EP 177: Journey From Day Job to $100k/year | Every Single Step To Closing 8 Deals in One Month w/ Keith Sant of Kind House Buyers

When others were out drinking on a Friday night, I was putting up signs or creating Craigslist ads.
– Keith Sant

We love Keith not just because he’s an awesome guy, but because he doesn’t have anything to hide. His story proves that if you want something bad enough and you’re willing to put in the work, anything can happen.

Since closing his first wholesale deal two years ago, he’s tried everything under the sun to build a valuable investing business.

Today he shares his entire strategy & marketing mix, everything he’s doing to crush it in such a saturated market.

After this, there are no excuses. Let’s get it!

Read the Full Show Notes Below…

Journey From Day Job to $100k/year | Every Single Step To Closing 8 Deals in One Month w/ Keith Sant of Kind House Buyers

For Keith Sant, Kind House Buyers is more than just the name of his business, it is how he conducts business and his life. I first got to know Keith just a few weeks ago at our most recent CarrotCamp, and right away I was struck by his hunger, drive, and gratitude.

These are the things that have led him to create a very successful wholesaling business in the Pacific Northwest.

Keith believes in treating everyone the same. He talks to his sellers the same way he talks to investors. He grew up not having much, so his sincere gratitude for all he’s achieved shines through when you talk to him about his business.

A while back, Keith heard a podcast I did about CarrotCamp, the benefits, the highlights, and what people could expect to take away from the event. He knew it was something he needed to attend, but he wasn’t making the 100k per year that he needed to qualify… yet.

Don’t wish it were easier. Wish you were better.
Jim Rohn

Instead of feeling defeated, Keith got down to it and closed the deals he needed to. He was able to close eight deals in one month, in a very competitive market nonetheless. Needless to say, Keith made it to the next CarrotCamp, and we were thrilled to have him join us.

In The Beginning

In order to get where he needed to be, Keith knew he had to buckle down and do the work. Before real estate, Keith was working in screenprinting. He never referred to himself as an entrepreneur, but he has always known he wouldn’t be able to work with someone who didn’t value him or his contribution.

Eventually, Keith went back to school. There isn’t a degree for entrepreneurs, so he studied marketing instead. Why? Because he didn’t think he was that great at it, so he figured he should learn.

Real estate was always an interest, but the entry barrier seemed too high. He had a friend in Texas doing flips and wholesaling houses. Keith worked with him for a while, then brought his business to the Pacific Northwest. He worked hard, got his first wholesale deal, and it was on from there. This year he’s looking at doing about 25 deals, with an average profit of $15,800.

Initial Marketing

Bandit Signs

Keith started with bandit signs and a lot of them. To be effective, the signs needed a few key elements.

Keith got an easy to remember, repeating digit phone number
The phone number was HUGE so people could see it
He included his website as it was something people could remember and look-up when they got home
He was strategic in where he put the signs. He didn’t put them in downtown Seattle. He put them on the outskirts of town He put a sign in the middle of nowhere that turned into a 30k deal.
On average, Keith drops 120 signs per month. His rule is to put out 2 signs whenever he goes out.

Having a website up before making his big marketing push was important. People told him he didn’t need a site or that a basic one-page site would do. However, Keith knew that a great site would showcase his message, mission, and sincere intent to help others. His site looks great on mobile devices, catching the attention of all those people who may be interested in his offer as they drive by.

The Craigslist Strategy

Craigslist is still one of the best ways to generate cheap leads. Keith’s strategy included a few key steps.

He had two different versions of his ad. One introduced his company and services, the other was a bit more personal.
He posted in the services section under real estate services, moving services, and other places where his competition wasn’t.
He posted one ad every Friday, with each ad being up for 4 weeks. At any time, Keith would have 4 ads up in one place or another.
Keith set up a separate phone number for Craigslist, helping him to know where the leads were coming from.

Investor Carrot offers a great resource to help you kick off your Craigslist campaign to generate quality, low-cost leads.

All of Keith’s hustle worked. His first check was for $8,900.

Keith’s Marketing Mix Today

Keith’s marketing strategy today still incorporates Craigslist and bandit signs, but he’s added a few other elements to his marketing strategy. Today, Keith’s leads come from a variety of places.

Bandit Signs
Craigslist
Carrot
Ringless Voicemail
Social Media
Facebook Marketplace
Organic Traffic
Paid Ads – PPC

PPC has been instrumental for Keith. He’s been able to close 1 in 10 leads this way. Recently, PPC costs have driven people away from this method of marketing. This has opened the doors for people who want to use PPC to drive more high-quality leads to their websites.

When Keith drove down to Carrot HQ for CarrotCamp, we couldn’t help but notice a truck bed full of bandit signs. “My goal is to put up two every time I leave my house. I’m already out driving around, so why not?”

The Importance of Mindset

Throughout Keith’s journey in real estate, he’s learned that he needs to keep the right mindset. By consistently doing all of the small things each day, Keith was able to build a business that he is proud of. He went to school, he learned the business, and he got to work. He didn’t give up and that is what has led him to the life he’s leading today.

The way he operates his business is simple. He wants to work with people he likes, doing deals that really help everyone. He knows people may take advantage of his kindness, but the way he looks at it is that it’s an inexpensive way to weed out the bad people from his life.

I recently challenged our listeners to do some push-ups each day, doing one more than they had the day before. I’ve watched Keith crush this challenge, putting up his videos and numbers each day. It is this mindset that is helping him to grow his business into something bigger.

Consistency is inspiring. While the flash in the pan is eye-catching, the person who is doing the work day in and day out will ultimately be the bigger inspiration to those around them. They may not have been inspiring others on day one, but when they are doing 150 push-ups in a row, people are going to notice.