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From Failed Flip to Marketing Maven: Bob McIntosh’s Real Estate Success Story

Title: “From Failed Flip to Marketing Maven: Bob McIntosh’s Real Estate Success Story”

 

Episode: 208


“Provide good value. If you do that, you will find success.”

In this Profit First for REI podcast episode, we interviewed Bob McIntosh. He is an expert in the marketing space, particularly in online marketing.

Know more about marketing, internet marketing space, and providing value to find success. If you have trouble making money, this episode is for you!

Enjoy the show!

Key Takeaways:

 

[00:49] Introducing Bob McIntosh

[01:58] Why Marketing?

[03:37] Internet marketing then and now

[09:30] Are you utilizing all available tools to their top performance?

[11:04] More time than money, more money than time

[16:01] Bob’s advice for those starting in their real estate journey

[22:37] Connect with Bob McIntosh

Quotes:

[06:03] “If I look across time, the thing that always works the best just provides good value… if you do that, regardless of what changes in the technology went today, you will gonna find success.”

[11:05] “Every single form of marketing requires one of two things and sometimes both, either time or money. Sometimes it takes both.”

[14:55] “If you find something that works, just dial up the volume until it doesn’t work anymore.”



Connect with Bob:

 

Website: https://go3dc.com/bobmcintosh/ 

 

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):

If I look across time, the thing that always worked the best though and still even today does, is just provide good value. Make people feel like, Hey, there’s a whole reason that you’re here and you want to be here and you want to be in my sphere of marketing influence. And if you do that regardless of what changes in the technology landscape, you’re going to find success.

Speaker 2 (00:21):

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 (00:48):

We have Bob McIntosh on today. He’s a marketing extraordinaire in the real estate investing space and he tells you what do you do if you have more time than money or money than time? And really goes into marketing specifics for right now, whether it’s your first deal or you have multiple deals under your belt, just very good marketing strategies that you could implement. So I believe this is one where if you are having trouble making money, this is an episode that can help you make more money. Thanks for listening. Appreciate you. Enjoy the show. Hey, thanks for listening to the first REI podcast. It’s your host, David Richter. I have Bob McIntosh here today. He is a marketer extraordinaire in the real estate investing world. I’ve seen him speak a few times now and part a couple of the same masterminds, so lots of knowledge going to be dropped today. So Bob, thanks for being on the show.

Speaker 1 (01:38):

I appreciate you having me and I’m excited to be here for everyone listening in, thank you for your time. I don’t take that lightly that you chose to listen to this and to me.

Speaker 3 (01:46):

Awesome. Well, let’s talk about, first we’ll talk about your real estate background, but what drove you to marketing? Why that world and why helping people with the leads and getting things in the door, what drove you to that?

Speaker 1 (01:59):

So it was a couple of things, actually. This is a funny story. So we started, bought our first flip and all I’ve done was write a couple of books, bombed it miserably. We lost like $40,000 on our first flip it as a disaster. And I remember we joined this education program and they’re like, Hey, go watch this eight week marketing course. It’s like, I don’t care about marketing, I don’t want to do marketing, I don’t want to be a marketer, I just want to flip houses. And it took me probably a good year, year and a half to really understand that if I wanted to flip more houses, marketing was how you get more houses. And I was young, I was in my twenties, so I didn’t really understand the concept. And then what ended up happening is we started open houses in Buffalo, New York, but I moved out to Los Angeles and this is 2010.

(02:44):

So I was like, how do I add value from 3000 miles away to give context? It doesn’t seem crazy today when I say that, but you got to understand that we’re like iPhone two or three, you’re still doing Skype and it’s grainy as all out sharing files via the internet was this new thing. Dropbox had just come out. It’s like, oh my god. So it’s a very different time. So I figured out I got good at marketing, I could do that from 3000 miles away. Specifically, I got very good at internet marketing more than anything else. And I did that and I raised money because both of those things didn’t require me to be in person in Buffalo. So I got good at that and kind of actually realized I like it. I come from a technology background, so digital stuff kind of already resonated with me and just went from there. And here we are now, what, 13 years later.

Speaker 3 (03:31):

So what did internet marketing look like back then versus now? What were you doing back then?

Speaker 1 (03:37):

That’s a great question. Yeah, so back then we did a lot of SEO. That was the major thing that we spent a lot of time on and I’ll get to a couple other

Speaker 3 (03:46):

Things. What’s SEO main just for? So people who might not know given that context

Speaker 1 (03:50):

For moving search engine optimization. So the idea of getting yourself to the first spot on Google and in the cities that we were flipping in at our peak, if you Googled sell house fast in that city where we buy houses in that city, my site was number one, usually number two and sometimes number three. And we just drove a lot of leads that way and it worked well for us. So we did that. And then I was one of the early people doing email marketing to people, Facebook ads, back when you could actually run Facebook ads for real estate and hyper target people. It was very interesting back then as well. And I remember, actually, this is really funny. There was a thing that we would do, so we bought an email list of agents and I emailed them all and at the same time, I uploaded the entire list to Facebook and I marketed it with my face.

(04:42):

They’re like getting emails, phone calls and seeing me. I was just blast these people for two weeks while I’m emailing and the number of calls, they’re like, I don’t know who you are, but you’re everywhere. You must be legit. And so we said we started getting more deals that way. So it was more of the wild, wild west than it is today. But the funny thing is everything was still kind of manual. There was all these tools that make things easier and faster, didn’t exist either, so it’s harder. It’s harder now than it was then, but you also, it’s easy in terms of getting results, but it’s easier in terms of time having to be spent.

Speaker 3 (05:17):

Okay, so then today, back then it was the SEO, the email marketing. You still do a lot of that stuff still today too because you’re still in the internet marketing space. Is there anything you’ve added that wasn’t available back then?

Speaker 1 (05:30):

Yes, we do a lot of retargeting that was just coming out at that point in time. The ability to, we need to do it through third party companies. It was clunky. That’s the best way I can say it. Back then, that whole idea was interesting. And then, yeah, the other things that we did is we did text marketing vis-a-vis Google Voice. I built a little essentially a Chrome extension, which now it doesn’t function anymore because Google realized that was a terrible idea, but they kind of make it into a texting RM, if you will. But I think the thing, if I look across time, the thing that always worked the best though and still even today does, is just provide good value. Make people feel like, hey, there’s a whole reason that you’re here and you want to be here and you want to be in my sphere of marketing influence. And if you do that regardless of what changes in the technology landscape, you’re going to find success.

Speaker 3 (06:21):

Okay, so let’s pretend that you’re talking with a client and you’re giving them a marketing overview. What are some of the questions you ask them to know what they’re doing currently and if it’s working or not, or what should questions be asked by a real estate investor to know if their marketing’s working?

Speaker 1 (06:39):

That’s a great question. So first question I ask is, what’s your cost per lead across your marketing channels? And 85% of the time someone come to me says, I don’t know, which already means I know your marketing sucks. Because if you don’t know that, then you don’t know what you’re doing. You dunno what you’re spending, you dunno what’s coming in. There’s either no trackability, no KPIs, or what’s most common is they’re just doing whatever gets the phone to ring and they’re not really tracking how it’s working on the backside, which is not inherently wrong. If you’re getting leads and you’re doing deals, then great, then we’re all here to make money doing this, otherwise why would we be doing it? But if you don’t know that cost, that’s already going to be problem number one. So you got to ask yourself that. What is your cost per lead or cost per acquisition?

(07:24):

Usually for most people they start with cost per acquisition first because that’s the easier number to track. And it’s also the more important one when we look at that. Now, when you start getting into a multi-tiered marketing campaign where we’re overlaying 5, 8, 10 different layers of marketing, then cost per lead actually becomes more important because we are going to find different things as we go through. And you’re also going to find that the more layers you add, one of the hard things today is attribution, right? So let’s say I’m running Facebook ads, Google ads, I’m doing bandit signs and door hangers and direct mail, which is not uncommon for an intermediate or advanced level investor. Well, maybe they got my door hanger, then they looked at my company on Google, so now they’re getting retarget on Facebook, then they click from Facebook into my website and now they’re getting retargeted on Google and they’re searching for other companies and mine shows up.

(08:15):

And then they click that and then they submit their information. Okay, well what piece of marketing gets attributed to that sourcing? And that becomes harder as you go on. You just have to pick a methodology and stick with it and just go with it. But what you’re going to find, the second question is if you don’t know what your cost per lead is, do you know what you’re actually spending on marketing per person that you’re reaching? And a lot of people don’t know that either because, and that becomes important because as for most marketers, when we start at the top, we just think, well, what’s my cost to get a deal? But as we drill down to deeper levels, there’s different metrics that become more important and become leading indicators for the one, whereas cost per acquisition is really a legging indicator because I’ve already bought the house.

(08:59):

That’s how I know there. So you mean I can’t make adjustments until later? Well, not later, but sometimes too late. But as we drill down deeper, you get there. So understand, start by understanding your cost per acquisition and then drive into your cost per lead and then drive into your cost per house or person, individual reached. And that becomes more interesting as you dial that in. And then the last question that I would ask is, are you really utilizing all of the available tools to their top performance? And usually the answer there is no. For example, we have our own CRM and I know a lot of people, even within the ones that use our CRM, and I’ve taught them how to do this. Okay, well, are you doing email marketing? No. Are you doing tax marketing? Maybe Are you doing this? Are you tracking all these things?

(09:44):

Sometimes the interesting thing that’s happened in the last 10 years is that we’ve gotten more and more and more and more tools available at disposal and more and more of these tools are available and the things that we’re already paying for anyways, but we don’t use them. And it’s not necessarily because you don’t want to use them. Other times we don’t know or we don’t know how or things of that nature. But I would be willing to bet in almost every company that I go into, I can look and say there is probably one to two more deals per year to be had just by turning things on that you already own that you’re not utilizing effectively. And sometimes just that little bit right there can make a difference in the cost to hire someone like me.

Speaker 3 (10:20):

That makes sense. Okay, I like that a lot. So then those are good questions to ask if you’re going down that rabbit hole yourself or if you’re working with someone like Bob here. So then let me ask this. Do you see it be more advantageous for most real estate investors to pick one channel, get really good at it, or should they go or when should they go? Or what’s your take on doing different marketing avenues? Or should they pick one or should they do multi at the beginning? What’s your take?

Speaker 1 (10:54):

Yeah, so this is going to depend on what your budget is and how much you can spend across different channels. So for example, well, let me back up for a second. Every marketing, every single form of marketing, regardless whether it’s online, offline, doesn’t matter, requires one of two things. And sometimes both, either time or money, sometimes it takes both. Usually when it’s both, it’s the best deals, but they’re not easy to be had either. So you’ve got to understand where you at right now, do you have more time, then you have money? Do you have more money than you have time? If you’re out of both, then you’re going to find yourself in a bad position and just either finding and making more time or finding and trying to find other ways to get more money. You have to have one of those two to make marketing work really.

(11:35):

And so understand that first, and then that’s going to do basically more or less narrow down your marketing channels. If you’ve got more time than you’ve got money, then you’re going to do things like door knocking and driving for dollars and going to meet wholesalers and things of that nature and vice versa. So understand that first. And from there, my recommendation would be try a bunch of different channels, and this is going to work one of a couple ways. If you’ve got enough money, run ’em all simultaneously and see what happens. If you don’t, that’s okay. Then stagger them, maybe run one for two months and try another for two months and try another for two months. But you have to track your stats because what you’re going to find, and every market’s different. What worked for me in Buffalo didn’t work in Rochester an hour away, which is different than what works in New York City.

(12:21):

So I can’t tell you this is the secret sauce to winning, but if you do it that way, you structure this all out, what you’re going to find is you’re usually going to have a winning campaign. There’s going to be one that’s going to be better than all of the rest. And when you find that one double down and maximize your spend in that single one as much as you possibly can, there will be a limit that you’ll reach and we won’t know where that is. You’ll just keep spending more until you either reach limit of people, reach limit of budget, reach limit of what you can spend on that marketing channel, et cetera. At the same time, run your other ones as supplemental, even if it’s just in small increments to support them. And here’s a couple of reasons why I recommend doing this.

(13:04):

First and probably most important, if you’ve been in real estate for long enough, you’ll realize that we run in cycles. Marketing comes, marketing goes. So cold texting, for example, has been great until about four months ago, and now it’s like a pain in the butt to try to make cold texting work. So if you become reliant on a single channel and you don’t have anything else running, number one, it becomes more difficult to switch to something else when regulation changes or a marketing channel gets crowded or stops working as well or whatever the case might be. And then number two is if these other channels are already working for you, and let’s say one goes down, that’s your good one, we can very easily usually increase either one other one or all the other ones to get back to where we need to be. And because they’ve already been running, it doesn’t take as long for them to start producing results.

(14:00):

We simply increase the results a lot more dramatically. And so when you look at marketing from this more granular data-driven perspective, it becomes easier to realize that the more marketing you run, the better off. Now, just like anything, imagine you’re flying a plane, right? We’re twisting knobs and turning dials, or if you’re a dj, we’re seeing what’s going on and you’ll figure out the secret formula that works in the market or markets that you’re in. And then once you figure that out, you just maximize what already works. And this is a big mistake that we made early on in our time, is rather than maximizing what is working well, was trying to do other things. And funny story I learned back in marketing school, we had this marketing game and the first week we came out my team and we crushed it and we’re like, yeah, and then we changed everything we did instead of just doing more of what, and then we lost every other single week from there. And I never forgot that lesson in my head of like, Hey, if you find something that works, just dial up the volume until it doesn’t, until you either A, it doesn’t work anymore, or B, the, what’s the term for it where it’s like each iteration is a little bit smaller and smaller and smaller. I’m totally spacing on the wording for it, but yeah,

Speaker 3 (15:13):

I can’t think of it either.

Speaker 1 (15:14):

Yeah, I know, right? I was like, diminishing return. There’s a lot of diminishing returns. So at a certain point for every dollar increase, you might’ve gotten $2 out, then a dollar 90, then a dollar 50, and then if you’re down at a dollar 10, it might still make sense, but you might also find that the extra 10 cents, I can go turn something else up that’s giving me a dollar 30. So I’d rather turn that up than the other thing.

Speaker 3 (15:36):

Okay, that makes sense. So okay, if someone’s listening to the podcast, that was really good advice if you have more money than time and time to money. But what if they’re just getting started out? What would you recommend for someone who’s just getting started in the real estate space? Is there something that you usually point them towards or is that market specific? Or if you’ve got someone that’s just trying to get their first deal?

Speaker 1 (16:00):

So if you’re trying to get your very first deal, here’s what I would recommend. If you are in the more time than money category, then you’re going to do a couple of things. You’re going to drive for dollars, you’ve got the time to do it, you’re going to do door hangers. They’re very inexpensive to get printed, and I can just literally go hang ’em. It just takes time. And you’re going to go to wholesalers. Now, the goal should be to get your first deal. And honestly, I tell everyone, make your first deal wholesale. And I get a lot of flack for this sometimes, but the reality is if you have more time than money, the only way to scale is to reverse that because your time is only scalable to a certain point. Money is infinitely scalable. And so if you are in that space right now, and you might want to flip, but get a wholesale deal done first, make the five grand or 10 grand or whatever you can, or if it’s more even better, but take that money and then take half of that and put it into a marketing campaign that you can do dollars with.

(16:55):

Why? Because your time is only scalable again to a certain level. So the other piece of this is going to be on the other side. Let’s say you have more money than you have time. In that case you’re going to do, I would still do wholesalers. They’re going to be expensive in that case, but you can email market to them to find them. You can pay someone to go scrape all their lists and build it and get on their email list that way so you don’t have to spend the time. And then number two is I would pay for cold calling. I think at least right now in what are we, November of 2023, what’s going to work the best for dollars out in that capacity? And then if you use the right systems and tools in the backend with your cold calling, you can follow up with text marketing, email marketing, you’re going to close a lot more deals that way and it will require very little of your time.

Speaker 3 (17:44):

Awesome. Well, that’s great. If you’re trying to get your first deal, you’ve got some just brass tacks. There you go. There’s the first things you could do. So then as an owner of a company, which is hilarious that you were like, I don’t want to be a marketer and I don’t want to go down that road, how important do you think it is as an owner to understand marketing principles or because most people just go out there and hire someone like you and then just expect them to take it all over. But what do you think? How much knowledge on marketing should an owner have?

Speaker 1 (18:15):

So I would say the answer depends. Well, first, if you like marketing, then master it. Because the best companies are the ones that market the best and sell the best. It’s find me a case where that’s not true. I’ve not found one yet. And the reality is when you look at the people who are good at marketing and good at sales, they never have a problem with leads and they never have a problem with getting dollars. And both of those things are required to scale a company and go from there. Now, for some of us who are like, Bob, I don’t want to be a marketer. I don’t care to be a marketer, it’s not my jam. And that’s totally cool, but you do need to understand if nothing else, what are the metrics that determine your marketing’s success? You don’t necessarily have to go as deep as me and say, okay, do I understand all the granular details of it?

(18:58):

But if you don’t understand the numbers and the KPIs behind why your marketing is working and what is working, then you’re never going to truly be able to scale. And I can speak from personal experience if you don’t know your numbers either. I used to do this, I go to my accountant and be like, can I afford to spend money? And they’re like, I don’t know, we’ve got to look. And I’m like, well, how do I not know this? At some point, we should know that if we’ve got the right team in place, we should know those things. And I get for a lot of us, if we’re just starting, it might be much easier. I’ve got one deal, did I make money? Yes or no? Okay, cool. But as we grow, it becomes more important to really dial that in. And then I always end it with, look, you might find yourself, me who is anti-marketing, but then when I realized how much, I don’t know if I was anti-marketing, but I didn’t want to learn it, I realized how important that actually became to moving the lever of my business.

(19:51):

And when I would do something essentially pull a lever and see the business go, I’m like, Ooh, that feels good. I like that. It’s fun like a dopamine hit, if you will. And so then I just dove down to it. And if you find yourself in that same arena where you’re like, oh, man, that’s fun. I like doing that, then I would say, make marketing your jam and hire out the thing you’re not good at. I was just joking with David here before, I was like, I’m terrible at accounting. I have someone that does all the other stuff for me. I know I’m terrible at it. I understand just enough so that when they talk to me, I know what they’re saying. But if you ask me to log into QuickBooks right now and reconcile, I would’ve no idea how to do that. I would be like, maybe, but I don’t need to know that I can hire someone who’s an expert and I can go do the thing that I enjoy doing, which in this case is marketing.

Speaker 3 (20:36):

Yeah, well, I like that. Know your numbers, knowing that it’s important on the front end to know how much is coming in and where’s it coming from. And then I like how you said that on the backend too. Where’s it all going to and where do we pour the most into it? How much do we have to spend on a new marketing channel? So I definitely resonate with that on this podcast.

Speaker 1 (20:56):

I want to add one real quick thing to that, and also think about your business like a funnel. The top of the funnel is marketing. It’s leads, it’s prospects. And so one of the things always, I told someone, I was like, okay, so you’re great. It was at a conference I was speaking at and he’s like, oh, well, I’m really good with contractors. I was like, cool, how much do you realistic think you could bang a contractor down in price across an entire rehab project? 10% maybe. He’s like, that’d be hard. I was like, 5%. He’s like, yeah, I could probably get five, maybe six. I was like, cool. So you’re saving, but let’s call it 10% on a $50,000 rehab. So you saved yourself $5,000. Fantastic. That’s awesome. Congratulations. You probably had to piss off your crown hunter to do it. It was a lot of work, a lot of effort, a lot of energy.

(21:37):

I was like, now imagine if you increased your lead flow into deal conversion by simply 1%. That sounds a lot easier to do, and it is a lot easier to do. And now all of a sudden, 1% there because it’s top of funnel impacts every other stage all the way to the bottom. And so if you get good at marketing, or at least understanding your marketing, again, going back to knowing your numbers, your KPIs, so that you can pull the right levers, whether it’s you pulling them or hiring someone to do it for you, that becomes your business grows significantly faster because marketing influences every single step all the way to the bottom line, whereas other things do not.

Speaker 3 (22:13):

Yeah, that is very true. You got to make the money. It doesn’t matter if you don’t make the money, you can’t keep any money. So I love this. This has been awesome. Just diving into the marketing side, the questions you should ask if you have more time than money or money than time, if you’re doing your first deal, lots of value here. So Bob, how can people find you if you want to point ’em to get in touch with you?

Speaker 1 (22:37):

Yeah, the best thing that you can do is reach out to me. So if you go to go 3D dc.com, that’s go the number three dcs in delta charlie.com/bob Macintosh, and there is no a in my last name, so it’s M-C-I-N-T-O-S-H. You’ll find on that page, my contact card down. It’s got my cell phone, my business line, all my social handles, my email address, everything. Just reach out to me. Please do tell me that you saw me on this podcast so that I know where you came from, because I always want to know what we just talked about, knowing your KPIs, what’s working, what’s not, right? So just let me know that you got to me from here and I’d love it. And look, if whether you’re a brand new investor or you’re an experienced investor or anywhere in between, I promise you that a simple conversation with me will probably help you. And if I can’t, I’ll punch you in the right direction to someone who can. My goal is I know I’m not going to win everybody. I don’t need to. I just need to win a handful and help them grow because when we do, everyone wins together.

Speaker 3 (23:28):

Awesome. Well, that’s good stuff. So that’s how you get, tell ’em again one more time, the place to go.

Speaker 1 (23:33):

Yep. So go 3D dc.com/bob Macintosh.

Speaker 3 (23:38):

Awesome. So there you go. That’s how you get in touch with him. And if you need help on the marketing side, Bob knows what he’s doing, and you just saw here the questions to ask, diving into it, helping you get that stuff set up. Then as well, if you don’t know the numbers on the backend and you’re making it, you could go to simple cfo.com, click down, schedule a call there, and we can make sure that you know the numbers from the accounting and the back end so you can actually keep more as well too. So you’ve got the yin and yang here. You got to have leads and money coming in the door, and you got to make sure you’re keeping it on the backend. That’s what we do. So if you want to head over to there, simple cfo.com, remember to make profit a habit in your business. And Bob, thanks again for being on the show and for being a great guest.

Speaker 2 (24:19):

Thanks for having me. 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.