Developing Sales and Marketing Expertise to Become a Wholesaling Master with Steve Keighery

Steve Keighery: [0:00] It took me later on to realize as I spoke to more people that some of the deals I passed on were absolutely deals. They just weren't his buy box. And I started to learn, oh, he's not the market, he's a buyer. Right? And then I started to learn there's different sorts of buyers. You know? You got your landlords. You got your flippers. You got your, you know, people that do high end, people do lease options.

Speaker 2: [0:23] Welcome to the Collecting Keys Real Estate Investing Pod Podcast with your host, Mike DeHaan and Dan Austin. From wins, losses, horror stories, and tactics for optimizing your business, Mike and Dan take a real uncensored deep dive into the ins and outs of running a full time real estate investment and wholesaling business.

Mike DeHaan: [0:46] What's going on, guys? In this episode of the collecting keys real estate investing podcast, we have Steve Keary. I think I said that right. I say it right at the beginning of the show.

Dan Austin: [0:54] I think you got it right this time. Yeah.

Mike DeHaan: [0:57] We're recording this after the show. I think

Dan Austin: [0:58] I said it right. Wait. When he spelled it at the end of the show, was like, I'm not even gonna try to pronounce it now.

Mike DeHaan: [1:03] I was already gonna get it. Yeah. But but Steve is a real estate wholesaler based out of New Orleans. Yes. He's a transplant from Australia, and he has a really slick business that he is running there that focuses very heavily on an online presence, which we don't see a ton of in the wholesaling space. But he comes from a background where he did that with a large company that he took public and did very well and sold that and IPO ed in Australia. Yeah. And then came to United States and got into wholesaling. And now he takes those same Yeah. Sort of, I guess, methodologies and puts them into his wholesale business. And he goes into some different tactics that I think are super, super valuable.

Dan Austin: [1:45] Well, I think of a guy that can come from a totally different country and drop into a place like New Orleans and start wholesaling, like, on not immediately, but close to stinking immediately. Anybody can do it. I love what he talks about of, like, get rid of all the noise and just start with an MVP, a minimum viable product, and go with that. Make sure it works, and then adapt and adapt and adapt and refine it, which is what he's done with his SEO and his online presence, is basically how his business feeds him now.

Mike DeHaan: [2:09] It is. Yeah. And then right kind of at the end, he goes into how he, like, structures his website and stuff so that it really stands out. And as he put it, it makes sellers, as they're calling around to everybody, they look at his brand, and the feeling that they're left with is, I don't really care as much about the price. I wanna work with these guys because I have a good feeling about them. But kinda right at the end of it, he goes into details of what that looks like. So definitely make sure you listen and check that out. Aside from that, guys, please go and leave us a five star review and share this with anybody who might be interested in real estate investing or wholesaling or sort of anything in between. And if you wanna start learning to generate off market leads yourself, go to collectingkeyspodcast.com/free to get our free five step guide to start generating off market leads. So tonight, guys, thanks so much, and enjoy the show with Steve Keary. Alright. We are here with Steve Keary, self proclaimed Aussie Steve. So first off, I know you're you're a wholesaler, and this is a real estate podcast, but I gotta start with how the hell did you end up in New Orleans from Australia? Because that is quite the jump culturally, geographically, like, everything about that just seems like a complete upside down turn.

Steve Keighery: [3:19] Yeah. It's funny. I I came here on a vacation and never left. So, I mean, I was inspired by Robert Kisaki. I'm a big fan of his. And one of his books is Retire Young, Retire Rich, and that was all about when he sold his first business. One of his business associates really insisted he took a year off and did nothing. So I was taking a year off and doing nothing, and we love America. We've been in 28 states. You know, we really love it, but New Orleans is our favorite city. So we decided to come for six months just for fun. We had our kid in school. We enrolled her for a semester here, and man, we had no intention of moving here. But about two months in, my wife just said to me, you know we're not leaving, Steve. Figure that out. Figure that out. Wow. And I did. I looked at the real estate market and I loved what I saw because I like real estate. It was a mix of just loving the culture, food, just just how what a fun city this is, but then mixed with business opportunities, the cost of property being way cheaper here than Sydney is the second most least affordable city in the world for real estate. So to shift here was actually a big advantage for me, and then the business side was better as well.

Mike DeHaan: [4:24] Yeah. That's interesting. So I mean, she's she's got it even like a little bit later in life, because I feel like a lot of people that move to New Orleans, they're like, I can party. Marta Gandalf's I'm cheap gonna stay. But you actually made a civilized adult decision and went and there as a still decided to go that route, so.

Steve Keighery: [4:40] It was still mixed with a party, and it's a fun place for an adult.

Dan Austin: [4:42] But Yeah. Sure.

Steve Keighery: [4:43] The kids like it here too.

Mike DeHaan: [4:45] Yeah. Awesome, man. No. That that's very cool. And Yep. And so, you mean, how how long ago was that? How long have you been up there now?

Steve Keighery: [4:50] That was about been over four and half years ago. Four and half years.

Mike DeHaan: [4:53] Four and half years ago. Oh, so pretty recent. Oh, nice. Cool. That's awesome. So I guess the pre I like, like, looking before that, you know, obviously, you're a you're a real estate wholesaler now in the New Orleans area, but what were you doing in Australia? Because that's also something else that isn't really common there, I don't think, especially I know real estate just in general outside of The United States tends to work a little bit different. So what did that life look like?

Steve Keighery: [5:15] So the real estate market in Australia is not great for investors. I did invest a little bit, so I guess to sort of frame my background, again, I'm a Kisaki fan. I saw him speak in 2000 when I was at university. I was studying marketing and economics at the time, and I was never into seminars. I wasn't into any of that stuff. I thought I was gonna be, you know, an employee, get, like, a good job. And, man, like, just everything changed that day. Just my whole mindset opened the whole door opened, and I filled it with, like, all of his information and other information. And Robert Kiyosaki always said, start a business, you know, get on the b side of the quadrant, the business quadrant, and invest in real estate. So that was my path. So I didn't start with real estate. I started with business. You know, I never got a full I've never had a full time job in my life. That's one of my claims of aims. I did some part time work, so like I've worked, but nothing full time. When I finished university, I started my own business. I in marketing, I was consulting with small businesses. I met a business partner that was something similar and we merged our companies and had a little niche. And then we merged with another company which was more tech based. And that company we grew to 300 staff, we listed on the Australian Stock Exchange.

Steve Keighery: [6:22] So it did really well. And I started buying properties probably halfway through that business journey. You know, as I started to get more income myself, I would buy investment properties. You know, like I said, Sydney where I lived was the least affordable city, second least second least affordable city in the world. So I didn't buy where I lived because it was super, super expensive and the rent relative to the, like, value is ridiculously low. So I've always rented where I lived, and I bought properties in other areas around Australia. I ended up buying six properties over three different states. They were basically mutually cash flow. So which is a really good investment for Australia. It's actually hard to find the mutually cash flow property.

Dan Austin: [7:04] Right. Wow.

Steve Keighery: [7:04] Because most people will lose money every month. It's just how it works, unfortunately. I actually sold a couple last month. I actually sold three of those properties. Made a good profit, good capital gain. So I basically kept it. It's it's sort of like a slow flip, really. Yeah. But I was into that property. So I started doing it there. Then when the business, you know, we really grew. I can do it 300 staff. We're like a real professional company, and it didn't need me. You know, I sort of made myself redundant. You know, we'll get into higher levels. You know, I looked after marketing and we did a lot of online marketing, but we'll go into doing television. And to be honest, like, that wasn't my skill, you know, that I could replace myself as someone better, more adapt at that. So that's why I sold some of my shares, but I still had a bunch. And that was when I did the whole, you know, Kisaki, take a gap year, and that's when I came to New Orleans. And I started to look at property, and I actually bought a property to get part of my visa. You had to invest in the company. So I got a business investment visa. So I bought a property in Lafayette, Louisiana, and I bought it for wholesaler.

Dan Austin: [8:05] Yeah.

Steve Keighery: [8:05] And I had no idea what a wholesaler was. Like, I'd never heard of I don't know if they exist in Australia. I don't think they do or I I'd never been exposed to them. And I'm like, okay. So wholesalers have the deals. Let me learn what these dudes do Mhmm. So that I can be a good customer for them. So I went to a one day course from Bina Cox Jones. She's from Ohio, but she was in New Orleans. And I did a one day course on wholesaling, and she just started talking about pulling data, marketing, sales, and I ran sales and marketing at the company. So, like, I had salespeople, scripts. Like, everything she said was like, that's what I do. Like, this is my skill set. You know? Yeah. So that really just that wasn't like all the alarms go, went off and I went, well, I'm gonna do wholesaling, like, as my in because that's my skill. So I just went all in and wholesaling. I, like, did bunch of courses, listened to all the podcasts, just really niche down in the wholesaling. And that's when I started growing here and, you know, I've added since doing wholesaling. I do buy myself. I have burs as well, but I spent a good year and a bit just wholesaling, and that gave me a lot of confidence Yeah. On what a deal was, what a deal wasn't. You know, I really learned from my buyers. Like, man, they taught me so much because I'm dealing with all these sophisticated buyers, and I'm seeing how they view properties. I'm seeing they take different approaches, and that gave me confidence to buy.

Steve Keighery: [9:26] And now I run a hybrid model, which I think is really powerful. If you wanna buy properties, if you wholesale and buy properties, you control the deals. Mhmm. Because wholesaling isn't investing. Right? Like, think I think I do separate those two things. My wholesaling company, it's a sales and marketing company.

Mike DeHaan: [9:41] Yep. For sure.

Steve Keighery: [9:42] It's just sales and marketing. But I do invest too because I I have these rentals. So I I sort of do the wholesaling, that pays the bills, that pays the marketing, and then I also do the investing with my burs, and I I run them both

Dan Austin: [9:54] now.

Mike DeHaan: [9:55] Yeah. That's awesome. And I think that there's a really valuable lesson there of there's and mean, the people ask us all the time if they are wanna get into investing or they're, like, inquiring. We have a group coaching program called the instant investor programs. People always inquire about that. And they say, I don't have a lot of real estate experience. Like, can I do what you do? And you didn't have a ton of experience. You had a little bit limited knowledge, right? But you had, you know, just one portion of the skill set that you need.

Dan Austin: [10:19] And you came to a foreign country.

Mike DeHaan: [10:21] Yeah, I came to a foreign country. Understood the basic concept of data and marketing. And you're able to turn that into a wholesale business. Right? And pretty much everybody has some form of the skill set that you need that's involved in it. Like, I guess unless, like, I don't know, you've been a professional. I don't know. Who am I gonna who am I gonna shit on right now? A fry cook. Like, that might be difficult to jump in, do it a little bit. I don't know.

Dan Austin: [10:44] I don't even have fry cook because you've probably got hustle.

Mike DeHaan: [10:47] Honestly though, right? You probably have the work ethic to get stuff done at that point.

Dan Austin: [10:50] Yeah. Exactly. Yeah. That's like and you said it, Steve. It's like, it's a wholesale the wholesaling is a sales and marketing company, and then there's like Mike, you're saying, there's just different tiers of what you have to do within that business to make it successful, and you can be really good at certain parts of the business, and still be successful. Exactly. You don't have to be good at all of them, which is what Mike and I have found out over the years. You can hire the stuff you're not good at. Exactly.

Mike DeHaan: [11:11] And I'd say if anything, it's almost better if you don't have a really in-depth real estate background Sure.

Steve Keighery: [11:15] Because then you

Mike DeHaan: [11:16] get too tied up in the asset Yes. And not on the parts that actually make you money as an off market investor, which is the sales and marketing. Yep.

Steve Keighery: [11:23] 100% agree with that. And it's definitely real estate knowledge was limited, and it wasn't what it was the sales and marketing and learning more about it

Mike DeHaan: [11:30] Yeah.

Steve Keighery: [11:30] From wholesaling and using the knowledge I had was what created the business. And I made the mistake when I started. Like, I didn't understand how different buyers were. And I think for a wholesaler who's starting, like, you wanna get with some of the buyers in your area. And I did that. I sort of had, like, one good buyer and, like, I was essentially looking for properties for them.

Mike DeHaan: [11:50] Mhmm.

Steve Keighery: [11:51] And it helped me a lot, and I did my first deal with them and, like Yeah. I learned so much from them. But it it took me later on to realize I spoke to more people that some of the deals I passed on were absolutely deals. They just weren't

Dan Austin: [12:04] Been there.

Steve Keighery: [12:05] They just weren't his buy box.

Dan Austin: [12:06] Exactly.

Steve Keighery: [12:07] And I started to learn, oh, he's not the market. He's a buyer. Mhmm. Right? And then I started to learn these different sorts of buyers. You know? You got your landlords. You got your flippers. You got your, you know, people that do high end, people do lease lease options. So Right. You know, I think that was the biggest lesson that, like so I think if you are a real estate investor and you know one style, it's hard because you're looking you're looking for that And for wholesaling, you need to know these are the different buyers because I'm looking for distress. I'm not looking for a property now. I want distress. I know the price it needs to be. If the price is right, I can move it. And but when I had that deal, some buyers are gonna look and they go, no way. That's I would never buy that. But I have the buyers alike that sit in that criteria. So as long as you have a range of different buyers, you can do any deal where the numbers work. So I do think it actually is an advantage not to too detailed in your own way of real estate.

Dan Austin: [12:59] Yeah. Yeah. That's so true.

Mike DeHaan: [13:00] Yeah. Yeah. And I I think that's even more relevant now too as the market started to turn a little bit as well. You have to find those key buyers because, I guess, for lack of better term, all the suckers have left the market. Right? All the people that don't know what they're doing, could sell kind of a crappy deal to last year, which, of course, we would never do that on purpose. They wanna buy it's their business. Right. But, you know, well, we all know the game. Right? But now, if you have those key buyers, you can start to create deals as opposed to having to find them. And more often than not, they aren't necessarily deals that you as an investor would wanna buy because everyone has their own buy box. That's really interesting, though, Steve. So I would love to hear, guess, that is a common thing that people ask us is about finding buyers. So what it sound it sounds like that's almost like where you started your business, was you went from, like, a buyer side and you work backwards a little bit, or at least that's kinda what you do now.

Steve Keighery: [13:47] I sort of started because I had a few buyers. I did, but I think that was sort of a mistake Okay. Yeah. Because it was too limited to pull. Mhmm. I actually in terms of starting, I think the best way to start is to find the sellers and do a couple of joint ventures with an existing wholesaler in your market. I thought it was linked to a buyer Mhmm. Which disadvantaged me because I had one one view of the world. I think if you're starting out, if you link with a wholesaler who has a bunch of buyers, then you get good at finding the deals and then you JV them and move them, you both get paid. Yep. Do that a couple of times, build your credibility, your confidence, and then find your own buyers. That's the way I would recommend doing it because the problem is, right, everyone, like, as a buyer I'm a buyer too. Right? And, like, wholesale even me, like, wholesale, oh, can I put in my buyers list? It's like, yeah. I'm like it's in my head. I'm like, you're never gonna send me a deal.

Dan Austin: [14:36] Yeah. Right. Totally.

Steve Keighery: [14:38] But when you've done a few deals, it's different. You know, like like so personally, I think that's a way to do it. You know, how do I build my buyers list? I did a few ways. I did a few good moves on that. Definitely networking. I think network is important. Going to meetups is really important. It's not as you can't start instantly, you know, but like you need to start actually meeting people. Don't be just an email being sent out, actually know people. So I did a bunch of that. I've always been doing that. I did some I bought a database of an existing wholesaler. So I had an existing wholesaler who I was friends with. They needed some cash. We'll sort of I'm like I'm like, dude, I'll buy your database. I'm like, I'll give you cash right now. Like, solve your crash plans. It doesn't cost you anything. Like so I did that. I did a few database swaps where some of the smaller buyers like, I had some buyers, they had some buyers, and we de juked them and swapped them. And then I just went, you know, obviously bigger pockets, like town buyers off that, buyers off Facebook groups. So I sort of like combined all those LinkedIn. Yeah. I sort of combined all those things together to sort of where I got got my buyers list from.

Dan Austin: [15:39] That's awesome. I don't think we've ever talked to Mike and I have heard about it, but we've never talked to anybody on the podcast that's ever bought or swapped. I love that idea. Bought or swapped a list from another wholesaler. Yeah. That's a great idea.

Steve Keighery: [15:51] That really helped me. It really jumped me up. Just like dealing with sellers. Like like, the person I bought it from, I had a good relationship with them, and it was a deal of worth. Like, that really helped them to get that money for nothing. Like, it didn't cost them anything.

Dan Austin: [16:02] Right.

Steve Keighery: [16:02] And then the swaps worked. I recently swapped one in to someone in a different market. So they're actually in the Baton Rouge market, and they're trying to get into New Orleans. And they've been there for, like they're really old school. They, like, got a really great database. So they're trying to crack my market, and I wanna go into their market. I'm like, let's swap out databases. Now instantly, that person is really powerful in New Orleans, and I'm really powerful in Baton Rouge. You know? And it's like, that's win win.

Dan Austin: [16:24] Yeah. That's fascinating because a lot of people would say, why would I give a potential competitor an edge or a leg up? I'd love to get your perspective on that, because it sounds like that's not an issue for you.

Steve Keighery: [16:35] So I'm really I'm really into the go giver. Mhmm. I don't know you know the go giver bull. Mhmm. I'm into that abundance mindset. It's it's not competition in that sense, particularly for a buyer. The buyers need to be able to make a living flipping. Right? Yeah. There's a few buyers that can only do, like, five deals a year, you know, but look, they're hungry. Right? They need to be fed. Right. I'm not gonna be their sole source of leads. I'm never gonna be their sole source of leads. You know I mean? Like like, they need other leads. So it doesn't hurt me for them to sell to my buyer. It really doesn't.

Dan Austin: [17:05] Yeah. Yeah.

Steve Keighery: [17:05] In fact, it can actually help me because if they buy a deal, they do well, they buy more, they stay in business. Like so I'm not scared of that at all. I help run a meetup in our market, and I'm always bringing my buyers. I'm connecting them with them. Like, hey. Like, get get this whole set. Like, we just work together, and I find with that attitude, it just you help this person. This person helps you. It's not transactional. The database swaps are full swaps, but I also just believe in, like, I'll help anyone, and I believe the universe will pay me back.

Dan Austin: [17:33] Yeah. Yeah.

Steve Keighery: [17:33] That person doesn't think about the universe will pay me back. And I've really found that's helped me.

Mike DeHaan: [17:38] Mhmm.

Steve Keighery: [17:39] Particularly in America, like, coming here, I knew zero people.

Mike DeHaan: [17:42] Mhmm.

Steve Keighery: [17:42] And I now have a really, really strong network. Like, I'm actually amazed at what a strong network I have in New Orleans. And I think it's just because it's that attitude, that giving a I don't know, man. This is where I come from, and I don't need them not to do a deal. Yeah. There's enough room for all of us. We're not in some ultra competitive winner take all market. Yeah. I think we all exist together. We do deals together.

Mike DeHaan: [18:05] Mhmm. I think a big part of that too is like, you know, game recognizes game. Right? So I get if you look at wholesalers in terms of the real estate investor sphere in general, Honestly, we're kinda like the, I would say, like the top athletes because we are the source of opportunity for a lot of people. Right. And so when you are like that with another person, it's like athletes know, like a sporting event. Have, like LeBron and Steph Curry going up against each other. They gave each other the nod. They're like, we are the best, and we know that. Everyone else here is supporting us, and we couldn't do business without them. But they go at each other a little bit different, and they have a little bit more of an acknowledgement than they do of like a give me a c level basketball player. No one no one knows. No one knows. Like, no one knows them. You're right. But like, honestly, though, as as a wholesaler, if you look at the real estate community as a whole, because how many flippers does every market have? How many real estate, like, buy and hold people does every market have? Shit tons of them. Everyone does on some capacity, but how many true wholesalers that are doing consistent deals and volume on a monthly basis are there in every market? Not very many.

Mike DeHaan: [19:10] For sure. You know, even in the biggest markets, you can probably count them some number of appendages.

Steve Keighery: [19:15] Mhmm. That's true. There's lots of people, but there's very few that had the consistent deals. Wholesaling is funny, and and and let me talk on it on this level because I think a lot of people do they try to start in wholesaling, and that's fine. Like takes less capital and I get that. But not a lot of people like actually trying to make a long term business. I came at it from a Vince perspective. I'm like, I've got sales and marketing. I wanna make a business. I wanna create a brand. I wanna do this long term. Yeah. I do. And I do wanna buy. I'm a buyer. But I get, like, being able to wholesale means I can always market. I can spend money on marketing. I can monetize the leads I don't want, and I can keep the leads that I keep the easy ones. Mhmm. Right? I only keep all my deals are good that I send out. They're all good deals. Right? But, like, the ones I keep are good deals that need, like, very little work. Mhmm. That's super hard to find. Yeah. Yeah. You really gotta find them yourself. You know? The other ones I sell, like, yeah, they because I'm not a rehabber. Like, I want I wanna just, yeah, change the paint carpet, paint it, done, and it's undervalued. So for me, like, I'm really creating a wholesaling business. I intend to be doing this Mhmm. In five years, ten years, you know, like, this is a proper business for me.

Steve Keighery: [20:25] And I I think some people could do it. They don't even want to. But, you know, but I would say if you really wanna be in real estate and if you have the sales and marketing, like, if you like that Mhmm. Keep doing it. Yeah. Make a business. Like, do them together. It's powerful to do them together. It is.

Mike DeHaan: [20:39] Wow. Yeah. That's cool. I think that that's a that's a huge question as well. I think that as you're as people sort of, like, develop that skill set as to that skill set as well that you're talking about of, like, learning how to combine those two mediums where it becomes super, super powerful when they get into it. But yeah. I'd love to hear just more about how your business operates in general. One of my favorite things when we have people on the show is when we have other wholesalers. Right? Just hearing about how their businesses work. I guess, what's your main source of deals? What does your team look like? What are the nuances of your market? There's always a lot of similarities, but it's always, like, more different than you would sometimes expect with this little ways.

Steve Keighery: [21:15] Yeah. So, I mean, I'll I'll start with the nuances. New Orleans is notoriously hard to operate, like, particularly for, like, national players and like, because it's a funky market.

Dan Austin: [21:26] Interesting.

Steve Keighery: [21:27] And what I mean by that is, like, you can't go comps point five mile radius. You'd like, you cannot do that. Like, you we change block to block. Wow. Right? Like, a house can be, like, across the street. It's not a comp if it's a main street. So so that's probably the biggest nuance in New Orleans. It is really hard. Any national players that come here, they're just notorious to get their deals wrong, And I had to learn that. Like, you need to keep really tight. No ready. So you need to draw the comp based on not crossing the main streets. So probably the biggest nuance that makes it probably the hardest, like, hard to to operate in this market. We can figure that out. And I'll talk to team. I mean, I have I have a VA that does my comps. So they're based in The Philippines. So they've been trained to draw that map, pull all the comps. They put them in a spreadsheet for us. You know, I have an acquisition specialist. So she deals with all the seller side stuff. So she's like taking inbound calls. She's doing follow ups. She'll do some cold calls. She's dealing with the sellers. We might be a little different to most, but she'll do with the sellers and we will hear the motivation. We'll hear the story. We'll find out about the property. We'll do a few tricks to figure out, like, what they wanna sell it at, you know, the lowest, and we'll try to, like we'll try to get negotiate against themselves.

Mike DeHaan: [22:46] Mhmm.

Steve Keighery: [22:46] And she'll take that information in our CRM. The our VA will pull the comps. I'll then pull that up. So so I'm still doing this part of it, which I will outsource at some point. But I'll look at the comps, and I'll figure out what I feel the ARB is based on the comps that are pulled. Then I'll do the, you know I'm actually doing 65% of ARV at the moment just because the market's being changed. You know, I changed that six, seven weeks ago. It used to be 70%, but 65% of ARV minus repairs. I'll put that back as a maximum allowable offer, and then my acquisition specialist, she'll relay that to the sellers. If we're in the same ballpark and they're aligned, then we'll set up an inspection.

Mike DeHaan: [23:25] Mhmm.

Steve Keighery: [23:25] So so I have a person that goes and does inspections for me. I used to do them, but they'll go out. They'll take the photos. They're actually a realtor as well. They'll actually pull a second CMA for me just to, like, validate my comps. Nice. And that's I was looking for an inspector, but this person happened to be a real estate agent. I'm like, you may as well do CMAs as well. Like, let's let's do this.

Mike DeHaan: [23:42] Yeah. Right.

Steve Keighery: [23:43] Then that'll come back to me, and then I'll just reassess the numbers and make sure it still works. And if it works, contract it. Let's go. If it doesn't work at the first point or at this point, then the acquisition specialist, she'll make the offer. So she actually goes back and makes the offers. She'll get the contract sent out and signed. If it's not a deal, it'll stain her follow-up Yep. Until the house is sold, you know, forever, really. Yeah. So I'm sort of just looking the numbers, watching. I really do the marketing because that's my skill. Mhmm. And that's our team. So it's really one full time person, one full time person myself. I mean, I'm I'm pretty much full time. I'm full time in business too. So there's me, her, VA inspection person. He just we pay him per inspection.

Mike DeHaan: [24:25] Here you go.

Steve Keighery: [24:26] That's really how the business runs.

Dan Austin: [24:27] So did you say is your acquisition specialist US based? She's not a VA?

Steve Keighery: [24:31] She's US based.

Mike DeHaan: [24:32] Okay.

Steve Keighery: [24:33] Which has been so which is I think a real advantage for me. Yeah. The nuance to why I did it because it obviously is more expensive. But I'm here in a business investment visa. Mhmm. So part of the deal for me being here is I need to make an economic impact in The US. You know? So they want me to hire Yeah. So that's that's why I hired a US person to start with, but I would do it again now because

Dan Austin: [24:54] For sure.

Steve Keighery: [24:54] She's awesome. She's been to me two and a half years now. She's been with me, and she she's fully local. She has great combos.

Dan Austin: [25:01] So she knows the area. She's good.

Mike DeHaan: [25:03] Yep. Yep. Okay.

Steve Keighery: [25:04] This is something that clicked on me too. Right? So I spoke to a lot of people. Because I do this all myself at first, and I obviously hired out afterwards. And when I was trying to figure out, like, how to hire my acquisition person, I asked a lot of people. A lot of people were commission only, and I think that works. But I I made a conscious decision to pay a base Mhmm. As well as commission. And I did that for a couple of reasons. I wanted I didn't want them stressed. They weren't making if they were stressed, I'm stressed.

Dan Austin: [25:32] Yeah.

Steve Keighery: [25:32] But I wanted to get more of a service oriented, like, a talker. So she's a good salesperson, but she's not selling. Yeah. She's really good at rapport. So, you know, she's just speaking, talking, friendly. You know, she does a lot of training, Chris Voss, John Martinez, you know. So she's just she just listening. And she's neutral. Right? She's not because she's not the one with the money.

Dan Austin: [25:58] Yeah.

Steve Keighery: [25:58] Right? She's not writing the checks.

Mike DeHaan: [26:00] Uh-huh.

Steve Keighery: [26:00] She's like middle person in, and she's like, she wants hey. I wanna get you what you want. Let me see what I can do. So that worked. Even when I was doing it, I would always say, let me check with my partner. I would create, like, that layer of not being that person. But we felt it was legitimate, and that really works having that local person following up. I think it makes me stand out in the market. She's she's a real weapon.

Mike DeHaan: [26:22] Yeah. That's awesome. But she does have some form of commission on top of the base

Steve Keighery: [26:26] of Yes. She does. Absolutely. So so she's got a base, which is, you know, like, it's it's decent, but she's definitely incentivizes by permission. She'll she gets paid on assignment fees. And if I keep it, she she gets a Yeah. Paid on that as well. So so it's both. It's both.

Mike DeHaan: [26:39] Nice. That's cool. I wanted to go back really quick because of what you said there. So you said that you get information from them and you do 65% of ARV minus repairs, which is pretty standard in this market. We're kind of doing the same. Then you make an offer, and if you're in the basic range, then you go and get photos. What do you consider the basic range? That's always something that people ask us too, is they're like Yeah. Because in wholesaling, right, a $10,000 difference, that $10,000 off your line. And even in the big picture of a $300,000 property, $10,000 from an end buyer can make sense. But from the wholesaler's perspective, that can be like the whole deal. Yep.

Steve Keighery: [27:16] Good question. It's pretty much the number I say.

Mike DeHaan: [27:18] Yeah. Okay. Oh, gotcha.

Steve Keighery: [27:20] Yeah. So I sort of stay in the range because it's probably the loose terms we use with the sellers. Mhmm. Because it's like we're trying to say it's a ballpark number. Like, we haven't seen the house yet. Mhmm. I'm not writing the contract based on that. I know some people do, but, like, we just don't do that here. So I'll probably use that loose term, but it's pretty much gotta be about the number I said. I might make some exceptions if they're, like, showing them moving and I feel like there's motivation. I might be five or so k off. Mhmm. I'm not going to do an inspection unless we're pretty much there, unless I think it's a deal. Mhmm. If it's not, she'll keep following up. We will keep working that lead, like but we're just not going out to the house.

Mike DeHaan: [27:57] Right.

Steve Keighery: [27:57] So I used go to myself. I'm like, I'm not Boeing.

Mike DeHaan: [27:59] Yeah. Right.

Steve Keighery: [27:59] Like and I guess it just carried over to the inspection personnel as well.

Mike DeHaan: [28:03] Yeah. Right. Yeah. That that follow-up piece is super huge too. I mean, the fortune's in the follow-up so much. I mean, we've had people that I don't know. We offer, like, 200. And they're like, I'm not selling for less than 300,000. Right? And so we follow-up with them for a year. And then finally, year later, they're like, hey. Here's your offer. First 200 still available, like, nowhere at like $1.90 now. And they're like, okay.

Dan Austin: [28:23] Oh, okay. Yeah. Exactly. Yeah.

Steve Keighery: [28:25] Absolutely. Particularly in this market too. Right? Like, and and that just staying in front of people and to a touch base at least every month. Yeah. Right. And and real soft. Just real soft. Hey. Following up. Just how did you go? Did you end up selling State Street? You know? Oh, okay. You did it or you did or you're like and she just she's feeling out if they sort of open up to, like, we're moving. If not, it's just, hey. Cool. Yep. And she'll follow-up again. And Yeah. So then we just make sure that when they do finally hit that motivation point, like, they know us. They're gonna call us. They're not going back to try to go with that. They're calling us back.

Dan Austin: [28:57] Yeah. Does your follow-up system look like? Is it like that she has like, hey, this is a warm lead or a hot lead? Or do you do you follow it up with like, hey, every month, no matter what we're calling, or is it more rigid than that with texting, calling?

Steve Keighery: [29:10] It's mainly like not it's not so automated. It's not that automated.

Mike DeHaan: [29:14] Okay.

Steve Keighery: [29:14] In terms of text and emails, She will go in and send some text and emails, different points, but it's not automated to that respect. I mean, I use Salesforce Mhmm. CRM for my old business. So I built, like, sales systems and there's like Wow. So, like, the way I do it, I don't think I'd recommend anyone else to do it. Like, it's not like this is the system. Yeah. But it's like, I did that for many years and built a significant set. I had 90 salespeople that worked for me.

Mike DeHaan: [29:41] Like Yeah.

Steve Keighery: [29:42] You know, like and so I just do the same thing. And there's all everything basically, everything has a next call date.

Mike DeHaan: [29:49] Oh, okay.

Steve Keighery: [29:49] Right? So there's a next call date and my acquisition person has a view that shows everything moving next call date of today or the past. Yeah. And that next call date will just get moved forward. Like, I haven't called them in four weeks. Four weeks. Yep. Two weeks. So so just every day that view and every day whatever's that's gonna come into that view. And I can assign them and move them around and all sort of stuff, but it's just it's pretty simple. And I didn't get too fancy. I do think people can make the mistake of getting too like, they're just starting out, and they're digging in podiots, doing all these automations, and it's like, figure out what works for us, then automate it.

Mike DeHaan: [30:24] It's like the perfect distraction though for people to not do the hard things, which is talking to sellers, talk to people, but still feel like they're doing a business where they're like just creating shit in their CRM that doesn't actually do anything. Right.

Steve Keighery: [30:35] Other than this view. Right? So like my our company was a tech company, and, you know, in tech, it's like you wanna do an MVP. So MVP is minimal viable product. Right? And you just you wanna test things and because the problem most entrepreneurs have is they have all these awesome ideas. Right? So you got these 10 fantastic ideas. Trust me, nine of them are shit. I'm saying you already my ideas are shit. Right? The ones that you think are awesome. Yeah. And the biggest problem people have is that I've got this awesome idea. Cool. How do I do it? And they and they they've got this big system. And I start building this big system, and it's like, at the end of that time, they build a system and spend this time and they realize it's shit, they wasted their time. So MVP is more like just cool. That's awesome idea. What's the dirtiest, simplest way to just do that and test it? Yeah. Right? Because then you do it and you go, cool. Didn't work. Okay. Well, that actually was a shit. Next. That one didn't work. Didn't work. Oh, wait. That one worked. Mhmm. Okay. Let's go. Let's start building that system. And, like, that's sort of how I approach things. Just I'm not gonna build a big ass system. And then once you're doing it, now I can optimize. Now I I now I have data.

Steve Keighery: [31:43] I have I can get in and go, yeah, let's automate all you're doing you're spending, like, an hour doing that. Let me automate that.

Mike DeHaan: [31:49] Right.

Steve Keighery: [31:49] Because, like, now I'm taking that off you with but it's already a flow that's working. So that's just sort of how I view the world. And I think if you're just starting out, just keep it simple. We had a thing in a model business. Everything started in a spreadsheet. Mhmm. So we ended up having, like, a 300 staff. I had data scientists, product managers, programmers, like we could build anything. But anything started in a spreadsheet. Yeah. Started in a go down spreadsheet, get it moving, work it, and then build off off that.

Dan Austin: [32:15] So true. Yeah.

Mike DeHaan: [32:16] I think that's super important. And and in off market real estate as well, I think that that's so we always do when we work with people in our instant investor program is we say, what we want you to do is talking to sellers as early as possible. So so many people are trying to like build these fancy brands Mhmm. Website. No. Just start marketing. Start talking to sellers because honestly, what might happen is you're gonna get your ass chewed by your first angry person, and you might suddenly realize this business is not for you. Yeah. Because it's gonna be something that you have to learn how to deal with. Well, and

Dan Austin: [32:46] at that point, if you've never talked direct to sellers, like your brand doesn't matter. No. Like if you suck at talking to sellers, doesn't matter what brand is, doesn't matter what CRM you have, doesn't matter anything, and talking to the sellers, the most important piece of it at

Mike DeHaan: [32:58] that point in time. Exactly.

Steve Keighery: [33:00] Absolutely. And I think when you start and you start I think that's the best advice I'd say to definitely just get on the phone and talk to sellers. And I think the attitude for that is consider a practice.

Dan Austin: [33:09] Right.

Steve Keighery: [33:09] Do you know what I mean? Like, don't because I think people will always pressure, oh, I don't wanna what if I said deal and how how are I contracted and and they're trying to solve all the problems. Like, you know, someone will be a deal. Just just just practice. Right? And if it happens to end up in a deal that's bonus, but and then when they have that mindset, it's like, cool. We'll just do your 100 conversations. Just go do your 100 conversations. You're not gonna get a deal. Don't even try to don't don't don't think about getting a deal. Have 100 conversations. Come back and tell us how you win and what you found out. You know?

Dan Austin: [33:38] Yep. Exactly. Get your reps in. Don't have expectations. I mean, just get in there and talk to people. Who cares, like we said earlier, who cares about the asset? Just talk to the person. No expectations. That's that's great advice. Exactly. Yeah.

Mike DeHaan: [33:52] Like, it's like going back to the sports analogy, you don't go and try and do a one rep max back squat on your first day. Like, you know, go and learn the basic movement pattern first before you

Dan Austin: [34:00] even go. Hit the gym a few times, get a few reps in. Exactly. Yeah. Exactly.

Mike DeHaan: [34:04] No. That's cool. So before we get into our our initial questions, did you touch on what your marketing in marketing platform or process is?

Steve Keighery: [34:11] No. I didn't. So I'm I'm mainly like a digital branded marketing sort of what I would say. I started with texting. By the way, texting was like awesome. Like, that's actually how I got my first deals and I found that really effective. I did though start to see like the laws changing and I I think it's still working, but I but my background is like digital marketing, like in brand. So I'm like, I sort of saw it change and like, I should use my strength. Right? Like, and build that. So, you know, I do a lot of SEO, SEM, social media stuff, and but branded as well. Right? So my leads, I would imagine would convert a lot better than other people's. Because it's not just that I generate a lead. Like, they've seen me. If you go to my website Yeah. You see videos of me. You see video you see hundreds of videos in houses. Like like, I do a video every house we buy, look at. I'm just zero production. Zero production value. Right? Literally, I think I've done a second take once ever in my life. Right? So literally one take. Like, hey, Aussie Steve. Home by Louisiana. Hey. We're at this house. They're buying this cellar. And I'm just talking about what's going on, and it's like and there's hundreds of videos. Right? And it's not that someone's gonna look at all those videos, but they'll look at one, and they'll see that there's hundreds.

Mike DeHaan: [35:20] Yeah. And they're like, okay. That's actually really smart. I'm what I'm gonna do is I'm gonna go and get take they were gonna take, like, four videos. I'm gonna go and download all yours and put them all on my website so they see hundreds of house

Dan Austin: [35:31] Actually, the first four of Mike's face on, then Oz's Yeah. Exactly. No.

Mike DeHaan: [35:36] That is smart, though. So I guess I was gonna say that you have, like, a general tip for people to really capitalize on online marketing. Because I would say that is one of the things that is very easy to spend a ton of money on and get nothing from. But the people who are good at it, they seem to do very, very well. So I guess what like, what is your main tip for for online marketing like that?

Steve Keighery: [35:59] So it's a good point, right? Because you need to be prepared to lose and learn. Because online marketing is about learning. You know, I probably have an unfair advantage in that in my own business, spend a million dollars a month on Google Ads.

Dan Austin: [36:12] Wow. Wow.

Steve Keighery: [36:13] So, like, I've got a random market. I had people that ran those for me and stuff. So but we started we used to spend $2 a month. It was 2¢ a click. Wow. $2.02 cents a click, man. Those were the good old that was back in, like, 2007 or whatever. And what I what you learn is, though, you're gonna waste a bunch of money. You are. If you start, you're gonna spend money. It's not gonna work. And but you need to optimize it. You will learn, and you you continue to train it. It gets better and better because you learn that, like, certain assets aren't working, you know, certain ads aren't working, you stop using those ads. You if you're targeting keywords, these keywords aren't converting, like, I need to get rid of those keywords. I'll add negative. Yeah. So you've got to be a little bit prepared to lose a bit of money and you need to pay attention to it and keep improving it. But if you stick with it, like over time, we'll get better and better and better, and then those campaigns become really effective. So I think you just gotta sort of stick with it. And I just would say add some branding to your site and some personality to help with the conversions.

Dan Austin: [37:14] Yeah. Wow. So that's your main focus of marketing is online right now?

Steve Keighery: [37:18] Yeah. Really, really online. Yeah. Really online has been my focus.

Mike DeHaan: [37:21] Okay.

Steve Keighery: [37:21] You know, I've done a lot I I did a lot of mail in the past. My intention is I'm start doing that again soon. But the brand and stuff, it's it's my skill. Like, it's what I've done. So it's it's just the easiest thing for me to do. And for online marketing, but it's also the brand. Okay. You know, if you go look on my website, homebuyerlouisiana.com, do not copy my word, but definitely take inspiration

Dan Austin: [37:40] Yeah.

Steve Keighery: [37:40] From it. And the brand helps and then it converts. And then as I add more marketing channels, like I I send them all to my website anyway. But if I do a direct mail, I'll link to my website. Yeah. We speak to someone, we'll end up sending our website. I'm funneling you back there. I want you to see my website. Even if

Mike DeHaan: [37:56] you didn't

Steve Keighery: [37:56] come through my website, I want you to see it. I want you to expose the brand. Because most of the sellers we speak to, they obviously, the number needs to match, but they sort of got the attitude of like particularly my sales acquisition person, she's so friendly too. So they see our side. If they speak to her, normally, the end of that call, like, the feeling we wanna get is, let me see if they can pay what I want because I wanna work with them.

Dan Austin: [38:22] Mhmm. Yeah.

Steve Keighery: [38:22] Yeah. And hopefully, they're calling everyone else. And, like, if you've done that job, they're like, they're not calling 10 people. They're going, okay. I still need to meet their number. They're not gonna sell it to me at any price, but, like, hopefully, I've got that shot to go, let me see if I'm gonna do business with them and if they can make the numbers work. And that's really my goal.

Dan Austin: [38:39] That's great.

Mike DeHaan: [38:39] I love it. So it sounds like what you're saying at space level is the best kind of marketing is the one that you were gonna do consistently over a long period of time. You're gonna measure your KPIs and what of what works and what doesn't and just tweak things as you go. Is that

Steve Keighery: [38:53] 100%. Yeah. And definitely let me say that, like, same with direct mail or any channel. Yep. I'm in a tech company. We did online marketing. Like, that's my natural instinct. If you have a different natural instinct, if you love the mail and the process or texting, like, just stick with that.

Mike DeHaan: [39:07] Sure.

Steve Keighery: [39:08] It's not that online is the magic formula. It's that the consistency and the learning and the being familiar with it is what's gonna make you really good at it.

Mike DeHaan: [39:15] Yeah. Sure. Exactly. And I think the biggest mistake so many people make is they try something for a month and it doesn't make the millions of dollars. They jump to the next thing, and they jump around, and they do that repeatedly. And lo and behold, they never actually get any opportunities. Exactly. So no. Good stuff, Steve. I love it. Alright. We're gonna go into our end of show questions. So first question, since you're a wholesaler, I'm excited about this one because I'm sure you have some good ones.

Dan Austin: [39:39] A wholesaler in New Orleans. A new a New Orleans.

Mike DeHaan: [39:41] I'm sure you've got all sorts of interesting characters like we do up here in North Idaho area too. What is your craziest real estate investing story? And this can be a crazy seller. This can be a big win, a big loss. The only rule is you're not allowed to tell a story about someone that died in a property. Because we got we went on, like, a streak of a bunch of those, and it was just super depressing Yeah.

Dan Austin: [40:03] After a while.

Steve Keighery: [40:03] Yeah. Okay. I I had bought some dead properties, but but

Mike DeHaan: [40:06] I knew it.

Steve Keighery: [40:07] Probably the most interesting I mean, there's some crazy stuff here, and, like, I'm surprised how people can live, and that's probably some things I've learned. Yeah. I've been shocked at it now. I'm no longer shocked. Mhmm. But probably the the most interesting story was, as I told you, I was here for six months initially. I had a Airbnb, and then we started to stay. Was looking at my visa. We got a lease on the Airbnb. We spoke to sellers, we got a lease to stay for twelve months. I started doing the wholesaling. It took me a while to get my first deal. I probably spent a good six months working really hard, and I did my first, second, third same week. Wow. Right? And it wasn't that I didn't anything great that week. It was the consistent action

Mike DeHaan: [40:42] Yep.

Steve Keighery: [40:42] Just all happened to fall in. But then that same week, the owner of that property reached out to me and he said because our lease was coming up, and we're planning on renewing, by the way. He's like, oh, your lease is coming up. Do you guys think you're gonna stay? Because, like, maybe because he lived in Chicago.

Mike DeHaan: [40:59] Mhmm.

Steve Keighery: [40:59] And he's like, maybe we really wanna manage it anymore. The Airbnb was a three flex. Actually, it's too long terms up. We're only thinking we can manage it. Like, maybe do you guys wanna buy it? I'm like, oh, no. No. We like no. We we don't the area's a bit rough. Not at all. But so but, like, I'm I'm like, dude, I'm

Mike DeHaan: [41:16] like Yeah.

Steve Keighery: [41:16] Like, I learned how to wholesale. No. I started doing my deals. I'm speaking to a out of state landlord who wants to sell, and I'm living in his goddamn house. If I can't do a deal, I do not deserve to be in real estate. Right?

Dan Austin: [41:29] Exactly. So

Steve Keighery: [41:31] I ended up negotiating. I got a lease option on it. Okay? So I used to have leased Uptown. It's quite a nice area. It's zoned commercial, Airbnb. It's quite a cool property. So I did a lease option on it, two year lease option. I pretty much paid market rent. Like, it's pretty sorry, market market value

Mike DeHaan: [41:50] Mhmm.

Steve Keighery: [41:50] For it. But I made 75% of my rent count as equity in the property. Nice. I was already paying it. Yeah. We wanted to stay there. So so I basically for two years converted that to equity. Obviously, property prices went up a lot too, like Right. So the value went up a lot. I paid down a whole bunch of equity, and I ended up closing on it beginning of this year Nice. Actually. And now I've got it as an Airbnb, and it's a three plex uptown. It's like really awesome property. So I like that literally the Airbnb that I came to this country and thinking for six months, I ended up buying it

Dan Austin: [42:22] That's so cool.

Steve Keighery: [42:23] And keeping it. So I I do like that story.

Dan Austin: [42:26] Yeah. That is a really cool story. Yeah.

Mike DeHaan: [42:27] That's very cool. And structuring the debt like that as well, where you have so much with principal, I mean, you basically did like a a kind of slightly different because it was a lease to own, but like a seller finance with super low interest Yes. And a very favorable amortization. So like that Mhmm.

Steve Keighery: [42:41] You don't get amortization like that. Like 75 percent of the rate, that's I really amortize that down. Yeah. It's like was really good.

Mike DeHaan: [42:48] Yeah. That's awesome. That's a that's a sick deal. Alright. Second question. What is the number one tip you would give to either a new investor looking to get started or a small time investor looking to take their business to the next level?

Steve Keighery: [43:01] For me, network is everything. My advice would be to go to the meetups. Right? Like, I've gained so much traction by just attending these meetups, meeting people. You know, if I think of some of the people I met when I first started four years ago, I like randomly reached out and a few people met me. Some of those people, we now have LLCs. We've we've owned properties together. We like do a whole bunch of things together. So that just came from attending these meetups. And even other people that just I draw on a property managers I use, like Yeah. Just get out, get to those meetups, meet people. I think that's the most powerful way to start becoming more confident

Mike DeHaan: [43:38] Yeah.

Steve Keighery: [43:39] And growing your business.

Mike DeHaan: [43:40] Yeah. Great advice. Network. Yeah. And I think I think local network, but also national network as well is super powerful. Like, we've you know, because you also just learn from being around people. It's one of reasons we started this podcast is because we can connect and learn with what people are doing in other places. Know? That's why Dan and I pay good money to be involved in different groups that are, you know, nationally based is because, like you said, your network is everything at the end of it. Mhmm.

Dan Austin: [44:04] So absolutely. So much value in it.

Mike DeHaan: [44:06] So last question. Where can people find you, follow you, and reach out to you if you'd like them to do so?

Steve Keighery: [44:11] Like, you can share my website, homebuyerlouisiana.com. You can contact me through there. I'm on LinkedIn under Stephen You can get me on Facebook actually. Used to keep Facebook strictly like my friends, but like I've got so many real estate people now. So you can probably hit me through Facebook. Steve and Keighery. You'll you'll find me.

Mike DeHaan: [44:30] Cool. Wanna spell Keighery for someone that doesn't want

Steve Keighery: [44:33] you to show us? Too for sure. Yeah. It's k e I g h e r y. So k e I g h e r y, and that's Stephen with a p h s e p h e

Mike DeHaan: [44:44] n. Perfect. Awesome. And we'll put all that in the show notes, but sometimes people don't have to look. So Right. Yep. Cool. Awesome. Well, thanks so much, Steve. I really appreciate you hopping on the show. You're doing some cool stuff down there, and it's interesting to like, I appreciate you coming on and having, like, a small operation with something that you're truly an expert in with the online stuff. That's a very unique perspective that we haven't had yet. Everyone that we're that we usually have on is like, either huge teams and like lots of stuff, or they are like doing all the things.

Steve Keighery: [45:11] Mhmm.

Mike DeHaan: [45:11] Right? Which can be cool, but also like, I mean, you make $4,000,000 a year, but you have a 20% profit margin. Like, I don't really care as much. Like, that's not as efficient to me as someone that is refined.

Steve Keighery: [45:21] It is funny because in my mind, my old company was like, we had 300 staff. I had 90 salespeople. So when I first started doing the wholesaling, like I was listening to like the all in guys in Arizona that like and I was

Mike DeHaan: [45:33] like, man, I can do that. Like, dude,

Steve Keighery: [45:35] like I wanted to at first, but then I've sort of changed my thinking and that like, I value, you know, more lifestyle as well. Don't want it to. Had some it was the best thing ever, but, like, I like, I've actually done it. Like, we IPO ed. I didn't need like, I've built that big business. It's been successful. I've luckily have some capital from it. I'm like, what I've realized is I don't wanna do that again.

Dan Austin: [45:57] Mhmm. Exactly.

Steve Keighery: [45:58] So so I'm sort of conscious around creating a like, I want it to be successful and profitable and but not not a crazy beast. I don't need to ride that bronco again.

Mike DeHaan: [46:07] Yeah. Yeah. And for you. Think, yeah, I think the big takeaway too is that you don't need to do that to be successful. Because that's also the other thing that a lot of people say is that, I don't wanna have a huge business. And the crazy thing is is even though people go on podcast and they tout that, you don't have to be that person.

Dan Austin: [46:21] Totally not.

Steve Keighery: [46:22] I'm scared about those people over this part of the cycle. Right? Too

Mike DeHaan: [46:25] like Right. Honestly.

Steve Keighery: [46:26] I think being this size, pretty easy to adapt, and Absolutely. Think a bad cycle is actually exciting. Mhmm. Really, if I was running a massive team, a lot of overheads, I'm maybe less excited about that.

Dan Austin: [46:37] Yeah. A little more scared. Yeah.

Mike DeHaan: [46:39] Yeah. Exactly. So awesome. Well, thanks so much again, Steve. We really appreciate it. If you guys enjoyed this episode, please go and share with anyone who has any interest in real estate, wholesaling, business, or just hearing to an Australian guy and two dumb American guys chitchat for, what are we at, forty eight minutes.

Dan Austin: [46:58] Yeah.

Mike DeHaan: [46:58] So share it though, seriously with anybody. That's the easiest way to grow the show, and it really does help us out a ton. And if you want to start finding off market properties for yourself, you can go to collectingkeyspodcast.com/free and get our free five step guide to start generating off market leads. It's a great way to just sort of jump into the action. It's a super short read, and it will let you know everything you need to know to start finding deals. So awesome, guys. Well, thanks so much for listening, and we'll talk to all next week.

Steve Keighery: [47:22] See you.

Speaker 2: [47:24] Thanks for listening. Please leave us a review on iTunes or wherever you get your podcasts, and check us out at collectingkeyspodcast.com for tips and guides on starting your own real estate investment and wholesaling business.