On the show today we talk… Real Estate Lead Generation with TV Advertising!
Show Links:
Show notes: Real Estate Lead Generation with TV Advertising – Tony Javier!
Joe is in Rabbit Ears Pass CO, Julie is in Seattle, and Tony is in San Diego.
Tony’s business
Real Estate Masters 10X TV
Tell us all about your life story
He saw Carlton Sheets infomercial and that got him inspired to get into real estate investing. Tony has always been an athlete and always been competitive. He bought the course right before 9/11, and wasn’t sure if he should do the deals.
When he did his first two deals his dad helped him out.
Then he got into more deals with a friend, and built up a good amount of equity.
Did you knock it out of the park right away?
Totally knocked it out! No, just kidding. It took me 10 years to feel like I knew what I was doing.
Get a coach, get a mastermind, try to do it with a team.
The last 10 years have been much smoother, and feel like my businesses are doing much better now.
Now I only work until 5pm. In the first 10 years I was constantly working to put out fires.
What do you think have been the top things that have changed about the business?
A lot of changes over the last 20 years. TV commercials have been a big thing. But something I did in the first 2 years was phone book advertising! It was the BEST ROI!! That eventually went away.
Back then there wasn’t texting. And only the last 5-7 years, cold calling.
We’ve been using direct mail with our TV ads, and that’s been working.
Julie – right?! You have to stay on top of the advertising, and the rules.
Tony – I think the texting and ads are going to go away at some point.
What does your business look like today?
Tony is fix and flip by nature, but his first few were BRRRR. They would buy, fix, rent, refinance, and roll the money over. In fact, they would get money back a lot.
He eventually got his real estate license, and dropped out of college with 9 hours left.
Tony has whole-tailed, but never really wholesaled.
Right now they are BRRRR’ing everything, and keeping it long term, or selling it and doing a 1031 exchange.
Julie – Flipping is a day job, and it surprises me how long it takes people before they start holding.
Are you into multi family?
Not yet, but we are building up cash to start buying multi family.
Right now Tony is into tax advantages.
Most of the properties that Tony bought a year, year and a half ago are worth much more than they were.
How do you do marketing?
TV is the thing that has been working the best. 10 years ago Tony went to a poker game, and there’s a guy that he see’s that on TV all the time. The guy said that they made 2mil off of TV commercials. Within 30 days he was on TV and making money in the first month.
Tony’s main market is in Wichita, but he lives in San Diego. When he goes back to Wichita he is like a celebrity.
Then he started helping other people with TV commercials, and seeing great results for them.
As the clients started doing really well, they decided to JV in other parts of the country.
You partner with clients that do that in other markets?
Yep. You hit it on your head. Most investors want to do the TV themselves.
The JV are usually the newer investors that don’t have quite as much experience. It’s good for them and good for us.
Is that expensive?
The great thing is there is a high barrier to entry. Most people don’t think about it. If they do, it’s too expensive. Really smart people have tried to figure it out. If you don’t do this right, there’s so many moving part.
With text you can do it tomorrow.
Tony has done all of the hard work to test different things. Luckily a lot of cheap stuff works. Like cheap spots. For prime time you could pay $1000 for one 30 second sport. A lot we are getting for a $1 to $15 per commercial. You are hitting a lot of people for less money, and hitting your target market.
Spend $5k for 300-1000 commercials a month.
What is the minimum amount of commercials that you need?
At least 2 stations, but you can blow it up with 5 stations. $5k/month will make $50-100k per month on TV commercials.
You can do 30 seconds to a min. There are also 15 seconds after they’ve seen you more.
What’s on the commercials?
They have a whole formula… scripts, connections, etc. It’s best when the business owner is in the commercial. So when they go to the sellers house it will work better.
The credibility of being on TV… it’s easy to sell someone on private money.
The respect you get from being on commercials is such quick building credibility.
Do you wrap this to your direct mail or other marketing?
50% better conversion for websites with “as seen on TV”. This also works for direct mail, and texting. This put peoples walls down.
How does someone get started?
$5k is the minimum ad spend, unless you’re in a really small market. 50% of the US can start with $5k, but bigger markets like Seattle might be more like $10k .
What is the lead flow?
It depends on what you want to start out spending. In the JV markets, we are getting around 20 leads a month on the low end to 40-60 on the high end.
They do have some clients that will get 50-100 calls.
The cost per lead is a little higher, but the return is through the roof!
Is there a fee on top?
Yes there are fees as well. There are some different fee structures depending on several things.
Are the leads good?
Most marketing you need 20 leads to get a good deal. With TV it’s 1 good deal between 10-20 leads. So you find more deals per the number of leads.
Also, they are recommending to do BRRRR’s so they don’t have to have huge spreads.
They also have realtors that are on the team that can go on appointments to get the listings.
Have you heard about Novation?
Yeah, we’ve been talking about them more.
You should checkout Novation Nation at https://seattleinvestorsclub.com/NovationNation with Corey Geary.
Julie – Thinks Novation is a good thing to bring the deals back to the more affordable housing.
Is the TV the main marketing?
That’s is the main thing that they do. Some direct mail, and Facebook, and Google pay per click. And getting into radio.
They have clients that started with radio and then getting into TV.
How do you get the leads from TV?
They will usually call the phone number on the TV, and have a decent website, and have lot of good Google reviews.
When people are struggling they ask about their numbers. And most time they don’t know their numbers.
You need to have that image of knowing what you know what you’re doing.
Can you target from a list?
Unfortunately you cannot. You are going to hit a lot of people. But you can still target the shows are stations people are watching.
There may be someone that’s not on your list that people can hit.
How can people get in contact with you?
He doesn’t listen to real estate stuff anymore. More general business.
- Tony Robbins
- Joe Dispenza
- Lewis Howes
REMTV.com is how you can find Tony and what he’s doing. TonyJavier.com is his personal website.
Who would you JV with?
Someone new that’s coachable and teachable. But not someone that’s brand new to real estate.
Because we are participating we are getting leads right away!
Leave a Reply