TONY IS THE EXPERT DRIVING LEADS THROUGH....TV. Yep you heard me when everyone is jumping online, Tony has cracked the code on TV!
Tony Javier is capable of flipping over 70 houses every year from about 1500 miles away. For most, that’s a superpower. Tony is definitely one of the best in the business, but it wasn’t always like that for him. In 2001, Tony was waiting tables while figuring out what to do with his life. He almost wanted to be a full-fledged accountant and crunch numbers all day, which he says he’s relieved didn’t happen because he hates doing it now.
It wasn’t until he got a hold of a system that taught him how to buy properties sans down payment that launched his career in the world of real estate. Fast forward to today, he now has a team of trusted partners who help him not just buy and sell properties but also serve as his eyes and ears.
In this episode, Tony discusses how he went from replacing his whole staff and hitting the low points and rebuilding his empire that runs itself. What makes Tony's job easier, and his tips and strategies this is a DO NOT MISS EPISODE.
Tony's program - Real Estate Prodigy is designed to teach you Real Estate Investment strategies from CEO Tony Javier. Our educational platform offers you full access to a multi-million dollar real estate investment business that has flipped hundreds of houses in multiple markets. You will get all of our training, forms, systems, and support to start your own real estate business that can work anywhere.
https://realestatemasterstv.com/billy
Billy [00:00:03] Welcome to unstoppable real estate investing. Well, my name is Billy Alvaro, a.k.a. the unstoppable BA. Over a billion dollar mortgage banker gone bankrupt, turn professional real estate investor, where each week you'll learn the tools, strategies, systems and secrets myself and other highly successful real estate investing entrepreneurs use to start, grow and scale their businesses, creating massive profits and how you get to and will teach you how to put those profits to work so you no longer have to get ready to finally experience financial freedom and generational wealth. Now, let's get started.
Billy [00:00:43] What is going on, everybody? This is Billy Alvaro, the unstoppable B.A. and this is unstoppable real estate investing wealth. You've been watching this show for a while. You know what it's about?
Billy [00:00:51] It's about me bringing on the nation's top talent guys and girls who get what's going on in this mortgage, in this real estate industry, getting to where you want to go to where you want to get to. We're going to teach you how to do how to start, grow and scale your real estate investment business. How do we do that? By picking the brains of the talent that we're going to be interviewing to get them to share the tools, tips, tricks, strategies and or secrets that got them to where they are, to where they where they are today and where you want to go. So without any further ado, I want to bring on a good friend of mine, Tony, habia from Wichita, Kansas.
Billy [00:01:24] Tony, what is going on? My man?
Tony [00:01:26] What is up, buddy? Man, it's good to reconnect again.
Billy [00:01:28] You too, brother. How is it? Ludo's pearly whites, by the way. I never met a guy with white teeth in mind like you should be in Colgate commercials.
Tony [00:01:34] It's the ring. It's the ring that's doing that.
Billy [00:01:38] I love it, man. So, Tony listen, give us a little background. I've known you for many years now, and I know you've been in the industry for about twenty years. Let's just give the listeners a little back story of who you are and how you got into this business. And then we'll fast forward to what you're doing today.
Tony [00:01:52] Yeah, so I started in two thousand one Carlton sheets. No down payment system is how I got started. I bought that two hundred dollar product on TV back in the day. I ended up dropping out of college with nine hours left to graduate and started my business just started buying properties with no money down, just like the system showed. And the first ten years were were fun, but they were a big struggle at the same time. So the first ten years, it was a lot of figuring things out. It was hiring the wrong people. It was finding the right contractors and going through a lot of the wrong contractors. So the first ten years are dramatically different than the second ten years. First ten years. Like I just said, we're just a huge learning curve. And then about ten years ago, ten years into the business, I had kind of a mental breakdown and a break through. At the same time, I fired my whole staff for the second time. I just they were stealing. They were not showing up like it was just it was a it was just not fun.
Tony [00:02:51] And I just totally, totally fired them all that fired them all. Well, within about a two to four week period. It started with a couple. And then it just at one point I was just like, I'm done. Like, I just need to get rid of all you guys and just take all the whole business back, which was tough because as you know, when you're going in a certain direction, you think you're growing and all of a sudden you got to, like, restart.
Tony [00:03:12] It's like, what's going on? Am I in the right business? Am I doing the right, like, what is going on? So I made it. I made a few big changes. First changes. I hired better people. Second thing is, is I decided I need better processes and systems because once I started taking everything back, it wasn't a systemize as I wanted to be sure. And then the other big thing was finding people that have done what I want to do and hiring them as coaches or being a part of their mastermind groups. Right. Like getting around the people that can get me where I want to be. And so I told myself that I was going to get my business automated enough to where I could step out of the business and not have to not have to run it anymore. I felt like I was just tired of it. So I hired my sister, was my first big hire and and then from there I just started hiring better quality people, started putting better systems in place, started surrounding myself with better people that were doing high level things. And within about four years I was able to step out of my real estate business that ran ninety seven percent, I would say, on its own and still does now and was able to move to to San Diego, California, where I live now. So again, like I tell you, the first ten years are dramatically different than these last ten years. And now I just love the automation that I put into the business. And now I'm able to do a lot of things like this, like your podcast, as well as help other real estate investors and grow their businesses that that I've been able to to start up and grow.
Billy [00:04:44] So I heard three things. And I want to listen. I don't want to gloss over. So the three things I heard is that your people number one, there was a problem on the front end. And people, as we know, is in this business, if you want to scale up and pull yourself out, one of the most important thing you need is quality individuals in the right seats. So you've got that. Squared away on the second round, the second to 10 years, you also said that your processes and systems were all banged up and you didn't have the right systems in the beginning. We all know systems and people marry them together. Your company is going to scale like you can go to the moon and back if you have the right systems and people. So you got that squared away. The third piece is what did you say the third piece was? You had the third piece you were putting in the people.
Tony [00:05:25] Yeah, yeah. Either getting the right people surrounding yourself with the right people and mastermind's and things of that nature. So that's where that's where we met.
Tony [00:05:35] We met at a high level mastermind and and getting help from coaches and other people that have been where you want to be. So in 2010, when I went through this whole thing, I ended up hiring a coach that did not have to go to properties, did not have to meet with sellers, did not meet with buyers. He was basically like I was like, how does he do that? How does he not beat with how does he not meet with sellers? How does he not manage construction? Like, I wanted my hands on all of that. And I realized that I didn't need to do that. I realized I didn't like to do it as much as I thought I did. And I have people in my business that do those jobs better than I ever did and like them better than I do.
Billy [00:06:15] Those last two parts, which every successful person have had on this podcast in relation in common is coaches and masterminds. And it's key like people don't realize. They say it's IP in some cases sixty thousand dollars a year because my people twenty five thousand dollars and other coaching programs, fifteen thousand dollars a quarter in certain programs. So it's like if you invest in the right coaches, you invest in right mastermind's, which which you and I met and mastermind and you have they teach you how to attract the right people, plug in the right systems like your proof because your business now is humming. You're very really there. I mean, you said what? Ninety seven percent of it's running without you right now on the real estate investments.
Tony [00:06:55] And it's by now ninety nine percent.
Tony [00:06:57] I literally work less than three hours in that business, just approving contracts, looking at budgets, you know, just basic, basic. I say basic, just the high level, high level stuff that I need to still keep my hands on.
Billy [00:07:09] And you're living full time in California and most of your business is done the way you previously used to live in Wichita.
Tony [00:07:16] 100% Is done in Wichita, Kansas.
Billy [00:07:17] OK, so just let's go dove in just for two minutes. Five minutes. How are you doing that? Virtually with you living in California and doing everything in Wichita?
Tony [00:07:26] Well, just like we talked about people and systems. So I have really good people that work for me. So I've got my my sister, who's my operations manager, has been with me for ten years now. I hired her for that reason is that I knew that she could get my business to to this level, to where I knew that she ran her other company and was basically the hub of it.
Tony [00:07:45] And when I brought her on board, I basically did the same thing with my company as I started her in a certain position. And now she's the hub of everything. Right.
Billy [00:07:53] And when you're integrated, you're COO of the company.
Tony [00:07:57] Yeah, I guess I called an integrator. If there's something I need done, I give it to her and I know it's done. So, yeah, I mean, I don't officially call an integrator, but she is I mean, she and she integrates pretty much anything that I give her. And then on the other side of it, like I said, systems like I've got a CPA that comes in every week, does all the books, pays off all the credit cards, sends me the statements. I can look at them within three minutes. I can I can say, OK, everything looks good or hey, something's off. And I'll just email the questions to my team and say, hey, why why is why is this off or why did we not meet these numbers or whatever it is. So financials takes me less than five minutes each week in that business. And then when when it comes to contracts, we've got a system put together. Then my team puts a property under contract. They email it to me, same thing. Within two minutes I can pull up the pictures. I know the areas. I can pull up the comps really quickly. If I really want to dove into the budget, I can, but I never do. It's like when my when my project manager sends me a thirty two fifty thousand our budget, usually they're within a thousand to two thousand dollars at the end of the job. So I don't even I don't even go into the budgets anymore. And then once they put on the market, they send me, they send me the, the offers on the property because you usually get multiple offers and they'll tell me which one they think is best. I'll look at it, prove it. And so any any given day I spend, you know, maybe ten or fifteen minutes on that deal. Whereas when I was in the business, I would spend I don't know how many hours. Ten, fifteen, twenty, thirty. I don't even know what the number is. But I spent a lot of freaking time, not only a lot of time but a lot of energy. You know how much energy those projects and suck up.
Billy [00:09:35] Yeah. And a lot of mind energy man that as you manage is where is you, the hell out. Do you have any plans for the future to bring on somebody that's actually going to replace you so him or her is going to be your operations person to oversee, to look at the budgets, to look at the deal review and just basically give you reports of the other month. Hey, don't you know, here's where the companies that you plan on doing that or it's not in the cards?
Tony [00:09:56] Well, here's my thing. I'm already very highly leveraged, so I don't spend a lot of time in that. But I know that the time. I do spend on that, I get tens of thousands of dollars back and maybe tens of thousands, I get a lot a lot in return. What I mean by that is, is that I still have I still I still feel like I have that instinct that that my team doesn't quite have. When they send me something, I can say, hey, do this differently and we can say five grand just like that, whether it's like, hey, there's a fifteen thousand dollar septic system needs to be replaced, exhaust all these efforts. And I'm like, OK, well, why don't you have the buyer pay five grand just stuff that stuff that they didn't think about, then I can still be in the business and still save, save quite a bit of money. So the answer is I probably can and maybe should, but I still feel like my dollar per hour for the time that I spend in that business is probably at least a thousand to five thousand dollars an hour would be my guess.
Billy [00:10:53] So I do something very similar. We have a Wednesday meeting that I have with the whole staff and it starts at nine o'clock. It usually ends at about twelve thirty one. And we meet with the finance department. We meet with the rehab department. We meet with operations and sales and we literally go through every single deal that's in the pipeline to purchase every single deal that's being rehabbed and every single deal that's on the market being sold. And I'm on this call and my whole reason for being there is not to micromanage, it's to listen. And when I hear that there's an issue with something within 30 seconds to five minutes, I figured out how to resolve the issue, cut back, save time, drop money to the bottom line, get rid of a judgment that's on title like something that is going to push the pipeline forward. That's what my expertize is. And I hate being on the call for four hours, but at the same time, like, it's it's time well spent because the pipeline just constantly moves. And during the week, I don't really have to get involved with all the bullshit, all my stuff in New York. I'm living in New Jersey. We have construction companies back and forth up in New Jersey. And like you, it's a few minutes out of each day, all my cell phone, a text here, an email that. But for the most part, it's the business is humming. But I too I need a quote eventually. I'm eventually going to have to bring somebody else in, because as we're scaling, I'm noticing that if I didn't have to get involved with certain things, I can go out and do bigger deals, which is going to bring in bigger money. And, you know, instead of making a thousand are we could be making twenty five, thirty fifty thousand an hour on these on these larger deals.
Tony [00:12:18] Yeah, totally. Totally. And and I guess to to touch on what you said about a COO, I do have multiple companies right now that I have my hands in multiple these companies. So rather than hire one CEO for one company, I probably plan on hiring someone to oversee all of them. And that way, instead of me having to put my hands on each one of them a little bit, it's he brings all of that to me. We brainstorm this whole thing that he goes back to the to those businesses and figures out how to sort it out that way. I don't have to be in those businesses anymore.
Billy [00:12:49] Yeah, that's right. We do it. So listen, I want to get into really why I have you on the program today, brother, because you've been doing something very special and you've kind of been doing it like under the radar until this past year. I found that you are like the expert when it comes down to marketing in a certain way. So I've had a lot of people in the show, the market with telemarketing and texts blasting and email and cold calls and radio. But you are the first that I've had on this program that has mastered the art and the science of driving in highly qualified leads through one of the oldest and best channels out there, which is TV. So I want to get into picking your brain on how did you get into it and how you're making money with this program? Because I tried this years back and TV just didn't work in the markets I was in. I got crap leads, but I know I didn't have it systematized. I know there's a lot of shit I could have been doing differently, which is why I have you want because I want to pick your brain and then probably leverage your system in my market to start cranking up TV all over again. So let's get into what has TV done for your business.
Tony [00:13:55] So I've been doing TV for almost a decade now, nine years technically. And the way that it came about is I had a friend that invited me to a poker game one night and there was a guy at the poker game that owned a construction company that was on TV. And I didn't know the guy. I just knew him from TV. And for me, you know, when you have someone on TV, it's like kind of that celebrity status. Right. So to me was kind of like kind of a cool thing, like this guy's been on TV, whatever. And so I'm talking to just normal guy. Good guy. Right. And he's like me. I said, how are you? TV commercials don't I see on TV all the time. He's like, Dude, I'm crushin. And he's like, this is like it's such an easy channel to be on. It builds so much credibility. And he's like, we get so much work from it. He goes, I'll tell you what. He goes, I have a media buyer that buys my media for me. You need to connect with them. So literally called him the next day. And this guy was just unbelievable. He was he talked me through the process. He helped me produce the commercial. I produced the scripts.
Tony [00:14:55] He kind of helped me tweak them. And so he was very instrumental on getting me from not knowing any. Thing about TV to getting on TV in my first month, getting a 10x return on the first month that I was on TV, so I spent three thousand dollars on TV pop to thirty five thousand a deal. And pretty much in the last nine years I have automated TV to where I don't really only we're talking about automation. This is one of the most automated marketing channels you can have. Last year I spent probably a few hours on TV. I shot two new commercials. I met with my media buyer like once or twice just to check to see if our schedules were good. But other than that, it produced a 10 X return last year, all year. And I spent three hours on that last year. Now, my team had to spend time converting the leads. Of course they have to do that. But from a standpoint of like looking at all the other marketing channels, like you have to direct mail, you have to buy a list, you have to tweak your list in text messaging, like every single day you have your team doing something in text messaging, responding to messages. But with TV, it's so automated that I don't spend a lot of time on it. And it's it's one of the highest, if not the highest returns that I get on a marketing channel, not only on my money, but especially on my time.
Billy [00:16:21] I'm sure 10x is like almost unheard of. I've had a few different marketing channels for us that were 10x. And then over the years in the northeast region, they've kind of got compressed and we went from five X to something like Google. I had to cancel out because it just wasn't giving me a return on my investment. Are you what markets are you specifically your company? Where are you marketing. Just which is not just Wichita, Kansas. Yep. Give us an idea of when you're launching these commercials, is it one specific channel that you figured out works or is it multiple channels that you're marketing on?
Tony [00:16:55] Yes, we've tested and tweaked so many things throughout the last nine years. We've tested our message, we tested our commercials. I've tested how how I act on the commercials. We've tested so many different things. We tested different schedules as you as you were kind of getting to on on what what stations we air on, what shows we air on. So the interesting thing about TV is people think that it's really expensive and it can be if you're on the wrong channel's on the wrong on the wrong shows. But I've I've actually invested in the very expensive, expensive shows and I have invested in very inexpensive shows. And luckily, I found that our demographic of motivated seller is watching TV programs that are not that expensive. Right.
Tony [00:17:49] And so I really like that. That's fine if people guessed that all the time. That's right. Jerry Springer is one of the shows that we that we air on. And so, yes, girls and they drink Coors lights. Yeah.
Tony [00:18:03] Yeah. Their third shift workers, maybe they're their blue collar collar, they're laid off. They're not working for some reason. They're in a tough situation. So there's shows that we know during the day that we have been on that have worked very well for us.
Billy [00:18:17] So when you're when you're doing the marketing because I've done I've tested as well. Talk to the audience in regards to broadcast versus cable, what that is and what the price differential may be between the both.
Tony [00:18:28] Yeah. So we don't we don't do any any any cable shows or cable networks. And the reason being is that we want to be on all of the we want to be on all the local stations. So we want to be on CBS, ABC, NBC, Fox, because there's so many different different streaming like YouTube, TV, for instance. Like we're on you, we're we're on You Tube TV. There's some channels that You Tube TV doesn't get.
Tony [00:18:59] There's Hulu and all these other things that have come about in the last five to ten years. So we make sure that we're on stations and shows that we know that air and a lot of different places as opposed to to places that may not that they may not air. So we had a lot of people in our marketing with a small amount of money. And I think that's that's one of the reasons that works. And I've got many other reasons that we can dove into here. And just a little bit on why why TV works so well.
Billy [00:19:28] Yeah. So I know you have a list of the top ten reasons why TV works and why people should do it. Let's go into the top five to give you listeners. Like, what would you say? Number one is number one reason number five of the number one source off the bottom and kind of go up.
Tony [00:19:42] Yeah, so so first of all, credibility. I mean, think think about all of the big brands, right? If I don't even know if if if cereal commercials are still air these days. But like Tony the Tiger, we're great lucky charms, magically delicious. Like, you know those brands and you trust them because. They've been on TV and you've seen them for so long, like literally, I don't know, maybe it's been 20 years since those commercial aired, but I still remember them and they're still credible companies or brands because I saw them on TV.
Tony [00:20:13] So it builds so much credibility for your business. And it just imagine, like all of the real estate investors out there, there's no there's not much competition. So you being on there, you have way more credibility than any other investor. I mean, if you look at your market, there's probably nobody in your market that's doing it. Or if there is somebody, there's still more room for it because there's not very many people doing it. And some people just don't do it correctly. They don't have a really good system they put in place to do it. So that's number one. So, too, is I kind of mentioned is there's little to no competition, texting, cold calling postcards. So many people are hitting those channels. But TV has little to no competition. I think it's because people think it's way too expensive. They think it's really hard to produce. And the process of getting on TV is really tough. And I've made it really simple with my program to to get someone from knowing nothing about TV to getting on the air in about 30 days. I made it that simple. No, no, no, totally. It's totally it's it's you know, as you know, once you have a system in place, like if someone hands you a system, then all you have to do is follow it.
Tony [00:21:32] If it start something else on your own, like I said, for the first 10 years in business, like I had to figure all this stuff out because I didn't reach out for help. I didn't get it. I didn't have anybody else's system. But once I plugged into someone's system within a few years, it's like I'm completely out of my business.
Billy [00:21:48] So you could you could invest time, energy and money into building yourself where you can plug into somebody else's. I've already spent that time, energy and money and you rock and roll and then your process. You said, what, 30 days? Somebody is up and running and the is out there and the calls coming in.
Tony [00:22:01] Absolutely. Absolutely. I just got a text yesterday or the day before. Within two weeks, one of my students had twenty leads, five appointments, two deals under contract. They're going to make over thirty thousand dollars within the first two weeks. He was on air and he spent eighteen hundred and fifty dollars in his first month. Now, now, now that's on the low end. I recommended he spend at least three thousand but he wanted to spend eighteen fifty because he wanted to compare it to another marketing channel. But he's completely crushing it right now in his first month in Lexington, Kentucky. So number three is high return on investment, so I've already talked about it because there's no competition, you typically and because you don't have so many people hitting the same person, like think about it. If someone is watching TV and they see you and they're thinking about selling down the road and you catch him in the right time, they're going to call you and they're not calling anybody else. If somebody gets 10 postcards, they're going to call two, three, four or five of the best postcards. Or if someone is getting a text message, it's probably not a very good lead. And so you're really going to have to talk that person into selling. So for those reasons, your return on investment, I feel like is going to be lower in those channels because there's more competition. Whereas with TV, if they're calling you, we found that they're probably not calling anybody else. Right, in the ROI that I gave you for 10 X does not include all the other benefits. It doesn't include the private money I've raised. I've had someone walk in our office because they saw our TV commercial and said, hey, I want to invest in real estate. And within a year he had a million dollars invested with us. Unbelievable. And all the other marketing channels. It helps, right? So that doesn't include we did not include when someone called us from one of our postcards and said, we got five other postcards, but we called you and wanted to see what you had to say first before we called them, because we saw your we've seen your TV commercials and we've got deals. We've gotten deals before. Anybody else. There's just that celebrity status that you have once your brand is on TV.
Billy [00:24:14] I think you're right on that with this whole TV thing right now, because everybody is online Internet, everybody is direct mail, everybody saturating these other markets. That is is really low entry barrier. You know, like anybody can start to do testing program. But on the TV side, you do have to invest, even though it's inexpensive. You still have to invest time, energy and money, or they can just invest with you, get your course and get streamlined up with the whole TV thing. Years ago, if you remember, meant there were thousands of commercials like the TV mortgage companies and and rehab companies and construction companies. And now it seems like the TV, there's not so many commercials at all. So it really could be wide open for this whole investment piece. Do you think it works in every market?
Tony [00:24:59] I know that I would say yes, there are markets probably work better. I would say small mid-sized markets probably work a little bit better because your reach is a lot better with with less amount of money. But we've got people in big markets that are crushing it, too.
Tony [00:25:16] I know a guy I've got a guy in San Diego that spending twenty to thirty thousand dollars a month and he's getting a five X return on his money. So I know it still works in the bigger markets, but I think the smaller markets,.
Billy [00:25:29] That's a sick return in San Diego.
Billy [00:25:31] Five times your money in San Diego is big because we all know very tough markets. San Diego stuff, Arizona's tough, hard markets to make money in right now.
Tony [00:25:40] Absolutely. Absolutely. Yeah. So we'll move on to number four, which is something people don't think about a lot. And I've already mentioned it, which is high return on time. It's not just return on investment, return on time. I spent three hours last last year on TV and and that is probably the least I spent in any other marketing channel for four postcards. Like we have to we have to source new lists. We have to take all the return mail that comes back and take them off the list. We have to get phone calls and people say quit sending us letters. I mean, it's just there's so much. Yeah, a lot of maintenance in other leads, which I mean, that's why some of them have a higher return. But you have to think about the return on time.
Tony [00:26:25] Like I'm all about automation these days. You and I talked about, like scaling. And for me, scaling is is not necessarily flipping more houses. I like flipping houses. But now I lend money to people who flip houses like that's leverage to me.
Tony [00:26:39] And TV is leverage in marketing. So that was number four. So number five is and I touched on this as well as you just get much higher quality of leads. So not only is it more automated, you spend less time, spend less time doing the marketing, but also you get less leads in that are higher quality. So you don't have to have such a big team to do deals. In fact, I've got one guy right now that is in three different markets. He called me a couple of days ago and he said, hey, I want to buy two more markets. He's like, I'm sick of direct mail. I'm sick of cold calling and texting. He goes, I'm going to scale up my business and do deals and multiple markets using TV because all I have to do is take my commercial, change the phone number and put it in a different market. And I'm getting so much better quality of leads. And I don't have to have a huge team that's sifting through 50, 30 to 50 leads to get a deal. I'd rather do TV spend, spend the money on that. And only have to go through maybe 10, 15 or 20 leads to get a deal, because, as you know, Billy, it's getting tougher and tougher to do deals. I mean, the amount of deals we have to look at now is so much higher than it used to be.
Billy [00:27:52] Yeah, there's a lot at least where we're located in New York, New Jersey, a lot more retail deals that come across the desk. People who really houses don't need much work. It's really a listing. And we're finding that we're getting compressed with the amount of high quality deals that have some sort of an issue that we can buy for cash. But I just want to play devil's advocate for a second regards to the TV piece. So you said the lead in or more specialized? I would think because you're casting a big net, you're not going out like direct mail where you could get a list that's a niche list and send out a direct mail piece to it. You're really you're putting out a message on TV to everybody, to the masses. So talk to the audience. Talk to me when those leads come in. You're saying they're more they're better quality. You don't have, like, a big gamut of like a bag of shit, a mixed bag of crap that's going to fucking kill everybody. Every Joe, Dick and Harry is calling to say, hey, so your ad and TV, I want to sell my property. What's your price? And there's no issues.
Tony [00:28:48] Yeah, no, that's interesting. You would think that. You would think that. But I was actually talking to one of my guys yesterday that that that that's launching TV and we were talking about quality of lead and we didn't get very many leads from TV this month, but we put forward deals under contract from TV four deals out of like, I don't know, ten leads or something like that. So, yeah. And you would think, like you said, you're casting a broad net. But I think I feel like we're probably pretty good with our message that people know that we're looking for a fixer upper deals. We're not looking for retail deals, but we do get retail deals. And if we do get retail deals, we still refer those out to real estate agents. They list those properties and we get referral fees from that. And we have students that have a real estate sales team. And for those, it's a total no brainer because they could probably pay for their ad spend just from the sales they do on the retail side. And then anything they do on the investment side is just gravy.
Billy [00:29:50] Yeah, you hit it on the head, though. You're getting quality leads because your message to the market is a complete match. And so you're putting out a really good message to your people. Did you split test and figure out if it's better off to have it branded with the personality like yourself, the company owner on the screen, or just to have more of a generic TV type commercial that doesn't have the face of the of the company on it? Have you split test that way?
Tony [00:30:14] I have not. And in fact, I thought about doing that. So right now, over the last nine years, I've tested different things. Now that I've got the program, I've got people in a lot of markets. I'm actually getting ready to start testing a lot more variables. But for me, like i've ran, one commercial for over twelve months before, because I've ran the commercial, it worked month one and it continue to work for twelve months. So I didn't change the message. So honestly, I haven't had to do a lot of testing. The only the only reason I've done testing is just because I want to I want the message to be better. So when I've changed my messages, there have been some messages that I've put out that completely bombed. And then I just went back to the old message. But really most of the times when I created a new message was just to see if I could do a little bit better than the last message. So, yeah. So I and the great thing about what I have now is I've got I've got students in markets all over the country. So now we're getting data for all of our students throughout the country on what's working and what's not. So it's not just me now. It's now all of our students. So when people plug into our program, they plug into the network of of all the students throughout the country.
Billy [00:31:24] Let's talk about your program. Real Estate Masters TV, tell tell. What is the program? What does it consist of? How do people get their hands on it and what's the actual cost that they have to invest into it?
Tony [00:31:34] Yeah, so the way the program works is it's not like a typical program where you just get the program and you just go off on your own and you figure it out. Right. I know for me, getting started in TV, I had my media buyer. He was able to produce the commercial, talk me through it, get me the schedules, negotiate the best prices and get me on the board. They are very quickly. So I put together this program because I've had people for the last five to ten years be like, you're doing TV. I've never heard of anybody doing TV for real estate investing. Right.
Billy [00:32:04] And having this people who do it. But it's hard to make it work. You've cracked the code to get this this marketing process to work for you.
Tony [00:32:14] Yeah, there are there are some people that I've I've heard try it, but there are so many that are like I've never heard of TV for real estate, like to this day, high level investors doing hundreds of deals a year where I've done hundreds of deals there, like I've never heard of anybody doing TV or maybe I've heard of one person or whatever. You know, you talk about cold calling and texting all those. You could probably find hundreds just by throwing a rock. Right. And so. So, yeah. So so with the program. It's something that you can easily plug into and get 10 years worth of information in a in a short, quick program where we show you what has worked. We show you what hasn't worked and is a system that we have tweaked over the last nine years to get to that 10x return. Right. So not only again, are we giving you the program, but we're also going to take you from when you get the program all the way to getting on the air. So we're going to help you produce the commercial. We're going to do the media buying and negotiations for you. So my media guy that helped me, I have enough faith in him that he's working through working with our students all throughout the country to help them get the best rates to get on the shows that we know have worked for us. And he will be there every single month. If you need something to change, tweak, whatever it is, whatever it is you need with the media buys and continue to produce new commercials. Three for you throughout your real estate investing career. So it's a it's as much of a done for you program as possible as you want it to be. So really, the only thing the students have to do is they have to plug into the program. No, no, no. What the program is, they have to decide which of the commercials that we give them that they want to shoot, go shoot the commercial and then we handle everything from there other than converting the leads, which they have to do or their team has to do.
Billy [00:34:05] So it's really a turnkey program. Do you're giving them everything, including your resources, your marketing buyer, which is key to making this whole film work? You can find somebody that buys you ads at the right numbers and the right market with your program. If you're going to give them the messages that works your whole system turnkey.
Tony [00:34:23] Yep, absolutely.
Billy [00:34:24] Is it is it area specific or is it ten people going to be in a market, have it saturated with you now?
Tony [00:34:30] We don't saturate the market. So my media guy has been in been in the business for twenty years. Right. So he knows the media business. He knows what the saturation points are. So we went through every single market and we said, how many people do we think we could have per market? So the small markets are going to be one person in the market. So we've had many market sell out just with one person saying, hey, I want to do Bakersfield and bam, that market's gone. The midsize markets are probably two people in that market. And then the big markets, which a million plus, I would say there's enough room for three people. I mean, this this whole TV game is wide open. And even in some of the markets where we will sell three people and have sold three people, like there's still room to grow.
Tony [00:35:16] But we'd like to cap it at a certain point where we're not saturating it, potentially not saturated it too much.
Tony [00:35:22] So the next question is your system. Ten years of putting it together, proven methodology like turnkey, you're going to be knocking people over the head and charging like one hundred grandnephew system. Right?
Tony [00:35:33] When I tell people the price of the system, they think that I'm kidding because it's so cheap compared to what they get. And you and I talked before. So for Billy's listeners, we are going to give them a discount. So we set up a special site for Billy Real Estate, Masters TV dot com backslash. Billy, we will give those students even a further discount from our program. But, yeah, it's not nearly as expensive as you think it would be, because if you go to a media agency or a what do they call it, I just I guess an advertising agency, they don't have the data for that for real estate investing because the chances are they haven't worked with a real estate investor. So we have that data. They're going to charge you a lot of money to produce the commercial. I don't know what they charge five, 10, 15 grand. I remember I remember a few years ago I had someone price a thirty second or one minute video for my website, and it was like ten grand. And I'm like, are you kidding me? Like, I can put together that same thing with my team for a fraction of the cost. So if you go just the commercial by itself is probably going to be ten thousand bucks and then they're going to charge you a thousand or more a month just to manage your account and make you spend a certain amount of money. So our program is very dialed in on our industry. It's got the numbers for our industry. And my guy has been working with me and many of our students that are doing real estate investing. So we have way more data and we're way more efficient and getting you on TV boom.
Billy [00:37:03] And you're giving all my people to listen. Are you going to give them a nice little discount?
Tony [00:37:06] Absolutely. Just for you, Billy.
Billy [00:37:08] I appreciate you, man. I honestly do. Look, I'm probably going to be taking your spot for New York and New Jersey.
Billy [00:37:15] I'm going to get one in the other because this year is all about scaling for us again like headfirst into the business for three years to I don't know if you and I spoke about it, but I kind of like what the the back side. I was working maybe ten hours a week loving life, but the pandemic hit and I like went full fledged right back in to the business. Unlike you, you're spending ninety seven percent of your time outside the business. I'm working probably sixty hours a week right now. I'm not in the real estate business, but I'm. Working to build a lot of these other organizations that I have this vision for, and so marketing and TV is going to be one of them for twenty twenty one site. I can't wait to bring you back on, report my results with your program. And I'm going to try as hard as I can to keep people in my markets out because I believe coming in over to me to where can people find you online.
Tony [00:38:02] We'll just go to https://realestatemasterstv.com/billy. That's the only place you need to go right now. Go there, check out the program and I'd love to get some of your some of your listeners in. And by the way, Billy, I just want to give you props man. I love your energy. I love the stuff you're putting out online. You got your you're you're one of the guys that that I that I just love your energy, man. I love what you're doing and I appreciate you having me on and trusted me to that to be a part of this podcast.
Billy [00:38:26] So likewise, bro, I mean, you're a solid individual. You're a giver. When I came out to California, pick me up, in your Telsa it was like? You're an amazing, amazing individual, bro. I've been watching you for the last six years. And your story, your growth, your personality, how you and your your wife met Tony Robbins. Like you're an individual that I resonate with. We're the same. We just live in different parts of the country. So anything I can do for you in the future, bro, and I mean, sincerely, anything just hit me up. You're a rock star and I really appreciate you.
Tony [00:38:55] Thanks, buddy. I appreciate you, man.
Billy [00:38:57] This saved. Thank you so much for listening to today's episode of Unstoppable Real Estate Investing Wealth. My mission is to keep you my listener, the blueprint for success, the insider secrets which starting growing and selling your real estate investing.
Billy [00:39:15] You can experience and live the unstoppable lifestyle. I've made it simple for the catapult yourself to success, go to billy's secrets dotcom and B I L L Y S secrets dotcom. There you will find every single tool kit trick strategy system. It's great use to make millions of dollars as real estate. Everything my team uses and my guest use only one place for you to tap into. You can start grow and scale real estate business.
Billy [00:39:49] I really hope you implement what you're learning. I couldn't utilize these tools, tips, tricks, strategies. God bless.