’s because I really care. And I care about the fact that so many people go and spend all this money on education and then they just don’t implement. And that for me is, and you would know, right? When you see people’s balance sheets and you go, oh, they’ve spent $50,000 on education and they haven’t done a deal yet, that gets me, and I want to change those numbers. I’m really passionate about changing that for people.

Speaker 3 (28:35):

Well, there you go. Well, this has been a great episode. And remember, if you’re listening to this Make Profit a Habit in Your Business,

Speaker 2 (28:44):

This episode of the Profit First for REI podcast is over, but there are plenty more where that came from. Are you ready to learn how David and his team can help implement the Profit First system in your business? Schedule a discovery call@simplecfo.com right now. We’ll see you next time on The Profit First for REI podcast with David Richter.

 






Title: “Realize Your REI Potential with Jennifer Steward: Authenticity, Profitability, and Consistency”



Episode: 240

In this episode of Profit First for REI podcast, we are sitting down with Jennifer Steward of REI Data Source, to unveil the secret weapon you’ve been missing: authenticity. 


Jen will crack the code on how to project a winning image that seals the deal…But wait, there’s more! Learn the top revenue activities every entrepreneur should master and discover the power of consistent strategies to solve your REI problems.


This episode is your blueprint to a thriving virtual business. Don’t miss out!


Key Takeaways:


[0:50] Introducing Jennifer Steward

[6:07] Project an image of success from

time to time

[9:16] Some best revenue activities that every entrepreneur should know

[11:00] Leveraging every avenue that you can, get consistency, and make sure you’re solving current problems

[17:43] The golden ratio in social media marketing is: 90% business and 10% personal

[25:02] The benefits of running a virtual business


Quotes:

[4:20] “Authenticity is like a business repellant.”

[10:09]  “In a market where you can’t dind deals but there’s plenty of money, you have to be the person who knows how to find the deals.” 

Connect with Jennifer:

REI Data Source Website: https://www.reidatasource.net 

Jen’s Email: jen@reidatasource.net 

Phone Number: (469) 952-8011



Tired of living deal to deal? 

If you are a real estate investor or business owner who is tired of living deal to deal and want to double your profits, head over here to book your no-obligation discovery call with me. Either myself or someone from my team will hop on a short call with you to get clear on your business goals, remove any obstacles holding you back, and map out a game plan to help you finally start keeping more of the money you work so hard to make. – David


Transcript:

Speaker 1 (00:00):

You need to just be able to solve the seller’s problem and just start with one exit strategy that you’re really confident in. And then once you master that, expand from there. And like you and I talked about, it’s who not how you don’t have time. Most likely to master all of those. So have a referral partner that you can build a relationship with and trust.

Speaker 2 (00:23):

If you’re a real estate investor who’s sick and tired of living deal to deal, then welcome home. Hear from everyday real estate investors just like you, and discover how they’ve completely transformed their business by taking a profit First approach. This is the profit first for REI podcast, where we believe revenue is vanity. Profit is sanity. It’s time to start making profit a habit in your business. So here’s your host, David Richter.

Speaker 3 (00:50):

Today we have Jennifer Stewart on which she is a go-getter. She’s out there, she’s doing lots of things. She’s in the cold calling space. She’s also a real estate investor. But then she’s also someone who I think has gone through a lot in her life and has come out on the other side stronger. And you can tell just from what she talks about and what she sees as the most successful real estate investors, what they do on a daily basis, on a monthly basis, it’s just good bottom line stuff to help you if you want to become someone who’s consistent in business, no matter what the market is doing. So I think this is going to be a really good episode. She gets into the nitty gritty and also just helping you get to where you want to be and making more money as a entrepreneur. Jennifer, welcome to the Profit First REI podcast. I’m so excited you’re here today.

Speaker 1 (01:37):

David, thank you so much for having me. I’ve been looking forward to this all weekend. What a great way to spend a Tuesday at noon and thank you. Thank you so much for having me today.

Speaker 3 (01:47):

Yeah, well I’m excited because we dance around in these different groups and we’re going to these events and you’re speaking a lot, you’re helping a lot of people out there, and I see you as someone who’s just very much, I hope this comes across, but just a very mature human being that has gone through a lot, but you haven’t just been a victim. You’ve been someone who said, I’m going to grow from what I’ve gone through, and that’s what I’ve just observed. And then honestly, there’s lots of my friends that respect you a lot too. I’ve gotten to know you well, so I’m excited about this one. So many things that I feel like we could go down, lots of roads here. So again, thank you for being on the show.

Speaker 1 (02:25):

I appreciate that. That’s very generous and kind observation. I think mature is a very polite word and I am just kind of overwhelmed with that kind assessment.

Speaker 3 (02:37):

Yeah, well, I don’t want to use any rude words for you here today, so we’re going to dive into it. No, but seriously I do. I see as someone who takes a lot of those lessons and applies them right away. I would also say too that you are not scared about sharing what you’ve learned and what you’ve gone through. Where do you get that deep sense of truth to share exactly what’s going on? And I don’t know if you’re a fan of the office or if you’ve ever seen that show. I like the Office, if you like the office. Where is it? I think it’s Kelly’s, Dayton, Daryl, and she says, he said, who says exactly what they’re thinking? What kind of game is that? And I’m like, that is Jennifer to a t. And I’m just wondering how did you get that as part of you? Because I think it’s so genuine, authentic, and it brings more people to you and they resonate. You’re saying what they’re scared to say.

Speaker 1 (03:30):

My business advisors have told me to do the opposite. They said

Speaker 3 (03:36):

Genuine, sorry. That’s great. Basically the

Speaker 1 (03:38):

More money you’re going to make, you have to play the game. And so what I’ll do, David being totally transparent, is I’ll turn that on and off depending on my revenue. So I know that sounds hilarious probably, but if my revenue gets lower, I will turn off the authenticity to a certain extent and go back into my polite game, the system mode. But whenever income is plentiful, I’ll go back to being more my authentic sharing self because number one, sometimes I get more business than I can possibly ever take down, and that’s overwhelming. And so I find that authenticity is like a business repellent, but it’s so much, it’s so stressful for me to be fake. It’s so stressful for me to be something I’m not. And that’s me being a little bit funny, but also kind of realistic as a business woman. And then there’s me as a person who has a soul and that person wants to connect. That person realizes that I’m not just here to make money, I am here to help people who are suffering. And I know that sounds cheesy and cliche, but it’s true. And lemme tell you, I don’t want to be one of those people who are suffering. So I will switch into a mode that is more polished, if that makes sense.

Speaker 3 (05:09):

That makes sense.

Speaker 1 (05:10):

Because I don’t want to starve. And so I do kind of go back and forth between, okay, I need to dial it back. And I think that people notice that if I was just all the time talking about what a person can overcome or the deep parts of our why and our feelings, then I think that would really drive away a lot of business. I’ve seen people who got up on stage and talked about aligning the chakras and they were never invited back. So you have to find a balance between being a compelling human who helps people overcome these internal struggles that we likely all face, especially as entrepreneurs, depression, anxiety, slow times debt overhead, really painful things that will keep up at night and destroy your health and destroy your relationships. And then we also need to focus on, unfortunately we have to project an image of success from time to time because I’ll tell you, I always get the most business whenever I’m on vacation, I can actively ask people to leave me alone while I’m on vacation.

(06:16):

And that’s whenever I get all the messages for, Hey, I want to do business with you. Because they see the success, they see that it works. When really that’s I’m spending the money, that’s whenever I’m the least successful because I’m not putting time into my business and the dollars are just flying out the window like someone who has an open wound. And so it’s funny because it’s whenever you’re doing the best that it doesn’t show, and whenever I’m making the most money, it’s usually whenever I look the worst, I haven’t had time to groom myself. I’m probably still wearing pajamas that day. And so it’s almost always the opposite as to who has money and who doesn’t. So the person you see with the super nice house and the super nice car, those people have confided in me, Hey, I have so much pressure, I feel like I’m going to lose it.

(07:03):

But those are the people that look up to and respect. And so that being said, David, if I was financially independent, 100% I would be genuine and deep and all the time, if that makes sense. It would be like, Hey, when you woke up today, did you thank God for just waking up? And what are some ways that you can lower your overhead? What are some ways you can increase revenue? Are you wasting time on non-revenue generating activities? Are you doing too much stuff for free? Those of us who are in real estate, I think we do too many things for free. And like you and I talked about, it’s not just your expenditures that are on your books, it’s also the expenditures that are on your time. And so I talked to my attorney last week about dropping non-revenue generating businesses that just aren’t converting because there’s hope in one hand and there’s numbers in the other.

(08:02):

And after a certain amount of time, you need to realize which businesses are covering for the businesses that are taking a loss. And so my lawyer kind of sat me down and I know you do this, and we had to look at which businesses are just not generating and which are carrying the ones that aren’t. And he said, just focus on the ones that are. And so that being said, whenever we wake up every day, if we are our real selves all day, it usually doesn’t translate into revenue. But when I have the luxury of being myself, David, I always want to reduce the suffering of others because that’s kind of all I’ve done my whole life is I’ve had to overcome and overcome and overcome and overcome to a degree that just feels, it could feel really unlucky if I let myself go there. But instead of feeling unlucky, I have to see the opposite side of it. So for all the extremely low probability things that happened to me, there’s also extreme low probability things that happened for me. And you have to see both.

Speaker 3 (09:11):

Right. That’s really good. That is really good. So since we’ve gone down this road, and especially for the real estate investors listening, what would you say are some of the best revenue producing activities they could be doing or that you see in your own life that you do that translates into that

Speaker 1 (09:29):

You have to fill a niche that nobody else is filling? You have to see a problem that everyone is facing a hitch in the giddy up that’s keeping everyone from making money. What I’m noticing right now, for example, people don’t have the money for down payments on their loans. So like we mentioned before the call, I’m offering a program where you can do a hundred percent financing as long as you’re one of my cold calling clients. And it blew up because people don’t have the money for a down payment right now, and my cold callers really aren’t that expensive. And so it solves that problem for them. And in the past, the biggest problem was finding deals. And in a market where you can’t find deals, but there’s plenty of money, then you have to be the person who knows how to find the deals.

(10:16):

And so you have to find what’s keeping people from making money today in the current market and then really, really leverage your social media and go speak, like you and I talked about before, go speak on those topics, mention it on social media, put it in your stories, tell people what you do, and then be really consistent with your message because people are watching, they want to see consistency. And it’s like my lawyer taught me, who’s Jeff Watson? If they see you being erratic and all over the place and not consistent in your message, then people don’t trust that they can go to you to solve these problems. And so that’s the big key is leveraging your social media and being really consistent in your message and making sure that you’re solving the problems of today. So those three things, consistency, solving the current problems and just making sure that you’re leveraging pretty much every avenue that you can.

(11:16):

And of course, always want to be competent and run an ethical business because you can spend 10 years building a reputation. And if you hire one bad employee or someone who makes you look bad or doesn’t deliver for a client, unfortunately bad news spreads like wildfire and just whatever you’re buying on Amazon, you’re going to pay more attention to the bad review than the good reviews because we’re looking for to avoid pain for good reasons. I mean, some things could take us out and set us back a decade if we make the wrong investment. And so it’s really, really important in a capital intensive business what we’re in to be someone who’s trustworthy, competent with very high integrity. Like you and I talked last week and I told you, I was like, Hey, I can’t be consulting on a topic that I don’t know about. Thank you for the inquiry. But that would be horribly unethical. And you have to do that. You have to turn down the fast money for the long-term play of having high integrity.

Speaker 3 (12:18):

Yeah, no, a hundred percent. That’s really good. I think that’s consistency, solving the problem for today and then getting the message out. So those are three steps there. And I think that’s where it’s like, it’s so simple, but it’s like that number one, you got to do it consistently and you got to move to where the market is. So I think that’s really good stuff because I can’t agree more because I think, do you think that a lot of real estate investors build themselves into a box and then when that solving the problem of what they used to do doesn’t solve it anymore, that they have a hard time pivoting to something that will and bring the revenue? Yeah,

Speaker 1 (12:57):

I mean you have your fast movers, your highly networked people who are poised to move, but for anyone who doesn’t want to hustle 24 7, it’s hard to pivot like that. I mean, at some point, I think human beings, we all want consistency, predictability. And one thing that’s really tough about this business, and I’m sure everyone notices, is how fast paced it really is. Now, if we were in the paper business, for example, David, how much do you think things change? Speaking of office space or not office space, the

Speaker 3 (13:35):

Office office,

Speaker 1 (13:36):

Yeah, yeah. I mean if we’re a paper company, how often do you think the industry changes? Right.

Speaker 3 (13:42):

It doesn’t really change. I don’t know.

Speaker 1 (13:44):

I mean maybe a paper guy comes and messages us and said, oh, you wouldn’t believe.

(13:51):

But it seems like from the outside looking in that real estate, every day there’s some new gimmicky stuff and you’re just like, I can’t handle this. I need to step away because I can’t handle one more gimmick. I can’t handle one more big change. It’s difficult. And so I think knowing the fundamentals, because I know people who make big money just using a yellow pad for their CRMs still, and some of these people are big names, and I don’t think he’d mind me saying, Adam Johnson, Leon Johnson’s son, he does a lot of deals just using a yellow pad. Courtney Frickey, she has her paper leads that she keeps in a file and only goes through them if she needs to. So a lot of these gimmicks just really aren’t the real deal. The real deal is not necessarily what software you’re using, it’s where are we in the market, are there more deals than money or is there more money than deals?

(14:47):

Those are really the main two shifts that if you pay attention to those in the market, you’re good. And people was like, oh, I do this with AI and I do that with ai. I haven’t seen AI do anything really amazing except for Google search type stuff. I mean, I’ve listened to the AI calls and they’re still not that great yet. And I keep hearing people say, oh, AI is going to be doing our acquisition management soon. Well, yes, true, but when I haven’t seen it yet and still, which problem is it solving the low money problem or the low inventory problem? And right now I think it’s market to market. It’s kind of like mushrooms and in certain markets we still have an inventory problem and other markets are more of a buyer’s market and we have more of a money problem. So you have to take it market by market, city by city and see which problem are you solving. Those are really the main two problems in real estate. And what I’ve seen is everything else is a marketing gimmick. As someone who does marketing myself, we try to repackage it to get people’s attention, but it’s kind of all the same stuff.

Speaker 3 (15:59):

Yeah, no, that makes sense. So would you say then the people like Adam and the people like Courtney, are those three things that you mentioned before consistent solve the problem for today and then the media and the messaging is that their key to success and as long as they’re consistent doing, what’s really is that or is there something that makes them different just because they go out there, and I love how you said with their CRM is a yellow legal pad, it’s none of the fancy stuff and all that where a lot of people get trapped in that rabbit hole. So that’s where my I’m wondering, yeah,

Speaker 1 (16:31):

Courtney’s really consistent on Instagram and she gets a lot of referrals. And Adam’s been in his market for 20 years, so he gets a lot of referrals. So you talk about consistency, it’s decades of consistency in Adam’s case, and Courtney has been doing it I think for 10 years, and she really gets out there in terms of, she speaks in front of realtors groups, she speaks at rhe, she holds her radio show, and she’s very consistent in her branding. She doesn’t just show herself boating on the weekend or shopping or whatever. And if you look back through her Instagram, you can see that in the past she did have more of showing her personal life. And Connor Steinbrook taught me, don’t show your personal life, just make your entire page about business. But there is one caveat to that. You don’t want to look like one of those VA generated pages where there’s no real person behind it.

Speaker 3 (17:23):

It

Speaker 1 (17:24):

Looks like a VA just runs my page and it’s just my VA who does everything. So I do post pictures of my family and going to the gym, and if I do go on vacation, I do post that. But too much of it makes people think you’re not available for business. So I would say the golden ratio that I’ve discovered is about 90% business and 10% personal, just to add that speckle of reality that you are a real person and not a va. And I think Courtney does that very well on her Instagram for example, and she doesn’t even have to spend money on marketing. She told me she doesn’t do that anymore. She’s a hundred percent referral based now and it’s taken being consistent

Speaker 3 (18:04):

And she does a lot of creative deals or that’s all she does is the creative type deals. She

Speaker 1 (18:10):

Does kind of everything. I know her to do flips, I know her to do. She’s mostly a buy and hold investor and she will do creative when she needs to. But I think I’ve had a lot of clients come to me over the years and try to curate a marketing plan where all we do is creative for them. And that is really tough. You’re going to have a low ratio of being able to do that. Typically creative should be something that comes organically from time to time. If you make that your only goal, and this was a guy with a lot of money, by the way, the one I’m thinking of. He had so much money, yet he was super focused on just doing creative. And I understand if someone has no money and they’re just focused on doing creative, but they get it in their head that this is the way to do it and there is no the way to do it.

(18:55):

You have to just solve the problem of the current seller who wants to sell, whether it’s a listing, whether it’s innovation, whether it’s a flip, whether it’s a wholesale, whether it’s long-term buying hold subject to seller finance, and anything else I’m missing in there. It shouldn’t just be, oh, I’m going to pull this list and I’m just going to do ovations or I’m going to do this campaign. I’m just going to do subject two. You need to just be able to solve the seller’s problem and just start with one, this is something I’ve taught for years. Just start with one exit strategy that you’re really competent in. And then once you master that, expand from there, and like you and I talked about, it’s who not how you don’t have time most likely to master all of those. So have a referral partner that you can build a relationship with and trust for innovations for subject to maybe even for seller financing or maybe master two, but mastering all of the above would be insanity. Even if you had been doing this for 50 years like Leon Johnson, that would be insanity. So be ready to leverage joint venture partners that you can trust with the right paperwork behind it. Of course.

Speaker 3 (20:02):

Would you say that if you go down that road, can you build a business like that? Meaning where a business is systems and other people where eventually you have a business that runs itself or runs it with the people in the processes you’ve put in place. It seems like with real estate, like you’re saying, I have to solve the seller’s problem right then and there. So it almost sounds like you need at those higher level people, you can’t just get the McDonald’s line worker that’s there or the robot or AI or something like that. That’s

Speaker 1 (20:33):

The challenge that I’ve run into. And I feel like conceptually it can be done, but then in psychology we have something called channel factors, these little things that get in the way of what sounds good on paper. And that’s usually where the human element comes in because I have staff of 180 people in my agency and I’ve learned little tricks to managing them. For example, this is going to sound weird, I don’t do company meetings because I just meet with them as I need to. I do spend a lot of time with them upfront, maybe a few hours, and then I never talk to them again except to tell them when a job has come in. And if they need more than that, they’re probably not a good fit. And I don’t do group meetings because I’ve had them all group up against me in the past to raise wages, basically wanting to unionize whenever my clients can’t afford that.

(21:27):

And I said, I’ll let the whole company burn down before I let you extort me in this way. And I did. And I did it privately. I didn’t tell anyone. I didn’t go public about it, but I just stopped the company for six months and just traveled. And it’s like I have plenty of money. And then they were suffering. And then once I was done traveling, they were like, Jen, please, please, I’ll come back. So who would think that there’s a human variable of needing to stop people from organizing against you, or it’s like Adam Johnson says, you have to make sure that you’re always in the way of a deal in order to get it done. So that’s why you can’t fully replace yourself for the most part unless you sell the company, is because at some point somewhere you need to add value. And yes, you can have an integrator, and yes, you can have a CEO, and yes, you can have a CFO, et cetera, but if you notice even in a C class corporation, you still have shareholders.

(22:24):

The shareholders are still in the way in some way because they own a part of the company. So no matter what, you have to make sure that you’re in the way of other people just taking over completely what you do and just pushing you out. And so that is the challenge. That’s where replacing, that’s what no one talks about. Everyone wants to sell these sexy business models where you’re just on the beach or whatever, but at some point you have to put yourself between yourself and someone else to make sure you’re still adding value or you’re just going to get pushed out. So another example is, I mean, you can just live like my older gentleman, friends who just own a bunch of mutual funds and they don’t manage anything. They just collect checks from the dividends, but you have to have millions in order to achieve that.

(23:17):

Lemme tell you, those are the people who have the most passive income that I’ve seen, and I know this is an REI podcast, but what’s great about real estate is you can start with a relatively small amount of money and then with appreciation, leverage that into millions, and then you can become the mutual fund, the note owner or your kids can get your portfolio, but it’s not as passive as just having your mutual fund dividends come in and as know the stock market goes up and down where rents typically, there’s not as much fluctuation in rents as there is in the stock market. And so all that being said, going back to what you asked, whenever you’re managing staff, there’s just going to be all these psychological factors that are not going to present themselves on paper with your staff is always the biggest challenge in running a company.

(24:11):

And so that’s why I don’t do company meetings because that’s whenever people get together, and pardon my language, I think it’s a poignant word. They start bitching and then that causes morale issues. All it takes is one person to start griping and then morale goes way down. And I don’t care how well you run your company, I don’t care if you are like you have in the background, I don’t care if you’re Mr. Rogers, as soon as someone starts griping and it takes hold, it’s game over. This doesn’t work if you run a brick and mortar business. But I have doctor friends, for example. They run brick and mortar businesses, and one of my doctor’s friends two weeks ago, his entire staff just walked out. They’ve been with them for 20 years and they couldn’t have organized like that if you keep them separate. If you’re running a virtual business, that’s one of the benefits is you can manage your staff. And I tell you, that has made my income extremely passive.

(25:09):

So if you take nothing else away from this by keeping my staff separated, I have generated true passive income for myself because all I do is bring the jobs, bring the clients, they work the clients, and then they do a good job and then I’m out. The only thing I have to do is keep bringing in new clients because there is always going to be some small amount of attrition no matter how good of a job you do for various reasons. So yeah, if you have a virtual business, keep your staff separate and that way they’re not coming together. And it’s amazing how peaceful things are. I have no drama. I have no complaints. I’ve known go well. so-and-so did this, and so-and-so said this, and so-and-so gets paid this and I want to get paid this. It’s like I have literally zero drama in my agency with my staff now, and that has just been amazing.

Speaker 3 (26:03):

Yeah, that’s the first time I’ve heard it put like that of keeping separate in that you don’t run meetings and you don’t get them together, which is very anti, a lot of the books out there and a lot of those systems and stuff that have the organizational meetings and that type of stuff, level 10 meetings or the level 10 meetings and all that, that goes along with it. So I love hearing a contrarian viewpoint, especially for someone who runs a virtual business like that and who’s gone through almost like you said, the utilization of that type of stuff. Yeah, I’ve been this for

Speaker 1 (26:37):

Six years, and so that’s enough time to where you’ve passed some task, kissed a lot of frogs and had every problem under the sun.

Speaker 3 (26:44):

Yeah, yeah, no kidding. So that’s very interesting. Well, this has been a lot of fun. I love the answers that you’ve given. I think there’s some really good value there too with being consistent, solving today’s problem and getting it out there, being consistent of getting out your message as well too. I also like that what you just went over that was so contrary to what other people say. That was really an interesting take. I want to, and I

Speaker 1 (27:10):

Would bet you my headaches are much smaller than theirs,

Speaker 3 (27:14):

Probably. Probably. I mean, well, most people have the headaches in business, and if you just have less than them that it probably wouldn’t take much if you just had just that many less. So that’s great. I love hearing that. What I wanted to talk

Speaker 1 (27:29):

Authentic draws better clients too. I did want to share that because I know I went on a bit of a rant and a ramble about that, but let me be pointing on one point is that by being my real self, David against my business advisor’s advice, the clients I have now, I have no drama with and I don’t know why I’m not smart enough, I guess to know why. But the ones who come to me whenever I’m going through times of being very authentic and just really sharing whatever it is, whatever business problems or personal problems that I may be facing and how I’m overcoming them, I get so many people, like you said, who may not do business immediately and it scares off a lot of people. But the clients who do come to me, we have no problems, no drama. They don’t blame me for a lack of success.

(28:13):

They just come in, show up, close their deals, and they stay long-term customers. So that is one benefit is I get fewer clients, but the ones that I do get, I have zero drama with, and we’re so simpatico that I work hard to make sure they’re successful and they don’t. Whenever I was being inauthentic and getting a lot more clients, we don’t have meetings about Jennifer, why am I spending this money and not getting any deals and then this, and they’re just being very nitpicky, but clients where I’m my authentic self, they come in and they just close deals, David, we don’t have to have awkward meetings that make me feel like crap about myself, feeling like I’m not really actually helping anyone and I’m just charging money and nothing’s happening for them. They come in and they’re like, Hey, Jen, I did this deal. I did this deal. Your staff is great. And so that was a crazy change to me. I thought, this is self-destructive behavior being this authentic, but I just felt compelled to actually help people. And then these clients are the most low maintenance clients I’ve ever had. So I would be curious what your take is on that in terms of why is it being authentic? First off, it’s interesting. It draws in less clients, but the ones that does draw in, I have zero drama, zero problems with, and they stay with me forever,

Speaker 3 (29:36):

Which is funny because what you’re describing now is in those books that tell you to have the meetings, it’s like it’s your core values. It’s the values that are shining through that. It’s people that resonate with you as a human being. So usually they’re going to be the ones, especially if you’re being authentic and being open and honest and sharing values that are just as a society, we look at and say, it’s mature what you’re doing. You draw those mature people in, so it’s like they’re going to be the ones that sit back, they do the deals, they get it done, and then they come to you and they be like, yeah, let’s keep moving forward. And that’s the low drama because projecting that out there as well too, just from what I can observe right there. But I really like that because very much of if you’re going to be yourself, you might bring in less, but you might bring more of the people that you want to work with. That’s what I took away from makes income

Speaker 1 (30:26):

More passive because that is always my goal. Low drama staff, low drama clients where we’re just doing deals. I’m providing excellent staff who are going to make sure that you’re getting in front of as many people as possible for as little money as possible, talking to those motivated sellers, getting good prices on data, getting good prices on your loans to close your deals, and just keep it simple. There shouldn’t be any insanity. There shouldn’t be a lot of complaints and craziness. And that’s not to say there’s never problems, but when there are, it’s like, Hey, Jen, we need to have a meeting because this caller’s gotten a little too lax and they’re just becoming too rote and they’re going through the motions too much. I had to have that call three months ago, but guess what? He didn’t leave. He didn’t blame. He said, Hey, let’s just fix, let’s just fix their script.

(31:12):

And so I told her, I said, Hey, you’re one of my best, and maybe you’re working too long hours. Maybe you need to take more breaks. Maybe we need to load you up with fewer clients because instead of listening to the seller, you are kind of just pushing through the script. I said, someone who started out cold calling myself, I noticed I would do that towards the end of my shift. And I said, so let’s just be aware that that’s what’s going on. But I didn’t blame or shame her. I just said, Hey, because I was sitting in that seat myself for so many years, David is a cold caller. I know what problems they face, and it makes me a better manager for them. And just say, Hey, it just sounds like you’re getting a little tired. And so take a 30 minute nap, take an hour nap and come back and you’ll see how all of a sudden, instead of just pushing through a script, you’re really an active listener.

(32:02):

But that’s the only problem client meeting I had to have in the last six months where before God, David, it seemed like it was every day. People were just pinging me with this is a problem and that’s a problem. This is a problem. And I think that’s what led to my heart attack last year at 38 years old, was just having all these clients with all these complaints and it was just driving me crazy. And now I don’t have any of that. And so just sharing my experience, whether it’s true or false or somewhere in between. It’s just my anecdotal experience.

Speaker 3 (32:36):

Well, no, that’s really good. I wish we more time, but I’m going to land the plane here. We’ll have to do another episode too about how you got through that and coming out on the other side. But if people want to get ahold of you for your cold calling and what you’re doing there and how would they get ahold of you if they want to start to work with

Speaker 1 (32:54):

You? Yeah, whether it’s the cold calling or like I said, the loans where we’re offering a hundred percent financing on both the rehab and purchase price. If they’re my cold calling client, they can just email me at jen, JEN at rre I data source.net. I’m also a really brave person who gives out my cell phone because as a cold caller, I’m not afraid to call you. You

Speaker 3 (33:18):

Can call me,

Speaker 1 (33:19):

I may think you’re a spam call and answer a little bit briskly, but my cell phone is (469) 952-8011. Feel free to call me there or Jen at REI data source.net.

Speaker 3 (33:32):

Cool. So that’s how you could get ahold of Jen, and that’s the email. And she gave your phone number as well too, so you could call her in and say, Hey, hey, just wanted to see if you answer the phone. I’m sure you will. Like you said, who does that? Right? Who? Their cell phone. Cell phone. And then who does that? And then actually answers too. I feel like today’s age, please go to voicemail. So that was good stuff. Lots of valuable information here, stuff that you could take and I think implement right away to become these type of people out there that are consistently successful. And that’s one of their keys to success is being consistent in solving today’s problem, building the message around that as well too. I really liked your insight of the type of client you draw in when you are your authentic self versus where you might get more, but it might be more headaches if you are not. So it’s like just lots of good practical things today. So that was a lot of good stuff. Thank you for sharing, Jen. I really appreciate all that you did here today.

Speaker 1 (34:26):

I appreciate it. David, thank you so much for having, thanks for asking great questions.

Speaker 3 (34:30):

And I wanted to say too, if you’re listening to this and you’re like, oh my gosh, I’m not making enough or whatever, first of all, call Jen, you can literally call her. She gave you her number. She can help you make more money if you need to keep the money too. If you’re like, I have no idea where my money’s going, don’t know what my overhead is, don’t know how much I’m making, how much I’m keeping, or I want to keep more, you can reach out to us@simplecfo.com. We want to help you get at least that stuff in place because if you don’t have any idea, you’re not running a business. So that’s where I want to help you at least be consistent in knowing where your money’s going too. That’s another consistency factor as well too there. But Jen, again, thank you so much for coming on and sharing, and if there’s anything that you need from Jen, you know how to get ahold of her. She gave you the email address and her phone number. Again, thank you so much for coming on today.

Speaker 2 (35:17):

This episode of The Profit First for REI podcast is over, but there are plenty more where that came from. Are you ready to learn how David and his team can help implement the Profit First system in your business? Schedule a discovery call@simplecfo.com right now. We’ll see you next time on The Profit First for REI podcast with David Richter.