Hustle to Empire, Scaling your Wholesale Business

John Harcar (00:01.139)
Hey guys, welcome back to the show. John Harcar here, your host. I’m here today with Steven Hoeke. And what we’re going to talk today about is going from hustle to empire, right? Really scaling your wholesale business.

Remember guys at Investor Fuel, know, we help investors credit or service providers really I mean all real estate entrepreneurs 2 to 5x their business by giving resources and tools to build that business that they’ve always wanted to live the life they always wanted to live. Steven, welcome to the show.

Steven Hoeke (00:31.394)
man excited thank you john and one of most things i’m most passionate about is wholesaling and i love systematized ways to wholesale and scale business that’s what i do every single day and honestly fulfilled from just the excitement every single day locking in more contracts more contracts more contracts every single time we lock in a contract man it’s you know i guess it’s a good high you know it’s not the bad high from drugs it’s the high it’s the high from locking in a deal

John Harcar (00:37.328)
Sweet.

John Harcar (00:47.655)
Yeah.

John Harcar (00:51.196)
I love it.

John Harcar (00:56.581)
No, right. You know, I love it though. I love your commitment. I love the passion to it, right? I was watching a little bit of the NFL draft or combine thing and they’re talking about, that guy has passion for the game. And when you hear it, people like you and your voice, it’s so awesome. And I look forward to talking about the whole scaling of your whole silly business and how you did it. But before we kind of get into that, you know, tell us a little bit about yourself, right? Like, you know, tell us about your journey. You know, what got you here?

Steven Hoeke (01:23.662)
Man, believe it or not, I was pretty much a dropout in high school. So I’ll kinda go back from the beginning. I grew up in Gallistan, Texas. And it’s a little hood over there, right? So I grew up a little bit rough around the edges. They were actually trying to kick me out of school because I was truant. And then one day I was actually in class, the cops came and got me and gave me a ticket for truancy. like, man, I’m in class today and we have 30 absences.

John Harcar (01:27.827)
Hmm.

John Harcar (01:45.191)
Mmm.

Steven Hoeke (01:49.166)
So it all started there from somebody who’s pretty much a dropout. And then I went to the Marines to kind of get my stuff together. And that was one of the greatest, thanks sir, thank you. It was probably one of the greatest decisions I ever made. It started giving me a whole different set of habits. Discipline, all the leadership, right? And the wholesaling too, if you’re gonna scale business, you have to have leadership capabilities. And I wish I would have taken it more seriously in the Marines because now I’m realizing leadership, think, is by far

John Harcar (01:55.539)
Thank you for your service.

Steven Hoeke (02:19.129)
of the most important things than anything you do.

John Harcar (02:21.915)
Why do you think that is?

Steven Hoeke (02:24.193)
Because one person with a vision isn’t enough right so I can have my vision and I can sit here all day long and plug away at my vision But to get five people behind your vision and to lead those people effectively keep all those people happy keep them all the different personalities happy Boosting them up not dropping them down making them better while I’m still trying to myself better so And that’s what will get people to really get on board with you as far as having an acquisition the disposition team is happy

a solid team you got to be a good leader you got to show up

John Harcar (02:57.689)
Mm-hmm. Do you feel that the Marines, that’s where you treat a lot of those values or core, you know, core, know, just things that you believe in?

Steven Hoeke (03:08.617)
It did and thing is is I was not I was a low-key closet leader in the Marines right I kind of did my own thing But I’ve never really looked at myself as far as being a leader So some people might like well, you know here to go the Marines begin to lead. No, it’s something that everybody has a capability of about and it should be something that if you’re a business owner and you’re trying to scale your business, it should be one of your top priorities is learning leadership and being a better leader

John Harcar (03:27.123)
Sure.

John Harcar (03:35.879)
Yeah, and that is huge because I mean, obviously the leader sets the tone for the rest of the group. And, you know, if the core values and everything is aren’t an alignment, right? Having the right people in the right seats and leading them the right way, you know, your business confounders. So you’re in the Marines. What did you do when you got out?

Steven Hoeke (03:49.079)
Sure.

Steven Hoeke (03:54.702)
So that was kind of how was actually ended up with a degree in OSHA for safety and I’m the Lincoln senior like do I want to be one of these guys? We’ll walk it around and write people up because they’re not wearing their hard hat and I started thinking well I mean I’m driving. Well, I want to be wealthy I want to start making millions of dollars and then you start reading 90 % of million years become so through real estate and I’m like I’m just driving around. It’s like tell me one place that doesn’t exist that doesn’t have real

John Harcar (04:18.163)
Hmm.

Steven Hoeke (04:24.655)
real Maybe the Sahara Desert. Right? So real estate is a vital role that we all have to live by. Go drive around. If there’s no real estate there’s nothing happening. So that was one of the things. I don’t know if right. Sure.

John Harcar (04:27.571)
You

John Harcar (04:35.239)
Yep. And they’re not making any more land, right? So they’re not making more land. So you just kind of thought that real estate was going to be your path, your vehicle. So how did you really start? Like, what did you do? Did you buy a course? Did you just like, you know, go YouTube you?

Steven Hoeke (04:47.394)
Right.

Steven Hoeke (04:52.077)
I actually made the mistake of I got a degree in real estate believe it or not. So I have a degree in real estate, yeah, but I made the mistake thinking, okay, well I’m gonna go get a degree in real estate. I’m gonna get my real estate license and I’m gonna know everything in the world that I need to know to be a real estate investor. And I was way backwards, man. I should have started as a wholesaler, got my license, and then did maybe little bit of real estate agent stuff, activity on the side while I’m of boosting it up. But I started to reverse order.

John Harcar (04:56.266)
you did? Okay.

Steven Hoeke (05:22.031)
thinking that well I’m gonna become a real estate agent, I’m gonna have a degree, I’m gonna know everything I need to know and it’s complete options.

John Harcar (05:28.811)
What do you think that you just said that complete opposites like what were you expecting to learn as a as you know as the traditional agent versus what a wholesaling you know thing would teach you?

Steven Hoeke (05:40.782)
So I thought, hey, I’m gonna start learning how to flip houses, start doing these more of an off market. I didn’t really know too much about the off market, but I knew there was something else going on there that I wanted to tap into. I’m still trying to connect the dots.

John Harcar (05:46.289)
Okay.

John Harcar (05:52.563)
Mm-hmm. Mm-hmm.

Steven Hoeke (05:55.746)
but once i did realize you know and i was look at it is we all know what the dark web is most people know what the dark web is what we see on the web is five percent of the internet there’s a ninety five percent of dark web that we have no idea that it exists and that’s what this is there’s the on market real estate where you got traditional real estate agents that’s five percent of the web the dark web or the off market world is really where all the things are happening this is where all the money is happening right here in the off market

John Harcar (06:01.0)
Yep.

John Harcar (06:06.367)
yeah.

John Harcar (06:16.145)
Mm-hmm. Yep.

Steven Hoeke (06:25.679)
you

John Harcar (06:27.539)
How long did it take you to get your first deal?

Tell me about it, like how did you get it? How did you come about it? How’d you?

Steven Hoeke (06:35.053)
As a real estate agent, took me a while. In six months, I started, I’ve been licensed over eight years. It took me six months just to find a regular client and I sucked at sales. I would not have been able to get on this and do this so fluidly and naturally. But at wholesale, I already had this lead system game kind set up. I kind of already have been down the rabbit hole and had years of digital marketing experience on my side to kind of go in, but I was getting deals right away.

John Harcar (07:01.683)
Mmm.

Steven Hoeke (07:04.365)
I think wholesale deals. It’s about perspective, my perspective change, because at first I was targeting clients. And then once I started looking at things not as a real estate agent, as an investor, you see that there’s a lot more opportunities there.

John Harcar (07:04.847)
All sales deals. Cool.

John Harcar (07:12.947)
Mm-hmm.

John Harcar (07:20.659)
So did you shut your license down and just go full-time investor or are you still?

Steven Hoeke (07:23.693)
No, still have a license. I still have license. mean, it helps a lot. flip houses too, right? So I’m going to list my own properties, right? There’s no reason to pay a listing agent.

John Harcar (07:30.267)
Okay. Okay.

Very cool. So how long have you been actively wholesaling?

Steven Hoeke (07:40.447)
Over five years.

John Harcar (07:41.523)
Okay. And how long did it take you to make your first hire?

Steven Hoeke (07:46.842)
So started with a partner which went south. Then I realized, well, okay, now we still have the philosophy in the company as we’re partners. But there’s the ultimate decision maker at the very, top that nobody can really step on toes about now, right? As a partner.

John Harcar (07:48.659)
Okay.

John Harcar (07:58.013)
No.

John Harcar (08:05.319)
Got it.

Steven Hoeke (08:08.129)
But I had enough leads coming over, I had to do it right away. I couldn’t have taken all the calls and worked the deals. I mean, had an acquisitions guy come work with me, and boom, right away he had his first deal.

John Harcar (08:18.126)
Awesome. What does your team look like today?

Steven Hoeke (08:21.005)
So I have a transaction coordinator she’s helping us with all the in-betweens and I have two other acquisitions guys And I still do the little bit of dispo. I mean we’re really not at the point where I think the dispositions is such a vital Distraction that they can’t focus on it because I got two guys they answer calls closing deals So I spread the workload across the two guys that we keep the team small

John Harcar (08:39.603)
Got it.

John Harcar (08:47.633)
Okay, well let’s talk about these different parts of your conveyor belt. So let’s talk about your lead generation. Like how are you bringing your customers to your AMs?

Steven Hoeke (08:53.047)
Sure.

Steven Hoeke (08:56.397)
So a lot of that is SEO a lot of yeah, PPC all inbound market I don’t mess with any outbound marketing anymore. It’s a waste of money It’s you know, so I focus on just inbound I focus on making the lead forms come over and the cost come over That’s the first point

John Harcar (08:58.643)
See you.

John Harcar (09:06.077)
Ha ha ha!

John Harcar (09:13.361)
Got it. Okay. And you’re doing the majority of through SEO or are you buying a majority of your leads?

Steven Hoeke (09:21.418)
I do all that from SEO. I’m actually part of a marketing company so as far as the digital marketing side of things, I go in there and I can scale that.

John Harcar (09:25.443)
okay. Nice.

John Harcar (09:30.451)
Nice. How come you haven’t, how come you’ve steered away? I mean, I probably know the reason, but how come you’ve steered away from outbound reach?

Steven Hoeke (09:40.608)
Wasted dollars, right? I’ve tried so many with ant signs and

skip tracing list

John Harcar (09:47.794)
Mm-hmm.

John Harcar (09:52.667)
I used to work for a lead company so I get it. Yep, that’s a lot.

John Harcar (10:10.247)
Mm-hmm.

John Harcar (10:14.279)
Sure.

Steven Hoeke (10:16.063)
pre foreclosure list and trying to cold call them we don’t do that anymore

John Harcar (10:20.975)
Okay, so you get all these things that come in and then you have your AM guy do the follow up, go out on the appointment. I mean, is it all virtual? What is that whole kind of part look like? Okay.

Steven Hoeke (10:30.637)
So Houston is our primary market. That’s where we all live at. If it’s nearby us, let’s say it’s not further than an hour away, they will go in-person appointments. But a lot of it is virtually. I mean, we’re big in San Antonio, Amarillo, the DFW area, Austin. I mean, we’re all over Texas.

John Harcar (10:46.024)
Got it.

Nice. What is your what’s your lead to to a contract ratio?

Steven Hoeke (10:55.053)
So you actually know what let me pull that up for you right now. It’s over five percent.

John Harcar (10:57.445)
If you have that information.

John Harcar (11:03.795)
Okay. How many leads does it take for you to get the deal though?

Steven Hoeke (11:07.137)
Well, the way that we’re marketing, people’s intent is a lot higher with the way that I’m right? So if someone goes in and they’re to sell my house, well, they’re actively looking for you. It’s not a Facebook ad. Right, right, and so now it’s our job to, when they get over the phone…

John Harcar (11:14.218)
yeah, heck yeah.

John Harcar (11:21.971)
Yeah, they’re raising their hand.

Steven Hoeke (11:29.367)
So really push them through that straight sales method, right? Get the key questions. What are the key questions? And then we filter them. So the initial process of our sales method, as soon as we call for the first time, they have filtering questions. And then we have different buckets. Well, this could be a sub two. This is a wholesale. This could be owner finances. This could be a listing. Each one of those buckets, we have its own set of sales, straight sales method that we go through.

John Harcar (11:37.768)
Yep.

John Harcar (11:48.665)
Mm-hmm.

John Harcar (11:59.619)
Awesome. And we’re going to work. I want to talk about that sales method in a minute, but you said something interesting to me before we got on the air here is the automation, right? And especially when you’re going out to or your guys are going out, you mentioned something like you send a video or a picture or explain that a little bit more because I think that’s really, really crucial.

Steven Hoeke (12:19.149)
Sure, and you can get really creative with this. Right now we’re actually working on a video to help convert more on this. But so if a web forum comes over, we have an automation that gets sent out. It’s an email and it says, you know, your acquisition’s guy’s name and it says welcome message for me. And there’s a picture of him in there, right? Inside the email and it’s explaining the cash home buying process. Like this is what you can expect. I’m gonna give you a call, this and that. And then now you’re putting a face to the voice

John Harcar (12:39.859)
Mm-hmm.

Steven Hoeke (12:49.103)
once you get on phone with them and they feel like they already know you. But you can step it up a few notches, put a video in there, know, a really wholesome video, 30 second video, just explaining how it goes, and your conversions are gonna go up way more with something like that.

John Harcar (12:50.963)
Yeah. Yeah.

John Harcar (13:01.341)
No.

John Harcar (13:04.907)
And that was going to be a question like once you guys started implementing that have you seen your conversion or maybe even just the show ratio go up?

Steven Hoeke (13:12.981)
Right, so that email, so I have a whole chain of emails built behind that, and that’s just the first email, the intro email. The open rate on that is like 85%. So if an email gets opened 85 % of the time, that’s exactly what I want to see in my metrics.

John Harcar (13:18.663)
first one, right? Right.

John Harcar (13:30.579)
That’s That’s exactly it. What trend do you see in the business, in the industry now? A lot of AI stuff’s coming out. Obviously, there’s a lot more automation now than when I started back in the day. Where are you seeing, what’s going on now, what that next step is going to be?

Steven Hoeke (13:43.181)
Sure.

Steven Hoeke (13:49.91)
I think the next step is going to be the AI phone systems. And it’s something that I’m starting to, hey, maybe that might be worth maybe some outbound attention. Because if I have an AI bot that calls and it sounds real and it can take you through the questions, the filtering questions, sets up a call with the acquisitions guy for you, and it could call a thousand people and I get three people interested, well, I mean, then maybe outbound marketing is worth it then.

John Harcar (14:14.931)
Cost benefit analysis man if it works it works. You know what I mean? What are some of the biggest struggles you think that you have in your business right now that are stopping you from or preventing you from making a jump in your business or whatever you’re looking to do?

Steven Hoeke (14:19.319)
right?

Steven Hoeke (14:31.041)
You know, and that’s something that we meet about almost every week. that’s, we’re the holes in the bucket.

Because where they slide through the cracks, what slide through the cracks, what, for a business to scale on a large level, everything has to be streamlined, the systems have to work flawlessly, or the thing could collapse. So it doesn’t matter if you’re doing a million dollars a year in wholesale and profit, if you don’t have a good system, the thing’s gonna collapse. But right now, I think it’s just more about delegating. Having the right people focus on just the right things.

John Harcar (14:52.168)
Yeah.

John Harcar (14:57.491)
Mm-hmm.

John Harcar (15:05.436)
Sure.

Steven Hoeke (15:07.929)
flipping houses to that means if we might mean my actions acquisitions guy will partner on a deal but sometimes he is so distracted management flip he’s not locking contracts you should be you know all day long if you lock in contracts lock in contracts so what’s the solution to that? okay well we’re bringing a project manager in he’s gonna all day long make sure our projects are good even if we gotta give him a percentage of the profit

John Harcar (15:21.693)
Yeah.

John Harcar (15:33.533)
Mm-hmm.

Steven Hoeke (15:33.931)
because what’s important is locking in deals all day long, more contracts.

John Harcar (15:38.995)
I think that is the whole right person, right seat. You know what I mean? You know, knowing your lane and being able to bring in someone that does better what you don’t do, you know? And I talked to a lender earlier today, I talked to a guy that does risk mitigation and that’s really what some of the common theme was is that there’s parts of us being alphas in our ego that want us to do everything and say we can do everything, but realistically we need to branch out. We need to say hey, I need some help.

Steven Hoeke (15:43.031)
Sure.

Steven Hoeke (16:08.353)
Yeah, absolutely.

John Harcar (16:10.045)
Where do you see your business going? Or better yet, let me ask you this first, how many flips are you guys doing versus maybe wholesale deals?

Steven Hoeke (16:17.229)
so we share it goes to the market right back in twenty twenty without part of the people fifty percent the deals coming across so i got to go on right now close one last week so very very selective

John Harcar (16:26.291)
Mm-hmm.

John Harcar (16:30.931)
Congrats.

Steven Hoeke (16:35.469)
The medium range too of what the ARV is, right? I don’t want something that’s 400 maybe 250 right 200s something I could pick up for 50 grand maybe 200 grand put 30 grand into it and I can list it for 200 250 So I call pancakes pancakes Right exactly. So I call pancakes something I can just flip real quick

John Harcar (16:38.099)
Mm.

John Harcar (16:49.939)
something in that more affordable, yeah, the more affordability sweet spot. Yeah.

John Harcar (16:59.315)
Okay, so I call them lipsticks, right? Maybe just a quick, quick, you know, doesn’t need a lot of stuff. Where do you see your business going? Like if I were to talk to you another year from now, like where do you want to say you’ve made strides in your business?

Steven Hoeke (17:02.63)
there you

Steven Hoeke (17:17.837)
So I think we’ve been making all the right moves and really we’re just waiting on time. And also, you know, as you scale, more fires come up and well there’s a hole in the system that has to be fixed. But I’d say within a year we probably will be the biggest wholesaling company in Texas. Yeah, got over 10. We got two contracts out right now that are about to be executed.

John Harcar (17:36.82)
wow, okay. How many wholesaling deals are you currently doing in a year?

John Harcar (17:44.475)
Okay, so 10 for the year. How many did you guys do last year? for the month. okay. How many for the year so far? Year to date.

Steven Hoeke (17:47.262)
no for the month for this month for the month i have to look that up but we’re over 15 16

John Harcar (17:56.625)
Okay, and what did you do last year?

Steven Hoeke (17:59.534)
We did over 30 deals. But that was right people, right, the thing is, the leads were always there, but they were falling through the cracks because it was, that many leads is too much for one guy. So what do we do? We need another acquisitions guy to help.

John Harcar (18:00.687)
Nice. Congratulations. What?

John Harcar (18:11.687)
Yeah, yeah and what are you doing to bring in more help?

Steven Hoeke (18:19.693)
man, believe it or not, I just kind of let it come naturally to me. I just, I’m a big believer that, you know, once you’re on the right path and you’re making the right moves, everything will unfold right on our path like it’s supposed to. And I just, but believe it not, one of my, my most solid guys, I met him at a restaurant. He was a waiter. Doesn’t know much about real estate.

John Harcar (18:34.481)
Right on.

John Harcar (18:46.567)
some of the best.

Steven Hoeke (18:47.053)
He knew the concept right? You’re right exactly it. He knew the concept of wholesaling, but I was like, man, this guy is cold. The way he was working the tables, the way he was working everybody, this guy’s cold. So boom, you just never know.

John Harcar (19:00.026)
Nice. When you hired him, did you put him on a salary or like a base or is it a commission only? What did you do? There you go. Make him hungry. Nice. We talked a little bit earlier about, and you can spotlight it little bit about the sales process, right? So talk to me about the whole sales process and why it’s important to have a good sales process.

Steven Hoeke (19:06.111)
It’s commission based, commission based. Yeah.

Steven Hoeke (19:26.221)
Knowing which questions to ask to guide them through the process to the closing is probably the most important thing When you convert that lead Most times people they’re they answer a phone call or something and they don’t know which order to ask those questions So we have a specific order that we ask everything So initially what we do is we have a phone call comes in we have a filtering set of questions, right?

John Harcar (19:46.931)
Okay.

Steven Hoeke (19:55.694)
you know, how much you were wanting, just da da da. And then based off of those questions, you should be able to determine is this a creative financing deal? Is this a cash offer deal, wholesale slash flip? Is this an order of financing or does this probably need to be listed? And then each one of those has its own sales process to go through.

John Harcar (19:57.341)
Yeah.

John Harcar (20:09.553)
Right.

John Harcar (20:14.225)
Okay.

Steven Hoeke (20:15.595)
Yeah, so really just having the right filter and questions of understanding what their needs are, the problem that they’re having, and what creative solution or what bucket can I put on this to help them in their issue.

John Harcar (20:20.592)
huh.

John Harcar (20:29.555)
Okay, well, let’s talk to exit strategies outside of doing a flip or also do you do any type of creative stuff? mean, do you guys do that sub to seller financing type of stuff as well?

Steven Hoeke (20:39.905)
we do we do a lot of sub 2’s actually one of the houses that we have purchased as a flip is a sub 2 right now yeah so I own one sub 2 I’m not going to keep it long term I’m kind of iffy about the dual and cell cloth stuff but short term no problem

John Harcar (20:45.319)
wow. Okay. Okay.

John Harcar (20:52.989)
Yeah, that’s…

When you evaluate properties for like a sub two or maybe a short term, do evaluate them as a long term? Do you look at them? I how do you evaluate a property to determine how you want to exit it?

Steven Hoeke (21:08.653)
So as far as the sub 2 as far as I’m purchasing or removing it as a wholesale

John Harcar (21:12.327)
Either one, I mean whether you say, this would fit the criteria of a good purchase, I’d rather wholesale, I’d rather do whatever it might be.

Steven Hoeke (21:16.781)
So it comes down with the pittiest right with the principal interest taxes insurances and then what kind of it right for what’s the equity?

John Harcar (21:21.555)
Hmm?

John Harcar (21:26.451)
Okay.

Steven Hoeke (21:27.949)
because if they have $100,000 in equity and you can hit the 70 % rule and you can’t give them a cash offer and they got a time issue going on, well boom, I’m gonna give them a cash offer out if they’re willing to take it. But if they don’t have much equity in it, let’s say the ARV on is 200, the 0190, but their mortgage is super low, well okay, well we can sub it out, you can cash flow 600 bucks sub-tuning that. So.

John Harcar (21:39.217)
Right.

John Harcar (21:52.593)
Yeah, yeah, and I it really just comes down to what the purchase price is, you where you’re picking it up at. Can’t really dictate and determine that. Let’s say that, you know, someone was coming into the business, someone wanted to get into wholesaling or maybe flipping or whatever it might be. mean, based on your experience, I mean, what kind of advice would you give them or what kind of resources would you push them towards to maybe help close the gap as to, you know, starter to at least getting a first deal?

Steven Hoeke (22:22.317)
Yeah, you know I’m gonna kind go back a little bit to when I started as a real estate agent and I was you know finding these brokers to go work with and thinking yeah this guy’s gonna help me be successful and I mean really at end of the day I was just someone’s puppet doing their work right so finding somebody who can actually cut through all the BS and be honest with you not play you someone who is gonna be honest with you truthful with you and cut through all the BS all the all the

John Harcar (22:44.551)
Got it.

Steven Hoeke (22:52.271)
of knowledge of this in this industry needs to be cut away. We get straight to the point I caught in the Marines we call it barney style. We’re gonna break it down barney style like we’re watching freaking Barty right we’re gonna break it down straight to the point boom boom boom boom it should all this excess fat of information needs to be cut out find someone who’s not gonna be SU you know learn from him

John Harcar (22:56.573)
Yeah.

John Harcar (23:04.403)
Great.

John Harcar (23:13.416)
Yeah.

Steven Hoeke (23:18.441)
or them or whoever it is, find a good mentor who’s not going to SU. And a lot of people will be SU in this business, you’ve got to be careful.

John Harcar (23:20.147)
Mm.

Got it.

John Harcar (23:27.309)
And what resources would you recommend me using to do that?

Steven Hoeke (23:32.541)
I mean your platform is a great platform. I mean this is the exact kind of place right? Especially if there’s a group effort and everybody trying to put in a group effort to be better. You know you got a thousand heads a thousand heads are a lot better than one.

John Harcar (23:44.647)
Yeah.

John Harcar (23:48.723)
Yeah, well, and you hit it on the head too. It’s getting past the, I call it the fluff, right? It’s cutting all that out. And, you know, I mean, there’s so much of a, it’s zero entry. You don’t need money to do real estate. Well, yeah, you do. Yeah, you do. It’s not a lie. You do. It’s just a matter of getting that right guidance to really help folks come along. What else would you like to share with our audience? Like, what do you think it might be important for someone to know? Something you want someone to know?

Steven Hoeke (24:17.933)
80 % of it all is leads. It doesn’t matter if you’re a chiropractor or a family doctor 80 % of it is leads and without the leads you’re gonna fall and gonna crash. Without a consistent source of getting quality leads. That’s just what it is. Get good at that. Everybody’s different and also one more thing is making sure your brand is congruent across everything.

website your internet persona with your brand or your company it better line up when you show up to to an appointment if you’re really trying to grow a company show up branded up brochures checklists with your logos all the guys are wearing you know almost the basic almost the same thing right some boots some jeans and this is what I’ll show up right so making your brand congruent across everything you do is very important

John Harcar (24:52.179)
Mm-hmm.

John Harcar (25:06.515)
Mm-hmm.

John Harcar (25:11.218)
Bye.

John Harcar (25:16.561)
Yeah, and that really lends to that credibility, right? That’s what some folks are looking for, right? Because of the, you know, so many people that are fly by night in the business or, you know, they don’t know who’s right and who’s wrong. Adding a little bit of that, yes, it helps build that rapport and it helps add that credibility, which I think is tremendous.

You know, you’re sharing a lot of stuff, Steve, man. I love it. You know, and it’s a lot of good nuggets for folks that look, if you want to get in the business, you got to be able to be resilient, be consistent, and you got to be able to.

how I think really put that best seller first. And it sounds like, Stephen, that you built your business kind of in that same mode and you’re successful. If folks want to, whether they’re in the Houston area, wherever they might be, they wanna get ahold of you. They wanna talk to you about how you built your business or maybe get some tips, pointers, whatever, how do they reach you?

Steven Hoeke (26:12.909)
Facebook. Hey, you can look me up on Facebook. You see the deals for moving. We post them right there. You look for deals too. We got them. So anywhere in the Texas area, we got them. We got some going in Amarillo right now, San Antonio, Houston area. So let me up on Facebook, Stephen Hokey. And when I was a kid, he used to bother me, Hokey Pokey. But now I say, he used to bother me. But now I was like, you know what, Hokey Pokey, I promise I’ll never, ever forget my name.

John Harcar (26:18.045)
Cool.

John Harcar (26:21.489)
Nice.

John Harcar (26:28.594)
Okay.

John Harcar (26:35.027)
You

John Harcar (26:41.587)
I’m about to say now it’s about the remember your name it by doing that. Yes, never forget it. Guys, Stephen, thank you again for joining us. know, folks that are out there listening, you know, I hope you really enjoyed this. There’s a lot of great nuggets in there. Reach out to him. We’ll put all his contact in the show notes and, you know, we forward to seeing you guys on the next episode. Cheers. Thanks, Stephen.

Steven Hoeke (26:43.169)
You’ll never forget me.

You never forget it.

Steven Hoeke (27:01.326)
cool