Many people immediately think that wholesaling is the way to start in this business. What they do not realize is that it is completely different and entails different skill set. In fact, you may even have to build a whole business model out of it. Together with Undrea King of Wholesale Nation, we unravel the too often mistaken perceptions about wholesaling in real estate. He lays down the realities of what it really takes to succeed in the wholesaling business and provides insights that will surely keep you on the right track rather than blindly diving into it.
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Wholesaling In Real Estate with Undrea King
I’m Daniel Gallinger sitting in for Tom Perry. I’m joined by my good friend, Undrea King. Welcome to the show.
Thanks for having me out. It’s a pleasure to be here.
I got free reign on the show. My first thought was I talk a little bit about some wholesaling and that stuff. It seems to be a topic that comes up a lot. We get a lot of people that come out to our free events that are interested in starting in that area of the business and things like that. Very often we try to tell them, “Why is that?” People often think that. “That’s the way to start in this business.” What they don’t realize is that’s a completely different business. It’s a different skillset. I thought, who better to talk in studio with that than you. Why don’t you tell us a little bit about your story and how you got started? I know you started in the gym industry. You’ve got some sales background.
I started in the gym industry. I was actually with 24 Hour Fitness for fourteen years as a general manager there. I decided that I wanted to do something a little bit different. A lot of people were watching the HGTV shows. I started watching those shows. I was watching a show called Flip or Flop. Typically, the way the show works is they go and find a house through a realtor, which usually never happens that quick. They find a house through a realtor. The realtor said, “I got this deal.” They go and buy it. They make $100,000 on it. I’d say, “I want to do that.” That’s not usually how it works. I was watching one episode and they had a guy that was a wholesaler that was on the show. They paid the guy $10,000 assignment fee. I said, “What is that? Let me figure out what that is.” I ended up Googling what is wholesaling. That’s where everything started. I knew Tom from my previous business. I was doing some research and trying to figure out places to go. He was going to be speaking at one of the events here in Houston.
Did you know he was in real estate?
I didn’t know he was in real estate. It had been like ten years since I’d seen him last. I saw that he was in real estate. I reached out to him. From there, I got the business going. I started doing some marketing. We were able to take off from there.To be a wholesaler, you've got to be better at sales and marketing than everybody else in this business. Click To Tweet
You hooked up with Tom, you started getting a little more knowledge to the business and learn how to do things. Did you ever have a desire to flip or once you got ahold of wholesaling it was always wholesaling?
I didn’t know because I didn’t know much about the business. I had maybe a desire for flipping, but that’s only because that’s what I was seeing on TV. I didn’t understand the wholesaling part of it. I quickly got in my lane and decided that wholesaling was going to be my thing.
I think what most people don’t realize is to be a wholesaler you’ve got to be better at sales and marketing than everybody else in this business. You’ve got to be better than the flippers. You’ve got to be better than the buy and hold guys. You’ve got to be better than the builders. You have to have a skill set that makes you better to acquire that property at a price that you can still get it to those folks and still run your business. A lot of people think that’s the no money way to get in. That’s where they want to start. What I don’t think they realize is that you have to build a whole business model around wholesaling.
You’ve got the disposition side, the acquisition side, all that. If you’re trying to build a flip business, you have to do something completely different. A lot of people lose focus that way. What were some of the challenges that you faced early on when you first got started?
It’s like you said, in the beginning when you’re getting into wholesaling, a lot of people think that it’s like what you see on TV or you see on the internet, or you see someone put out that they got a $100,000 check, they spent $100, and they got $100,000 check. It’s not that easy because this is a sales and marketing game. For most people, for most sides of it, the wholesaling business is probably the hardest thing to become successful at because you have to be a master marketer in wholesaling versus flipping versus being a landlord, you can go buy a property from a wholesaler or from a realtor.
We have to be able to buy the property at the cheapest rate, which takes a lot of marketing. It takes some serious sales skills to make that happen. For me, it’s having the reality of what it’s going to take to be successful at this business. A lot of people who are getting started, they have a false understanding of what it takes to be successful. For them, they think, “I’m going to send out 500 mailers in this market, first deal and I’ll be off and running.” You may get lucky. It happens, but consistently it won’t happen. You got to send out a lot more mail or you guys spend a lot more time. Being able to determine which one you have, if you have time or money, you need to figure out which one you have and go after it.
Deploy one of those resources. I came from the school of hard knocks too at the beginning were setting up a print shop in your living room until your fingers fall off and cutting your tongue, licking all the envelopes and all that stuff. In the beginning, you were still working full-time. How did you balance that? We have a lot of students that come to us and they want to expose their resources, typically monetary resources, not time. They want to expose their resources and build this thing passively. You’ve got other folks that may have some monetary resources but more time. They want to start to build something that they can scale, but oftentimes because they’re still working fulltime that gets in the way. Tell me a little bit about that at the beginning and how that was for you.
I was talking to somebody about this at one of the networking events. When you first get started, most people are on the job still. For me, I needed to be able to do this business either around my break, which was in the middle of the day or whenever I could take off, in the morning or in the evening times. What I did was I made sure my marketing was around the areas that I can get to very quickly so I can go out and see appointments.
You weren’t running down in Missouri City on your lunch break.
I couldn’t do that in the beginning unless I want to get fired. I needed the job to be able to have the money to be able to market. At least, for me, I didn’t have the moxie to leave my job right away. Some people do, but I feel like you can be more successful if you use that money and deploy it correctly, then it will speed up the process and you’ll have an easy transition when you leave your job. For me, I started off with bandit signs and direct mail. The thing about bandit signs is I could put them in the areas where I can get to very quickly. A lot of more close around areas because I was working in the suburbs around the north side of Houston. I was able to put those bandit signs in the areas where I can get to very quickly. The same thing with direct mail, I only did those type of marketing channels where I can control. There were some areas that sometimes when the seller was somewhere else and that happens.
From Baytown, they saw your sign, they took a picture of it and they call it a few days later.
That’s how it all started. The way I would do it is I would tell people that I only have times available. It made it sound like I was busy. That’s what I did. I would tell people, “I have some type of time available between 2 and 3 tomorrow, or I can do at 6 and 7,” so it depends on what time of the year it was. I can go late in the evening. I went out to those appointments and that’s how it all got started. I worked around. You have to determine why you’re doing this business. That’s where I was and because I had a strong why and I was passionate. I worked on the weekends. I work late at night, like you said, at the print shop. My wife and I were doing our own thing when we were handwriting these yellow letters. We did that at nighttime after the kids went to bed. We worked on that 9:00 PM, 10:00 PM until 2:00 AM. For most people, at least for me, I had to determine why I wanted to do this. I didn’t want to have an excuse of why I couldn’t do it.If your why is strong enough, there are no excuses that matter. Click To Tweet
If your why is strong enough, there are no excuses that matter. We sit down with so many people and they come in and they say, “I want to do this. I want to make $100,000 a year passively.” You’re like, “That’s great. Why?” They don’t know. They have these dreams or goals, but they haven’t sat down, put them to paper, broke them down, and then found out the real reason why they want to do something. For me, one of the most important things is not only to know why you’re doing it but to understand where you are so you can figure out the most efficient way to get where you’re trying to go.
You got some guy that comes in and he wants to make $100,000 a year passively. That’s great. What’s the most you’ve ever made working full-time? “It’s $40,000.” There’s a gap there. We’ve got some work to do. Is it possible? Sure. What’s got to change is your mindset because the guy who’s making $40,000 a year, being involved, working full-time is not the same mindset of a person that’s going to make $100,000 a year passively. Whether it’s through building a wholesaling business or building a rental portfolio or anything like that.
That person has to be able to reverse engineer that goal also. Once they figure out the reason why I didn’t want to do it, then it’s the work backward. Whatever that goal is, if that’s a ten-year or five-year goal, they need to work that backward until they get that down to a year goal and then break it down into quarters. You’ll know exactly, “I need to do this type of marketing. I need to see this amount of properties. I need to talk to X amount of wholesalers and realtors in order to reach that goal.” Most people don’t do that. That’s why they fall short.
We have a question. We’re going to go ahead and talk about that real quick. “I remember we talked about 70% minus repairs for flips. How do you come up with the numbers for how much to purchase a property for a potential rental?” Both of us would probably answer that question the same way. Here’s the deal. You don’t go into an appointment buying a property based on your play on the outbound side. You buy every property the exact same way. You don’t say, “I’m buying it.” You get yourself into trouble that way. If you buy every property the same way, which at Houston House Buyers, we do. I know at Draco Properties, they go in the exact same way. They buy the property the exact same way no matter what the play is on the outside.
The reason for that is because you want to have multiple exit strategies on this property. At the end of the day, if you go in and you buy that property even at a wholesale price, then you’ve got multiple options for it. Let’s say you decide, “This property is not going to work out for what I’m trying to do.” You can exit off as a flip. You can exit off as a rental. At the end of the day, if you bought it at a wholesale rate, if you bought it down at a flip rate, imagine the deal you have as a landlord and how much equity you have for the property. If you’re marketing, you should be minded at a wholesale rate. If not, you’re going to have to come up because you’re not spending that capital on marketing.
I’ll let you take over and tell when you decide, “I’m out of this place. I’m not coming back. I’m out.” I’m deducing you never went back.
That started about almost like nine months before I made the decision. Nine months before that, it’s when I got hooked up with Right Path. I became a student of Right Path. From there, I met Daniel there and Andy. I met a lot of great people in there and they challenged me to get better. One of the questions I had was, “Who do I hire first?” The guy sat down with me and say, “If you’re good at sales and you already have the selling of the properties down, then you need somebody who can take care of the logistics and make the job easy.” The first person that I brought on was a transaction coordinator. The purpose of that was to decrease the time that I spent running and getting airships and all that. It sucks up a lot of time. That gave me more of my time back. It allowed me to start marketing more consistently. It allowed me to go see more people because when I get one transaction, I didn’t have to follow this.
Instead of chasing paperwork, you’re chasing more contracts.
I was able to do that. From August of 2016 up to the end of the year, I was able to do about 22 deals from that until January. What I saw there was proof. What started happening is for me is that the job was getting in the way of the business at that point. I found that I was missing deals because I was in meetings. I couldn’t get there in time. When I got on the road to go to the appointment, I call and confirm. The guy was like, “I sold the property.” Finally, I had enough of it. I said, “I’m at a point where I’ve replaced my income, why am I on this?” The worst that can happen is I do one to two deals a month and I’m still replacing my income. It’s super slow. I can at least sell my way out of it.
I set the date for March 20th. It was my birthday. I set a goal. When I first wrote that down, it’s a little scary. I was like, “Am I going to do this?” I said, “I’m going to do it.” That’s what I did. I set the date. I started working backward. I started working hard at that point because I wanted to run through the line and keep this thing rolling. I wasn’t going to take any breaks or anything like that. For me, it’s not final. You can set a date, but for me, it didn’t become final until I sent in my resignation notice. It’s funny. I ran across that a few days ago. I found the actual one. I was thinking about framing it because that was the day where I finally made the decision because I could not tell anybody and back out. When I sent that, then it became real. At that point, I knew it was time for me to go. I left March 20th, 2017.
Things were starting to ramp up for you in your wholesaling business. You were obviously blowing your income out of the water at work. It’s amazing how we’ve trained our whole lives to the employee mentality. That even though I’m tripling and quadrupling my income from my job, it’s still a scary thing to leave because we’re so used to that security. We’re used to the false sense of security. Your story is very similar to Tom’s when he built Fast Track as big as it was. He did his very first wholesale deal and made a $47,000 on that wholesale deal and probably had all wrapped up about three or four hours’ worth of conversations in that deal.
He stopped and he thought about that. He said, “For me to do $50,000 in the construction side, on the 20% margin, I’ve got to do $250,000 to make $50,000 in construction. That would take one crew eight months.” That’s not a bad business. What you realize is in order to have great, you have to let go of good. A lot of people struggle with that because we’re in such a blessed country, we’re in such a blessed time that good is taken for granted already. We’re so used to it. We think we’re holed in, but we don’t want to let go of it. Great is typically right outside the reach. You can’t hold on to both at the same time. Most people, they’ll try to reach for greatness, but they can’t get it, so they’ll go back. What you did and what Tom did and what we see people do to take the next steps in their lives is even if it’s for a second, they’ll let go. Reach out and grab great.Most people try to reach for greatness, but when they can't get it, they go back. Click To Tweet
The funny thing is that you realize is it’s not that bad and scary after you do it.
It’s not. It’s false evidence appearing real.
That’s where I fell in is that at first, I thought it’s going to be a scary leap. When I got into it and it’s like, “That wasn’t so bad.” In reality, when I was on the job, you usually have other people making decisions for you and sometimes they’re not the right decision. I said, “If I’m going to make a bad decision, this let me make the decision and own it.” We get control of our own destiny. We get to help a lot of people while we’re doing it.
One of our taglines is people lack control in their financial future. Once we help them create wealth through real estate then they’re confident in their future. What we’re starting to realize is the more and more people we talk to you, we get people in the room all the time and we say, “You’re a successful guy. You got to 401k IRA, all that stuff. What’s it in? What are you invested in? Some mutual funds. Break it down. What’s inside of that mutual fund? Do you know?” They don’t know.
No, they did 25% here, 10% on this, 50% of it.
They don’t know what they’re buying. They don’t know how much they’re buying it for. They lack control. A conversation that was relayed to me one time was from an older lady who was at retirement age, was having a conversation about getting into real estate. The reason she was scared to do that was that as long as she’s not controlling her retirement, she’s not responsible if something goes wrong. If she were getting into real estate, she would be in control. If something went wrong, then it would be her fault, which for you, that’s exactly what you wanted. For some people, that’s a fear. As long as it’s not my fault if things go wrong, it’s not in my hands. It’s not my fault. What we realized is that lack of control and that hope and a prayer is not a very good strategy when it comes to retirement planning.
You left the job. At that point, you started to build a team and it starts to grow pretty quickly. We mentioned earlier we were talking about Andrew brought up a good point. He was asking how do you decide how to a property. If you want to keep it as a buy and hold, do you pay more and things like that? What we see a lot of times is wholesalers in this business aren’t necessarily doing things the correct way. They’re going into an appointment with the seller. One, they’re signing up for whatever the seller wants, and they’re hoping that they’re going to be able to go out and find somebody that not know enough or whatever or they say, “I can sell this at a 10% discount, so I’m going to try to get it at a 12% discount.” As wholesalers, we realized that that not only hurts them, but it hurts the market. What is your opinion on that thing?
That support, I’m passionate about. We put together an entire meet-up for this situation. We have Wholesale Nation. It’s basically to train wholesalers how to buy properties correctly. What we saw is that the wholesalers were getting a bad name in the marketplace because of those situations. Going in and buying properties too high and still trying to get their $10,000 or $15,000 assignment fee on top of the price. They’re minded at 80% because they’re thinking, “I still need to make $10,000,” then they say, “I’ll take up the ARV and I’ll bring down the repair number.” You can’t do that. It doesn’t work that way. The ARV is ARV. The repairs are the repairs. They do that to try to trick the buyer into buying the property.
They didn’t buy it right in the beginning. That makes me think of something. Dave Sandler, for those of you that aren’t familiar with Dave Sandler, he’s no longer with us. He was a big sales training guy. He mentioned in one of his books that it’s not your responsibility for you when you’re on an appointment, you also are responsible for training that buyer or that seller for the next guy. In wholesaling, what happens is you mentioned that it gives a bad name. What happens is somebody will go in and do a seller wrong. It gives a bad name for our industry to that person. When you or myself or somebody else is the next guy in front of that person, now they’re super cautious. They’re super weird. It’s hard for them to trust because they’ve been taken advantage of by somebody else. Talk to me a little bit more about how things are now in the market and what you see. Have you seen any changes over the last six months to a year? Are you feeling any different shifts from when you first got started?
It’s definitely a different shift. I’ll start from the marketing side of it is that when we had Harvey come in, we saw a lot of people enter the marketplace. A lot of people started getting into not only wholesaling but marketing in general because they saw a lot of opportunities, a lot of people from outside of the state. We saw contractors about everyone coming into Houston. It literally flooded the market is what we saw. We saw bandit signs on every corner. A lot of mail started going and we did start seeing an uptick and cost per buy started going up in 2018. We got more strategic in how we market. You can’t throw marketing at it. I heard somebody use that term, just throw some marketing at it. You have to be a little bit more strategic in how you market so you can keep those costs down. I think as we go into 2019 October, November, December, actually November, December has been great for us. We’re seeing an uptick and we look forward to 2019.
You hear that from everybody, “The holidays are a slow time.” That’s because you turned your marketing on. November was so busy. We have a follow-up question here, “I have a follow-up question. My partner and I started marketing. We started our marketing on twelve-one. While we’re still trying to wait for deals to come into the pipeline and get the machine rolling, what do we do now because we’re buying from wholesalers? If the wholesaler is getting the property at 70% minus repairs, how much should we expect to pay to get it from them?” At that point, if you refer back to your earlier question, when you’re buying from a wholesaler, you can determine what your exit strategy is on the property.
If you’re buying from a wholesaler, he’s already done the sales and the marketing, which is the hardest part of this business, the sales, and the marketing is the hardest part. When you’re buying a deal from a wholesaler, you haven’t spent that money on sales. You haven’t spent that money on marketing plus the time that you would have involved in it yourself. That’s where the wholesaler brings value to the marketplace. When you’re trying to buy a deal from a wholesaler at the same price that you would get it from, if you were doing your own marketing, there’s a disconnect there.You have to figure out what your time is going to be worth. Click To Tweet
If you’re looking to turn that into a buy and hold property, can you pay 90% for it? Can you pay 95% for it? That all depends on what the deal itself looks like and what the rents are in that market. Is your goal to capture equity on the front side? Is it a cashflow goal? Is it a combination of the two? Every deal is going to look a little bit different, but if you’re looking to flip that deal, I know flippers that buy from wholesalers that will pay 75%, 78% because that 5% or 8% is what they would have spent on the marketing and sales. That’s very reasonable to expect to pay that to a wholesaler.
Based on your questions, I’m assuming that you’re wanting to do some buy and hold. It goes back to like Daniel said, you have to figure out what your time is going to be worth. The other thing you’ve got to look at is what does that opportunity lost. The time that you’re trying to get the right property on your marketing is how many properties could have had at that point, that is appreciating, that are cashflowing. In reality, in most cases, you’re saving a few thousand dollars. From a cost standpoint, you’re looking at about $3,000 to $5,000 to acquire property.
That’s when you’re like running and gunning. You got your business goal and your marketing, you’re getting great at sales. You’re anywhere between $3,000 to $5,000 to get a deal. You want to calculate that into buying from a wholesaler. The other thing is how much time did that take? How many appointments did you have to go on? Buying from a wholesaler is marketing, you’re going to have to see a lot of properties. If every property that we went on was a great deal and the person sold it to us, then we’d all be gazillionaires. You have to go and talk to a lot of wholesalers. You have to look at a lot of deals. Have a conversation with them. Go to their office or have them come to you, meet you for coffee. Explain to them exactly what you’re looking for, the good ones that are out there. What happened is that they’ll reach out to you first. Build a great relationship with some of the good ones that are out there. They will start bringing you deals so you can look at it. They’ll have an idea of how to market. You can help them evaluate the deals and get them better.
You hit the nail on the head right there. If you haven’t heard Tom say it a million times, I’ll say it one more time. This is a relationship business. I don’t care if you’re building it on the active side. I don’t care if you’re trying to build a passive portfolio. You’ve got relationships with wholesalers. You’ve got relationships with contractors on the active side and everybody else in between, insurance guys, you name it. If you’re doing this passively and you’re hardly even being involved in the deal, you’ve got a relationship with a banker. You’ve got to have a relationship with the person that’s bringing you the deal, who’s overseeing the deal for you. Whether it’s a realtor or somebody else that’s covering your back. It’s all about relationships.
A lot of times people try to shortcut a relationship over a few dollars. You might save $2,000, $3,000 on a deal, by trying to get it cheaper from the wholesaler or waiting to get that right deal from your own marketing. What is the opportunity costs? As Undrea said, a lot of people say, “What does that cost? How much does it cost if you don’t do it? You’ll hear Tom talk about it when he used to be in the vitamin business. People would say, “Tom, how much are your vitamins?” He’s like, “If you take them or don’t take them.” Either way, there’s a cost to what you’re doing or not doing. A lot of times people don’t sit back and figure out the cost of not doing something or the backside of it. They figure out what it costs them, but they don’t figure it out if they don’t do it what it costs on the other side. A lot of people sell themselves and their business is short because of that.
From a wholesaler standpoint, you have to look at what the market is buying. If you’re buying in suburban areas from a wholesaler, in most cases you’re not getting it below 80%. Most people are buying it. They were okay with it because they see their opportunity. They don’t have time to do marketing. A lot of them are on the job and want to be able to make a passive income outside of it versus like a Daniel said versus a 401(k) making them money. That’s a good thing. They’re buying in a lot cheaper than what they could get from the retail market and it makes sense for them. Those are the things to consider when you’re purchasing from a wholesaler but definitely shop around. Don’t look at it and say, “That guy doesn’t have great deals. They don’t evaluate the deals correctly.” That’s going to happen. That’s a part of it.
I think a lot of it too is when I’m dealing with students and things like that, they’ll come to me and say, “I’m getting a lot of deals from wholesalers. The numbers never make sense.” I’ve heard people talk about Draco Properties. Even at Houston House Buyers, I get compliments all the time. It’s like, “You guys are some of the only people in the market that if you give a number, you can tell that you were trying to be as spot-on as possible.” A lot of times it’s not always that the wholesaler may not be intentionally trying to deceive you. Maybe they are, but I don’t think that’s always the case. More often than not, the wholesaler may not have access to the same information you have. They don’t have that information.
The problem is people are waiting for somebody to email them a deal and email them into wealth. That’s not how it works. You get these deals in your inbox. You’ve got to run your own numbers. You’ve got to decide what makes the deal makes sense for you. At that point, you start making offers to those wholesalers. It’s the same thing when a seller calls and says, “I want to sell my house. I want $120,000.” Do you go out and write a check for $120,000? No, you go look at the house. You evaluate it. You run number that makes sense. You explain to the seller while you can only pay this. You negotiate with the seller. It’s the exact same situation. If the wholesaler’s numbers don’t make sense to you, make your offer based on your numbers. I coach people on that all the time. It’s like a light bulb for them. They’re like, “You can do that?”
That’s where most people make the mistake is they don’t make that offer. You have to go out and make that offer because then that also goes back to the wholesaler. If he’s had, or she’s had five or six people say the exact same thing, their numbers are off. They start to realize, “I need to tweak my buying process a little bit. Maybe I overpaid,” because they may not necessarily know. They may have to go back to the seller and renegotiate because at the end of the day, if they don’t renegotiate, they’re not going to sell the property and the seller is not going to get what they were trying to get out of the deal.
Give them some feedback that it helped them out. That’s what we’re doing in Wholesale Nation is we’re trying to get it to where people can evaluate property properties properly. That’s what we’re doing. That’s our whole thing with Draco like what Daniel said, we want people to make a decision on the asset. We don’t want them to look at, did we get the ARV correct, the after repair value. Did we get the repairs correct? We don’t want them to be fighting over that part of it. We want them to decide, is this the asset that I want to purchase? Because I know where everything else is correct. If it’s at 70%, 80%, 90%, they can feel confident that it’s at 90%. They can make a decision and not fight us over. Is this correct? Is that correct?
At the end of the day, it’s working with people you trust and building those relationships. Oftentimes, the first deal you get from a wholesaler in your inbox and you start to make offers. As you continue to work together, you’ll get to understand each other a little bit and become more comfortable to where you can have those conversations a little easier. A lot of people, in the beginning, are afraid to make another offer or even ask the wholesaler to explain their numbers. Sit down for coffee, go over the deal, go walk in the house, make your offers that way.
At the end of the day, I think building relationships in this business, no matter if you’re on the active or the passive side, it’s going to be beneficial to your long-term goals for sure. We’ve some great conversation talking about wholesaling and clarifying some things for some folks, which has been fun. A quick question for you, being one of the early adapters in Right Path, because you knew Tom and you had some trust with him before Right Path was Right Path, you came along and joined up with those guys.We're a society filled with information but starving for wisdom. Click To Tweet
It helped grow your business, but you were an integral part of them building Right Path and mentoring other students and things like that. Even now it’s awesome, especially for me to see the whole cycle because from where you were then and now where you are now. You’ve got a servant’s heart, so now you’re giving back to other people to help people get a step into the game as you did. If your entire experience with Right Path had to be summed up in one sentence, give me that sentence and what that would be for you.
Entire time with Right Path, I would say, “It’s being with the right people who have been where you’re trying to go.” That’s what I saw. I had some validation. When I got into it, I said, “That would probably be the biggest thing is some of the things that you’re doing in your business.” The questions that people are asking me. A lot of times you know the answer to it, but you don’t have validation. You don’t have other people because they’re not in the business. Having someone who’s already been there and has done it. We go into these guys and saying, “This is what I’m doing with marketing.” They can say, “Keep doing that. That’s right. Maybe tweak this a little bit.” Then it gave me the confidence to step and go after it because when you’re first getting started, you don’t know that what you’re doing is correct. What if and everything you look at is online. You’re online. You’re looking at Google and YouTube and you say, “They said to do this,” but you don’t know if that’s the right answer until you know someone that’s doing it that can say yes, “That is correct. Continue to do it.” You can go full force.
A lot of times too is what people don’t realize is if you’re online, you can find the exact opposite of the argument that you found from another person. You hear all the time we’re a society filled with information but starving for wisdom. When you have somebody that can give you that validation, it helps you not feel confident that you were doing the right thing, but when you step forward, when somebody tells you, “You can’t see it, but there’s a bridge there.” You’re okay with taking that next step forward off the cliff because the person is standing in front of you on the bridge. As opposed to somebody behind you going, “It’s okay. Step out.” You did very well. I would like to give a huge shout out to Undrea. I’ve learned a lot from you over our several-year relationship and we’ll continue to do so. I appreciate everything that we’ve been able to do together, the things that you’ve contributed to Right Path. I’m happy to see the growth that you’ve experienced through Right Path, even now as you’re starting to blow up even more. Thanks for coming out. I hope to have you back soon.
Thanks for having me. I appreciate it.