If you’re a real estate investor looking to scale without sacrificing your lifestyle, this is the episode for you. I sat down with my good friends and clients Jon & Amy Nolen from Oklahoma City to talk about how they built a highly profitable real estate business that aligns with their family-first values—and why more deals don’t always mean more money.

We dig into how they transitioned from high-pressure marketing methods like cold calling and mailers to powerful brand-building with TV and radio, and why that human connection matters. We also talk about how their CRM, “Pete,” plays a huge role in systemizing their lead flow, keeping sellers happy, and maintaining smooth operations. If you’re feeling the burnout or trying to grow the right way, this is one you can’t afford to skip.

Episode Highlights:

[0:00] – Introduction

[1:11] – Why this interview was pulled from the archives—and why it still matters

[3:00] – Jon & Amy’s early reluctance to video and how it became their marketing secret weapon

[4:18] – How building brand trust through TV and radio created warmer, higher-quality leads

[6:24] – TV vs. cold calling: the mental shift it creates in motivated sellers

[13:09] – Scaling back: why 30 deals/month was too much—and how they course corrected

[15:46] – The KPIs that matter when you’re optimizing for lifestyle, not volume

[22:00] – How their CRM, Pete, automates everything from follow-ups to file sharing

[26:12] – The power of a seamless customer experience—and how it boosts referrals and reviews

[29:11] – Final advice: track your numbers, document your journey, and stay consistent

Key Takeaways:

1. Brand-first marketing builds trust: TV and radio ads created warmer leads by establishing credibility before the first conversation even happened.

2. More deals doesn’t always mean more profit: At 20–30 deals a month, Jon & Amy hit a wall. Scaling back brought better margins—and a better life.

3. Your CRM can make or break you: Automations and smart follow-ups inside their CRM “Pete” helped streamline everything from lead management to file sharing.

4. Document your journey on social: Sharing your real estate process online can build trust, attract private lenders, and even bring in deals.

5. Make decisions based on data, not feelings: Track your cost per lead, contract, and closing—and give any strategy 3 to 6 months before pulling the plug.

Resources Mentioned:

• CRM Mentioned: Pete — https://www.peterei.com/

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