In our latest podcast episode, we dove into the realm of Blue Ocean Real Estate Marketing with none other than the successful entrepreneur and real estate expert, Tony Javier.
Together with Jay Conner, this episode was filled with valuable insights and practical tips that are a must-listen for anyone looking to elevate their real estate business.
Tony Javier’s journey in managing his business, from the early days of going solo to building a thriving team, is an inspiring story of growth, resilience, and strategic decision-making. He candidly shares the pivotal moments where he embraced the importance of delegation, seeking high-level advice, and harnessing the power of television advertising to scale and automate his real estate marketing.
Throughout the episode, Tony reveals the significant impact of utilizing TV as a marketing tool, with a remarkable 5 to 10x return on investment. He dispels myths and doubts surrounding TV marketing in the real estate industry and provides invaluable insights into crafting effective TV commercials, targeting specific demographics, and building a “dummy-proof” approach for clients aiming to leverage television advertising.
Additionally, Tony delves into his expertise in gap funding, highlighting this essential aspect of real estate investment and its role in fulfilling the funding needs of investors.
The conversation offers a treasure trove of wisdom for those aiming to raise private money and locate motivated sellers through strategic television campaigns.
Jay Conner and Tony Javier’s engaging dialogue presents a wealth of knowledge that is sure to inspire and guide real estate professionals on their journey to success.
Let’s embark on this enriching real estate journey together!
Timestamps:
0:01 – Raising Private Money Without Asking For It
0:17 – Today’s guest: Tony Javier
1:53 – How Tony Javier started his real estate business.
4:27 – What does Tony Javier’s team look like?
9:22 – The Gap Funding
12:16 – Jay’s Free Private Money Guide: https://www.JayConner.com/MoneyGuide
13:10 – The Blue Ocean Real Estate Marketing
18:31 – Called to Action for Television ads
21:54 – Know the right television shows for better real estate marketing.
25:40 – What would Tony Javier do differently if he could start his real estate business over?
29:10 – The overall secret to success.
32:36 – Connect with Tony Javier: https://www.RealEstateMastersTV.com & https://www.TonyJavier.com – For inquiries on funding
Connect With Jay Conner:
Private Money Academy Conference:
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Free Report:
https://www.jayconner.com/MoneyReport
Join the Private Money Academy:
https://www.JayConner.com/trial/
Have you read Jay’s new book: Where to Get The Money Now?
It is available FREE (all you pay is the shipping and handling) at https://www.JayConner.com/Book
What is Private Money? Real Estate Investing with Jay Conner
http://www.JayConner.com/MoneyPodcast
Jay Conner is a proven real estate investment leader. Without using his own money or credit, Jay maximizes creative methods to buy and sell properties with profits averaging $67,000 per deal.
#RealEstate #PrivateMoney #FlipYourHouse #RealEstateInvestor
YouTube Channel:
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Targeted TV Advertising: A Game Changer for Real Estate Investors
Jay Conner
00:00:03
On my lands. We are live again with another episode of this amazing podcast. Welcome to the show, everybody. My name is Jay Conner, also known as the Private Money Authority. And I’ve got another amazing guest to join me today. If you’re new to the show, you may not know that for the past four years, we’re almost starting the fifth year of this podcast. I’ve had just amazing guests come on here. And today is no exception. My guest today is the owner of an Inc 5,000 real estate investment company. And in addition to that, he’s been, in real estate back to 2001. And listen to this. I thought I had done a lot of rehabs and flips of over 450 houses where my guest has flipped over 1000 flips. Well, since my guest has automated his real estate investing business, he concentrates his time on helping other real estate investors like you and myself, through his masterminds, gap funding, and television program that shows real estate investors how to grow their business through television commercials. I’m so excited to have one of my fellow mastermind members, Tony Javier, Tony, welcome to the show.
Tony Javier
00:01:34
What is up Jay? What a great introduction I’ve been introduced a lot of times, but that is honestly one of the best introductions that I have had. So I appreciate that.
Jay Conner
00:01:42
Well, man, I appreciate you telling me that I’m a, you know, it’s pretty exciting to introduce a guest here on the show. That’s done over 1000 flips and you’ve been in the business since 2001. I mean, you’ve got a boatload of experience. So why don’t we start Tony with, first of all, tell, tell everybody where you’re from, what mortgage you’re in, what mortgage you, you invest in. And from there, tell us how you even got started in real estate.
Tony Javier
00:02:12
Yeah, so I was born and raised in Wichita, Kansas. That’s where I started my real estate investing business. I’ve got a team there that runs, my operation there. As you mentioned, I’ve got that automated where I don’t spend a lot of time in that business anymore. I have lived in San Diego now here about six years. And so, you know, real estate has been such a great vehicle over the years. 20 years ago is when I got started and I stumbled across real estate, Carleton sheets, and no down payment system. I think I’m sure you, I know you’ve heard of that. A lot of people have bought that course, but out of people I’ve heard about that course, most people put it on the shelf and just kind of let it gather us. Well, I just, took it and I ran with it.
Tony Javier
00:02:53
And within about, let’s see, I bought the course in April of 2001. And then literally I think it was like a week or two before nine 11 before September 11th, I had closed on my first two properties, no money down. And to this day I still do the same thing where I raise money and buy deals with pretty much no money outta my pocket. And you know, I, I could use my money to fund those deals now actually take that money and now lend to other real estate investors. So over the last 20 years, it’s, it’s, you know, it’s gone from, you know, the, the, the grind of it, the raising the money, the doing the deals, looking at properties and all that kind of stuff. And it’s just to evolve finally into a true business where I’m very hands-off in my real estate investing business.
Tony Javier
00:03:38
We still do a ton of a year. And I love, you know, just what you said, helping real estate investors with many different aspects of their business automation, which I struggled with for a long time. I was very, very deep in my business for probably the first 12 years. I mean, I was grinding, grinding, spending 60 to 80 hours a week, you know, on my business. And now I’m able to work a few hours a week in that business. And I run mastermind groups. I have found deals for people with our, my gap funding, which is, you know, bringing the down payment money to, to deals. And then the biggest thing that I love right now is getting real estate investors on TV. It’s a very untapped marketing channel. It’s something I’ve been doing for 10 years now. I was one of the investors around the country to do TV for real estate investing. And now, we help other real estate investors get on TV and crush it in their market as well.
Jay Conner
00:04:31
That’s fantastic. Tony, I have a question for you. Your real estate investing business, you mentioned is automated. What does your team look like?
Tony Javier
00:04:42
Yeah. So it’s kind of ebbed and flowed throughout the years. You know, for the first 10 years, I, it was a lot of testing right now. Some people teach it and kind of can tell you, and even I can kind of like draw out what a real estate investing business should look like. But for a long time, it was a lot of trial and error. So, you know, hired out of the wrong people. I had to fire my staff twice to give me an idea of how, how stressful and how bad it was, you know, back then, but the team has different departments. So we have an acquisitions department, we have a marketing department, we have a lead manager. We have, we own a lot of rental properties. We have an operating management department, and we’ve got transaction coordination. So when, when I talk to people about building their business and kind of outlining what it looks like, there are just different departments that you need to have within your real estate investing business.
Tony Javier
00:05:39
And then as you start hiring people, taking some of the lowest level activities that you can think about in those different, in those different segments of your business, and maybe hiring one person to take on some of those, eventually you can hopefully get it to where, you know, you have, I think right now we have like six or seven people in our office between lead managers, property managers, you know, acquisitions and all that good stuff. And then we have about five or six guys out in the field that are doing punch list items on properties, maintenance on our rental properties, and, and things of that nature. So, yeah, that’s kind of, kind of a, a broad overview of what our team looks like. And it took, took a while to build it out. But now it’s a, it’s a well old, old machine that, that runs without me. So good
Jay Conner
00:06:29
Stuff I can real, I can relate to your story. My wife, Carol Joy, and I, we’re here in Eastern North Carolina. And we invested in single-family houses two years after you did. We started in 2003, went full-time in 2004, and from 2003 until really about 2010. I mean, I was doing the crazy stuff, seeing 60 hours a week stopping and all my properties all the time. My wife, Carol Joy was, you know, doing bookwork until 10 p.m. And I remember one evening I came around the corner and walked into the kitchen and Carol Joy had tears coming down her face. And I said, babe, what in the world is wrong? And she said I can’t handle it anymore. And she said, I mean, I said, what do you mean you can’t handle it anymore? She says it’s too much. And I tell you, Tony, I committed that night at 10:00 PM that I would work on automating this business to where it could run without me. And where all I had to do was make a few decisions now and then, and not see my Carol Joy crying at night. I said, you know, listening to your story just reminds me of, my story. And the fact you can be making over a million dollars a year, net, net, net, and it’s not worth it. If your business is running you and you’re not running your business.
Tony Javier
00:07:59
Agree with that. I hit some pain points. I mentioned firing my staff twice. The second time I had to do it, I had one person that was stealing from me technically two. Then I had three of my employees living in my properties, had to fire them all within about 30 days for different reasons.
Jay Conner
00:08:17
Wow.
Tony Javier
00:08:18
And so that, that’s when you, you know, people look like, you know, hitting the bottom as like, you know, very stressful. And like at the time, you’re like, can I ever get out of it and that type of thing, but, as you know, it, you, it hits a pain point where you’re like, I’ve gotta make a change. Right. And that just drives you to make those changes. And I ended up hiring a coach shortly after that happened. That didn’t look at properties. He did meet with sellers buyers, the whole gamut. I didn’t even realize that was possible, to be honest with you at that time. And so that’s the message I like to get out is you don’t have to be there in the business every single day and every aspect of your business. But unfortunately, people get into business for money and for time, and guess what? They have no money, no time.
Jay Conner
00:09:04
You’re you’re right. You’re right, man. And you’re right. I mean, it sometimes does take some significant pain to grow and to, you know, really, really, you know, get better. Well, the two main topics, and you’ve got so many specialties, but the two main topics that I wanna interview you about Tony on the show today is first of all, I want us to talk a little bit about gap funding. That’s one of your expertise. You’ve got a lot of experience in raising Private Money like I do. And I want to hear you talk about, you know, this, this thing called television and how in the world that, you know, that’s working for you and other real estate investors. So let’s start with gap funding. You mentioned it briefly, but let’s just make sure everybody understands. What is the definition of gap funding?
Tony Javier
00:09:54
Yeah. So about four years of go, I had a hard money lender come to me and say, Hey, I can get a lot of different investors approved for first, first mortgage financing. You know, first-position lending, but they don’t have the money to put down on the property. They don’t realize how much money it takes to put down how much it takes for the closing cost. And then after the closing, they’ve got holding costs, they’ve gotta pay the interest. They’ve gotta pay the utilities. There are, you know, different expenses even after you close. And so he said, I’ve lent money on a few of these deals, cuz they’re really good borrowers. And you know, the deals went well and we’re, you know, he’s, he’s like I’m helping people do these deals they normally would be able to do. So he started sending me deals and I started funding ’em on the side, just, you know, Hey, I’ll fund that deal fund, that deal, whatever.
Tony Javier
01:10:43
And then I realized two things. One it’s a really good return cuz we do have to charge higher rates on a second. But then we were also meeting a need that wasn’t out there. One Z two Z real estate investors do gap funding on a small basis. But there’s no. So big lenders out there are doing gap funding on a large level. So I thought to myself, wow, you know, this is a huge opportunity for us to help people and, and build a business. So about a year and a half ago, I decided to create a company out of it. And so we’re, we’re lending deals all over the country where we bring the down payment money and closing costs. And then the borrower gets the first position lined up. And actually, recently we just decided to start doing first lean positions as well.
Tony Javier
01:11:26
That way we can just do it all under one umbrella. And so when someone comes to us, basically as long as the deal works, we can fund the deal a hundred percent by bringing first position lending in and then bring it on top of it. Gap funding to, or the investor has very little or no money invested in the deal. Of course, they’re still gonna have to, you know, make interest payments and they’re still gonna have holding costs and things like that but allows them to do more deals or to do deals. They normally couldn’t have done just cuz they don’t have the money to do ’em.
Jay Conner
01:11:55
That’s fantastic. Well, there’s no doubt. You are filling a big need there. Tony. I need to get you introduced to my mastermind group.
Tony Javier
01:12:05
Sounds great. I’d love to do some business.
Jay Conner
01:12:07
I hear that story. And, and I wanna go ahead and tell the audience and you know, I’m known as the Private Money authority. So if you don’t mind, Tony, I’m just going to digress for just 30 seconds and come right back to our interview. And I want us to move into television, but I want to let everybody know, you know, Tony, the, the biggest question I get from real estate investors, brand new ones and season ones is I need the money. I need the money. I need the money and folks. I just you to know. I’m so excited. I just finished writing this new money guide, which is called Seven Reasons Why Private Money Will Skyrocket your real estate business and help you build incredible wealth. If you’ve never raised any Private Money, this will teach you how to raise Private Money without ever asking anybody for money and get you on the fast track. You can download this money guide absolutely for free at www.JayConner.com/MoneyGuide. Again, that’s www.JayConner.com/MoneyGuide, gets you on the fast track to Private Money. So let’s move, let’s move to this television thing, Tony, that you are you’ve become an expert at. So first of all, tell everybody, how you got into it and you know, what triggered this, no pun intended channel of locating motivated sellers.
Tony Javier
01:13:34
Yeah. So I’ve been in business 20 years now and, you know, about 10 years into the business, I guess it was about 12. I met a friend through a networking event or met someone through a networking event and became a friend. He invited me to a poker game. So I go to this poker game, this friend and a friend, and this guy walks down the stairs. So in Kansas, we have base. So we walked down the stairs and or this guy walks down the stairs and I’m like that guy’s on TV. I’m like, that’s super cool. You know, I get this celebrity factor in my head of like, man, I’ve seen this guy on TV a bunch. So anyway, sits down at the, at the poker table pretty much next to me, it might have been, you know, a couple of seats next to me.
Tony Javier
01:14:11
And so I just started talking to him. I’m like, Hey man, I see you on TV. Like, how are your commercials doing for you? And he is like, that is the game changer. He’s like, we’ve been doing TV for a long time. And it’s the only lead channel we have, we do $2 million, of business just from TV by itself. And so I started drilling him about a little bit, cause I’m curious and he’s like, I’ll tell you what, why don’t you call my media guy drew? He’s the one that got me on TV. He’s the one that runs all my ads, all that good stuff. So I called Drew the next day and you know, asked him about TV. And he is like, yeah, let me look at some stations. Let me see if I can put something together for you. So he puts the schedule again for me and says, Hey, does this look good for you? And I said, yeah, that’s great. Let me put the script together. We’ll go in there. I’ll, I’ll go in there. I’ll shoot the commercial. And, you know, he kind of talks me through it. And within about 30 to 45 days, I had a TV commercial and I was on the air. So my first month I spent $3,000 in the first month I made $35,000 that month.
Jay Conner
01:15:09
So that’s not a bad ROI starting like brand new on TV.
Tony Javier
01:15:13
Nope, right. Outta the gate. Right out the gate. So, that was 2012. So that’s how it started. And then as I started going to high-level masterminds and all these events, I would tell people I’m doing TV and they’re like TV, what are you talking about? Why would you do TV? Isn’t that too? Isn’t that too broad of an audience? Isn’t that for branding and all that kind of stuff? And I’m like, I don’t know, I’m getting a five to 10 X return on my money. Like it’s yeah, it’s great branding. But I’m also getting really good returns and it’s, and it’s helping all kinds of other aspects to my business. It’s helping me raise Private Money. Cuz when someone refers someone that has money to me, they’re like, oh yeah, see you on TV. That’s such an easy conversation. It is direct mail.
Tony Javier
01:15:52
It helps so many other things. So anyways, I go to these masterminds, everyone’s like, what are you talking about TV? You know, you mentioned a high-level mastermind earlier today when I went six years ago, it was me and one other guy out of a hundred and some real estate investors doing a ton of deals. We were the only dude two doing TV in that whole group. And so it’s been a blue ocean for a long time and it’s still a blue ocean. So, about a year and a half ago, it’s been almost two years ago. Someone talked me into helping real estate investors get on TV. So I went to my media guy drew and I said, Hey, I’ve got the scripts. We’ve tested the different stations. We tested the different shows. Like we’ve gotta go formula. Pretty sure it’s gonna work in other markets.
Tony Javier
01:16:35
Are you willing to give it a test run in other markets? And he is like, yeah, you know, he’s been doing media 20 plus years. He can buy anywhere. And he, you know, he’s done it for so long and, and bought, you know, TV throughout the country. So it was second nature to him and the same results started happening with our clients the first month they were popping deals that put ’em in the black very quickly. And so we’ve scaled it up and we’re, we’re managing TV commercials for about 120 real estate investors around the country. And it’s one and it’s one of those channels that it’s a blue ocean. There are very few. If any people doing it in most markets and you know, there are so many other benefits that’s outside of just the ROI as you know, some of, some of them I mentioned. So yeah, it’s taken on a life of its own and you know, I’m pairing the gap funding with the TV. They’re both blue oceans and you know, people are coming to us for, for a lot of different needs so we can drive leads to you through TV and we can help you gap fund on the, on the back end. And that’s just been two great businesses that have worked together really well.
Jay Conner
01:17:36
Wow. That is fantastic. So am I assuming correctly that all of your and your client’s television ads are what we call direct response ads?
Tony Javier
01:17:51
They are. Yes. So they’re not just branding. It’s not, you know when you have these big companies that do billboards and TV, I hate ’em because they don’t have like a call to action. Right. They’re showing their logos, they’re telling a story and it’s just like, they’re confusing, right? For us, it’s direct like, Hey, if you’re looking to sell your house, give us a call today. And I even have, I even have a line that I say in all my commercials, if you’re even thinking about selling your home, give us a call today at six, eight, five cell at 6, 8, 5, 7 Yel. So we have this, we have all these formulas that we’ve tested with these scripts and they work well. And so yeah,n we have a very specific call to action. We tell ’em exactly what we do and it drives calls and drives results.
Jay Conner
01:18:31
So in your television ads is the only call to action, a telephone number for them to call, or do you give a website or only a telephone number?
Tony Javier
01:18:43
No, we do a telephone number. And then we do a website at the end, cuz some people just wanna research you. Right. And if they don’t have your phone, or they don’t have your website, they’re gonna Google and they’re gonna find your competition. Right? So we put our, we put our website in there, but here’s the thing about TV anybody can do it, but not everybody can do it. Right? There are so many different pieces to what, what is what you have to do. So you have to go to the right station, you have to buy the right shows. You have to negotiate the right rates. You have to get a phone number. That’s easy to remember. You gotta get we website. That’s easy to remember. You gotta have a clear call to action. You had to have a format for the commercial.
Tony Javier
01:19:22
That’s very easy for people to understand what you do because I’ve had other real estate investors try to get on TV and they couldn’t put all the pieces together it’s way too difficult. Or they put pieces together and they just didn’t do it. Right. And so we’ve had quite a few people come to us and said, Hey, I know TV works. We weren’t able to do it. And we just put a few tweaks of what they’re doing and we make it work. So I say that because it’s not, it’s not something you just wanna throw money against the wall to make it stick. Right. I did in the beginning and luckily it worked out, but we’ve had a lot of people try it. And that’s, and that’s another reason that there’s not many people that get on TV is cuz they either, if they think about it, it’s too difficult for them to do.
Tony Javier
02:20:02
Cuz there are so many pieces. And even if they do think, or some people think about it and they’re like, it’s too expensive or it’s just not for me. Right. Even, you know, even those, or especially those that say, I’m not good on TV. I can’t do it. Right. So we have some clients that come to us and I shoot the commercial for them. So we, you know, we help them on that side of it as well to, to get their brand on TV. So yeah, it’s been interesting just kind of seeing the evolution of, TV and, and what we started with 10 years ago. And now how we progress it into having our TV commercials run throughout the country.
Jay Conner
02:20:38
Well, that’s fantastic. You’ve got a done-for-you service if somebody doesn’t want to be on the camera.
Tony Javier
02:20:47
Yeah, we have. We have pretty much, it all done for you. And then if someone says, we want you to shoot the commercial, it’s like 99% done for you. All they have to do is approve the ad, spend, you know, approve the budget and I do the commercial for them. So yeah, I’ve got, I have one client that’s in five different markets and he spends over a hundred thousand dollars a month. I think it’s like closer to 150 and he’s had to do almost zero work. He’s like, I wanna go here, shoot the commercial, gimme the ad spend. And I’m gonna go, right? He’s just too busy to do all that. And most, most people are. Right. And that’s, and that’s why, as I mentioned earlier in the show that, you know, when someone buys a course, they put it on the shelf.
Tony Javier
02:21:27
It’s cuz there’s so busy. Right. And so when I launched this, I was like, okay, I want success. I don’t wanna just sell a course. I don’t want someone just, you know, buy it and then never listen to the videos or whatever. It’s like, no, we’re, we’re, I’ve got a really good guy on my team that can do the implementation or help me with it. And so when we rolled it out, it’s like, we’re just making it super dummy proof where we know you’re on the right shows know you’re on the right stations. We know you have the right call to action, the web right website, right phone number. It’s all put together for you.
Jay Conner
02:21:55
That is fantastic. Now, one thing you mentioned a moment ago, and if people were not listening closely, they could have missed it. One thing you said was you even have to know the right shows, the right tele television shows to buy, to get the kind of response. So are you saying there are specific television shows that you and your team have identified that are gonna work better to get responses and calls from motivated sellers?
Tony Javier
02:22:29
A hundred percent. It’s similar to pointing a list for direct mail, right? If you want the best results, you pick the lowest-hanging fruit. So when people do direct mail, they buy lists so that when they target people, they know they’re more likely to sell. So when we’ve had clients come to us and say, Hey, we checked into TV, it’s way too expensive. Or Hey, I’m thinking about doing TV. Here’s what here’s budget that this station gave me. The stations are gonna try and sell you the most expensive stuff, which most likely is not our demographic. Right? So we’ve had people come to us and say, Hey, I’m, you know, I looked at your program and I think I’m gonna do TV on my own. I, I, you know, not many people want to, but we’ve had a few do that. And, and I’m like, let me see your, let me see your, you know, your, your schedule.
Tony Javier
02:23:15
I’d like to see it. Yeah. I’m not gonna rip it off. I just I’ll give you some free advice. Right. So they’ll show me the schedule. And I’m like, why are you on HDTV? That makes no sense at all. Right? The people who are looking, looking on HDTV shows, already have money. They already have a house they’re looking for design. That is not your demographic. Right. And so, you know, in the beginning, it was testing. It was like, Hey, here’s what we think. Our demographics watching based on, you know, what the shows are and the times of day and all that kind of stuff. And then we proved it by taking that schedule that did well and adding other stuff on top of it and saying, okay, primetime news, okay. Does that work? That does that not if it does, we keep it, if it doesn’t then you know, we take it out and we test it for many months to make sure we have good data. So a hundred percent, there are people that are your demographic that are watching, you know, certain commercials, certain times a day or not certain commercials, but different shows that have the commercials that we’re we’re, we’re airing. And if you don’t do it right, you’re spending a lot of money on shows that don’t have our demographic.
Jay Conner
02:24:20
Well, Tony, I know the audience that is listening right now. They will want to know, okay, Tony, let’s pull the curtain back. Let’s give us some, you know, Juju juice here. What are some of the shows that you and your team have identified a target that reaches the ideal demographics of a motivated seller?
Tony Javier
02:24:43
Well, that’s part of our formula. And unfortunately, we have a lot of clients that are running TV throughout the country. So we’re not, I, I can’t give you the formula cuz you know, we don’t want a lot of competition for our clients, but just think about the shows that are either older people watching. And when I say older, we’re, you know, mostly 60 and up is what we’re targeting because they’re either inheriting property from ’em, you know, an 80 to nine-year-old parent or they’re looking to downsize and you know, get into something smaller or potentially, you know, move into assisted living at some point in time and then also income demographics. Right? So as you know, when you’re buying properties from a motivated seller, they’re typically not making a lot of money. So you just have to look at what the demographics are of someone that is potentially a little bit more of a lower income demographic. That’s what we started with. That’s what we started plugging in. And, and that’s what we use all around the country.
Jay Conner
02:25:42
That certainly makes sense. Now I wanna ask you a couple of questions before we wrap up Tony, that’s sort of on the bigger picture that your answers to these two questions can resonate with everybody. And the first question is if you could do it all over again, what would you do differently if you could start your business over?
Tony Javier
02:26:04
Yeah. That’s probably the number one question I get on podcasts on glad you asked that because that is a very good question. So two things, one is for the first 10 to 12 years, I tried to do everything myself, meaning that, you know, I had employees, but employees can only think so far. Right. So I didn’t have a mastermind group. I didn’t have a coach. There’s there’s didn’t have a peer group. I didn’t have someone like UJA that I could. I mean, I probably did have people similar, to you where I, you know, I could call them and probably get advice, but I just didn’t do it. Right. So getting a coach, getting a mastermind group, and getting with high-level people like UJA have been a game changer over the last 10 years. So that’s number one is, is, is getting help in many different forms that could be again, coaches, masterminds, all that kind of stuff.
Tony Javier
02:26:56
And then number two, I’m gonna be a little biased and that’s TV. I wish, I wish I would’ve found TV sooner. I found TV about 10 was a little over 10 years, maybe closer to 12 years after I started my business. And it’s the number one thing that has impacted my business other than what I just mentioned with just getting help. So with TV, it’s built credibility in my market. I’m a celebrity-like semi-celebrity in my market. So I live in San Diego when I go to Wichita. People recognize me all the time, you know, and they’ll talk to me and, you know, look at me differently. And things like that, which you know, has, has, has its, you know, pros and cons obviously, but overall it’s, it’s, it’s good. It’s it’s automated. Right? So for those who don’t like to pull lists, don’t like to cold call.
Tony Javier
02:27:43
Don’t like to design direct mail and have to redo their mailing list. Every so often redesigns postcards. Our commercials. When I run a commercial, I run a commercial typically for a good 12 months at a time, there have been some commercials that I’ve tested. We know that hasn’t worked that within a month to three months, we don’t know aren’t working and we flipped them back to our, you know, better-producing commercials. But the commercials that have done well have run for 12 to 18 months at a time and we don’t touch it. Right. So there are just a lot of different factors that had, I got gotten into TV sooner. My business would’ve taken off faster. Would have a bit more credibility. Would’ve had a more automated business and it’s kind of interesting. Now, when I get people come to me, I’ve been in the business for 20 years.
Tony Javier
02:28:24
So like when someone comes to me and they wanna do TV and they’ve only been in business for a year, I’m like, you know, I, I wish I had it when I was, you know, a year in business, but are you ready for it? But with all of the stuff that’s out there now, and people being able to listen to podcasts and TV or excuse me, YouTube and things like that, they’ve got access to information. So they’re crushing it out the gate. And then they’re coming to me after a year and I’m like, man, you’re really lucky that number one, you crusted outta the gate. Number two, you’re able to add TV to what you’re doing in such a short period, cuz it’s just gonna amplify you that much faster. And it’s not as expensive as you think. So. So hope I answered your question there, Jim,
Jay Conner
02:29:04
You did, you did one of five final questions, Tony. And after you answer this, I’m gonna let you tell everybody how they can continue the conversation with you and get in contact with you. So here’s the big umbrella question, whether you’re in real estate or anything, any kind of business from your experience and, your experience, your advice, your opinion, what do you think is the overall secret to success?
Tony Javier
02:29:33
Oh, I can tell you right now it’s people. It is people 100%. So like I said, the first 10, or 12 years of my business, I tried to do most things myself. I had some help. I hired some low-level employees to take on some things, but I was doing acquisitions. I was doing, I was answering the phone calls, going out on appointments, doing the marketing to drive those calls, and managing the projects with the contractors. I was doing most things for a Z and had a little bit of a support staff to come in and help me. And so what I did wrong, there are two things. One is I didn’t hire employees that were higher level enough. So if you look at the people that I hired back then to now, I mean the level is just night and day and the results show for it.
Tony Javier
03:30:20
There it’s just night and day diff and results as well. And then two is, I tried to take on too many departments, too many. I had to wear too many hats. So what I suggest for people to do is to figure out what they love to do, what they’re good at doing. Do those and, and drive the results, which typically is money, right? Do those things first and figure out how to get rid of all the other stuff. If you can get rid of all the other stuff and you do what you love, do, what drives results and the money, you know, things that are just higher level dollar activities, your business is going to change dramatically. And then all also the people that I hire outside of my organization to run my Facebook ads, my YouTube ads, my, you know, you know, do my podcast, all that kind of stuff.
Tony Javier
03:31:13
Like back in the day, I would’ve done all that stuff myself. Right? And so if you’re looking to get to a certain level, do two things. One is, is find the right people. Well, first of all, figure out what you need to delegate and what you need to get rid of. And then two is to find the right person and the right people to take those things on. There’s a book called The Who by Dan Sullivan. And it talks all about that is when you, when you wanna get some, don’t say how I can do it, say who can get me there, right? So if you can get the people that can get you there on your team, you can project yourself to such a higher level. I run five, five different, pretty high-level businesses. And there’s no way I’d be able to do it by myself. And there’s no way I’d be able to do it with lower-level and lower-thinking employees. I had to hire up and hire some good people to help me really scale up those businesses and do well with them. So
Jay Conner
03:32:14
Well with what you just said, Tony, you are living out and giving the advice that my dad gave to me decades ago. And that advice was Dick Tate, delegate and disappear.
Tony Javier
03:32:28
There you go. I love it. I love it. That’s what I did. I disappeared to San Diego. I’m like, see, there
Jay Conner
03:32:33
You go. There you go. You, you got outta your way. So, Tony, I know we have a lot of people that want to connect with you. So what’s the best way for them to connect with you and your team?
Tony Javier
03:32:45
Yeah. Most people connect me with, with me, the TV program. So if you go to real estate, masters, tv.com, again, real estate, masters, tv.com, you can see if your market’s available. We do only allow so many people per market and we’re selling out a lot of markets. So reach out right away. If you’re, if you’re looking to get into your market and then for the funding, you can go to my website, www.TonyJavier.com And that has information about TV and gap funding and, and all the other stuff that I do. So if you’re looking for funding, go to Tony, javier.com, the clip, click the gap funding button, and go there and get more information about it. And then if you have a deal, submit it to us and we’ll take a look at it. My team, my team can get deals done very quickly.
Jay Conner
03:33:31
Yeah. So to make sure everybody who’s listening knows exactly how to spell Tony’s website for the gap funding. That’s www.TonyJavier.com and that’s for the gap funding. Tony, thank you so much for taking the time to join me in my audience on another amazing podcast. Thank you.
Tony Javier
03:33:58
Thank you, Jay, I appreciate you.
Jay Conner
03:34:00
I look forward to seeing you at our next mastermind meeting, there you have it folks, another episode of the podcast, I’m so excited that you joined us and we appreciate it when you subscribe and your rate and your review, we appreciate those five-star ratings. Be sure and give us a review right behind it, like sharing some, if you’re watching us on YouTube, be sure and follow, subscribe, and tap that little bell. So you don’t miss out on any more notifications of when we go live on the podcast. So I’m so excited that you joined us, everybody here’s to taking your real estate investing business to the next level. I’m Jay Conner, the Private Money authority wishing you all the best. And we’ll see you right here on the next podcast.
