Chris Craddock  0:00  

If you’ve only got a hammer, everything looks like a nail. And that then you get square pegs round holes, you’re not able to do that. That’s why when you can can say, okay, you have a problem here, I don’t only have one tool, I’ve got two different I’ve got a couple different tools, I got different ways to solve this, then you can get paid every time somebody has a problem because you can say, I can solve your problem this way, or I can solve your problem this way. Well, how would you like to get your problem solved and the people that sell problems are the people that make the most money?

Announcer  0:27  

Welcome to CRE PN Radio, for influential commercial real estate professionals who work with investors, buyers and sellers of commercial real estate coast to coast whether you’re an investor, broker, lender, property manager, attorney or accountant We are here to learn from the experts.

J Darrin Gross  0:47  

Welcome to Commercial Real Estate Pro Networks, CRE PN Radio. Thanks for joining us. My name is J. Darrin Gross. This is a podcast focused on commercial real estate investment and risk management strategies. Weekly we have conversations with commercial real estate investors and professionals to provide their experience and insight to help you grow your real estate portfolio. 

Today, my guest is Chris Craddock. Chris is the nationally certified life coach in leadership and one of the top real estate professionals in the world, closing in 30 to 65 deals a month. Chris is the host of the uncommon real estate podcast, a real honor and an entrepreneur. And in just a minute, we’re going to speak with Chris about how to turn dead leads into explosive into an explosive revenue stream without increasing marketing cost, and completely eliminate the need for expensive marketing channels. 

But first, a quick reminder, if you like our show, CRE PN Radio, there are a couple things you can do to help us out. You can like, share and subscribe. And as always, we encourage you to leave a comment. We’d love to hear from our listeners. Also, if you’d like to see how handsome our guests are, be sure to check out our YouTube channel. You can find us on youtube at commercial real estate pro network. And while you’re there, please subscribe. 

With that, I want to welcome my guest, Chris, welcome to CRE PN Radio. 

Chris Craddock  2:19  

Hey, glad to be here. Thanks so much for for having me. 

J Darrin Gross  2:23  

I’m looking forward to our conversation. Before we get started, if you could take just a minute and share with the listeners a little bit about your background.

Chris Craddock  2:32  

Yeah, so I started out, you know, graduated from school in 2000. Got it, I was working for an organization called young life, which I just absolutely loved your life. It was amazing. But I made $20,000 a year. And so when my wife got pregnant, it was hard to live in the DC area on that. And so I just I went and checked out every book I could find on investing. And one of the things I found in life is that massive imperfect action will win the day. And so I just started knocking on doors of people that were in distress. And I did not know how to like have no idea how to flip houses or how to even put people under contract. But I just started knocking on doors. And when I got somebody that said they do it, I’d to go find somebody that can even help me with the contract. That’s how little I knew. 

And so yeah, so I just found somebody ended up splitting the deal with them. And yeah, that was kind of the deal. Like long story short, I continued doing ministry stuff just made a lot more money. I mean, what 12 times is what I made in a year in about four months. And so I that kept me being able to do ministry stuff for a while and always lead large groups of people and and so I go back to school a couple times and ended up getting a doctorate and leadership because I love leading people, I think it’s it’s pretty amazing to be able to help other people accomplish their goals. And Heck, you make so much money if if you have other people accomplish their goals, you make a lot of money together. 

And so one thing led to another I ended up getting back into real estate investing. And then I, I built a retail team. And then we learned how to mesh the two together. And then we ended up going from there to a place where we just like I’ve started I have 11 other businesses now that are all synergistic to the real estate community. But I’ll tell you, all of that happened, as we found ways to, to just grow the footprint, expand what we’re doing. And one of the big pieces there is just you know, monetizing those dead leads, making sure that you’re not paying for things that just lay dead in your CRM. So yeah, that’s kind of my story in 30 seconds, maybe it was a minute.

J Darrin Gross  4:38  

That’s awesome. And I’m curious to know, the the kind of the affiliated businesses, because I mean, that’s one of the things I think I’ve always recognized is how many transactions somebody that’s in real estate is, you know, in line to, you know, entertain or has to to, you know, purchase You’re somewhere. Can you share a little bit about some of the other businesses? You’re in?

Chris Craddock  5:04  

Yeah, sure, you know, I, you know, title business, I have a, my wife is a branch manager of a lending business. I have construction, I have a fix and flip business. I have a coaching business. I have a man I lose track a legal shield business. I have a rental portfolio. Yeah. So anyway, I mean, pretty much it just all around real estate is kind of where we’re, we’re, we’re in and I lose track of all of them. Because the great thing is I have business partners that run each one of those. So I don’t have to worry about it. 

Actually, one of the things when I was part of Keller Williams for a long time, before we switched over to XP, and, you know, I was able to be personally mentored by Gary Keller, which was one of the great, great things in my life that I’ll tell you, because he’s just really a smart guy. But one of the things he said is you can have as many businesses as you want, as long as they’re all they all have a folder, and there’s a face on that folder. And that folder is not does not have your face on the folder. And so that’s kind of how we’ve been growing our businesses is finding great partners that can run with those different pieces and make it happen.

J Darrin Gross  6:21  

So let’s talk a little bit about the the leads, generating leads, and then rather than just walking away from them, when they don’t produce how to, you know, resurrecting those leads, or keeping them live, what’s your view of a method? Or how do you? How do you look at that?

Chris Craddock  6:41  

Yeah, so here’s what happens. most investors, if you’re spending any money on leads at all, most investors won’t, let’s say you have 20 people that raise their hand and say, I want to sell my property, right? Just Just logically. And I’ve had some people say, Oh, no, we dial in, we only get distressed sellers that that’s bogus. It’s just not true. Right? It is not true. You’re going to get if you get 20. People that sell say they’re going to sell their product, and everybody that said that, like I’ve gotten good friends with a lot of these folks. And then when we actually dive in, they’re like, Well, I mean, it’s, you know, then they backpedal when you actually look at the leads, because if they say we only get that many people that are going to sell their property, and let’s say they get, you know, two at forever 20 leads, maybe four of them are going to say, Hey, I’m willing to sell at 65 to 75 cents on the dollar, and of those four, then they’re gonna walk up one, right, so, so that’s kind of the what you’re seeing, but what happens for the other 16 that aren’t willing to sell it 65 to 75 cents on the dollar, right, they’re still going to sell and somebody’s going to get paid either an investor that pays too much, or a real estate agent, somebody is going to get paid, it’s just not you, right, and then the other, the other three that raise their hand, somebody is going to get paid. It’s not just about you, I call it reverse wholesaling here. Because the reality is, you’re not you don’t have to do dispo. You don’t have to do all of these other things that these wholesalers do. You don’t even have to buy the property, you just have to find a great partner. And it’s really important to find a great partner because so many people have been doing this for a long time. But they’re missing a little piece to it. Like I’ve done so much research. And I found that so many people have tried to connect with real estate agents, and list these deals. But they they’ve had such little success, because the idea seems like it works. But the handoff has been incorrect in the program that I teach in the program that that I went through more than any other program out there. If you don’t follow it to a tee, it falls apart. It doesn’t work and nobody nobody makes money.

J Darrin Gross  8:45  

No, that’s that’s pretty keen insight there the handoff. It’s one thing to have somebody that can do good work. But if it’s not properly set up or the introductions done properly made, I can scale up, do you know that you’re not going to get to the finish line?

Chris Craddock  9:04  

There’s two pieces to that I’d love to just throw out there. One is just because somebody is a great real estate agent doesn’t mean they know how to talk to investors, right? Because investors, they called an investor back because everybody’s got a brothers uncle who’s a real estate agent, right? Somebody’s a hairdresser is a real estate agent. There’s more real estate agents than there are active listing on the market. So there are so many real estate agents out there. Why are they going to choose your person they’re not, they’re not. So if you don’t, if you don’t choose somebody that understands the psychology of an investor, they called an investor, they’re talking to an investor for one of five reasons, then you’re not going to speak their language. And if you don’t speak their language, you’re not going to be building rapport, and they’re not going to want to talk to you a person and your person is not going to close them up. And nobody’s going to make money. They’re just going to go find a real estate agent that’s, you know, a termite guy and a real estate agent.

J Darrin Gross  9:58  

Right? Right. That’s, that’s awesome. So your your, you know, the the dead leads? Do you have any kind of sense of how many, you know, or how much effort people put into generating leads and how little they do with the leads? I mean, we’re talking a little bit about the, you know, the 20 calls and the four that that you know might sell and the one that you get listed. Do you have any sense of the the numbers?

Chris Craddock  10:29  

Yeah, so Well, here’s the difference. here’s, here’s the problem is that it’s there’s nothing here across the board, because in real estate, investing more than anything else, because there’s a low barrier to entry, which is great, like, anybody that’s hungry can make a lot of money in real estate investing, the problem is with a low barrier to entry, is that there are a lot of people that have no idea what they’re doing. And so their numbers are much more skewed than the people that have been doing it for a while and built these, like multi million dollar systems that are out there. But what what I can say across the board is even with the people that are have these multimillion dollar systems in place, because I’m friends with a lot of them, most of the big, big people in the country, like I’ve got a relationship with, so I’ve seen their inner workings. And the reality is, when you have a ton of people come in, you’re gonna say, are these people likely to fit in our buy box? And if so, then people follow up like crazy, right? And in the fortunes in the follow up, we know that. But the reality is, there’s so many leads that are not in there by box. And so they go into another bucket where they still get followed up with, they still get email drips, they still get in touch with, but they’re not getting that same amount of persistence. So all of those, I mean, frankly, almost every single one of those leads are going to end up selling their house with somebody, it’s probably going to be some some random real estate agent. And the reality is, like that is is money that’s going to somebody else, it’s not going to you. So I’ll give you an analogy. So the lumber there is this thing happening in the lumber industry, right? These million companies were just just barely breaking even on milling lumber, right. And I feel like that, I’ll tell you, I’m friends with a lot of people that are just in that place where they’re just barely breaking even. I mean, you see all the bells and whistles in the smoking mirror. But But the reality is most people are just eking by investing until they blow it out of the water. And so here’s the thing, all of a sudden, this guy like that was these people that were milling, would they realize that the byproduct is stuff they were throwing away, the sawdust could be repurposed. And so they started repurposing it, they started selling it for fuel, they started compressing it and creating particle board for cabinets, they started just finding all these other uses for it, selling the sawdust, and all of a sudden going from just barely eking by to becoming massively profitable, making almost as much money on this stuff they were throwing away as the stuff that they were actually doing as their main source of business. And when you realize that that’s what people are doing with their dead leads right now. They’re just throwing it away, like the sadhas. But it is actually massively profitable. What can happen if you can make an extra $10,000 a month, have I got one group that makes an extra an average of over $60,000? every single month, what would happen? If you add an average of extra $60,000 every month coming in to pay for all of your overhead everything that you’re doing? So that everything you make is profit? How does that change your life? And how does that change the business?

J Darrin Gross  13:42  

Yeah, well Sign me up. I mean, that’s the I mean, that’s literally the challenge is trying to, you know, produce more and, and cover more expenses and, and more profit, right. So let’s talk a little bit about this. So that the, you know, we’ve talked about the, you know, you have the the leads and you know, the the notion that each one of these prospects they’re going to sell. So, how are you you know, positioning yourself Is it like, you know, we talked a little bit about the different types of businesses is it relationships to where your, your knowing where to to send somebody if you specialize in something or is it I mean, how because I kind of, I’m gonna get the concept of the, the the leads and stuff, but how are you converting those or staying in front of those people to where it’s something that that you can profit from?

Chris Craddock  14:38  

So you connect with with a real estate agent, not just a real estate agent, specifically, you know, minded real estate agent that knows how to speak to investors. You made sure that real estate agent fits this four categories. And these four categories are really important for anybody you’re in business with. Happy, hungry, humble and smart, right? If they’re not happy Just a matter of time before they get annoyed with your relationship, and they’re out somewhere else, you know, look for the patterns in their life, not potential. It’s always patterns. Happy, hungry? Literally. If somebody says no Do you, are you able to read smokescreens and figure out how to get to a yes? Or does it no just mean like, Oh, they said, No, I’m gonna go find somebody else. So happy, hungry, humble, I’ll tell you what, there’s a massive difference between confidence and humility. A lot of times people think that competent people are not humble, that’s not true. Humility is people that are willing to find people that are amazing at what they do good at what they do a system that works and say, I don’t know everything. Let me sit at your feet and learn how to do this. This is what I do every day. I mean, heck, I spend over six figures every year on personal coaching and development. Because I think it’s so important for me to grow. I know my business grows to the extent that I grow, which is, in my opinion, what humility is, is being willing to learn from others instead of thinking you know, everything. And then smart is smart as it doesn’t mean just that you got a high IQ or high on the LSAT, although that’s that that would be helpful. But it also high EQ, do you know how to deal with people? Do you? Are you smart in how you you learn? Are you a quick learner, right? We call it the stupid tax, you’ve hit a stupid tax, where you make the same mistake over and over and over again? Or are you somebody that when you make a mistake, you learn from it, and then you you adjust? Right? That’s humility, and that’s being smart. So that’s part of really understanding this so that your partner has to understand that. And then the next piece is you need to understand the psychology of the lead, right, as somebody called an investor, they called an investor for a reason they didn’t want to talk to a real estate agent for for a handful of reasons. One, they didn’t want to pay the they didn’t want to pay commission. So they called an investor to maybe they need to sell fast, maybe they’re being relocated, maybe their house, you know, maybe they’re, they’re in some sort of financial distress, they need to sell fast three, maybe they think their house is too jacked up to sell on the MLS, and they didn’t want to want to talk to anybody on that front, for maybe they’re a hoarder, and they’re embarrassed about their situation. And they don’t want people to see their house and see what’s going on in there. Or, or five, they just want the convenience. Like when I when I sold my car I I decided to trade it in rather than sell it on Craigslist, I knew I made more money if I sold it on Craigslist, but I just don’t want people coming to my house and trying to beat me up over 2500 bucks. I’m like, you know what, 2500 bucks isn’t worth my time. Let me just Just do it. Right. So convenience. And if you understand that people are wanting to sell to an investor for one of those five reasons and not a regular real estate agent, then you can speak to that, then you get your scripts right for that, then you can understand how to speak their language.

J Darrin Gross  17:48  

Gotcha. So a couple things that you mentioned there. Definitely psychology, which kind of seems like that’s kind of the lead thing, understanding understanding the prospect and as potentially the buyer. You mentioned scripts there. The how much of the sales process? Do you find is a quote scripted? Or is it more of just a understanding that the important points to where you can touch those, and again, in the psychology of the of the buyer, or you know, whoever it is the investor, that you’re in there? They’re kind of a vernacular?

Chris Craddock  18:29  

Yeah, so this is this is one of the reasons why I pay so much money for coaching personally, is because I pay for speed, I think in order to get get to be world class at something you should imitate, and then innovate, right? And so you think about scripting, and a lot of times people push back on scripting, but even alphabet, even the English language is a script, right? I think about my, my daughter, she just turned five, sometimes she uses the wrong words. And we all know it, but she doesn’t know it. Right. And so that’s what happens when we’re sitting across the table from from a prospective seller, we use the wrong words, they know it, but oftentimes you don’t know it, and then you don’t. And this goes back to being a quick learner, right? You You don’t even know it until you don’t get the sale. And then they’ve told you that you use the wrong words, because they’re going to sell to somebody, they’re just not going to sell with you. So if you had that appointment to do 100 times in a row until you got it right. Cuz you get it right. Yes. The problem is you did it wrong, right. And everybody wants to blame the seller, but the seller, you got to take ownership. That’s the only way to grow. And I know these are hard words, right? hard words, make soft people soft words, make hard people right. So that’s that’s that whole idea. There is like take ownership and say if I had this to do 100 times over again, would I’ve walked out with the sale? And if the answer is yes, that means that you use the wrong wording, which means you probably use the wrong scripting and so think about like the alphabet, right? Think about the English language. You know, my daughter uses the wrong words as she gets older, she learns to use the right words. And then that’s that’s how you imitate. And then she, she has her own vernacular, like the things that she says that’s a little bit different from everybody else. And that’s where she innovates. Right. So I’ll say one last thing on one scripting, my wife is a professional writer. And she says that the people that are the best that are the best in the world, they break the rules of writing, she said, the people that are the worst writers break the rules of writing. The difference is the people that are the worst writers, they don’t know the rules of writing. And so they just break the rules. And so they don’t know what they’re doing. They don’t know why it’s wrong. The people that are the best writers, they understand the rules, and they know how to break them, you know, in an innovative way. So that’s why scripting is so important is you’ve got to learn the right rules, learn what you’re saying. And then you could add your own piece to it. But if you just that’s the problem with with with creative entrepreneurs, is they try to innovate too soon, and they haven’t learned why you say what you say, and then they innovate, and then they have failed.

J Darrin Gross  21:09  

That’s, that’s really, that’s key insight. That’s great. So we’ve been talking primarily about the the prospects, and as I’m understanding, you know, where we are, I mean, are they this? Are they that are, you know, where can Where can they be helped, most kind of thing? You mentioned the, the, the prospect that it says no, but like you said, they’re going to sell eventually, and somebody’s going to get paid. Do you have any kind of rules on follow up, or, I mean, because, you know, the sales cycle, I mean, I, I’ve been in sales for almost 30 years. Now. The, the, you know, sales is a numbers game, that’s always held true. I mean, you got to talk to people to get to sale, not just one person, you call, it’s going to take god I’ve been waiting for your call. So just by the law of numbers, you’ve got to get in and, and identify a name and then kind of go through a process to determine whether or not they’re, they’re a prospect or not. But a lot of times they knowing that they’re, they’re not a prospect right now, then there’s kind of the the follow up process. And I know that there’s all sorts of different schools of thought on the number of, quote, touches, and that kind of thing, and, and the value of the information that you’re, you’re putting in front of somebody, you have any kind of you know, the thoughts on that, as far as, you know, the the follow up process.

Chris Craddock  22:47  

Yeah, I mean, for me, personally, I think, I think you need to follow up until they tell you to, to get lost, or, you know, or they say, when can we meet. So that’s, that’s my take that you know, the fortunes in the follow up. So you just keep keep following up, keep following up in the reality though, is for an investor, you if you can’t see that somebody is going to sell, but not going to sell in your buy box, for every one person that shocks you and sells way low, you’ve got probably about, you know, 20 or 30 times where you could have gotten paid if you would have handed that off. So it’s a law of numbers, that that’s one of the other things I’ve seen, one of the groups that we worked with, it literally decided to work harder on follow up. And instead of handing stuff off, and for a couple months, when they were trying that it ended up, they got one extra deal, but it ended up costing them almost $40,000 a month and in what they were getting in the revenue from their dead leads. So it just made so much more sense to be passing off deals.

J Darrin Gross  23:58  

Gotcha. So, essentially, the The, the, you know, the the focus on this is not necessarily that, that the, the opportunities are necessarily going to be a sale for you, but it’s identifying who they need to help you know, what it is they’re looking for, so that you can then direct them. And then in basically teeing this up for whoever your your partner is that you’ve got, I’m assuming a pre established relationship with an agreement like that you can refer me and get paid on sales. Is that my understanding the the different?

Chris Craddock  24:35  

Yeah, because the key is to pick the right person right now. And you got to do it in a way as compliant, you pick the right person, and it’s not just some friend, it’s not a high producing agent. It is the right person. And I’ll tell you, I mean, I’ve seen so many high producing agents that have failed miserably trying to do this on their own just trying to figure out, because they’re not there, they literally have their own way of doing it. And they don’t understand that people called an investor for a reason, they don’t want to talk to a regular agent. And if you don’t understand that psychology, you’re just, you’re just in a lot of trouble. And so that’s the whole thing. So you got to find the right person that that is willing to learn, willing to say, I’m humble enough to be really good at what I do. But I’m willing to learn the scripts and memorize the scripts and dialogues.

J Darrin Gross  25:31  

And so the people that you’re, you’re connecting these sellers to, or essentially investors themselves, is that kind of what you’re, you’re trying to represent a lot of the times who you’re, you’re connecting with? Well,

Chris Craddock  25:45  

yeah, I mean, that’s the, that’s the whole thing is you’re looking for either either investors that are looking to buy for that, but but the great thing about that is a lot of these people want closer to retail. So the the agent is able to put it on the MLS in in their the model that they do able to put on the MLS and get them get the sellers that want close to retail, get them retail pricing, which is what what they’re gonna end up doing working with some random real estate agent or some investor that’s going to overpay or or make a promise and then walk during the study period when they realize they’ve overpaid. So you’re able to get them in so that they’re able to, to sell at retail prices.

J Darrin Gross  26:29  

Gotcha. Gotcha. So again, it kind of goes back to, you know, being educated and being able to understand what the caller on the other line, or the other end of the phone is looking for, and how best to serve them. And if it’s, they want to sell low because like I said, they’re they’ve got one of the issues you mentioned, it might be a good referral, then to a to an investor, you’ve got a relationship with the right person. And then likewise, if it’s if it’s not they want to, or you know, it’s a better fit to go on the MLS and then, you know, get that set up as well.

Chris Craddock  27:08  

Yeah. So 100 and that’s, that’s the whole thing. You just think about it.  I mean, these people have a problem, right?  And who makes the most money in the world is people that saw the other people’s problems, right? I like to think of myself as a doctor, right? Well, I actually am a doctor, but but my kids like to tell me I’m a doctor that that can’t do anything. Okay, but I like to think of myself like, like an MD you think about what an MD does, right? I had four shoulder surgeries because I played rugby and wrestled, like when I was younger, and I just beat myself up. But I’ve had four shoulder surgeries. And so when I went into the doctor, when my left shoulder was the one I’ve had three surgeries on was all jacked up last year, he started doing all these like tests until he did something called the crank test where he like, cranked it around. And literally, I wanted to scream like a little, like a elementary school girl. And, or an elementary school boy. And I have a couple of those. So they scream really loud, too.

Unknown Speaker  28:08  

But But I want to scream like crazy. And he’s like, oh, Does that hurt? And I was like, Yes. The crazy thing is he did it again. Come on. So he found the pain point, he pressed on the pain point. And then he told me what the problem was and what the solution was. And I think that is what we should be doing as salespeople is finding out, the reason they’re selling is because there’s some sort of pain point, if we can find out what that pain point is, then we can press on that pain point. And then we can give them a solution. And if their solution is Listen, I don’t want to have surgery. Like I don’t like let’s let’s call surgery, the you know, selling at 65 cents on the dollar, where it’s like a guaranteed like, well, by now I don’t want to have surgery. What uh, you know, you’re well, then Your other option is rehab, you know, rehab is a little less, or whatever it is physical therapy, PT. So Your other option is to go in a couple times a week and get this thing done. It’s less draconian, but it’s something that that you can do that that’s what Rei revive is, is if somebody doesn’t want to do like, Hey, 65 cents on the dollar. Well, we got another option for you. But the problem that I see over and over again, is almost all investors, they have one tool in their toolbox, right? They they can buy at 65 cents on the dollar. Well, if you’ve only got a hammer, everything looks like a nail. And that then you get square pegs round holes, you’re not able to do that. That’s why when you can can say okay, you have a problem here. I don’t only have one tool, I’ve got two different I’ve got a couple different tools, I got different ways to solve this, then you can get paid every time somebody has a problem because you can say I can solve your problem this way. Or I can solve your problem this way. Well, how would you like to get your problem solved and the people that sell problems are the people that make the most money? 

J Darrin Gross  29:50  

No, I love it. That’s, you know, again, a reminder, like, you know, the analogy you said about the hammer and the Nail if you, you know, if you only have one solution, you know, you’re only you’re gonna have time to learn for those nails that fit. Otherwise, you can miss a lot of other opportunities where there is, again, there’s a problem. But your solution isn’t necessarily the right one, you’ve got to find other, right people that can help your your prospects and make them clients and get paid. I like 

Hey, Chris, if we could like shift gears here for a second.  By day, I’m an insurance broker. And I work with my clients to assess risk, and determine what to do with the risk. And there’s three strategies we typically consider, we look to see if we can first avoid the risk, we can’t avoid it. And we look to see if we can minimize the risk. And then if we can’t avoid nor minimize, we look to see if we can transfer the risk. And that’s what an insurance policy is. And I like to ask my guests if they can look at their own situation. their clients, the market, investors, tenants, however, you would like to frame the the situation, you know, or to consider what the biggest risk is. In for clarification, I’m not necessarily looking for an insurance related answer. 

So if you’re willing, I’d like to ask you, Chris Craddock, what is the biggest risk? 

Chris Craddock  31:29  

in doing like working in this program? 

J Darrin Gross  31:32  

Yeah, with however, you see with with your clients or with your, or, you know, somebody that is trying to, you know, generate more leads or, or, you know, however you’d like to, to frame the question is up for you to, to define?

Chris Craddock  31:52  

Yeah, I think the biggest risk is not having a great partner, and therefore, Sending on deals that you shouldn’t have sent over, they get cannibalized where you could have gotten a deal on it. And the partner, is it somebody that’s a trustworthy person of integrity that will send that that deal back to you. If, if you’re off, you know, if you’ve sent it over to them. So that’s, that’s the deal. The second, you know, the second risk is very much like it, which is being so afraid to send over deals, because you’re afraid of being cannibalized that you make no money on that front, too. So that to me, those are the two, the two biggest risks that you’re gonna, you’re gonna see.

J Darrin Gross  32:40  

Yeah. And it just occurred to me, as you were just kind of describing that the fear thing I know, I find so often that there’s this this fear of a not getting paid, you know, or handing something off kind of thing. And I think, you know, even when you talk about the right people, the integrity element is really kind of the core of that, if you understand somebody who’s got, you know, they’re they have integrity, and they know what they’re doing, or the likes of they’re going to hit a bank that seems to be that that’s really the least when I’m sitting there thinking about that is really the key to that whole thing. It’s just that, that having that, you know, that relationship, that other person now. Chris, Where can the listeners go if they’d like to learn more or connect with you?

Chris Craddock  33:29  

Yeah, so two things. One, if you want to take if you want to see whether this is right for your business, Chris Craddock dot com Chris CRA ddock.com. You know, either me or somebody, my team can jump on a quick like five minute call with you and see whether whether your business is right for this because it’s not right for everybody. But I do think it’s right for people that are bringing in enough leads, you know, even a minimum amount of leads, there’s there’s a lot of money to be made on that. So that’s one, two, if I have a podcast that’s geared for the agent, real estate agent, who’s also an investor, I know the average podcast listener listens to seven podcasts. So please keep listening to this one, but I’d love to be one of your other seven. So that would be that would be great. And then there’s two other places one on Instagram at crad rock, it’s not my last name, but an old cheesy High School nickname CRA DD r o ck. At crowd rock. I had so many people be so generous with me when I was learning and when I was growing and even now to be willing to chat with me. So what I’ve decided at least until it’s it’s just beyond what I can bear, which sometimes it takes me a few days or a week to get back to people that I have said I will definitely answer everybody’s dm that sends me a DM on Instagram. So if you have any questions, I’ll definitely answer that. And then also if you’re the agent investor, we also have uncommon real estate The Facebook group where we can, you know, you can ask any questions or jump in on there. But that’s that’s mainly geared that the niche there is somebody who’s a real real estate agent and an investor.

J Darrin Gross  35:12  

And again, the name of your podcast. 

Chris Craddock  35:14  

It’s also uncommon real estate. 

J Darrin Gross  35:16  

Okay, gotcha. Gotcha. That those that don’t make sure. Well, Chris, I can’t say thanks enough for taking the time to talk today. I’ve enjoyed it learned a lot. And hope we can do it again soon. 

Chris Craddock  35:28  

This has been awesome. Thanks for the invite. 

J Darrin Gross  35:30  

All right. For our listeners. If you liked this episode, don’t forget to like, share and subscribe. Remember, the more you know, the more you grow? That’s all we’ve got this week. Until next time, thanks for listening to Commercial Real Estate Pro Networks, CRE PN Radio.

Announcer  35:49  

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