What does it take to walk away from a traditional family business and build a real estate company generating $4 million a year?

In this episode of the Pick Up The Phone Podcast, Josue Llanas sits down with Sean Zavary, founder of Greenlight Offer, to break down how he built one of Houston’s most recognized wholesaling operations.

From surviving the post-Hurricane Harvey market to scaling a 16-person team and mastering radio advertising, Sean shares the real strategies behind generating consistent inbound seller leads in one of the most competitive real estate markets in the country.

If you’ve been relying only on cold calling or direct mail, this episode will completely change the way you think about real estate marketing.

In this episode, we cover:

• How Sean built a Houston wholesaling company doing 20 deals a month

• The radio advertising strategy that helped generate consistent inbound leads

• How he negotiates radio spots from $120 down to $40 per airing

• Why 60-second ads outperform shorter scripts in real estate

• The importance of culture, leadership, and team retention

• Managing a 16-person operation across acquisitions, dispositions, and marketing

• How Sean structures a $65K/month marketing budget while maintaining 35% net margins

• His roadmap to building a $10M company by 2027

• The future of AI in real estate and Josue’s emotionally intelligent voice AI platform, GetsYou.ai

EPISODE TIMESTAMPS:

00:00 - Introduction & Greenlight Offer's Success

01:01 - Sean’s Background & Family Furniture Business

03:07 - Getting Started in Real Estate Wholesaling

04:22 - The Post-Harvey Market & Masterminds

07:17 - Building a Team & Leadership Lessons

11:45 - Faith, Podcasts, & Personal Development

13:39 - Company Culture & Leading by Example

15:30 - Taking Sellers “To The Mat”

17:20 - Sales Training & Hiring a Sales Director

21:34 - Inside a 16-Person Wholesaling Team

24:34 - How Sean Got Into Radio Marketing

27:00 - Radio Ad Scripts, Tonality, & Seller Psychology

31:30 - Negotiating Radio Advertising Rates

37:54 - Breaking Down a $65K/Month Marketing Budget

40:39 - Maintaining 35% Net Margins

44:00 - AI, Emotional Intelligence & GetsYou.ai

52:16 - Sean’s Vision for 2027 & Beyond

54:43 - Hiring A-Players & JV Partnerships

56:43 - Houston Real Estate Market Outlook

58:19 - How to Connect with Sean & Final Thoughts

CONNECT WITH US:

• Watch the full episodes on YouTube: https://www.youtube.com/@PickUpThePhonePod

• Connect with Sean Zavary on Instagram: @SeanZavary

• Email Sean: sean@greenlightoffer.com

• Learn more about GetsYou.ai: https://GetsYou.ai