Shane Ninan Made Over $1MM in 3 Years Starting from $0 – You Can Do It!

Steve Trang: Everybody. Thank you for joining us for today's episode of real estate disruptors. Today, we've got Shane Nynan with GSP Investors. He flew in from Greenville, South Carolina. Talk about how he went from zero over $1,000,000 in net worth in just three years.

If this is your first time tuning in, I'm Steve Trang, sales trainer. Every month, we help hundreds of people buy more houses at deeper margins. If you wanna get better at sales, DM me the word sales on Instagram. And I'm on a mission to create 100 millionaires, and the information on this podcast alone is enough for you to become a millionaire in the next five to seven years. If you'll take consistent action, I assure you, you will become one.

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That way we can all grow together. And we are constantly hiring. So if you guys are interested in working with us, DM us, let us know. And this is a live show, so please ask your questions for Shane to answer. You ready?

Shane Ninan: I'm ready. Let's do it.

Steve: Alright. So first question is what got you into real estate?

Shane: Short answer, Jesus Christ and my wife. I'll elaborate. So I don't believe anything happens by accident. I believe that we're placed in situations and in rooms, with divine intervention. So that's where the the spiritual aspect comes in.

I would like to give thanks to Christ for my ambition, my drive, my hustle, my God given talent to speak to people and talk to people. And then my wife came in where he has always been supportive of anything I wanted to do a business aspect, especially with real estate. So the culmination and the culmination of those two have, opened the pathway and led toward, where we're at in real estate right now.

Steve: Got it. When I guess, what were you doing right before real estate?

Shane: I'll rewind. So real estate is something that's been on my mind for, we'll call it, the last fifteen years. I think I was first introduced to Rich Dad Poor Dad in the early two thousands, mid two thousands. And I knew that rentals was a way that I wanted to go. I knew that rentals would be a way to financial freedom, net worth, passive income, and we just didn't know what that looked like.

So I graduated from college, took a few hard left turns, learned a few hard lessons, and we could elaborate later if we want to. Ultimately ended up working in manufacturing. When my wife and I got married, we knew that we wanted rentals. We just didn't know how to get there. We knew what most people think is that you, save up 20%, you go to the bank, you get preapproved, you find a realtor, you buy on market property.

And we knew that that was going to be the long route, very labor intensive route. And if we were going to ever accumulate any amount of rentals, we couldn't go that route. So I was working in manufacturing. I was reading books, watching YouTube, just trying to learn real estate. And we had the same thing that a lot of people get, which is the analysis paralysis.

You learn, you learn, you learn, but you never implement, you never take action. So right before we got into real estate, that's what I was doing. I was doing manufacturing and

Steve: Manufacturing what?

Shane: So it went from canoes and kayaks, which is in the water sport industry, and a good friend of mine from high school opened some doors for me there. We ultimately ended up in a lead processing factory. We were making lead grid that goes into car batteries and boat batteries. Well, between, water sports manufacturing and automotive battery manufacturing. What kind

Steve: of money are we making doing that?

Shane: When we left when I left the w two world in October 2020, which wasn't that long ago, I think we were making, like, $80 a year. $80 a year. $70.80 grand a year with some bonuses.

Steve: So I I'm asking this because you're mentioning well, for two reasons, but one of them is that you mentioned that you knew he needed 20% down. Right? Which is kinda like the information that we all have incorrectly.

Shane: Incorrectly.

Steve: Right? These false assumptions that we walk around with. And who knows who planted it in there, but Sure. Lots of false things that we knew for sure that was fact at that time. And then the other thing, I guess, is, manufacturing.

And now you went off to college. You said you took some hard lessons. So was the manufacturing what you went to college for, or is that kinda what was available to you?

Shane: That was what once again, divine intervention. Right? Mhmm. I went to college, and I graduated with two degrees, a business degree, which I minored in, marketing at that point in time Yeah. And criminal justice.

Criminal justice was my major focus. And at that point in time, when I was doing my undergrad, the plan was to get a criminal justice degree and then pursue law school. So as I was, finishing up my undergrad, I took the LSATs, did relatively well in the LSATs. I applied to a law school in, Raleigh Durham, North Carolina and got accepted. And that's when the hard lessons and the left turns and

Steve: Maybe so really smart guy. Maybe a little too smart for your own good.

Shane: And and I was channeling in the wrong directions at that time, but, yes, correct.

Steve: Right. So what what were those hard lessons? And I'm pushing this. I'm I'm asking these uncomfortable questions, but I think that a lot of people that listen to our show may have had similar experience. I know we've hired people with similar experiences.

Sure.

Shane: Sure. Sure. So I wanna And you and I have talked about it on Instagram, so you're familiar with it. Right? So, half the reason I'm here now, Steve, is is because of the one post you made about hiring, bad guys.

Right? Hiring drug dealers and convicts and Yeah.

Steve: They have the right skill experience.

Shane: Yeah. We we we sell, we maneuver, we're problem solvers, that kind of thing. So I've never publicly spoken about my past. Certain guys in my area, certain guys that know me know me, know about my past, but I did graduate college two degrees and the whole time I was in college and even in high school, I dabbled in illegal activity. I'm not proud of it by any stretch.

I had all the energy, and I just channeled it in the wrong direction. So here in undergrad, there were a lot of drug usage. We were me and a group of roommates who, we were selling drugs, using drugs, parties. And after I graduated, I moved to Charlotte, North Carolina. I was taking a year off, and I ultimately ended up getting incarcerated.

I got in trouble and got caught with a significant amount of drugs, and that ultimately ended up in a a prison sentence. I was found guilty in North Carolina, sentenced to thirty five to forty two months in the state prison. That wasn't the end of it. So halfway through that incarceration, the federal government came, the FBI, the ATF, and they had some other charges, for me and some roommates of mine while I was in college. We were working at UPS.

Long story longer, without having to Google everything, we were basically throwing boxes over the fence. Just a bunch of young guys stealing stuff.

Steve: Doing stupid things.

Shane: Doing stupid things. Not because we were bad guys. We, we were opportunistic, and we were young, and we were crazy, and we said, oh, if we steal this box of tennis shoes, then we could sell it. Right? If we steal this this box of Steph Curry jerseys, right?

We can sell them. There's a good price.

Steve: Rise off my jersey.

Shane: Yeah. Right? Yeah. So, once again, I've never really spoken publicly about this, but, I was incarcerated for seven years from, early two thousand three to late two thousand nine. And it's actually while I was incarcerated, somebody handed me Rich Dad Poor Dad.

I read it. I fell in love with it. I needed more. Somebody handed me Think and Grow Rich. So all the books that the most of the guys who've sit in this chair who have read before, I had the opportunity to read while I was incarcerated.

Yeah. And I mapped out a game plan, and financial freedom was part of that game plan. When I came home from that incarceration being a two time convicted felon, it's hard, almost impossible to get a job. I was blessed and fortunate enough that my dad, he owned some sports bars and nightclubs, and he put me to work in the family business, and that afforded me a easy transition back into the real world. And about the time that I met my wife, I inadvertently, subconsciously promised her and my in laws that I would get out of the service industry, the nightclub business.

Once again, I didn't know how I was gonna break up with my dad, and it's not easy to do. Once again, go back to divine intervention. My wife and I were married in September. The local municipality, Malden City, came in and shut our nightclub down on the grounds that our nightclub was a public nuisance. So it saved me from having to break up with my dad Yeah.

Which would have been heartbreaking on several different levels.

Steve: Of course.

Shane: But now I'm newly married, two months married, unemployed, two time convicted felon. I took a major hit to the ego. What am I gonna do? How am I gonna provide for my new wife? You know, as a man, that's what you're supposed to do, provide.

Steve: Right.

Shane: So I started calling everybody and anybody that I knew, reached out to several guys I went to high school with, and, one of them brought me in. It was a manufacturing gig. Well, it had nothing to do with my degrees. He said, listen. I can bring you in as a temp to a staffing company.

Your job will be to count widgets. You'll be a cycle counter. You'll make 13 or $14 an hour. He said, but what I can do, I'll put you in the right situations, in the right rooms. And me and this me and this guy hadn't seen each other in fifteen years.

He knew that I was a good kid when we were growing up.

Steve: Right.

Shane: But here I am at a prison, two time convicted felon, and I'm begging him for a chance. He's like, I'll sneak you in under the staffing company. I'll put you in the right circles in the right rooms, but it's up to you to get to work on time. It's up to you to show up every day and get the job done. It's up to you to, you know, hold yourself accountable and within six months or nine months, they created this warehouse manager job for me and went from making 12 or $13 an hour to now making 60,000 a year within a very short amount of time.

So, divine intervention. Yeah. From that, I was able to parlay that, working relationship and that opportunity to build a trust within my employers, and I just parlayed that and parlayed that. And like I said, when I left the corporate world in 2000, '20, I was a production manager, production supervisor making $80 a year. I was over 12 guys, and Johnson Controls is the company I was working for.

They're a global company. So, every step of the way was divine intervention. And, no. I didn't I think the long answer to that question was no. I wasn't using my degrees.

Right? And, I learned some hard lessons.

Steve: And the reason why I'm pushing this. Right? And I might be you know, there someone's listening like, man, why is, like, Steve beating up on Shane? You

Shane: know? Yeah. No.

Steve: It's not. But, like, I've had multiple friends that I know that is something stupid. Right? I mean, there was one guy, who, you know, was defending. Like, his friend got jumped in a nightclub.

He went to go defend his friend. Now he's a convicted felon, and the guy cannot get a regular job.

Shane: Oh, man.

Steve: And, I mean, there's and that's just one instance. You know?

Shane: That's okay. And I

Steve: grew up in a mostly sheltered life, so I can't really get to witness still witness this since I got older. But, that's why I'm so passionate about entrepreneurship is that you don't have to have it doesn't matter what your background is. Right? If you're willing to put in the work, willing to put in the hustle, you can do this for yourself.

Shane: Sure.

Steve: And one of the things that, you know, I see a lot of regulation coming down the pipeline. We're passing one in Arizona. Like, this was just announced very, very recently. But there's a lot and Arizona is getting off pretty, cheap. But like a lot of other states, had to become a licensed realtor.

And then my biggest fear when I hear these things, right, is these guys have the, they discovered wholesaling whatever as a means to, legitimately build financial wealth for them and their family. Sure. And if these regulations go the wrong way

Shane: Oh, man.

Steve: These people are getting eliminated Yes. From that process. So and I think, you know, there are people that, listen to our show that may have a background that

Shane: I think resonate with.

Steve: Can resonate with this. That's the reason why I'm I'm harping on this point because Sure. As far as I know, no one else I've been on the show have been able to talk about it.

Shane: Yeah. Sure. So a

Steve: lot of them have done some stupid things

Shane: Yeah.

Steve: Just not in in the, circumstances that you're in. So alright. So you you it's been three years, so I'm guessing you were doing real estate before you quit your job.

Shane: Correct. So, everything with me is long winded, so you cut me off. I know we're all the time limit here. So my wife and I, we knew we wanted rentals. Right?

In 2017, we became very intentional about what we were gonna do. And I was actively looking online for how do I get plugged in? How do I intentionally get in front of people? How do I intentionally get in the right rooms? And what I found was our local RIA, and then I found several meetup groups on meetup.com, which I don't even know if that's around anymore.

It is. That's It's still viable.

Steve: Yeah. I I still pay the the the $18 a month or whatever.

Shane: Are you do you manage a group or you're a

Steve: I might one day. I used to before COVID.

Shane: So we that's that's ultimately the the the catalyst that changed everything for us and changed the trajectory of our lives was a single meetup. My wife and I went, a gentleman was hosting a meetup at a Panera Bread in a very small town where we're from, Easley, South Carolina, And I told my wife, Hey, let's just go, let's listen, let's network. Let's ask these guys some questions and we didn't know what we're going to get out of it. So we, my wife and I went, we took our oldest son at that time. He was probably, four or five years old.

We went in, we raised our hands. Hey, I'm Shane. I'm the new guy. I don't know what I'm doing here. I just want to be privy to the conversation.

I want to be able to ask a few questions. I want to hear what you guys are talking about. And they were very well, very welcoming. And immediately they asked us, what are your goals? What are you trying to do?

Well, we want rentals. We don't know how to get rentals in the same thing, save the 20%, you'd go get a preapproval letter. And they said, well, do you know any wholesalers? And, no. What is that?

Well, have you ever thought about wholesaling? Keep in mind, this was, we'll call it November 2017. I had never heard of wholesaling at that time. Carl two Sheets had had his his program many years ago, but I don't even think they used the vernacular wholesaling.

Steve: I don't think they called it wholesaling now. It was just buy houses, no money down.

Shane: Yeah. On paper, on contract. Right. So they get these two gentlemen at the table were actively doing deals loosely and small operations, solopreneur kind of guys. And they, and they gave us the ninety seconds bill.

You know, you, you market directly to the sellers, you go out on these appointments, you contract the property and then you race to sell the contract. And my wife and I were like, oh man, this like everybody says, this cannot be legal, right? This whatever they're saying is too easy. Yeah. I'm not gonna go to Steve and offer to buy his house and that good thing.

So what that did for us, that that forced me, I was like, wow. It peaked our interest. I went home, immediately dove into YouTube University. Right? Many people talk about that.

And keep in mind, this is 2017. So this was at that point in time, we were having dinner last night. We're talking about it. There was, Sean Terry, Kent Clothier, Matt, Thoreau or something like that.

Steve: Matt Theriault.

Shane: Theriault. There were very few people that were advertising this kind of stuff on

Steve: I'm not sure Max Maxwell has started yet.

Shane: He he just had. Right? So out of Winston Salem, Max had just started. Yeah. And so his first legitimately, his first, like, two or three videos were on YouTube.

Steve: Yeah.

Shane: And so that was enough to, like, propel me to the next massive imperfect action. Right? Go to more meetups. So I went to more meetups. I met two other gentlemen in our local market.

Shout out to Lafayette and Brian Howard, Lafayette Dawkins. They were actively wholesaling. I introduced myself and, at this point in time, it wasn't a, hey. Can I take you to coffee and pick your brain? It wasn't that the conversation was, hey, I'm very interested in what you guys said.

Is there any way that I can, you know, help you? What if I go find some deals and we work the deal together? There's trading value at that point. And both of them were really receptive to that. They shared with me the attorney they were using.

So I called the attorney. And as it turns out, the attorney went to high school with my wife, called him, offered to pay for an hour worth of his time, went in, asked some questions about wholesaling. Mhmm. And he laid it out and said, yes. It is legal if you do this, this, this.

You know, if your contract says this, this, and this.

Steve: So before I continue there, I wanna ask you, you mentioned the analysis paralysis and and and, like, is this legal? Right? And I think everyone kinda,

Shane: Oh, yeah. You think that?

Steve: Initially. Right? What helped you get out of your comfort zone to so that you feel comfortable, you know,

Shane: taking the jump? Mhmm. I think there was a couple of things. One was meeting guys actually physically shaking hands and meeting guys who were actively doing it. Yeah.

That's probably the single biggest

Steve: Just getting out there and meeting the guys doing deals.

Shane: Yeah. It's it's one thing to see it on YouTube. It's one thing to see a call to sheets infomercial, but it's a totally different thing when you when you're face to face with guys that say, yeah. I just closed this deal, and here's what it looked like. And they give you the a b c of the transaction.

That makes it really, really real. Yeah. You're living off somebody else's proof of concept.

Steve: Well, that belief is so important because, I mean, it's not like wholesaling is a new concept. I mean, I remember in high school watching Carlton Sheets at, you know

Shane: Late night.

Steve: Late night. It's not a

Shane: new check. Right?

Steve: Yeah. It's not a new concept, but it was like, oh, this is a scam. Sure. Right? And so what tell me about your first deal.

Shane: First deal. So, we learned about it the 2017. We met other wholesalers and the attorney the 2018. We'll say toward the end of the first quarter, going into the 2018, we started taking massive imperfect action. We were driving for dollars the hard way, the grunt way.

I was driving. My wife was riding shotgun, writing down addresses. We were going home using county records to find property owners, then we're using white pages and been verified and fast people search to find phone numbers, legitimately the hard way. Right? The grunt way.

Steve: This is this is hard work.

Shane: Yeah. Hard work. So, we did experiment with some, some mailers, some junk mail. At that point in time, you could go to list source and buy South Carolina data. They changed that in 2019.

You couldn't do it because of the disclosure stuff. So our first deal driving for dollars, we would leave the house and we would set a goal. We're not coming back unless we have 20 or 30 potential properties. We would do all the homework, we'd find the numbers, find the owners. Then I would go to my job, my W-two, which was from 7PM to 7AM.

And then I would cold call from work. Right. I get my guys going, which would took about thirty minutes. And then the rest of the night, I'm, I'm YouTube and I'm reading, I'm listening to podcasts and I'm, cold calling from work. So I'll never forget my first deal.

I called a gentleman, his name is Greg. That's him a voice message on his on his, like, hard analog voice recorder machine. Hey, mister Greg. You know, this is Shane Nodden. I see you on this property, 123 Jones Avenue.

Just curious if you ever thought about selling it. And the generic message. Right? Mhmm. Thirty minutes goes by.

He calls back, calls to my cell phone. He lays into me. I'm tired of you people calling me. You know, I'll tell you like I told the other 10 guys, make me an offer. And if it works, then we will have a deal.

This is my I've already fumbled through, like, three or four deals. Right? Yeah. Scared to make an offer, scared to, you know, commit. This guy's telling me, he's like, you've got yourself a deal if you make me an offer that is reasonable.

I didn't know how to pull comps. I didn't know anything. I knew Zillow, Trulia, Redfin, Realtor, REMAX, five or six websites. That's what I knew. Okay, sir.

And we talked briefly about the property. Long story short, long story longer, that deal was for a duplex over by Furman University. The gentleman had, three properties in Greenville County, and he was trying to liquidate those three properties in Greenville County to shift those funds to two other counties. And so he made the deal sweeter for me. He's like, Hey, look, if you'll buy this one, I've got another one that I'll sell you.

So our very first deal, our very first at bat turned out to be two deals. We made 40 ks on the first one and ten on the second one. So like our first first and second deal, 50 ks. Wow. Right.

Now the proof of concept now the, the, the shush money, the shut up money. It was a game changer. My wife was in education for ten years prior to this. She's in education with a master's degree. She's making, like, $4,548,000 a year.

Here we are on our first outing, first deal. We we netted because we had gas money. That was our investment. Right?

Steve: Right.

Shane: So we we had netted $50,000. It was a game changer. So, that guy, he and I are still he's still a friend of mine, the seller. Mhmm. He actually sold us our first rental on creative finance.

He owner financed it to us. And it's funny. He just called me yesterday, to ask me about market rents and what I'm getting for some of my rentals. So

Steve: What, were there any challenges, any struggles on that on that deal?

Shane: On the deal, there may have been I mean, nothing like, you know, title work. No no title transaction issues.

Steve: What was your very first major struggle as you transitioned into real estate?

Shane: I don't I don't know, Steve. As far as difficulties I mean, some of the difficulties that I still have to this day, like, trying to turn a a lucrative hustle into something that looks and feels and operates like a legitimate business. Mhmm. And I've been doing this for a little over four years now. I'm in, Alex and Sal and Carlos.

I'm in their mastermind, and I was in a mastermind before that. And I'm struggling with my biggest challenge is turning it into a fully functioning business that functions like a business.

Steve: Got it. So it's been four years.

Shane: From 2000 yeah. 02/1819. Yeah.

Steve: I imagine because you kinda mentioned, before we started that you need Alina in your life. Yeah. So for those

Shane: of you

Steve: guys who don't know, Alina is our transaction coordinator, for Max Cash Offers. So she you you need someone like that to help you integrate.

Shane: So my wife does a fantastic job. She is our integrator up until this point. Mhmm. Right? And, she's she's a hero.

She runs our household. She does our our personal finance budget. She manages our three kids. She she tells me when and where to show up and how much to write the check for, that kind of thing. And with our business, she is the integrator.

When it comes to CRMs, I'm not a tech savvy guy. I'm 42 years old. Like, that's kinda my years my tech years are beyond me. Right? So I do need, right now I've got a great team.

I've got two acquisition guys and I've two VAs that are just rock stars, and we're a very, very small team.

Steve: I would challenge you though on

Shane: that. Okay.

Steve: I mean, you did you said you did well on the LSAT.

Shane: Yes.

Steve: So, yeah, I have an analytical mind.

Shane: This is arguably. Yeah.

Steve: Yeah. So I think an analytical brain can figure it out if it was important enough for the

Shane: Yeah. That's true. You make time for what's a priority. Right?

Steve: Yeah. Right? Because, like, you you don't score well in LSAT if you're

Shane: If you're in Slack.

Steve: If you're if you're a technical if you could not, figure that out. So, so you're trying to, I guess, on your path to creating that worth. Right? Because the people that are listening, they're talk talking about how you became worth 1,000,000 in in the

Shane: course of

Steve: three years. Was it predominantly through high active income, or is it predominantly through rental properties? Like, what was your Trajectory?

Shane: What was the what was the path? Mhmm. So this is gonna sound utterly insane, but it was completely by accident. Right? My wife and I did not know, what our net worth was until recently until six months ago.

And we were having lunch with your guy, Josh before. Right. And we're like, dude, we didn't even know, like, we didn't know what we were worth. We were just going through the motions. We were doing deals.

We We were taking down rentals. We hadn't slowed down or it didn't it didn't dawn on us to even try to think what our net worth was. It didn't matter. You you can't spend your net worth. Right?

Steve: No. You can't.

Shane: So, our net worth when we win the title of the podcast, you know, went zero to 1,000,000 in three years. Right? So that is all equity that's in properties that we have by way of rental properties. Those are our rental properties. And, we all we got them by accident.

Like, wholesaling is a tool or vehicle. Right? As you know, that allows you to kind of cherry pick what you're gonna keep. Right? So if you're a fix and flip guy, wholesaling is your tool or vehicle that allows you to cherry pick

Steve: the best

Shane: of the best. Yeah. Same thing with rentals. Wholesaling allows you to cherry pick the best of the best. And even very early on when I was going on these seller appointments, I really didn't use the verbiage creative financing.

I didn't know what that was, but I had seen and heard and been exposed to seller carry. Right? Like, would you be willing to carry a note? Would you be willing to if I came with some down payment, would you carry the rest? And so we we acquired all of our rentals.

We never went to the bank to get any one of our rentals. At least our first five rentals were done that way where we negotiated some type of shape some shape, form, or fashion of seller carries. Mhmm. And then the the last portion of our rentals now that we've transitioned and built reputations for ourself, we can get a little private money. So that's where we're at now.

We borrow borrow the private money, take down the rentals, and then anticipate a BRR while we try to BRR out. And we've got a handful that we're trying to BRR right now.

Steve: So right now, I guess, talking about active income first.

Shane: Mhmm.

Steve: How many wholesales are you doing at the moment?

Shane: Because we're not so systemized and so granule, so much is three deals. Mhmm. This month's gonna be a phenomenal deal, phenomenal month. We're gonna do, like, six rate deals.

Steve: Yeah.

Shane: And, they're juicy deals. Like, our average spread right now, we're seeing is, like, 17 k. Yeah. So, active and passive. So active, it fluctuates.

Yeah. One of my acquisition guys, so we have two. One of them, Ty, I just brought him on literally about two weeks ago. Mhmm. So he's locked up two or three deals.

You know, obviously, we gotta get him to the finish line. My wife, about a month ago, came in and looked at our CRM, and he kinda, like, coached us on, like, becoming more organized with our follow-up, more systemized with our follow-up, that that in and of itself is gonna be a game changer. So whereas before, you know, one month we might do three deals, and the next month we might do one deal, the next month we do two deals. Based on what my wife was able to do with our CRM, based on the fact that I have two guys in house who are now nurturing the inbound leads, all three of us are manning the follow-up, all three of us are going on the appointments. Like, I I really feel like we're turning the curve in this lucrative hustle business mentality so the consistency will will come.

Steve: What is the what is the median price in Greenville?

Shane: 230 k.

Steve: 230 k. So because I I I, again, I wanna have someone right if someone were in that market, right, or in a market where what's the general population approximately in that area?

Shane: We were just talking about this a little bit. I think it's projected, like, 1,500,000.0.

Steve: Okay. So

Shane: say to South Carolina?

Steve: Market about 1,000,000 or 2,000,000, and price point's around 200 to 250.

Shane: Yeah. Sure.

Steve: Then the way to replicate what you've done is to focus on acquiring rentals even before quitting your job.

Shane: Sure.

Steve: And then wholes building a wholesale company or and not even building a wholesale company. Actively wholesale so you can buy more rentals.

Shane: Absolutely.

Steve: Yeah. And this is something I I've had a couple of guys from the Midwest. Right? So, obviously, you're not Midwest or East Coast, but I had a lot of, friends from the Midwest. And and in some ways, I'm envious of them because over there, you can buy a bunch of houses for, like, under 150 k.

Shane: Oh, yeah.

Steve: And you can burr the heck out of them and make a lot of money that way Yeah. And not pay taxes. We can't quite do that here. No. So, just, again, for everyone that's listening is to have the intention to buy rentals, wholesale for some active income

Shane: Absolutely.

Steve: And then also benefit, you know, all of us, we all did, from appreciation.

Shane: Yes. Yeah. So three of the rentals that we bought last year, are in a small town called Easley, South Carolina. We paid $7,272,000 for three each house, we bought three of them, each one of them for $72,000. Those house two of them are rented now for, like, $8.50 a month.

One of them is rented for $1,100 a month. So we're in a different, like, price point demographic. I mean, I don't know too many places in the country where you can do that.

Steve: You could

Shane: buy a $72,000 livable, safe, comfortable home and rent it out for $1,100 a month.

Steve: Yeah. So, I kinda hit that on a high level. So if you are talking to a younger version of yourself or talking to someone that's listening right now, was there anything that I missed, anything you wanna hit on? Because it it sounds inconceivable or unbelievable. Like, just like we didn't believe wholesaling was a real thing.

Shane: Sure.

Steve: Someone Someone listening to this right now might think, oh my god. Like, you can't make a million you can't become a millionaire, right, in three years. Sure. Is there anything that I I miss out on that you wanna hammer on a little harder or emphasize?

Shane: No. So just I think just being intentional. Right? Like, mapping out, like, a a brief game plan. It doesn't have to be an organized game plan.

Like, my wife and I hit it by accident, like, fumbling around. We're just dribbling on the court. Right? Mhmm. Just jumping around taking free throws.

And we hit it. Right? Not because we're super smart, not because we're super analytical, because we were willing to take action. Right? We were very intentional about the groups we were in, the rooms we were in.

And we at least me, I was always very vocal about what my goals were as far as buying rental properties. And as a society and as a culture, like, if you're in those rooms and you raise your hand and say, hey. I wanna I wanna buy a rental. I wanna have rentals. The guys who have rentals want to pull you up.

Like, they will help you out. And being vulnerable and being honest and being transparent about what you do know and what you don't know, what you're strong about and what you're not strong about, being able to talk about that, people want to help those kind of folks out. And if they see you helping yourself, at least I'm that way. If I see somebody that's trying, I'll go out of my way to help them. And that's kinda it's been one of the key things that's helped me thus far.

Steve: Yeah. I I I can say for sure. Right? I mean, anytime, we see anybody that wants it, and you can tell they'll put in the work, it's rewarding Yeah. To help them.

Sure. But then on the flip side, you get the guy that wants to pick your brain

Shane: Yeah.

Steve: And doesn't have hustle and is not gonna take any action. Yeah. It's soul sucking. Yes. Right?

It's it's awful. Alright. So it's funny. The title of the show is how to become a millionaire in three years, but something you wanna talk about is how dollar amount does not equate to success.

Shane: Yeah. Right.

Steve: So you wanna speak on that?

Shane: So it's funny. I was I was having dinner. A good friend of mine named Miles Berrio flew out here to, Arizona with us or to be here with us and we were having dinner last night and we were talking about success. And once again, I said I'm in a couple of different masterminds and everybody wants to talk about success and have a dollar amount on it. Right?

There's a big push in our industry when you're in conversations, like, how many deals did you do last month? What'd you gross last month? And my my thing internally is, like, what does it matter? Right? How do you define success?

And Miles and I were talking last night, like, what his definition of success is may be different than my def definition of success. And his may have a dollar amount, whereas mine does not have a dollar amount and vice versa. And what we came up with is we both agreed that success is being able to live life on your own terms. Some people aspire to have a big team. Miles and I, neither one aspire to have a huge team.

Mhmm. Some people aspire to wear $2,000 Dolce and Gabbana shoes. Right? Miles and I don't aspire to wear, you know, Louis Vuitton shoes. We would rather be able to take our kids to Phoenix Suns games.

Right? We'd rather be able to take our kids to their baseball game and be present at the practices in the ballet and that's success. Right? Yeah. Not having to report to a boss and ask for vacation days.

If if, you know, you've got a break in your homeschooling schedule and your wife says, let's go to, you know, Tennessee or Florida, you can let's book a trip and go.

Steve: Right.

Shane: That's success. So

Steve: So living life on your own terms.

Shane: Absolutely. Do

Steve: you feel like you're doing that?

Shane: Yeah. Absolutely.

Steve: Do you have a target? Like, you know, I wanna hit this dollar amount, nest egg, whatever, where I can, like, rest.

Shane: So it's funny because we have, in our market, I think you and I were talking in the hallway. There's there's at least a dozen guys in the Greenville Spartanburg market that do what we do. And I'm friends with them, and I think half of them are probably watching. So Renee Lopez, Mike Fernandez, Jeremiah Phillips, all you guys, Milton. So we we always when we have lunch, we have conversations.

There's one guy, Chris Fox. His numbers his his question is always, what is your write off into the sunset number? Right? What does that look like? Is it a monthly dollar amount?

Is it a net worth amount? Is it a property? Is it a door count? And for me, my wife and I were talking about it, like, I just enjoy the hustle, man. Like, I enjoy I still go on to seller appointments.

I love doing that. So the end goal for me, like, right now we're building a new house. Like, that's our goal for this year. I get my wife for a new house built. I'd like to do six more flips this year.

We did four last year. Do six flips this year. Three more rentals. Yeah. Aggressive.

That's that's that's a good number. It's not too aggressive to buy three more rentals. A five year goal would maybe be to get into some small multifamily development. Like that that looks cool. It looks sexy.

Right? But, I don't have a dollar amount. I don't have a monthly number that is my ride off into the sunset. Never see Shane on it again number. I don't have

Steve: I'm only asking that question because this is a conversation that we're having at our dinner table, right, at home.

Shane: And my

Steve: wife's like, when are you gonna hang it up? Like, when are you gonna slow down?

Shane: Never.

Steve: What? Yeah. Is that a thing?

Shane: Yeah. No.

Steve: And anytime I I I I ever heard anyone actually come up with that number and hit it, they're not happier.

Shane: Yeah. No.

Steve: Right? It was just a target. It had nothing to do with actually what they were trying to accomplish. And I'm with you. Right?

The journey. The fun is in the journey. So there's some cheap marketing that you really, geek out on.

Shane: Yeah. So, I've been invited to speak at our local REIA a couple times, and I've been invited to speak, in in December in Arizona. And one like key takeaway, if there's anybody listening to this, right, and I wanna provide some value or tip or trick or something that I think could help you would be to look around, you take a lay of the landscape and figure out where you can get your free or cheap marketing. Right. And And this isn't something that I came up on on my own.

Other people that are doing it longer and better than I have kinda shared their tips and tricks and I've taken it and kinda twisted it and molded it. One of which is Facebook live videos. Right? Yeah. Bill Allen, did this thing.

It's a 500 k challenge. You can log on and register and pay. And the whole premise of this 500 k challenge is within thirty days, you know, you raise $500,000 in private money. One of the tips in that 500 challenge is going live on Facebook for thirty days in a row. And I did that.

And then at the end of that, you know, it's awkward, you know, getting on Facebook live. Hey, here's what I'm doing. And should you show a project a little awkward. Right. But what I found was people it resonated with a lot of people and then people would like it, people would comment, people would share, but ultimately what it did, it gained you free advertisement.

So every day you're talking about what you're doing, what project you're working on, You can even ask folks like, Hey, I'm looking for a flip in this area or, Hey, we're finishing a flip in this area. You know anybody looking to buy it? And so there was that was free advertising. So don't ignore the Facebook live, you know, it's free and you can do it anytime, anywhere for any length of time. So that's one.

The second is, becoming an authority. Like, I did it by accident. Right? And not to say that I am an authority. I don't wanna say that by any stretch, but in our little local market in Greenville, South Carolina, you remember I said I got started in a meetup.

A meetup is what changed our life. So I wanted to reciprocate that. I wanted to do that and provide that atmosphere for the next investor or for the next chain nine. And so I got a notification one day by accident from meetup.com. Hey, so and so has not paid their dues.

They've resigned as the facilitator of this meetup group. Would you like to become the facilitator of this meetup group? Have you seen those?

Steve: I have not. Okay.

Shane: So that's what happens. If you don't pay your dues, they send a blast out to the entire group. So I got this email. I was like, for $79, I can be the facilitator of this group. And this was a real estate group that had 200 and something members.

I was like, shoot. Yeah. I couldn't get my debit card fast enough. Right. So for $79 for a year, now I'm the facilitator or the administrator of this already established real estate networking group.

They sent that out. So, Renee Lopez and I, this is early. This was like 2018. We're like, how can we monetize this or how can we convert this and what can we do with this? First and foremost, we just wanted to give back.

Right? Secondly, we wanted to foster a community of people that we wanted to share and collaborate and get together and build networks and build relationships. Thirdly, we just like to party and have a good time. Right? Like, foster that kind of environment.

So we we did our very first meetup. I don't know. The end of the 2018, I think. And we had such a good response. We invited we went in our local Facebook groups and advertised, hey.

Look. We're having a real estate meetup at this barbecue place. Come on out. We gave away tickets for, like, free drinks. People loved it.

Right? It was a meetup a little bit different than any other meetup that we had had at that point in time. It's it was have you ever been to Donnie Ruffin's thing in Texas?

Steve: I have

Shane: not yet. Not yet. Oh, so it's like it was like that, but, like, on a very, very miniature scale. Right?

Steve: Okay.

Shane: Shout out to Donnie Ruffin too, by the way. That's a killer event. What that did, that that transitioned and positioned me to look like an authority on the subject matter in our area. And anybody that knows me that comes to our little lunches will know that I'll be the first one to say, I don't know what I'm doing. Four years in, I'm still learning.

I'm still growing. I'm still trying to figure it out. But because I was willing to take that action and become the facilitator of that meetup group, organize and orchestrate the meetup, now by accident, inadvertently, people are looking at you like, Oh, this guy, he knows what he's doing. He's got it figured out. He must have.

And and that's not the case at all. You're just you're the one that makes the most noise. Right? So even now, like, how I got in this chair today is not because I'm the biggest or best in in Greenville, South Carolina or even some on some hot shot on the East Coast. Is because I've made a lot of noise.

Steve: At top of mind.

Shane: Yeah. So I met you twice and both times I said, Steve, how can I get on the podcast? So, those are the two tips and tricks like the free advertising. The one would be Facebook lives. Right?

Just tell the world who you are, tell the world what you're doing, invite them into your world, share ideas with them. Secondly, if there's not a meetup group in your area, host one, you know, spend $500 and maybe a thousand, rent out a venue or go negotiate with a local restaurant or bar, get their private room, go into your local Facebook groups, you know, if you're in Austin, Texas. Right? There's a Austin, Texas real estate investors Facebook page. Yeah.

Find that. Utilize that.

Steve: Well, and I think it's I I like that you bring up this, thirty day challenge. Yes. What do do you know what year that was?

Shane: 2000 that was 2020.

Steve: 2020. Yeah. Because I tried to do that challenge for myself. Like, it was a private thing and secret that I was just trying to do for myself. Okay.

Couldn't do anything like five days, six days. I was like, this is I can't do this anymore.

Shane: Was it the island? No. No. No.

Steve: It was the same time I'd I launched my podcast. I was like, hey. I'm gonna go live every day for thirty days. I'm gonna launch a podcast. Like, those are the two things I said I was gonna do.

After five days, like, well, I'm not doing that anymore. This is awful. Yeah. But I did the podcast thing. Yeah.

So, that's worked out too. So, private money is a game changer. Yes. So how has private money changed the game for you?

Shane: So private money. So everything boils back to the wholesaling. Right? Wholesaling was the tool or the vehicle. I never thought about private money.

You know, private money was you you might read about it in a book, but if you don't understand the mechanics, you skim over it. And, without getting too long winded, I'll try to explain how we stumbled into private money and what it had been able to do for us. So as a wholesaler, I'm wholesaling deals to fix and flippers. Fix and flippers are getting their money from somewhere, somebody. Nine times out of 10, it's not the bank.

Right? So in our market, in our area, I was selling deals to the fix and flippers. One day I get this random text message from a guy. Hey, I'd like to go have coffee with you. I see what you're doing.

I like what you're doing. I want to see if there's a way we can work together when they say that work together versus pick your brain. Okay. Now we're going to go have coffee. Right?

So I go meet the gentleman. He explains who he is. He's like, Hey, I've been loaning money to this guy, this guy, and this guy They're doing flips. I noticed I keep seeing your name and your company pop up on the HUDs. I was just going to ask, are you doing any fix and flips?

At that point in time, we hadn't. We had done, two light renovations to two rentals at this point in time. But as far as like full blown fix and flips, we hadn't. And, he basically extended his hand and said, hey, look, the next deal that you get, if you wanna fix and flip it, give me a shout. Let's talk.

And basically, he was willing to fund the entire purchase. Mhmm. He was willing to fund the entire rehab for a very nominal you know, what you and I would agree was is a nominal return on investment, and it turned out to be a game changer.

Steve: Yeah.

Shane: We don't have to walk into a bank. You don't have to fill out application. You don't have to wait to see if you're approved. Literally right now on my cell phone without bragging or boasting, right, and I know Austin Brother freaking get 20,000,000, but chain nine, I can only get like 1,000,000. Right?

So on my cell phone, I can text one guy and say, hey, I need 250,000. And he's gonna come back with three questions. What's the address of the property? What's the scope of work look like? How long is it gonna take you?

And who do I wire the money to? Mhmm. That's it. That's it. It's a beautiful thing.

There's a guy in my market, Josh Denison. He's like a big brother to me. This guy has I don't wanna put him on blast, but he's got access to big money. This guy could do 12 to 16 flips simultaneously at any given time with other people's money. Yeah.

Private money, is a game changer. The all kind of doors open up to you. You can Yeah.

Steve: So just for everyone. Right? I mean, this is something that, even Chris Roods, like, he's he's been, you know, really hard on this. Right? Like, if you can find buyers or if you can find sellers, you can find buyers and you can find money, like, there's not much else you need to to to figure out.

So and and Josh Edisons here, he says that, who is his hero in your phone?

Shane: Josh Edinson is my hero. Yeah. Yeah. That was Josh Edinson.

Steve: And, Michael Fernandez and, and Lafayette both say hi. So, before we jump into questions, there's two different things I wanna do Okay. Out of the out of the norm first is wanted to present this to you.

Shane: Oh my goodness.

Steve: So we got this right here, plaque for Shane and Lauren Ninen.

Shane: Oh my goodness. Oh my goodness.

Steve: Millionaires. So we didn't figure out the mic logistics. So Okay. We're gonna shake your hand from here. We'll take some better pictures later on.

Shane: Okay. Let's see how long we Awesome. Thank you so much.

Steve: But congratulations. Right? Number four out of a 100.

Shane: Oh my goodness. So now now I'm gonna have uncles and cousins and stuff calling out of the woodworks.

Steve: It's tied up in the houses. He can't give you any money.

Shane: Yeah. No. Yeah. A good buddy of mine, like Jenny Smith and Jaden Smith from Charleston, South Carolina, we have a joke with what is high net worth in $5? What can you buy?

Mhmm. Coffee. Right? Yeah. That's all you can get.

Steve: Yeah. Net worth doesn't do much for you besides, you know, you're you're more financeable, and, that's you can liquidate if you ever need access to capital. So other thing I wanna do, because we've never done this before.

Shane: Okay.

Steve: But you were kinda mentioning that you've been at this for four years and you kinda struggle on the the turning this into a business. Sure. So I like to just spend maybe ten, fifteen minutes just kinda talking about what the struggle is.

Shane: Okay.

Steve: And then hopefully, you know, people that are listening get some value out of it.

Shane: Sure. Absolutely. We don't like I

Steve: said, I've never done this before. Normally, you know, charge

Shane: quite a

Steve: bit of money for that kind of stuff. So let's talk about

Shane: Steve Trang's hot seat. Here we go.

Steve: So let's talk about, like, what what's going on, where the struggles are. Like, what what would you say is the biggest pain point as far as turning it into a business? And I by the way, I hope you're okay. I'm gonna say some really hard things.

Shane: Yeah. Yeah. No. Here we go. Alright.

The old cliche, you don't know what you don't know.

Steve: Right?

Shane: I've heard and I've been in rooms where guys say, you know, if you don't know your KPIs and you don't know your numbers, you don't have a business. Mhmm. And it's funny. I was having lunch with a a mutual friend of ours, Willie Coleman, a few months ago. Yeah.

And we were both kind of, you know, crying on each other's shoulders about the lack of KPIs.

Steve: Willie, you've been to my workshop. What the heck?

Shane: Anyway. Willie's he's making too much money. So, and he and I, at that point in time, we're like, we know how much money we're spending every month. Yes.

Steve: And we know

Shane: how much money is coming in and we know what the net is. Mhmm. As long as that net's good, we're good. Right. And I think a lot of it, and I don't want to make excuses, but a lot of it, is based on your background, where you were raised.

And in South Carolina, we're very relaxed. Things are much slower. Mhmm. Living expenses are very low. Right?

If a guy is netting netting $200, $250 a year, he can live like a king. Yeah. He can drive whatever car he wants to drive. He can live where he will. So as long In most cities.

In most cities. Yes. So if you're doing volume, you know, Willie's doing big volume. We're doing decent volume. Mhmm.

For us to, like, get granule with it, like, what is my cost per lead? I should be embarrassed to sit here and say that I don't know. Yeah. But whatever we're doing, I know it's working. Right?

Steve: Yeah. So here's why I'll I'll answer to

Shane: that. Okay.

Steve: Right? Would you agree or do you feel like today is harder to wholesale than it was a year ago? No. You don't think it's harder? No.

Okay. So you're, the exception.

Shane: Okay.

Steve: Right? So all across the board, across the country, it's getting harder

Shane: Okay.

Steve: In the fact that there's just more more competition. Right? People are learning from YouTube view, you know? Like Yeah. We're part of that.

Yeah. Right? There is free video, Instagram, whatever.

Shane: Sure.

Steve: And this courses are really cheap. You know? You can buy a reasonable course like a thousand bucks.

Shane: Sure.

Steve: And so I think that there's a lot of information out there. And, ten years ago, you know, if you got a hold of a motivated seller, if you knew who was motivated and you had their address and you can get their phone number, man, you were

Shane: You're in.

Steve: Killing it. Right? Like, there is you had almost no competition. Right? Like, people had that had IDI were not telling everyone else they had IDI.

Right? That was ten years ago. Today, everyone knows who's motivated.

Shane: True.

Steve: And everyone has their phone number.

Shane: True.

Steve: And everyone has a dialer and a VA on that dialer.

Shane: True. I agree.

Steve: So it's just harder, right, today. And And so the reason why the KPIs are important is not for today, I would argue. Right? It's that when the business changes

Shane: You need to be able to pivot or change with

Steve: Or you'll know sooner.

Shane: Sure.

Steve: Right? So, like, one of the things I, one of the things I do personally in managing my businesses is I wanna know KPIs at a high level, but one of the more important KPIs to me is what was our profit and loss last month?

Shane: Sure.

Steve: Right? Where were all expenses? Where were what was our profit last month? And because I have that, I can now project so p and l is a thirty day late. Right?

Like, you learn that you know what your business looked like thirty days ago.

Shane: Sure.

Steve: You don't know what it looks like today. You just know what it looks like thirty days ago. The pipeline kinda gives you an idea what the revenue is gonna look like in the next thirty days. But now with the p and l and, being able to project a good revenue knowing what expenses are typically, I know how much cash I have today and how much cash I'm gonna have in thirty days.

Shane: Sure.

Steve: And that gives me the kind of crazy confidence to pull pull the trigger on something that someone else is not as clear

Shane: Sure.

Steve: Can make their decisions. And look. I'm not so here to tell you guys I've got it all figured out. Yeah. Right?

It's just I know, like, the first nine, ten years of my career, I kept thinking, I'm making a lot of freaking money, and where the heck is it? Yes. Right? You might have had those similar thoughts.

Shane: Oh, absolutely.

Steve: Right? And so that's why I think the KPIs are important, not so much that and we're talking about cost per lead, cost per deal, cost per contract. Like, these things are important, but they're not gonna crush your business. Sure. Right?

Lack of transaction is gonna kill your business. Right? Or overspending is gonna kill your business. But those are things that that's the reason why I think it's boring is that when the when the winds change, you'll know sooner

Shane: Sure.

Steve: Than the guy that's that does know those KPIs.

Shane: Sure. What would you say would be your somebody like myself, what would be the top, say, three or four KPIs that I should go home tomorrow and figure out and then monitor those for?

Steve: I think for us, the single most important KPI to us as a as a wholesaling company is actual first appointments. And people

Shane: don't really track that. They Actuals versus appointments. Actual first appointment. Okay. So

Steve: most people track appointments. Appointments.

Shane: Okay.

Steve: Right? Which is important. Sure. But what happens with salespeople, if I say, Shane, I need you to go on four appointments, you might go to meet this one seller three times, and you count that as three appointments.

Shane: Okay. I mean,

Steve: just talk about salespeople in general. Alright? So, we count only the actual first appointment. The first legitimate at bat.

Shane: Okay.

Steve: As a second appointment, a follow appointment, that doesn't count. Right? That's just expected. That's just the bare minimum.

Shane: Sure.

Steve: We wanna know how many actual first appointments. We don't track offers. My personal philosophy is I think offers are an overrated statistic. Right? I think actual first appointments actual legitimate opportunities for us to buy someone's house.

Shane: Okay.

Steve: So that is the single most important metric to us, was AFAs. And then, before that, qualify leads.

Shane: Okay.

Steve: And before that, leads. So leads, qualified leads, actual first appointments, contracts. Those are I would say the

Shane: My wife is in here. I need you write that down. Okay.

Steve: I'll we on the replay?

Shane: Yeah. Awesome. Yeah. No. Good stuff.

Steve: Yeah. But going back to hiring, you know, building into turning their business, I think, a, you're not the person to do that. Right? You're the visionary. You're the dreamer.

And I look in every relationship, whether it's, you know, husband, wife, or other circumstances. Right? There's a dreamer and there's a doer. Sure. You can't do these things anymore.

Right? You're you're the relationship guy, obviously. Sure. Right? I mean, you're talking about Facebook lies and private lenders and this and that.

Yes. Ria is, like, you're obviously a relationship guy. You're the the visionary. So you need someone else behind to execute. Right?

Whether it's your wife or someone else, there has to be someone else to systemize all this.

Shane: So is that what you guys in the in the bigger spaces, and you guys would refer to that as your COO, right, your integrator?

Steve: Yeah. So, yeah. Whether it's, Lina. Right? So, I mean, like so we have and, again, like, not trying, like, harp.

You know? We got Sure. So we got Lena who's helping Max execute Max Cash offers a wholesale company. We got, Xander and Elias who are running our media company. Mhmm.

We got Larry, who's running our education company. We got Summer who's running our brokerage

Shane: Wow.

Steve: And title company. And then we got Jaden who oversees all of them

Shane: Okay.

Steve: To make sure that everyone's delivering their daily bricks, their daily KPIs.

Shane: Gotcha. Nice.

Steve: Yeah. And I get to play. Yeah. Yeah. So, so, yes, the the the integrator, the COO, whatever, I think that, like, I think that's just, like, the most key hire for everybody, and we don't want to necessarily go hire this person, whether it's a concern of, can I afford this person?

How do I find this person? Whatever. One thing I said to people before that are, like, looking to how can I afford this person? You know?

Shane: Yeah. Sure.

Steve: Have you had

Shane: a How can you how can you afford not to? Right? Like, how many Well, that's what

Steve: they say. That's the easy answer. Right? Like, well, you can't afford not to hire this person. But let me ask you, like, have you thought about, like, I can't afford to spend or I don't wanna spend $50.60 k on a person or 80 k?

Like, has that thought crossed your mind?

Shane: No. It hasn't. It hasn't. I'm okay with spending the money. Right?

Okay. My wife and I, we we have intelligent conversations about, you know, where we put this money, what's the best ROI. And and I think collectively, we're okay with with hiring the right person.

Steve: Yeah.

Shane: The challenge for us has been locating and and finding the right person. We've had a couple of people that came in and out. And

Steve: How are you finding this person?

Shane: The first one was like a family referral. The second one, we used, WiseHire, if you know if you're familiar with WiseHire. And when it comes with top predictive index is another one like the, this this profile.

Steve: And then

Shane: we bring them in, we interview them, we filter down, and I think we we lost the last one just because the way our business is structured at that point in time, we didn't have, medical or four zero one k or insurance and benefits. Yeah. And and this was a younger girl. She was probably right for the seat. She was with us for six months or so, and I think she was trying to have child, and we didn't have medical.

So she and her husband, she had to leave.

Steve: How actively are you looking for talent?

Shane: So that's that's where we're at right now. It's a great question. We we are not. We're we're stagnant right now.

Steve: So I think this is the next part of your business. Right? And I see this a lot with a lot of the regardless of the industry, is that people that want to grow to systemize their business, you need people. Sure. And, like, we know how to find motivated sellers.

There's blueprints. There's masterminds. There's courses. There's YouTube. Like, there's all this out there, and it's sexy.

Right? Like, you can post this wholesale check or whatever. But no one takes that same approach with finding qualified candidates.

Shane: That's a great point.

Steve: Right? They're like, oh, I'm gonna post this on Craigslist. I didn't have anybody. This Craigslist doesn't work.

Shane: Yeah.

Steve: Right? But if you had that same approach of looking for a motivated seller, you would

Shane: You wouldn't have a business.

Steve: You wouldn't

Shane: have a business. Exactly. Right?

Steve: So it's taking the same exact approach.

Shane: Okay.

Steve: It's marketing to find talent, selling them, which is the interview

Shane: Sure.

Steve: And closing them. Right? Which is yeah. And then fulfilling, which is like your disbow. Like, there's the same parts of the business.

Shane: Yeah.

Steve: But we don't treat talent the same way we treat

Shane: That's great. That's, good stuff there.

Steve: The talent. So, anyway, I I'm hoping that people are watching, got some value out of there because I think these are things that when you're talking about, you know, you've been doing this for years and there there's some challenges here. Like, I think it's really important to, you're talking about living life on your own terms. Sure. Once you got the right people

Shane: Then it really

Steve: then you can really live your life life on your own terms. Alright. Let's go into the questions, unless there's something else you wanted to ask.

Shane: No. I just I I just I haven't had a chance to thank you publicly. I called the show for having me here. Yeah. And, this has been one of my goals, one of my milestones, and, you know, today is a success.

You know, the award aside, the award is great. Thank you for the award. But just being here and being able to have this platform and have this exposure and and to be in the room with you having this conversation, Thank you. Wow. Many of the guys that I look up to, and I'm gonna name drop here in a few minutes.

Yeah. Yeah. Yeah. Like, Chris Jefferson is a huge influence. Like, when I listen to your podcast and, and as I have listened to over the last two years, there are certain ones that kinda resonate with me and stick out with me.

Tyler Austin, great guy out of Florida. Austin Rutherford, great guy. Even his most recent is David Richter. Right? So shout out to David for writing the profit first, for real estate investors book.

So, it's a honor, a great honor, and a great privilege to to be here and to share this experience and to have this. So thank you.

Steve: No. It's my pleasure. And, also, thank you because we started from episode one that we wanna create a 100 millionaires. And you're the first person Really?

Shane: That'll actually prove. Right? Because people in like, they

Steve: submit inquiry like, hey. I'm a millionaire. I was like, okay. You need to prove it. Yeah.

Like, I'm not gonna mail you a plaque.

Shane: Yeah. Sure. Sure.

Steve: Sure. If you can't prove it, just like we ask for huds.

Shane: Yeah. Sure.

Steve: Right? We ask for proof that you're a millionaire. Yeah. And you're the first person actually to do it. So I thank you.

Shane: Shout out to my CPA, Mark Zhu. Thank you, Mark Zhu, for, validating that for us.

Steve: But, yeah, you're the first person to actually do it. And I I it's important to me. Right? Like, I said it from episode one, and I still absolutely mean I'm so passionate about creating minors. So thank you for helping me see my vision, happening.

Shane: Thank you.

Steve: Alright. So questions. The first one on YouTube, Michael Persley, how often are you following up?

Shane: Great question. So on a daily basis, really, because I'm still very much, working in the business. I haven't elevated or graduated to the point where I'm working on the business. And truthfully, like, I enjoy doing it. Like, in 2018, when we made that first $50,000 assignment, it was because I was on the phone.

I was the one calling. I was the one following up. I was the one going on the appointment. Three and a half, four years later, I still do it because I love it. Like, I love the interaction.

So to answer your question, Michael, I have two guys in house. We are filtering and following up with leads. Shout out to my wife who integrated our CRM. It made it a little more easier to do that, with drip campaigns and drip follow ups and task reminders. So, yeah.

I'm still personally following up, but I have two guys in house. Shout out to Josh and Ty. They're holding me down while I'm in Arizona. So yeah.

Steve: Perfect. And then what keeps you going on the tough days?

Shane: I think the hunt the the the thrill of the hunt. Right? I can sit here and say my family, my kids. Right? I get all the typical answers, my why.

And ultimately, yes. At the end of the day, I gotta feed my family. I gotta provide for my family. But at least this way, with the divine intervention that we talked about from the beginning, I get to do that. I get to feed my family, provide for my family, doing something I absolutely love.

Right? The hunt, the thrill of the hunt, the thrill of the kill, eating what you kill, that's what keeps me going on a bad day.

Steve: So I appreciate that you say this, you know. Again, going back to having difficult conversations around the dinner table at home. Right? Like, Like, you know, the question is, like, when are you gonna stop going? Like, when am I gonna stop?

Yeah. The other question was, you know, like, are you doing this for you or for the family? Sure. And I told her the honest truth. I'm doing this for me.

You know? Like, that's not what probably a wife wants to hear.

Shane: Sure. But

Steve: the truth of the matter is if I was doing it for the family's basic living, I could have stopped a long time ago.

Shane: You could sell cars. You go work at Toyota and, like, feed the family.

Steve: I could. Yeah. Right? And go back to Intel. I can go Yeah.

Find some sort of software job, whatever. Like, if I was doing this just to feed the family.

Shane: Sure. There are easier ways.

Steve: There are much easier ways. Right. So I don't think she wanted to hear that. Yeah. No.

But I also can't lie. So, Karen, Mirrors on YouTube. How often does market cycle affect ability to burn and create net worth? So, like, for example, she doesn't think it would work well in 1990 or 2006.

Shane: I'm not sure if I'm even qualified to answer that question. Right? Because I'm so new. Right? Right.

Market cycles or market shifts, what are those? Right? I've only been in it since 2018. Yeah. It's only been good times.

Making money is easy right now.

Steve: Mhmm.

Shane: The BRRRR cycles, I think with some inflation and some of the interest rates going up, it may get more difficult. Sure. We're trying to bird two properties right now, and there's, asset based lending, there's DSCR lending, and then there's lending where they wanna look at your personal credit score

Steve: Yeah.

Shane: And how bankable are you? So I'm not the one that's disqualified enough to be sitting here educating or speaking on that. I would encourage you to learn the difference between asset based lending, DSCR lending, and, personal guarantor lending. Yeah. So, I don't know if you can answer her question.

Steve: Yeah. I'll just add to it real quick because I got I got a chance to get traumatized in 2007, you know, and that's when I cut my teeth. And so, what I saw in that time in time of tight crunches where there's less money available, you don't pay 80%. Like, right now, I can move a deal in Phoenix for 93% of market value. Right?

I can tie it up and move and some people are to us moving it for higher. Right?

Shane: But we

Steve: can tie it up.

Shane: Yeah. They're moving higher. Yeah.

Steve: We could tie it for 80% and move it for 93% on on a house that needs work. Right? Sure. But during 2007, 2008, 2009, like, not me, but peers of mine were regularly buying it at 50% of market value.

Shane: Wow.

Steve: You can burr that house. Anytime. It doesn't matter how tight the credit

Shane: is. Yeah. Yeah.

Steve: You can burr that house. So, I think if the market changes, we adjust. Sure. And we just there's no reason why you couldn't do it. Depending on the market, like I said, I'm not excited about doing that in the Phoenix market.

Instagram, Wildlight. Did you quit your job while wholesaling, or you bought rentals to replace your job?

Shane: Combination of both. And how much time do we have? Are we on a time crunch here?

Steve: Oh, we're good.

Shane: We're good? Okay. So after that first $50,000 deal, like, I was ready to quit my job then. Right? But, once again, my wife being the more intelligent of the two was like, wait a minute.

This could be beginner's luck. Let's not just burn the ships yet. So we we developed this I don't wanna say we've developed system. We were actively wholesaling, consistently wholesaling, doing deals. And, we set aside, we came to a a line in the sand and we said, hey, look, I need to quit my job.

I'm I'm losing money, by by not quitting my job. So at that point in time, we mapped out a game plan and said, what does our financial snapshot look like? Like, what do we need to live and sustain for the next six months? No, a year. It was a year.

In our family life, what how much money? What does that dollar amount equate to? What do we need to live, float, manage and and not have to sacrifice for a year? If we still wanna go to the movies, we still wanna go out to eat, and mama's car insurance has gotta be paid, what does that number look like? Boom.

We had that snapshot. Then what is it gonna take to run my wholesale business, right? If I don't do another deal for twelve months and I still wanna keep paying my VA to cold call, I still wanna send, direct mail, I still wanna pay my office rent, I don't need to pay for my batch subscription. Like, what does that number look like for twelve months if we don't do another deal? And we came up with two numbers and my wife looked at me.

She said, okay, great. From a security standpoint, when we get liquid, get that liquid in the bank account, in your business bank account, in our personal bank account, then you can quit your job. So we were actively doing wholesale deals. That was our our paycheck money. And the rentals, we really weren't paying attention to the rentals because, there were some rentals that we were have you know, you you might net a $152,100 bucks a door per month.

You can't feed your family on that. No. So if you're banking on rentals to quit your w two, you might be there a while. Be a long time. Unless you're Tim Bratz, of course.

But

Steve: Yeah. Emmanuel, Roman on Facebook, what are the marketing channels that you're using today?

Shane: Great question. I'm a you know, in the South, we have this vernacular, you know, you throw spaghetti at the wall and see what sticks. Right? And that may be everywhere. I don't know.

Throw it at the wall and see what sticks. Right now, today, we're doing SMS, cold calling, and direct mail. Those are our three. And and they're great. Like, we're a small team.

We're very low key, low overhead, and it's working. I would love to do some PPC stuff. I would love to do, like, Facebook marketing and Facebook ads. But right now, we're having trouble following up with it, managing the deal flow and the and the lead flow that we have. Yeah.

So until we get that ironed out and more systemized and more, organized, I'm not gonna throw money at any other marketing channels.

Steve: Yeah. That's really disciplined, and then that that's not something most people do. That's awesome. And then Trent on YouTube. What criteria are you using to decide whether it's a rental or, a flip or wholesale to a buyer?

Like, what keeping versus dispositioning?

Shane: My wife. Right? Prime example, we've got one right now. It could go either way. It could be a great wholesale deal.

We could probably make $20.25 k on it wholesale deal. We can flip it and make 60 or 70 k, or we could burr it. Right? We could go ahead and buy it, take it down. We we actually we have already bought it.

We could take it down, do a light rehab, put a renter in it, and let me think. We're probably sitting on like 60 or 70 k worth of equity. Right? All three. This one particular property could work for all three.

So what is our criteria? You asked me earlier what my goals were. We're we're building a new house right now, and we're trying to we're trying to stay away from the banks because we don't like going to the banks. Mhmm. So one of the promises I'd made mama two years ago was, you let me quit my job, I'll build you your house cash.

Right? So, yeah, mama's saying flip everything. If we can, if we could go in and spend XYZ flip it net 50 to 70 ks, let's do that. I'd rather have the $50.70 ks go into the new house, versus having 70 ks in equity on paper or versus the the 25 k assignment or 30 k assignment fee. Yep.

So, right now, because we're running so loose loosey goosey, wild wild west, and we have the luxury to kinda pick and choose, we're not we don't have to do one or the other.

Steve: Right. And it's it's absolutely true. Right? The the the ability to, have options.

Shane: Oh, it's

Steve: Right. The worst place to be is to not have options.

Shane: Sure. Sure.

Steve: Okay. So, what is your superpower?

Shane: Connection. Being able to connect people. Mhmm. I think so. And I've had to answer this question.

I was I've been able to answer this question over and over again. And I am like a a people person and a relationship person. And, if you need to get your transmission fixed, right, I may not know the guy, but I know a guy who knows a guy. Mhmm. And I find joy in that.

I find joy in being able to connect people. I think that's my superpower.

Steve: So this is gonna sound terrible.

Shane: Mhmm.

Steve: But when I talk about, like, the skills that from the other industries that translate really well. Yeah. That's one of those skills.

Shane: Connections? Connections. Yeah. Oh, yeah. Yeah.

From the from the from the less than positive industry. Yeah. Yeah. I get it.

Steve: Yeah. That's that is one of those skills.

Shane: Like Yeah. Sure. Being resourceful.

Steve: Right? Resourceful. Yeah. Like, oh, I got I got you.

Shane: Yeah.

Steve: Yeah. What is the greatest lesson that you have learned?

Shane: I don't wanna come I don't want this to come across wrong or come across and defend somebody, but just don't be scared. Right? There's so many people waiting on the sidelines waiting to take action, waiting to jump in, but they're scared to death. Right? They're scared to call somebody, cold call somebody.

They're not gonna eat you. Right? The worst comes worse, they cuss you out. Right? Don't be scared.

Or I'm scared to buy that first rental property. You know, what if I lose? What if the roof falls in? What if what if what if what if? Mhmm.

You know? You're never gonna get off the sidelines if you're scared. Yeah. And and there's a old gangster cliche, scared scary money doesn't make money or scared money doesn't make money. You have to be willing to take risk and be okay with taking those risks and come what may, you're not going to die.

Right? Like, did you die? Right? No. I was at Lowe's the other day and I bumped into a guy that I used to work with in my w two, pass with, the boat manufacturing.

And we were talking about the rental properties and yeah, we've got heavy debt, you know, we're, you know, 800,000, dollars 100,000 in debt. Right. He's like, how do you sleep at night? Like a baby. What do you mean how to sleep at night?

Right. That $800,000 in debt to the average Joe sounds absolutely crazy. Right? What if the market shifts? What if the inflation goes up?

What if my tenants quit paying me the rent? Oh, what if? What if? What if? Don't be scared.

That's the lesson you asked me. Just be willing to

Steve: Is that a lesson that you learned, though, or is that a lesson that you're sharing?

Shane: I think it was one of those real realizations

Steve: that I guess my question is, was there a time where you were scared to take action?

Shane: I don't I don't even I don't wanna say the word scared, but maybe unsure.

Steve: So then I'm gonna ask you that question again. Okay.

Shane: What is

Steve: the greatest lesson that you have learned?

Shane: Communicate. Right? Let's see. Let me think about this. Communicate.

Like, be willing to communicate your wants, needs, and desires Mhmm. To the people that you're being intentional to in those rooms and just watch and see what happens. Right? If nobody knows you need help, they're not gonna help you.

Steve: Right.

Shane: So be willing to from the very first meetup that my wife and I went to, be willing to raise your hand and say, I'm the new guy. Here's what I know, and here's what I don't know. Mhmm. What do you know? That those kind of things.

So that's been a big thing for me. And and being willing to admit what you know and what you don't know. That's been a big lesson.

Steve: Yeah. The vulnerability, the authenticity. Absolutely. It's more attractive.

Shane: I think so. Because people, when they see going live on Facebook, right, I have this big thing about not wanting to come across as somebody that I'm not. Right? I wanna always maintain Shane Nynon is who Shane Nynon is. I don't ever wanna mislead somebody down the wrong road or to puff my chest out like I'm doing this or doing that.

And Yeah. I'll give you an example. So there are guys in our hometown that are like, oh, man, you're killing it. You're rocking and rolling. And I have to calm them down.

I'm like this. Yes, we're succeeding. Yes. I'm taking care of the family. Yes.

We're having fun. But by definition of killing it, what does that mean? Like, I don't want you to be misled by what you see on social media. Right? So anyway.

Steve: What is your favorite best or most interesting failure?

Shane: Best or most interesting failure? Mhmm. Oh, that's a good one. I would this is off the cuff. I'm gonna say get in trouble with the law and go and go into prison.

Right? Growing up, there's no one ever aspires to say, hey. I'm gonna go to prison. Right?

Steve: Yeah.

Shane: But when you say the best and most you say most interesting failure? Mhmm. Like, that would be by by average consensus, like, going to prison is a failure. Right? Like, you have failed at something.

You failed to obey obey the law. You have failed to comply with social norms and expectations. But what that did for me, that seven years of incarceration was it gave me time to separate myself from, people who may have acted and portrayed as friends, who really weren't friends. It gave me the opportunity to gain clarity on who was important in my life, who was gonna be there with you through the thick and the thin when the pardon my French, when the when the crap hits the fan, when shit hits the fan, who's gonna be there? That's what prison did for me.

Right? And I've known several guys who've went to prison, and and one of two things happens. Either you become better or you become bitter. So my greatest most interesting failure would be mess it up early in life, going to prison, learning how to be held accountable, learning how to take responsibility, and learning how to pivot that, own it, own the mistake, and then commit to do better, commit to do different.

Steve: Yeah. That's powerful. Erica is did a donation, so thank you. Erica says, you learn so much from your mistakes being upfront. No.

Absolutely. Is there a book you've gifted more than any other?

Shane: A book I've gifted more than I haven't gifted many books, but there has been one. And it's, Carlson, doctor Carlson. I actually just bought another one of his books yesterday. We were thrifting. But it's, don't sweat the small stuff, and it's all small stuff.

That's the name of it.

Steve: You wanna, share what the the premise of the book is? Yeah.

Shane: So there there is no, like, singular premise to the book. Uh-huh. Each each chapter or each is broken down in segments. And there's of life situation. Right?

And don't sweat the small stuff. It's all small stuff. Right? So, mistakes, for example. Like, you have to look at a mistake as good or bad or indifferent.

Right? So on the onset, it may be bad. Right? But what are the lessons behind it? Right?

So don't sweat it because it's a mistake. Right? But what can you twist and squeeze out of it to find the positive out of it? That's just that's one of them. Right?

And, the whole book is just chopped up full of those lessons that we all need to be reminded of that, yes, life is serious, but you don't have to take it so seriously.

Steve: Right. So I want you to think about something you wanna leave the listeners with while I make a couple of quick announcements.

Shane: Okay.

Steve: Guys, if you got value today, please like, subscribe, share, and comment. I know I'm asking a lot for you guys. I do it because it helps the algorithm. Right? Just being totally honest with you guys.

So if you guys would do this, it'll help us reach more people. We wanna create more millionaires. It was truly a great pleasure for me for myself through a hand chain of plaque. We can help more people if we can reach more people. So please help us reach more people.

We do have ourselves master class coming up on April 22. If you guys are interested in that, go to disruptors.com/sales I wanna say the sales training. There you go. Disruptors.com/salesdisruptors. Go there, to check out our sales master class coming up on April 22.

And then, we just rolled out our social media starter pack. This is something that I never thought was gonna be, like, a thing, but so many people actually want to do what we're doing. So I was like, alright. If you want to to learn how to do that, it won't be from me. It'll be from Xander, the one that's the visionary that's making all this happen.

I just show up. You saw this. I just show up and just kinda sit down and just start recording. So if you want the guy that teaches or helps us execute this, go check out our social media starter pack. And next week, we got Eric Klein and Tony Montalbano, flying in to do our show.

What are some last thoughts you want to leave some listeners with?

Shane: I think a big one for me in this year and, like, last year's, becoming more of a giver. Zig Ziglar, you know, you help enough people achieve what they wanna achieve or accomplish what they wanna accomplish. And and in turn, you will accomplish what you wanna accomplish. And not that I've ever had, like, a scarcity mindset, but I've maybe had, like, a more guarded mindset. And I just wanna leave people with the fact that that I find joy in being generous, and it's it's not it's something relatively new within the last six, my nine months.

Like, the more that I'm able to talk, and the more that I'm able to speak, and the more that I'm able to financially give or, you know, buy somebody's lunch or buy somebody's dinner. Like, those kind of things come back unquantifiable Yeah. In regards to fulfillment and and joy, those kind of things.

Steve: So Absolutely.

Shane: Practice and learn and and look at your life and see how you can become more of a giver. You'll be surprised what it can do for you.

Steve: It's it's readily transparent what it can do for you. I mean, just privately, I've had a couple of people reach out to me, and they offer to help me with my business in other aspects. And all they said was like, we like what you're doing. Like, I've never met them. Didn't even know who they were.

Sure. But they were, like, megastars from behind the scenes. And they just reached out like, hey. We like we like what you're doing, and we wanna help you grow more. Right?

Shane: That's awesome.

Steve: So it's just to your point, if you're giving, people want to help you more, or you'll they'll help you in a way that maybe you weren't, didn't know you needed help. Sure. Someone wanted to get a hold of you. What's the best way to do that?

Shane: Quick and easy. I made it quick and easy for you guys. It's w w w dot shane nynon dot com.

Steve: There you go. And then I wanna just kinda real quick just touch on this real quick, and I hope you don't mind me saying this. Sure. But, you know, you're saying, like, you're very humble. Like, you're you're not you don't have it all figured out.

Shane: Sure. No.

Steve: Right? And so I just wanna emphasize this point again one more time. Like, you guys don't have to have it all figured out. No. You guys just have to take action.

Shane: Massive and perfect action.

Steve: Massive and perfect action.

Shane: That's one of the things I got from your podcast and all the numerous guests, you know, Stephanie Betters, Austin Rutherford, Chris Jefferson, Donnie Ruffin, Alex Saenz, all step out of your comfort zone, do something that's uncomfortable, take massive imperfect action, and and just see what happens. Like, the universe is not gonna eat you. I promise. Alright?

Steve: Definitely won't die from doing this.

Shane: Yes.

Steve: Alright. Thank you so much. Appreciate

Shane: it. Thank you so much, Steve.

Steve: Total blast.

Shane: Yes. Absolutely.

Steve: Thank you guys for watching.

Shane: Thank you, guys.